December 30, 2015

My posts are usually inspired by real life — by attending events, talking to experts, doing  market research, and participating in capture and proposal efforts with clients.  This is no exception.  What started as a slide in my “So You Want to be a Federal Contractor”...

June 8, 2015

I talk to a many small businesses who aspire to sell their services and products to federal agencies. And when I explain to them that a “small business” under their NAICS Code is any business that makes $25M a year or less, they say, “25 MILLION?!” and they deflate a l...

June 5, 2015

Dear prospective government vendors:

When in the presence of buyers, you should at a minimum know the “federal” structure of the U.S. federal, state, and local governments.  Especially in a seminar setting when you raise your hand and the whole class is listening.



December 5, 2014

So the Obama administration came in, guns blazing, contractors = bad, in-sourcing is good.  And every contractor ran scared to hide under his/her desk, lest they be noticed and in-sourced.  And, in the early days of idealism and grand-standing, a real push for in-sourc...

March 1, 2014

I’ve talked to a number of new government contractors who think that getting a status symbol will somehow make the phone ring off the hook, contracts will start dropping from the sky, and the likes of Lockheed Martin will be beating a path to their door.


Well, hate to...

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