Time for proportional change
Are you ready for change? Here is how it starts for us. The dollars awarded to American small businesses in U.S. federal contracting are disproportionate to the contributions we make to the U.S....
Rewriting your script
Can you imagine the role of Luke Skywalker being played by Kurt "Snake Plissken" Russell? How about Tom "Magnum P.I." Selleck as Indiana Jones? Maybe it's Daniel "Bond, James Bond" Craig as The Mighty...
Not my target
Trust me, this is not my usual approach to discussing the small business goals established by federal agencies. In fact, I'll use this opportunity to share something related, but more important. Why? ...
Lead with this
Hi! My name is Guy, and I like Old-Fashioned's (bourbon and mezcal) and science-fiction (Star Wars, Star Trek, UFO, Space: 1999, etc.). I'm into Orange Theory Fitness, and my friends think I'm pretty ...
Those phantom invites
We are told water is essential to life. If this is true, then the water of life in business is the ability to communicate well and establish relationships. From my vantage point, it seems there are a ...
Growth happens better with context
Let me start with this.While there are many challenges impeding Industry success in federal contracting, the most pervasive is not understanding tactics, terminology, and resources crucial to finding ...
Re-examine your bullseye
In 2017, the Office of Personnel Management reported more than 4.4 million civilian federal employees and annuitants governmentwide. That same year, Purdue University estimated the number of Contracting...
Baking the Grade
Uncle Sam claims another "A" using math that allows it to invent phantom small business dollars - ensuring the success of its agencies at the expense of America's Small Businesses.Once again, federal ...
I’m not THAT Guy.
I have a lot of fun being Guy. This is not a recent development though, it started when I was in my thirties, and continues today. Part of the fun includes my nicknames, past and present.Depending on ...
Conducting Your Pipeline Well
For best results, the process of managing and using a sales or opportunity pipeline should be intuitive and harmonious. This means it should be constructed to optimize time spent working on opportunities,...
