Blog - (Archived)

Overcoming BD “Nightmares” to Win More Contracts

September 18, 2013

The government contracting arena is highly complex and the path to winning new projects is often fraught with major roadblocks. Knowing these roadblocks in advance and developing a BD strategy that enables your company to clear the hurdles is a critical first step. A recent white paper from Centurion Research Solutions, aptly titled, “Tales from the Crypt: Business Development Horror Stories And What They Can Teach Us,” showcases some key, and quite painful, lessons learned by contractors seeking to grow their businesses. Some of these stories include smaller contractors being short-changed by larger primes when it comes to collectively bidding on a project.  ... Read more

Q&A: Tony Smeraglinolo, CEO of Engility, Discusses the Power of People, Processes and Cost-Effectiveness

September 17, 2013

In July 2012, Engility officially spun off from L-3 Communications as an independent company that provides specialized engineering, technical and training services  to multiple Federal departments and agencies the Department of Defense (DoD), federal civilian agencies, as well as foreign governments. With 7,800 employees, Engility is a significant contractor who has streamlined its business processes, while focusing on attracting and retaining key talent, which has allowed it to be a cost-effective solution for the government. Engility is so unique that some of its customers have actually used the verb “Engilitize” to describe its overall processes and outcomes-driven approach. The FedPulse editorial team ... Read more

Weekly News Kick Off: U.S. Deficit Shrinks; Budget Resolution Stalled; SAIC Board Approves Spin Off; and Engility Wins State Department Contract

September 16, 2013

Welcome to the Weekly News Kick Off post from the FedPulse blog.  FCW discussed the House Republicans’ failure to extend a temporary budget until December 15th amid a GOP fight over Obama’s healthcare reform.  In addition, sequestration’s toll on jobs was a big story, though new contracts are still being awarded. Be sure to check out this and much more in the latest Weekly News Kick Off.  Happy Monday. U.S. Budget Deficit Shrinks 35 Percent From Last Year The U.S. government posted a narrower budget deficit in August compared with a year ago, keeping the annual gap on track to be the ... Read more

The Need for Brand Research in the Government Marketplace

September 12, 2013

Many large companies work in both the commercial and government sectors. However, when large companies do business with the government, they often unintentionally overlook whether the focus of their brand’s message resonates with the government sector. While marketing campaigns and branding may be working very successfully with target commercial markets, the same messaging and campaigns may fall short of achieving the goal of raising awareness and perceptions of the company within the target government market, because government decision-makers’ needs, priorities and expectations can vary widely from what motivates commercial buyers. Brand and perception studies, or Attitude, Awareness and Usage (AAU) research, ... Read more

Winning Contractor: Information Innovators, Inc. Expands Capabilities Through Acquisitions and Strengthens Competitive Edge

September 11, 2013

Information Innovators, Inc. (Triple-i) has established itself as a leading IT services and solutions provider through its employees’ deep expertise and state-of-the art technologies, which helps it advance government mission goals at the best value. The company’s foundation comes from bringing process-based solutions to high-risk, complex initiatives in the federal government through program and project management; security and information assurance; systems design and integration; telecommunications consulting; and enterprise architecture support. Since its inception, Triple-i has gained significant civilian and defense industry experience by serving Department of Defense (DoD) and other civilian agencies of the federal government. Its offerings include Enterprise Services, Information ... Read more

Sequestration in 2014: Using Actionable Insights to Support M&A and R&D Activities

September 10, 2013

Last year when the concept of sequestration began to gain traction, FedPulse did a series of posts about how 2013 could potentially be the year that the “sky falls” on government contractors. Taking a metaphor from the classic fable of Henny Penny, which is a common idiom for a hysterical or mistaken belief that disaster is imminent, we signaled that tougher times lie ahead for all of us. As we highlighted this spring, things did not shake out as badly as we thought in 2013.  In many ways, maybe we acted like Henny Penny and engaged in unnecessary hysteria. Of course, there ... Read more

Weekly News Kick Off: 2014 to be a Much Tougher for Contractors; Syria and Sequestration; U.S. R&D Leadership Declining and Much More

September 9, 2013

Welcome to the Weekly News Kick Off post from the FedPulse blog.  With fiscal year 2013 winding down, the federal news cycle is full of stories about how 2014 will be tough for defense contractors.  In addition, potential U.S. action with regards to Syria is causing many to question the sequester.  Be sure to check out this and much more in our Weekly News Kick Off.  Happy Monday. Pentagon Buying Official Forecasts Much Tougher 2014 for Defense Contractors The Pentagon’s top buying official forecasts a much tougher 2014 for defense contractors. Pentagon Weighs Firing Thousands Under 2014 Spending Cuts The Defense Department may have ... Read more

Market research + Outreach strategy = Big ROI

September 6, 2013

By Jessica Gabriel – ENC Strategy ENC Strategy recently ran a blog post about how successful market research and outreach strategies can lead to a jump in ROI. In a down economy, companies can be overwhelmed with how to target their communication strategies. Jessica Gabriel provides insight into wisely choosing the proper media channels so companies can get the most bang for their buck. In order for companies to raise awareness about the value their products and services provide customers – and ultimately increase sales – they need to communicate effectively using a wide range of available media and the importance ... Read more

Winning Contractor: Equifax Provides Risk Assessment Tools for Government, Wins $329 Million Contract

September 4, 2013

Equifax is a global leader in information solutions for businesses, consumers and government agencies.  By using advanced analytics and proprietary technologies, the company manages data on more than 500 million consumers and 81 million businesses worldwide, which drive the insights needed for enhancing operational performance. With a history dating back to 1899, Equifax assists government agencies in achieving a comprehensive view of business and consumer risk. For social services agencies, Equifax provides accurate client assessments, which are critical in administering public assistance programs.  For example, its Equifax Verification Services provides rapid verification of employment, income and identity information.  This allows programs that ... Read more

Weekly News Kick Off: The $52.6 Billion Intel ‘Black Budget;’ U.S. Military to Remain Strong Despite Sequestration; and Northrop Buys Qantas Defense Unit

September 3, 2013

Welcome to the Weekly News Kick Off post from the FedPulse blog.  The Washington Post ran the biggest federal news piece last week when it exposed the Intelligence Community’s ‘black budget.’  In addition, federal contractors keep winning more business and Northrop Grumman is buying the defense unit of Qantas Airways – to enhance its international offerings.  Be sure to check out this and much more in this post Labor Day Weekly News Kick Off.  Happy Tuesday. The $52.6 Billion ‘Black Budget’ for the Intelligence Community The Washington Post offered a glimpse into an often-unseen ‘black budget’ for the Intelligence Community. U.S. Military Will ... Read more


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