Not to beat the same drum too much, but it is important to remember that research is king! As we reviewed in previous posts, conducting in-depth internal research of who you are, what you do, and how you do it is the first crucial step to uncovering the right target markets, positioning you to determine relevant opportunities, and providing the understanding of where you can make an impact. The second crucial step is the external research that determines where you are, where you want to be, and how to get there—what makes the most sense to your fundamental product and service offerings. For example, if you are a marketing services company that has concentrated in the healthcare field, your focus should not stray from that in your initial goals to expand with current customers and attract new customers. Therefore, it makes sense to focus your opportunities search within HHS, VA, … Continue reading Show me the money! (Part 5) Pipeline development: identifying relevant opportunities for pursuit
There are two proven axioms in Federal Government business development (BD) and capture: “You probably don’t know what you don’t know,” and “If you don’t already know who’s the ‘pigeon’ around the poker table, it’s mostly likely YOU!” Surprisingly, many companies don’t know what they don’t know when it comes to market strategy and Go-to-Market planning, and they make the same mistakes over and over. In this webinar, we discuss the top 10 mistakes and how you can avoid them. You’ll also learn that effective “B-to-G” BD and capture is a direct result of effective Go-to-Market strategy and execution, including: • Government market analysis • Target market identification • Pipeline development • Brand, image, and promotion • Thought leadership • Industry influencers • Marketing campaigns • BD campaigns • Sales support Designed correctly, a good Go-to-Market Plan will accelerate sales and increases market share. Click to watch the webinar and download … Continue reading Webinar replay – Top 10 ‘Go-to-Market’ Mistakes Made by Federal Contractors and How to Avoid Them
Today companies are trying to make the most of every dollar to increase their competitive edge. Even a small decrease in overhead costs or increase in productivity can make big difference. Lisa and Brenda decompose a budget for developing a 30-day proposal and a 10-day proposal for small, medium, and large companies and provide recommendations for decreasing costs, while also streamlining workflow, effectively using automation, and working smarter not harder. They also describe how they implement management best practices like Agile, Information Technology Infrastructure Library® (ITIL), and Project Management Body of Knowledge (PMBoK), and commonly used tools and technology to generate cost savings. Doing more with less does not mean longer hours for less pay, but rather leverages continuous process improvement, teamwork, creativity, and ongoing training to result in long-term savings. Lisa and Brenda share best practices for cost savings. Click to watch the webinar and download the webinar presentation. … Continue reading Webinar replay – Doing more with less and winning more!