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To enable ecobirmingham to collect information about your browsing patterns, including to monitor the success of campaigns, competitions etc.<eot>Government Contracts « Selling to Government Markets
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Jan3 by lbbristow
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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. First, the "no" side of the equation. Though bypassing a looming crisis, Congress postponed dealing with some of the key issues that spawned all this fiscal cliff stuff in the first place. Our leaders deferred the $1.2 trillion in spending cuts (known as "sequestration") for two months. Further, they didn't raise the debt ceiling even though the Treasury technically hit the $16.4 trillion limit Monday. These things we'll need to be addressed just about the time the continuing budget resolution runs out and a new budget battle will be underway. Looks like more fireworks are in our future.
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Now the "yes, we can get back to work" side of the equation. While an environment of uncertainty such as has been created by the fiscal cliff battle can certainly have a negative impact on programs, I can assure you the federal government isn't going away anytime soon. It will still buy billions of dollars worth of stuff every day–hopefully some of it from you. The main point: uncertainty is nothing new to experienced contractors. There is always a cloud of precariousness hanging over government contractors: funding battles, continuing resolutions, political turnover, contract expirations, bid protests, etc. All of these serve to make government markets a bit rocky. It's something you deal with and navigate, meanwhile being thankful for the good characteristics like long-term contracts, and a customer that pays religiously.
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So, amidst all the turmoil and uncertainty, just do what you do best. Build relationships, solve problems, create value. Do it well and you'll build bridges across this and any future "cliffs" that may lie ahead.
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Leave a comment Posted in Government Business Tagged fiscal cliff, Government Business, government buyers, Government Contracts, government procurement, government sales, sell to government, small business, small business and government
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Feb10 by lbbristow
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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 Cloud. He makes a good case that the key to government movement toward cloud services is, and will continue to be, cost reduction. With huge debt and significant budget cuts, government IT managers will no doubt be drawn to cloud services as a lower cost approach to on-site management.
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So why aren't government IT managers flying full speed into the cloud? Michael says threats to security, and a loss of ownership are key barriers. It only takes a couple of well-publicized security breaches to make IT decision makers in the government squeamish. Recent hacking incidents raise questions about just how safe the data is when it's "outside the walls."
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From our perspective, we continue to be bullish on contractor cloud opportunities. The commercial world is embracing it dramatically, and, like other trends, government will lag behind, but follow.
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It goes back to one of our key principles related to selling to government buyers: they don't like risk. IT contractors will need to double efforts at securing networks, data, etc. (and double efforts at convincing buyers).
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Leave a comment Posted in Government Technology Trends Tagged Government Business, Government Contracts, government procurement, government sales, government sales opportunities, Government Technology Trends, sell to government, small business and government
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Jan31 by lbbristow
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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 him/her on an individual level. Pictures of family on his desk? Talk about your kids. Golf trophies on her bookshelf? Tell her about your trip to Pebble Beach. The theory? Practicing this method provides common ground between you and the prospect–important for laying a relationship foundation.
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It's decent advice on the surface, as honing in on prospect passions is clearly an effective method for easing initial introductions. However, deeper relationship building requires expanding this practice beyond the initial meeting. Salespeople should move past thinking the method is just an ice-breaking gimmick. Instead, sales pros should focus on ways to build a deeper shared value framework between you as the seller and your prospect (or strategic partner) over the long-term.
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Here's one process for doing this:
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Observe. Make a concerted effort to become more aware of interests and values.
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Capture. Make notes about the interests/values you uncover and capture these in your contact database.
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Review. Revisit the values you have observed regularly so you're tuned in.
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Share. Commit to passing along content that will be of interest to prospects and reinforce shared values.
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Be Genuine. Don't overdo it. Trying to "force" shared values where none really exist will backfire on you.
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Leveraging shared values takes some effort, but it will help you develop deeper prospect relationships–the absolute key to "owning an RFP" and winning deals.
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Leave a comment Posted in Selling Strategies Tagged Government Business, government buyers, Government Contracts, government procurement, government sales, sell to government, selling government, small business and government
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Becoming a Star: Listening & Value Translation Skills
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Jan17 by lbbristow
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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) we've actually identified seven personal traits that contribute to effective selling within the complex government environment. For a discussion of all of these, feel free to request our free white paper, "Seven Key Traits of Star Government Salespeople" (see the link on the right). For now, let's examine the strongest predictor of success: listening and value translation. We'll break this down into smaller bites in order to better understand this vital factor.
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First, star salespeople are perceived to be good listeners by their prospects. No surprises here. Buyers want their problems and needs to be truly heard. Of course, listening means more than hearing. Good listeners know what questions to ask to get to the core of prospects' stated (or unstated) needs. They listen for clues regarding the decision-making chain, and they effectively discern non-verbal cues.
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Second, star sales people are able to translate prospect problems into meaningful customer "answers". Hearing is one thing. Being able to diagnose problems, align needs with company offerings, and provide real solutions (an unfortunately overused term) is another. Being "consultative" is a part of the equation, but only a part. Persuasion is also a valid part of the value translation process. We often see salespeople who, in striving to be consultative, fail because they get mired in prospect "wish lists" and details they don't know how to address. They are unable to persuade the prospect to adopt new ways of thinking (ways that are more aligned with their company's offerings). Star government salespeople don't fall into this trap.
