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/BD
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,
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
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
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
Be the Best Risk Management Option for Federal Contracts
Federal Risk Management Focus Last week I was in a discussion with one of FedTrax’ cybersecurity clients that produces an
The COVID 19 Lemonade for Federal Contractors
The COVID 19 pandemic is affecting every individual in the United States and every business, and that includes Federal contractors.