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February, 2015

  • 25 February

    Selling to the Government – An Insiders Perspective

    Have you ever wondered the following about “selling to the Federal Government” How do technology providers effectively approach Government Agencies to “solution sell”? What are the do’s and don’ts you must know in order to target Federal prospects? How do you become a “trusted” partner to your government customers? Kevin Lancaster is the moderator of the Chesapeake Regional Technology Council’s Business ...

  • 17 February

    Growing a Successful Government IT Practice

    Steve Halligan, President and Chief Operating Officer of n2Grate, is interviewed on this week’s episode of Selling Government. Learn how Steve grew his practice focused on solving the Government’s Cloud Consolidation Challenges! Episode 16 Teaches: The latest in Federal Data Center Consolidation (FDCC) What’s required to meet the Federal Government’s consolidation and security requirements Information Technology Best Practices in the ...

  • 10 February

    Using Market Intelligence Tools to Generate Government Sales!

    Gone are the days of only having 1 Government Market Intelligence tool in town (sorry GovWin/Deltek)! In this week’s episode, Kevin interviews James Bratten, President of the Market Intelligence Company EZGovOpps. If you struggle with making sense of Government Market Intelligence – listen in – this episode is for you! Episode 15 Teaches: The value of market intelligence tools for ...

  • 3 February

    DCAA Compliance in Federal Contracting

    The President and Founder of Rose Financial Services, Ted Rose, explains the importance of being DCAA compliant as a Government Contractor. Learn more about the challenges that contractors face complying with Government Regulations. Episode 14 Teaches: What it means to be DCAA compliant Accounting and Infrastructure challenges faced by Government Contractors in the federal marketplace Tools and technologies to help ...

January, 2015

  • 29 January

    Content and Inbound Marketing to Generate Government Sales

    In this episode of Selling Government, Kevin interviews Kathleen Booth, Chief Executive Officer and Owner of the marketing agency Quintain Marketing. Listen to the podcast to gain insight into how content and inbound marketing can help your business succeed in the Government Marketplace. Episode 13 Teaches: Why content and inbound marketing is important when developing Government Sales How to implement ...

  • 15 January

    Set-Aside Contracting…Explained

    In this episode of Selling Government, Kevin interviews Christopher Shiplett of Randolph Law. Listen to the podcast to get up speed Set-Aside Contracting. Episode 12 Teaches: Why set-asides are so important in government contracting How Government Set-Asides “potentially” limit competition What is generally required to apply for a Government Set-Aside like an 8a, SDVOSB, HubZone or Woman-owned small business Due ...

  • 7 January

    Thought Leadership on Capitol Hill

    How to & the Benefits of getting involved in the Legislative Process from a non-Lobby Perspective! In this episode of Selling Government, Kevin interviews Parham Eftekhari of Institute for Critical Infrastructure Technology. Listen to the podcast to learn how to position yourself and/or your company as a thought leader on Capitol Hill. Episode 11 Teaches: The distinction between “Lobbying” and ...

June, 2014

  • 19 June

    Using Competitor Data to Increase Government Sales

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    How can I win more government business? Are my competitors winning bids I don’t know about? How can I increase my win percentage? If you have ever asked yourself these questions, then listen up! In this episode of Government Contracting A to Z, Kevin interviews Jack Siney of SmartProcure on how to use competitor data to increase government sales. Listen ...

  • 18 June

    Bid Protests in an Era of Sequestration

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    What is a bid protest? Are there bid protest regulations?  How is a bid protest decision made? If you have ever asked yourself these questions, then listen up! In this episode of Government Contracting A to Z, Kevin interviews Lewis Rhodes of Bradley Arant Boult Cummings on the bid protest process and the competition sequestration has caused over contract awards. ...

  • 17 June

    How to “Federalize” Your Brand

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    What is a government marketing strategy? How can a company create a federal brand?  Is government marketing different from commercial marketing? If you have ever asked yourself these questions, then listen up! In this episode of Government Contracting A to Z, Kevin interviews Joyce Bosc of Boscobel Marketing Communications on how companies can effectively “federalize” their commercial brand. Listen to ...