Going Vertical: Discovering Target Markets That You Can Succeed In
Business leaders are increasingly trading in their shotguns for laser-sited sniper rifles. You may think I’m talking about a clever […]
Sales Analytics: Making Sales a Science
The story of Moneyball, General Manager Billy Bean’s use of analytics to create a continually competitive baseball team in Oakland
Selling Technology to Executives: Making the Complex Actionable
We’ve all seen sit-coms showing nerds at Star Trek or Lord of the Rings Conventions, laughing at the esoteric, inside-baseball,
Tech Startups – How to Assess Your Federal Business Fit
This is the first in a series of articles on how tech startups can pursue and win Federal Government business.
Innovation Opportunity Federal Funding, Part 2
This is the fifth in a series of articles on how tech startups and seasoned Federal contractors can find early
Technology Readiness Level for Federal Innovation, Research and Development
Innovative tech firms that pursue Federally funded business opportunities need to be aware and familiar with a term used in
3 Lies of Account Management That Cost You Sales
In my line of work, one of the most frequent expressed needs my technology clients talk about is new business
4 Things You’re Marketing that Won’t Win Government Contracts
Government Contracts Don’t Grow on Trees So what’s your success path to government contracts Momma always told me, “If someone
Federal Contracting: Creating Competitive Advantage Out of Thin Air
This is the first of a 2-part series on competitive contractor advantage with a focus on Government targets. Part 2
Government Contracting: How to be a Better Federal Teaming Partner
This is the 2nd of a 2-part series on competitive contractor advantage with a focus on becoming a more compelling