• OPINION

    6 ways FITARA will change federal sales

    FITARA changes the IT management authority of agency CIOs, and that means you have another stakeholder to add to your business development efforts. Read More

    Comments: 2
  • OPINION

    Forget formality. Here's how's to really listen to customers

    Sure, program reviews and strategic account sessions are important, but senior executives need to break out of formal meetings and really listen to their customers. Here's how. Read More

    Comments: 1
  • OPINION

    What's ahead in 2015 M&A trends?

    Investment bankers Bob Kipps and Marc Marlin outline what they see as the drivers behind the coming wave of M&A deals in the government market. Read More

  • OPINION
    Stan Soloway

    The time is right for bridging procurement gaps

    PSC President Stan Soloway sees signs that government customers are increasingly dissatisfied with the results of LPTA procurements, so now might be the time to use that dissatisfaction as a lever for bridging gaps in the procurement process. Read More

    Comments: 3
  • OPINION

    New federal policies are cause for contractor optimism

    Several activities in Congress signal a shift in spending and strategy that will require increased support from contractors. Read More

    Comments: 2
  • OPINION
    Chris Wiedemann

    The key to understanding the gap between the vision and reality of cloud computing

    On the surface it might seem that having a strong cloud story is the key to success in the federal market, but dig a little deeper and you'll see the truth is a little more complicated. Read More

    Comments: 3
  • OPINION

    The more things change, the more they stay the same

    As rapidly as the market changes, you can't forget the things that don't change, and how important the basics are to success. Read More

    Comments: 5
  • OPINION

    Does your corporate structure stifle your innovation?

    Too many government contractors relied on an outdated structure that kills innovation, creativity and internal communications and can be the biggest impediment to growth. Read More

    Comments: 4
  • OPINION
    Bill Scheessele

    Major or minor in BD, but you still have to study

    Career success often hinges on how you embrace your business development role, even if BD isn't listed on your business card. Read More

    Comments: 1
  • OPINION
    A.J. Clark

    Avoiding the danger of custom technology

    Budget pressures might be pushing some agencies inward to solve technology problems, but the risk is higher cost and less flexibility, according to Thermopylae Science & Technology president A.J. Clark. Read More

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