Author Archive
Opinion
8 things you must do to prepare for September
September is the business month of the fiscal year as agencies rush to spend their "use or lose it" funding. ImmixGroup executive Steve Charles offers eight tips for making sure you are ready for the rush.
Opinion
3 things to remember as category management gains ground
Category management and the gathering and analysis of procurement data will soon be common operating procedure for the government. immixGroup co-founder Steve Charles explores what it means and what you need to know.
Opinion
Opportunities rising from subtle shift in security priorities
A subtle but definite shift has occurred in how agencies think about security. ImmixGroup's Steve Charles explains the shift and the opportunities that come with it.
Opinion
Inside the private sector's role in the health IT opportunity
Federal market guru Steve Charles lays out the key points behind the importance of data exchanges and the role the private sector plays in driving this business opportunity.
Opinion
DOD says it needs a trusted supplier plan, but one already exists
The Defense Department says it wants a trusted supplier plan, and the laws are in place, but getting the rules implemented just keeps dragging along.
Opinion
Cloud may be slow, but it's going to be big
The cloud computing market hasn't lived up to its hype, but that doesn't mean it still won't become a big opportunity and transform government IT.
Leaked intell docs offer insights on new opportunities
Intelligence documents leaked by Edward Snowden offer valuable insights into how and what intelligence agencies are buying. Now is the time to hone your strategy for this $50 billion market.
Opinion
How program performance evidence can provide clues to sales
As agencies turn to data-driven evidence to measure program effectiveness, vendors can use the same data to better hone their sales strategies, writes immixGroup's Steve Charles.
Opinion
6 steps to solving the counterfeit IT problem
The toughest regulations won't stop counterfeit IT issues, but why not take a more risk-based approach? Columnist Steve Charles offers six steps that can address this issue.
Opinion
Sharpen your sales efforts to match today's evolving IT policies
IT policies such as the 25-point plan, the strategic sourcing initiative, and shared services take years to be fully realized, but they offer critical guidance on to shape your sales strategies.
Opinion
Cyber getting baked into more procurements
Work is underway on increasing cybersecurity requirements on many of the IT products and services government agencies buy. Procurement expert Steve Charles explores the critical steps you must take to prepare for this change in the market.
Opinion
2014 budget request points to new opportunities
Future opportunities will be split between areas the Office of Management and Budget can bring savings such as shared, services, consolidation and cloud computing and areas where more investment is needed such as mobility and cybersecurity. The challenge is knowing where to look for those opportunities.
Opinion
2014 budget points way to new opportunities
The 2014 budget offers plenty of clues on the spending priorities of the government and here's how they tie back to your business opportunities. And don't forget, now's the time to prepare for 2015.
Opinion
New version of IT reform gets on the right track
The latest version of the proposed Federal IT Acquisition Reform Act shows that Congress is listening to industry but it still needs to tackle strategic sourcing head-on.
Opinion
DOD gets serious about supply chain security
The Defense Department is stepping up scrutiny of contractor supply chains and if you can't declare it safe, you'll be at a competitive disadvantage.
Opinion
6 trends that lead the way to 2013 sales
2013 might see flat dollars, but sales guru Steve Charles charts a course for spotting the opportunities driving the market forward.
Opinion
Down to the wire, IT sales opportunities are there
The fiscal cliff is fast approaching but there are still opportunities out there. You just have to know where to look.
Opinion
