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Becoming a Star: Listening & Value Translation Skills

In our consulting practice, we’re often asked what individual qualities best predict success in government sales and business development.  In our research (and practical experience over the years)...

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Pentagon Unveils Reduced Spending Plan

Today, Secretary of Defense Leon Panetta unveiled a budget plan that cuts half a trillion dollars in spending increases over the next 10 years, ultimately illustrating how the Obama administration...

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Relationship Building Strategy: Leveraging Shared Values

If you’ve been in sales for any length of time, you have probably heard the rapport-building advice that upon entering a prospect’s office, you should look for ways to connect with what is important to...

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Government with its Head in the Cloud

Image via Wikipedia Michael Koploy,  e-Procurement Software Analyst for Software Advice, writes a solid article on cloud computing in the public sector in his State of the Union: Public Sector and the...

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New Realities of Government Contracting

A solid article by Steve Charles in Washington Technology, discusses the “new realities” of government contracting.  Some of the more interesting points include: A greater preference for firm,...

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States Look to Develop More Mobile Apps

With more than 91 million smartphone mobile devices in the country, states are pursuing the development of mobile applications to meet citizen needs (discussed in Govtech here). According to a February...

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Satisfaction with E-Government at All Time High

According to an article on GovTech, E-government approval has reached an all-time high, government analytics firm ForeSee announced July 24. On a 100-point scale used by the American Customer...

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Law Enforcement Takes Social Media Seriously

Social Media Outposts (Photo credit: the tartanpodcast) As covered by Government Technology, law enforcement is taking social media seriously.  A recent survey of law enforcement agencies shows most...

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Key Trends in Government Contracting Unaffected by the Election

A technology client recently asked us to summarize our opinions on key trends in federal government contracting.  We were happy to do so…and share the benefits of this with you.  Here are several key...

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Fiscal Cliff Averted? What’s the Real Fallout for Government Contractors?

President Obama just signed into law a bill averting the much discussed fiscal cliff.  So we can all breathe a sigh of relief and get back to work as government contractors, right?  Well, yes and no....

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