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Third, star salespeople have learned to adapt their listening and value translation skills to the structured process of government selling. While other salespeople might be turned off by the rigid procedures involved in government procurement, star government salespeople utilize this to their advantage. They are comfortable with the playing field (and frankly know how to work the system within bounds).
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A government salesperson's ability to listen empathetically, and then translate products or service features into clear value for the buyer is essential for long-term success. If you're sitting around waiting for RFPs to be released before you begin selling, you're too late. Commit to getting in front of the RFP, building relationships, listening effectively, then translating prospect problems into solutions your company can provide. You'll find yourself with "star" status before long.
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1 Comment Posted in Consultative Selling, Selling Strategies Tagged B2G, Government Business, government buyers, Government Contracts, government procurement, government sales opportunities, Sales, Salesmanship, sell to government, small business and government
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President Obama Proposes Merging Agencies and Elevating SBA Head to Cabinet Position
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Jan13 by lbbristow
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Today, President Obama proposed merging six trade and commerce agencies into a single agency, while elevating the head of the Small Business Administration to a cabinet level position. The plans would affect the Commerce Department, the Small Business Administration, the Office of the U.S. Trade Representative, the Export-Import Bank, the Overseas Private Investment Corporation and the Trade and Development Agency, according to an article in the Wall Street Journal.
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The president can't make the change on his own, so he will ask Congress for authority to undertake the reorganization quickly.
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According to the Journal article, "the president appears to be seeking to show that he is looking out for a part of the business sector that Republicans say is the main engine of job growth, and one that other Obama policies have hurt."
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At this point it is unclear whether Congress will give President Obama what he seeks. Reorganizations are tricky in Congress because they impact certain committees' oversight structure. At least, however, discussion and focus are being placed on Small Business–a key engine for economic growth.
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Leave a comment Posted in Government Business, Uncategorized Tagged B2G, business to government, Government Business, government buyers, Government Contracts, government sales, sell to government, selling to government, small business, small business and government
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Government Technology's Five Most Important Stories of 2011
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The use of technology in government is a common interest of our readers as the topic impacts a wide variety of government contractors. As such, we recommend you check out this linked article from Government Technology magazine. Here, they highlight what they consider to be the five most important technology stories of 2011. The stories cover the gamut from cloud-based services, to social media in government, to ultra high-speed broadband. It's well worth a read.
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Leave a comment Posted in Government Business, Government Technology Trends Tagged Government Business, Government Contracts, Government Technology, Government Technology Trends, sell to government, small business and government
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New Report Reveals Trends in Federal Contracting for Small Business
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Dec27 by lbbristow
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Despite, current procurement tracking methods at the federal level, it's not easy to get a real picture of how small business fares within government contracting. However, a new report, Trends in Federal Contracting for Small Businesses, published by American Express OPEN's Victory in Procurement (VIP) program provides some unique and interesting insights. For this study, 740 "active small business federal contractors" were polled during the months of October and November. Here are a few key findings from the first of four publicly-released summary reports:
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Small businesses spent more chasing federal contracts. Over the past year, the amount of time and money that active small business contractors have invested in seeking federal contracts averaged $103,827, an increase of 21 percent over previous year figures.
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Small businesses bid less frequently on contracts. Even as the average investment has risen over the past year, bidding activity has declined by nearly half. This includes both prime and subcontracting bidding activity. In addition, the average success rate for small business contractors (in both prime and subcontracting) has declined, indicating a more competitive environment.
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Try, and try again. Active small business contractors reported they had to submit an average of 4.4 bids before they won their first prime federal contract. Two-thirds of active small business contractors have performed on more than one federal contract, and, on average, it took them just under a year to win their second contract.
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Experience pays. Contractors with ten or more years experience have success rates of 53% on average. This compares to contractors with three or less years experience who have success rates of 20% on average.
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Overall, the study highlights the fact that government contracting is not an easy, short-term strategy for small business. It takes commitment, work, and investment to succeed. On the other hand, for small businesses who know what they're doing and/or are willing to make the effort, it is also clear government contracting can be a smart, highly lucrative pursuit.
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Leave a comment Posted in Government Business, Government Contracts Tagged Government Business, government buyers, Government Contracts, government procurement, government sales opportunities, sell to government, small business, small business and government<eot>The Humble Ski Boot Bag Gets Redesigned as Swanky Luggage - Pre Coin News
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Home » Business » The Humble Ski Boot Bag Gets Redesigned as Swanky Luggage
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10/08/2020 Comments Off on The Humble Ski Boot Bag Gets Redesigned as Swanky Luggage Business
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Boot bags have traditionally suffered from two problems: Their bulky shape is difficult to pack or travel with, and they generally lack the stylish flair that's otherwise pervaded accessories meant for the mountain. Switch Designs' Coyote ski boot bag ($239) solves both. Instead of a conventional shoulder strap or hand-carry, a magnetic buckle can convert the slim tote into a backpack—a boon when you're jostling gear or other luggage. A semirigid foam liner adds comfort and prevents the bag from collapsing when you're loading it up. Made of durable nylon and Wyoming elk leather that's been tanned using traditional methods, no two of these bags look exactly alike.
