Who Moved My Fiscal Year End?
7/3/2010   Federal buyer's internal agency year-end purchasing deadlines are WEEKS before September 30th! Here's how to ask YOUR clients for their decision-making cutoffs.

Fourth Quarter Clinchers!
5/11/2010   As federal fiscal year end is fast approaching on Sept 30th, agency spending increases, as expiring funds drive fourth quarter buys.

Top Proposal Pitfalls
4/25/2010   Avoid these common mistakes on YOUR road to success!

Seven Tips To Stimulus Business!
7/16/2009   Simple Steps Get You On Your Way To Finding Stimulus Opportunities

Hurricane Season: New Business Tips
6/4/2009   How To Be Ready For The Perfect Storm: Disaster Response Contracting

It's About The People -- Opportunities in 209
1/9/2009   Expect the Obama Administration to continue to focus on the most urgent needs of the American people:


* More and better service to citizens,
* increased focus on health care as well as public safety,
* better energy and environment policies, and
* a stimulus package that will drive new infrastructure construction at state and local levels.

It's About The People -- Opportunities in 2009
1/9/2009   Expect the Obama Administration to continue to focus on people, if the new Cabinet picks -- firm, swift, and virtually flawless, are any indication.

Marketing Trumps Tough Times!
8/22/2008   Here's why MARKETING during a recession keeps your business strong today, and emerge the winner when it's over!

New Year's Resolutions for Winning Government Contracts
10/31/2007   Top tips for a fresh start in a new fiscal year of contracts.

Ready for the World's Biggest Buyer? 5 Clues
10/9/2007   The US federal government will spend over $400 billion this year on goods and services. State and local government contract spending will hit $5 trillion. Those contracts will include commercial and consumer items and professional services as well as highly specialized niche technologies, and everything in between.

Your Unique Value Proposition
9/4/2007   How to craft the message that will open doors for you!

Foundations for Success in First Responder Contracting
11/9/2006   Find out the top three themes for winning business and building partnerships with American first responders, the vendors who serve them, and the media who watch the market.

Outsmart Google.
7/6/2006   Sergey Brin Struck Out in Washington. You Don’t Have To.

Making Past Performance Count
4/2/2006   How to look your best for your prospects:
US government buyers wanted a fair, fast, reliable way to evaluate vendors’ past performance. And government contractors said they wanted a level playing field, too.

GSA Schedules and the Time/Money Mix
4/2/2006   "Do I need a consultant to get a GSA Schedule?” In a word, no. GSA’s contracting officers will tell you that, too: There is no legal requirement to hire someone to prepare and negotiate your offer to GSA.

Got Your Number?
4/2/2006   Before you even bid, you've got to register. Here's how.

Follow the Money: Cost-Effective Market Research
4/2/2006   Public sector money means mounds of information about how the money was, is, and will be spent. Some is more helpful than you would expect…and some a lot less so!

Winners Get Their Leads Early. How?
4/2/2006   Successful bidding takes lead time. Smart firms get leads ahead of their competitors.

The Federal Business Forecast: Modern Fortune Telling
4/2/2006   Get advance information about what the US government plans to spend.

Vehicle Shopping: “What vehicles do you have?” Winners have a powerful answer ready.
4/2/2006   Every “done deal” needs a contract. How easily can someone buy from you?

Well-Connected Help Accelerates Success
4/2/2006   Well-Connected Help Accelerates Success in pursuing US government business: Successful companies, especially with technology for military or security applications -- invest in hiring business development insiders who know their prospective client base well. They save time and prevent missed opportunities. The right help versus going it alone means the difference between thousands of dollars that either return your investment or end up squandered.

Showtime...Maybe
4/2/2006   “Shows and conferences are just one part of an effective marketing mix”: If your objective is "to meet more US government decision-makers and close more sales", then conferences help, but they’re only one element – and often not the most effective one – in your marketing mix.

Top Tactics for Small Firms Seeking Military & Security Business
4/2/2006   Strategic investment in business development pays off

3 ways to leverage your experience to partners and buyers
4/2/2006   "Well-written Past Performance or 'Qual's' pay off," observes Mac McKenzie, Principal of the McKenzie Group of Virginia. After retiring from the Pentagon as an Army Lieutenant Colonel, Mac lead and won millions in contracts as Business Development Director & VP for large and companies including GRCI/AT&T, Kean, WANG Federal before striking out on his own. He's also helping Canadian companies succeed in this challenging market, and is one of my business partners.

Do You Have A GSA Number? Should you?
4/2/2006   The right answer can unlock millions of dollars of long-term business with US government, both federal and state…but sometimes, it's not the smart way to go.

Making The Most of Your Global Marketing Force
4/2/2006   Did you know you have one right now? They're your Trade Commissioners, in over 155 offices worldwide, including 23 offices across the United States and over a dozen in Canada. They help thousands of Canadian companies win millions in export business each year...and are waiting for your call.

Canadian Companies: Are You Ready to Sell to The US Government?
1/5/2006   Five clues tell you whether pursuing those opportunities could bring your company long term profit...or waste valuable corporate resources.

Target Government: Adapt Your Marketing
1/22/2005   Three steps to seeing the buyer's point of view: Communicating that doesn't have to be costly, noted Colin Hung, Senior Director, Business Development with Performancesoft in Toronto, and returns the investment. Performancesoft's "one-page brochures printed in-house on how we can solve a unique government issue...establish our company as one that ‘gets government.'