What is government contracting?

Chris Wiedemann_65 x 85what-isBy Chris Wiedemann, consultant

Are you surprised by our headline? Don’t be. Selling to the government is like doing business with a foreign country. It has its own culture, language and customs and it’s truly unlike doing business in the commercial world.

Our industry is so full of terms and nuances that are hard for many of us to define to a layperson, which is why we’re kicking off a monthly “What is…” blog series to help alleviate some of the head scratching. So let’s get started.

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Can IoT really make cities smart?

Kevin Shaker_65 x 85By Kevin Shaker, analystsmartcities_011217

A little over a year ago, the Department of Transportation launched its Smart City Challenge, which pulled together federal grant money and private funds to restructure and optimize city transportation infrastructures across the country. Now that the winning cities have been announced, companies with Internet of Things solutions may want to start conversations about what they can offer.

Denver, San Francisco, Pittsburgh and Portland have been awarded grants to implement their IoT plans for establishing the cities of tomorrow. In October 2016, DOT identified these finalist cities, along with non-profit grants totaling $500 million for revamped frameworks. DOT has also committed $100 million for research, development and implementation of automated technologies.

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3 important IT trends to watch in 2017—Part II

Chris Wiedemann_65 x 85civ2017_010517By Chris Wiedemann, consultant

It happens every time a new president takes the reins: People pontificate on what life will be like with the new administration.

Like most business sectors, the Trump administration’s potential effects on the government IT industry is a mystery. But there’s a safe bet that certain public sector IT priorities, like cloud, cybersecurity, analytics and overall IT modernization, will remain the same. You’ll see similar trends at the Department of Defense and the military branches.

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3 important IT trends to watch in 2017—Part I

Stephanie Meloni_65x85dod2017_010317By Stephanie Meloni, consultant

It’s the first week of the new year. Do you know how you’ll make money in 2017?

If you’re selling to the Department of Defense or want to, we’ve narrowed down the three areas where we expect to see investments. Assuming we get funding in line with the FY17 requests, we’re looking at about a 1 percent increase for the overall DOD IT budget. It sounds measly but we’re talking about a $400 million bump.

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What you clicked on the most in 2016

tim larkins small pic. 67x84top5blogs_123016By Tim Larkins, Market Intelligence director

The Government Sales Insider blog that you’re now reading was just named one of the 50 Must-Read Federal IT Blogs of 2016 by FedTech magazine. It’s an honor to be named among other great sources of information and insight like “Ask the CIO” and “The Spec Blog.”

The award made us reflect on our most read posts of 2016, which is always a great lesson on what’s top of mind for the government IT community. What you clicked and shared the most varied from defense to civilian-focused posts, but two persistent themes were money and procurement trends. Any posts focused on how government organizations are spending their IT budgets and managing their IT portfolios were widely read.

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What you need to know about selling to state and local in 2017

SLED, outsourcing, data centers, data storage

Eliminating data center management will be key for state and local government in 2017.

Rachel EckertBy Rachel Eckert, consultant

The state and local government IT landscape is ever-changing as it grapples with shrinking budgets and expanding responsibilities. But there’s one overarching trend tech companies selling to the state and local market can profit from in 2017: shrinking technology portfolios.

Eliminating technology from state and local government doesn’t sound like it would bode well for industry, but if government tech organizations focus on more long-term and strategic IT efforts, they’ll shift the balance away from maintaining their technology portfolios and more towards innovating. That means they’ll be looking for companies for that maintenance help – read “outsourcing.”

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An early look at the Transportation Command’s technology needs

mark-wisinger_65x85By Mark Wisinger, senior analystUS Transportation Command

Anyone doing business with the Combatant Commands should keep a close eye on the Defense Personal Property System and the Integrated Multi-Modal Operations programs at the US Transportation Command. Both will need industry help starting in late FY17 and companies should have these opportunities on their radar now.

Several of these requirements were detailed at TRANSCOM’s IT Industry Day on Dec. 8, along with IT focus areas for its program portfolio.

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