Market Chat: Winning Federal Business Takes an Orchestra

In this radio program we’ll discuss how the “RIGHT” Capture Team is a singularly focused, multi-faceted, cross-organizational team B2G companies put in place around a specific initiative that is of the highest importance, strategically and for profits. As in every great Orchestra – all musicians must play their role in …

How to SPIN more Awards out of Thin Air

To be really effective at selling professional services you need to leverage not just traditional BD sales staff, but also the efforts of your project staff that interact onsite with the client. This article will introduce an age old commercial selling framework (“SPIN” Selling) and illustrate how it can be applied to government contracting.