Blog - (Archived)

VIDEO: Al Boykin, Chief Learning Officer, National Contract Management Association, Discusses Positive Outcomes of Today’s Procurement Landscape

November 21, 2013

While many government contractors are facing uncertain times in today’s budget climate, it actually provides an opportunity for industry to focus on quality and better meet government customers’ mission goals. In addition, Lowest Price Technically Acceptable (LPTA) procurements, while not ideal for every situation, can work as long as there are no trade-offs when it comes to performance – solely at the price of cost.  Finally, the new budget landscape also provides the opportunity for contractors to best establish the right performance metrics to ensure optimal outcomes. These are some of the key insights from Al Boykin, Chief Learning Officer, National Contract ... Read more

Winning Contractor: Sotera Defense Solutions Achieves Organic Growth Under New Leadership

November 20, 2013

With more than 1,500 employees, Sotera Defense Solutions has grown into a unique organization that delivers innovative systems, solutions and services in support of critical missions for defense, intelligence, law enforcement and homeland security organizations. From cybersecurity to mobile platform integration and intelligence analysis, Sotera Defense Solutions offers a wide-range of services and solutions for enhancing national security.  The company also has a deep heritage for supporting government customers that dates back to 1969 when it was founded as Sachs Freeman Associates, Inc. Leading its growth and business development is the newly appointed President and CEO Deborah Alderson, who was recently the ... Read more

INFOGRAPHIC: The New Reality – The Impact of LPTA Procurements on Government Contracts and Solutions

November 19, 2013

Last month, Market Connections and Centurion Research, which was recently acquired by Deltek, issued a study about how Lowest Price Technically Acceptable (LPTA) contracts may be awarded to less qualified companies and sacrifice long-term value for short-term cost savings. In addition, these procurements could act to lower government contractors’ standards of performance. The survey of more than 375 government contractors and 360 federal government decision-makers found that LPTA procurements will increase in the next three years and government employees are less familiar with these kinds of contracts. Market Connections and Deltek/Centurion Research Solutions recently developed a comprehensive infographic illustrating the key findings: Government ... Read more

Weekly News Kick Off: Sequestration is “Working;” Big Data and the White House; and Many New Contract Wins

November 18, 2013

Welcome to the Weekly News Kick Off post from the FedPulse blog.  The U.S. resources required for the disaster response in the Philippines is making many question sequestration; though one top Republican Senator is claiming that the sequester is working and Lockheed Martin is laying off 4,000 people.  In the midst of all of this, there continues to be a steady stream of new contract wins.  Be sure to check out this and much more in the latest Weekly News Kick Off.  Happy Monday. Sequester Looms Over Philippines Disaster Relief Many believe that the Navy and Marine Corps’ high-profile disaster response in ... Read more

VIDEO: Ann-Marie Clark, Senior Director, Public Sector Marketing, CDW Government, Discusses Research as a Critical Role in Developing Marketing Plans

November 15, 2013

For product resellers and integrators like CDW Government, the majority of marketing efforts are funded through their vendor partners – in an effort to enhance product awareness and lead generation with government customers. In the reseller community, showing true return-on-investment (ROI) is paramount for showcasing the true value of all marketing efforts through the channel.  For Ann-Marie Clark, Senior Director, Public Sector Marketing of CDW Government, research is the foundation for both ensuring that all marketing efforts are effective and justify the overall budget. In addition, the right research enables federal marketers like Clark to develop messaging that fully resonates both with ... Read more

Q&A: Alisa Valudes Whyte, Senior Partner/COO, Merritt Group, Discusses Value of Research and Targeted Marketing Communications for Contractors

November 13, 2013

In today’s austere budget climate, the value of targeted and research-driven marketing communications has never been more vital for government contractors.  From ensuring that your messages reach the right government decision makers to testing brand messages, now is the right time for contractors to invest in marketing strategies that provide the most return-on-investment (ROI). FedPulse had the unique opportunity of speaking with Alisa Valudes Whyte, Senior Partner and Chief Operating Officer (COO) at marketing/PR firm Merritt Group, about the value of research-driven marketing communications for government contractors. FedPulse:  Tell us about Merritt Group. Valudes Whyte:  Merritt Group is a mid-sized boutique agency that ... Read more

Weekly News Kick Off: Sequestration is a “Disaster;” Increased Spending on Big Data and Cloud Computing; and Laundry List of Contract Wins

November 12, 2013

Welcome to the Weekly News Kick Off post from the FedPulse blog.  We hope everyone had the opportunity to spend the Veteran’s Day holiday with family and friends, as well as pay respect to those who have sacrificed for our nation.  Sequestration is still top-of-mind in the federal news cycle; however, we are seeing larger numbers of new contracts being awarded. Be sure to check out this and much more in the latest Weekly News Kick Off.  Happy Tuesday. Sequestration Is A Disaster; Here’s A Smarter Way To Save Money With members of both political parties hating sequestration, Forbes Magazine is offering ... Read more

History of Veterans Day: Honoring Those Who Sacrifice for Our Great Nation

November 11, 2013

Today, Americans across the nation are commemorating Veterans Day with parades, wreath-laying ceremonies, monument dedications and other events. While this highly important holiday is a reminder to honor those who have sacrificed so much for our freedom, we can also take this time to better understand the origins of this holiday. We highly recommend a viewing this History Channel segment, which offers a history of Veterans Day. Read more

PODCAST: Lynne Gummo of SC&H Group Discusses State of LPTA Procurements and Small Businesses

November 7, 2013

Lowest Price Technically Acceptable (LPTA) contracts have become a heated topic in the federal news media – especially on the heels of the recent Market Connections and Centurion Research study. Though one area that is often overlooked when it comes to LPTA contracts is the impact that these procurements have on smaller businesses.  In addition, how can larger primes and smaller contractors best work together to better leverage business opportunities in this environment? Following is an exclusive podcast with Lynne Gummo, who leads the Government Contracting Industry Group at SC&H Group, which offers M&A transaction and financial services for contractors. Gummo ... Read more

Informing the Right Federal Marketing “Air Cover”

November 6, 2013

With the federal contracting sector still reeling from the government shutdown and sequestration, corporate marketing departments of large companies are providing “air cover” for their federal marketing counterparts during a time of tight budgets. As we all know, marketing to government customers is a very unique discipline that involves knowledge of the federal procurement process, the right messaging and ... Read more

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