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NEGOTIATING? DON’T TIE YOURSELF IN KNOTS ON WHAT THE OTHER SIDE MIGHT ACCEPT

A series of former Secretaries of State testified before Congress last week and although the topic was US foreign relations, there was one important tip for government contractors.   Unless you’re a bona fide mind reader, never try to figure out what the other side can live with in a negotiation.  Know what your company’s bottom line position is and stick to it.  This message is particularly Read more

TO MOVE FORWARD, SOMETIMES YOU HAVE TO STEP BACK

No matter what market you’re in, being too close to the front lines for too long produces myopia.  Focus is good, but not when it leads to tunnel vision.  You miss changes in your broader market, including new technologies and solutions, if you don’t take time to step back – or even away – from the daily grind.  Read more

CATCH LARRY ALLEN AND MARK AMTOWER AS WE EXPLAIN IT ALL

What’s better than one smart (or smart aleck) government business expert?  How about two?  There are two sets of new rules for selling products to the government: changes in procurement regs and new marketing methods. You need to understand both parts of the equation to succeed. Attend the March 25th Government Market Master Seminar to hear from two top experts – Larry Allen and Mark Amtower and learn the best practices needed to take your company to the next level.  Readers of The Week Ahead even qualify for a special discount!  See all you need to know, and register today, here.

FSSI CONTRACTORS UNDERSTAND: DIVERSIFY OR CLOSE

GSA held its kick-off meeting for the third iteration of its office supplies strategic sourcing contract this week and contractors heard the unspoken message loud and clear:  If you’re relying on this contract to make you money, your firm could be out of business at the end of the 5 year term.  Experienced firms had already figured that out.  Read more