Welcome! As we mentioned in our introductory post, What is Go-To-Market?, here is part 2 in our series discussing the importance of Go-To-Market (GTM) Strategy—a significant tool for successful business development (BD) and sales efforts. Two types of research “The best vision is insight.” –Malcolm Forbes No matter where you are in the spectrum of selling into the Federal Government (or length of time working with your Federal Government customers), your key to success is understanding several points—your company’s position, your customer’s needs, the state of the market from competitors to potential partners, economic influences, and your ability to provide the product or service solution needed—and that understanding can only be achieved through continued research! As we develop your Go-To-Market Strategy, we must conduct research to determine and plan the right path. Research provides you with the information to react and respond to the needs you can address and the … Continue reading Show me the money! (Part 2) The data behind a Go-to-Market strategy
According to NextGov, Representative Will Hurd (R-Texas) will reintroduce the Modernizing Government Technology (MGT) Act this week. Hurd, with Representative Gerry Connolly (D-Virginia), originally sponsored MGT in September 2016 to tackle the Federal Government’s aging IT infrastructure. The previous administration had proposed a $3.1 billion IT Modernization Fund to address the fact that up to 90% of agency IT budgets go to legacy system sustainment. The Office of Science and Technology Policy issued an exit memo (no longer available on the White House website) with 10 actions to address technology challenges. It will be interesting to see whether the new bill offers specific implementation action items. Last year, the House passed the MGT Act, but time ran out and it never passed the Senate. At the time, the Congressional Budget Office (CBO) estimated that implementation would cost $9 billion from 2017–2021. The new bill is likely to create working IT … Continue reading The IT Modernization Bill lives!
In an ideal world, we’d all work in proposal shops with dedicated proposal writers and editors. The proposal writers would interview SMEs to craft compelling, clean text, and the editor would not only fix grammar mistakes, but also re-write as needed for one voice, clarity, and impact. Unfortunately, many of us work in proposal shops without these resources. In these cases, project staff write proposals in their spare time, and the proposal manager is often responsible for managing the proposal, re-writing text as needed, and editing the document before submission. Teaching regular contributors how to edit their own work will improve their writing skills over time and reduce the amount of re-work required by the proposal manager. A proposal manager should introduce the concept of self-editing work at the proposal kick-off meeting and share this article to jump-start the process. If you’re a proposal manager tasked with editing, you might … Continue reading An introduction to editing for non-editors (Part 1) – content editing
Welcome! Over the next few weeks, we will be posting a series on the importance of Go-to-Market (GTM) Strategy—a significant tool for successful business development and sales efforts. So, let’s start at the beginning. What is Go-to-Market? While the term seems self-explanatory (no, it is not about a trip to the grocery store), developing and executing an actionable GTM strategy can elude even the most experienced professionals. And, regardless of where your company is in the spectrum of selling to the Federal Government, you need to seriously consider a solid, executable GTM strategy. A GTM strategy is an action plan for your organization, specifically developed using internal and external research that outlines how to reach customers and achieve competitive advantage. The purpose of the GTM strategy is to provide a roadmap for delivering your products and/or services to the end customer, understanding such factors as pricing and distribution. Even if … Continue reading Show me the money! (Part 1) What is Go-to-Market?