How to Find the Right Government Contract Opportunities

Posted by Skip Blackburn on May 26, 2017 8:00:00 AM

In the coming years, there will be lots of opportunities for businesses that depend on government contracts. But how do you find the ones you can successfully capture?

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Topics: capture management, capture management process, government contracts, government sales

Greatest Hits: Top Government Sales Insights for Your Business

Posted by Skip Blackburn on May 19, 2017 4:22:56 PM

Capturing and winning government contracts is a way to ensure a stable source of income for years to come. During lean economic times, government contracts can help keep the doors open, and during boom times, these contracts can fund expansion.

But what do you need to know to make sure your government sales processes are top notch? What can you do to make sure you win your bids, and what should you do if you lose? Read on to learn more.

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Topics: capture management, capture management process, government sales

Capture Management: What You Need to Know About Paid Sources for Business Development

Posted by Skip Blackburn on May 12, 2017 2:13:59 PM

Budget is a big barrier when looking at your capture management process. You need to invest a lot up front in the hopes of scoring contracts at the end. With publicly-available sources offering a lot of the information you need to strategize for opportunities, it can take a lot of man hours to aggregate the information.

For most businesses, that's where paid services come in.

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Topics: capture management, request for information, government contracts

Capture Management: What You Need to Know About Public Sources for Business Development

Posted by Skip Blackburn on May 4, 2017 10:39:51 AM

As your company starts looking for new opportunities, you'll realize how much information you need to make smart business decisions about which opportunities to pursue. The federal government awards thousands of contracts worth billions of dollars each year.

Narrowing down the list to something manageable requires a lot of information. Thankfully, virtually every bit of information surrounding government contracts is publicly available.

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Topics: capture management process, proposal management, government contractors, black hat

Capture Management: Top Challenges With Capturing Business Intelligence

Posted by Skip Blackburn on Apr 28, 2017 9:55:35 AM

As President Donald Trump's first 100 days draws to a close, it's important to recall that every new president brings new energy and ideas to the office.

With those ideas comes new focus and changes to where and how government funding is spent. Identifying changes early allows you to capture needed intelligence to help boost your capture management process.

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Topics: capture management, business intelligence

Greatest Hits: Top 4 Capture Management Process Insights

Posted by Skip Blackburn on Apr 18, 2017 8:00:00 AM

If government contracts are an important source of income for your company, reviewing your capture management process is an important part of keeping it stable. Capture management is an ongoing process that starts years before you finally submit a proposal.

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Topics: capture management, capture management process

Greatest Hits: What You Need to Know About the Black Hat Review Process

Posted by Skip Blackburn on Apr 13, 2017 2:01:33 PM


A key part of the the capture management phase, Black Hat review processes may vary in implementation between companies and people.

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Topics: black hat

Greatest Hits: Essentials of Hiring and Managing Capture Managers

Posted by Skip Blackburn on Apr 7, 2017 2:54:54 PM

Expert capture managers can add value to your process and increase your ability to land the contract. But not every capture manager is created equal. So how do you find someone that is the right fit for your business? And once they're in your door, how do you ensure they're doing their best work for you?

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Topics: capture management consultant, capture executive

Greatest Hits: Choosing the Right CRM Solution Will Impact Your Success

Posted by Skip Blackburn on Mar 31, 2017 1:18:45 PM

Government contracts can provide a great source of steady revenue. But closing the deal in order to ensure that revenue is no easy task; in fact, it's quite a process. That's where customer relationship management (CRM) software can help. CRM technology is useful in managing and analyzing customer interactions. In the era of "the customer experience", it's increasingly vital to solve your client's needs quickly and effectively. As a contractor, the government is your client.

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Topics: CRM

Your Fiscal Year 2017 Government Sales Checklist

Posted by Skip Blackburn on Mar 21, 2017 8:00:00 AM

The most important thing you can do is take a long look in the mirror and ask the question: "Am I ready for fiscal year 2017?" Maybe not - status quo may not be enough to be ready. You know a surge in government spending is on the horizon, but you may not have everything in place within your organization to ride the wave.

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Topics: government contracts, government sales, government contractors


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