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• Designed more with function than form in mind, Kulkea's nylonThermal Trekker ($240) has a handy plug-in feature that can heat your boots in the car before you get to the mountain.
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• TheDakine boot locker ($85) also can be a backpack, holding an impressive 4,270 cubic inches (70 liters) of storage. A tarp lining in the boot compartment gives you a spot to stand on in order to keep your feet clean and dry while changing.
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• For a couple or a family, the L.L.Bean extra-largeRolling Adventure duffel ($139) can fit at least two sets of gear in its watertight main compartment.
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Like most boot bags, the Coyote has separate sections for each boot, so everything else stays dry. The roomy main compartment can hold a helmet, goggles, gloves, and both a puffy jacket and a shell, with room to spare. Inside, two elastic pouches offer space for a 13-inch laptop and a stash of Clif bars. Grommets on the bottom of the side compartments provide drainage and air circulation—a big help if your boots are still wet. But the bag's best feature may be the magnetic buckle that allows it to easily convert from backpack to tote and back again. Storage is a cinch, too: The snazzy carryall tucks effortlessly into an overhead bin or the back of your closet at season's end. $239<eot>Myofascial Cupping | Three sixty therapy
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A Vacuum pump is used to induce a vacuum inside a cylinder sealed to the skin by the use of oil or cream.
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The vacuum "draws" the soft tissue up into the cup, this can be left in a static state or it can be slid over the skin using a sliding technique.
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The marks thay may be left after the cupping technique has been performed are often mistaken as brusies, these are actually marks from detoxification of the soft tissues structures i.e. Waste Porducts and lactates.
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The more someones body is feeling fatigued, lathargic the more likely they will produce similar marks through cupping.
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The marks from the Olympic swimmer, are more likely from the chlorine absorbed through the skin from being in the swimming pool.
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Myofascial Cupping is an excellent tool for giving the client a lighter and more energenic state to their bodies post treatment.<eot>While the old adage may say that an apple a day keeps the doctor away, a diverse diet of fruits and vegetables is usually a better way to receive the proper balance of nutrients needed for good health. Produce can be enjoyed year-round thanks to frozen and canned goods, however eating these items soon after harvest often amplifies their nutritional benefits (and taste).
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Farmer's markets, roadside stands and community gardens are just a few of the places seniors can access fresh crops, and websites such as pickyourown.org can help you determine what items are currently in season. Here are five of the seasonal produce items Colorado seniors can find during the summer.
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Peaches
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Residents in Grand Junction know that summertime means the Palisade peach harvest season and festival are just around the corner. These juicy treats have been enjoyed picked and eaten straight from the tree or transformed into desserts, jams and family recipes for over a hundred years. A rich source of potassium, vitamin C and vitamin A, peaches are also high in disease-fighting antioxidants. The fresher and riper the peach, the more packed it is with these beneficial nutrients.
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Melons
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Another favorite seasonal sweet found in farmer's markets and stores around Colorado is the famous Rocky Ford watermelons, cantaloupes and honeydews. These water-dense fruits are a tasty way to stay hydrated, and they all possess a wide variety of vitamins and minerals that boost overall wellness. Honeydews can help increase bone strength due to their levels of folate, vitamin K, magnesium and calcium. The orange flesh of cantaloupes contains a large quantity of beta carotene, which supports eye and immune system health, and the fiber content of watermelons helps promote regularity and a healthy digestive track.
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Sweet Corn
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Colorado-grown sweet corn is comprised of yellow, white and bicolored varieties that are shipped and sold around the nation, but being able to buy it locally means seniors at Grand Villa can consume it when the flavor and nutrients are at their peak. Low in fat and calories, corn is high in fiber, which can help individuals regulate weight by making meals more filling and satisfying. It's also a good source of the vitamins A and C, and it promotes the presence of good bacteria in the digestive system.
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Beets
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The deep red color in beets is caused by antioxidants called betalians. These pigments offer the chronic disease fighting benefits of other antioxidants, and they also act as anti-inflammatory agents. By eating both the green tops and the beet root, seniors can improve their daily intake of iron, manganese, potassium, folate and folic acid. These valuable additions can help ward off anemia and heart disease.
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Tomatoes
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The dry air and cool nighttime temperatures associated with a typical Colorado summer can make it difficult to grow tomatoes, however, this doesn't stop an abundance of the crop from reaching local roadside stands and farmer's markets. High in vitamin A and vitamin C, tomatoes are perhaps best known for their large quantities of lycopene, an antioxidant that clinical studies have proven may help prevent heart disease and certain types of cancer.<eot>Yogatrail Registration and Sign Up Information | yogatrail.com | Register Check
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ego vs unconditional love...
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ego vs unconditional love
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