As we discussed in our previous posts (What is Go-to-Market? and The data behind a Go-to-Market strategy), in order to build an actionable, comprehensive Go-to-Market (GTM) strategy, you must first conduct the appropriate research to ensure its success. Now that you have the details from your internal and external research (The data behind a Go-to-Market strategy), reviewed and evaluated the data results, and determined your most effective direction, you can build your GTM strategy. This is where you clarify your plan and direction and establish your path for growth. From your research, you should clearly understand your value proposition (your internal research reveals what you have to offer and what’s most attractive to your customers), your key differentiators (as compared to your competitors and the needs of customers), your resources (staff/employees, partners, vendors, SMEs, etc.) and how that defines your target market, and the tools to attract and engage the … Continue reading Show me the money! (Part 3) Building your Go-to-Market strategy
TArticles tagged with: govcon
Show me the money! (Part 2) The data behind a Go-to-Market strategy
A Go-to-Market strategy series
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
The IT Modernization Bill lives!
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!
An introduction to editing for non-editors (Part 1) – content editing
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