Being proactive in the federal marketplace requires government contractors to perform a diverse set of activities in order to position themselves for the most opportunities. When I talk to government contractors, both small and large, I often hear some of the same frustrations. The top 5 things I hear are:

Building your government sales practice will be one of your organization’s greatest challenges, as mistakes occur quite frequently. In fact, when entering the marketplace many companies actually make the same mistakes:

Did you miss our presentation on the best practices you should be leveraging while researching federal business opportunities? You can now download a free copy of this presentation.

Dan Tangherlini, GSA’s Chief Administrator, announced his resignation yesterday after nearly three years as the head of the federal government’s procurement arm. Appointed by President Obama in April 2012, Tangherlini was tasked with leading the GSA out of the midst of an employee spending scandal. Taking over an Administration that had suffered a severe hit to its credibility within the federal government, Tangherlini led a three year transformation to bring GSA to its much healthier current state. Highlights of Tangherlini’s accomplishments during his tenure included:

The GSA sends out GSA Schedule cancelations every day, but not all companies get their GSA Schedule contract canceled. What did they do differently? And, more importantly, what should you do to grow your government sales in the future?

When assessing the IT competency of organizations, many executives tend to believe their IT sectors are meeting their organizational objectives. The majority of executives believe that simply possessing an IT service is the key to reaching those objectives. This misconception could not be further from the truth, as a study found that less than half of the respondents rate their IT management processes as “excellent” or “good.”