Last month, I was honored to speak on the Contractor Performance Assessment Rating System (CPARS) at the 60th Annual National Contract Management Association (NCMA) World Congress, the single largest gathering of federal contracting professionals in the country. More than 2,200 contracting professionals come together to contribute to and learn from other thought leaders, establish new,... Read More
Tag Archives: federal market
Proposal Management; Increasing Wins at the FY End
Decades of federal government contract spending habits have proven to be a direct cause of the dramatic increase in awarded contracts as the September 30 fiscal year-end approaches. Even with a reduced budget, the “use it or lose it” mentality is a driving force in government purchasing at this time of the year, whether it is for a $100 credit card purchase or a $10 billion contract. Although not all agencies award their contracts in this way, a large... Read More
How Climbing Mount Fuji is like Doing Business with the Government
My best friend, Robin, currently stationed in Japan with her husband, invited me to climb Mount Fuji. Nine months, countless training hours, and a 75lb loss later, we made the 10-hour trek up the mountain and the 6-hour slide back down. Along the way, I thought of how doing business with the government is very much like... Read More
Five Top Marketing Myths Causing Lost Contracts
The U.S. federal government remains the world’s fortune one customer purchasing every type of service and product. It is a relationship-based marketplace where decision-makers want to know who the vendors are before the bid is awarded. To win more contracts, it is imperative that contractors market effectively and not fall victim to these top five... Read More