Blog - (Archived)

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

A New Twist on LPTA Procurements

November 5, 2013

A couple of weeks ago, Market Connections and Centurion Research issued a study about how Lowest Price Technically Acceptable (LPTA) contracts may be awarded to less qualified companies, sacrifice long-term value for short-term cost savings and could act to lower government contractors’ standards of performance. The study captured a tremendous amount of media attention; reinforcing that LPTA procurements are top-of-mind for both the government and contracting communities. The Potomac Forum, a longstanding non-profit that provides training for both government and industry, is also tackling this issue with a program that presents a “new twist” on LPTA procurements.  Previously, most training on LPTA ... Read more

VIDEO: Lisa Dezzutti, President and CEO of Market Connections, Discusses Value of Targeting Government Decision Makers

November 5, 2013

In today’s resource-stretched environment, government contractors need the right tools for effectively reaching government decision-makers in their marketing efforts.  Knowing the best channels for actually connecting with and influencing these potential buyers can be challenging. Earlier this spring, Market Connections released the findings of its 2013 Federal Media and Marketing Study (FMMS) at a standing-room-only breakfast presentation at the Gannett Conference Center in McLean, VA. The study captured responses from more than 3,900 government decision-makers, highlighting their use of digital, mobile, social, print and broadcast media. The study revealed that government executives are embracing mobile solutions, with smartphones and tablets becoming key channels ... Read more


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