What is a solicitation?

Chris WiedemannWhat is a prime and a sub?By Chris Wiedemann, consultant

In our last “What is…?” post, we covered one of the basics of federal contracting: the concept of a prime contractor and subcontractors, or “primes” and “subs.” However, we left a key question unanswered – how does the government actually decide which company to award prime contracts to?

As you might expect, there are a lot of moving parts involved in the awarding of government contracts, whether you’re talking about relatively simple product buys or complex, multi-layered systems development and integration work. No matter the scope, though, the competition process usually begins in one place – the solicitation.

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Make crucial connections at this year’s Summit

Government IT Sales Summit

By Rita Walston, senior director, marketing programs

When business leaders talk about what contributes to their company’s success, they often point to the importance of strong relationships in their industry. In the government IT ecosystem, having strong connections with channel partners, tech suppliers and government end-users is crucial for growing revenue.

That’s why the theme for our 4th Annual Government IT Sales Summit is “Crucial Connections.” Taking place Nov. 16, 2017, in Reston, VA, this year’s Summit will help make those crucial connections between top solution providers, IT manufacturers, systems integrators and resellers.

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Can data save health IT security?

Lloyd McCoy Jr.By Lloyd McCoy, DOD manager

The military’s next battlefield could be moving to a hospital bed.

With the growth of new technologies like the internet of things in health care, the security of health IT systems is becoming more at risk. Another challenge is that medical devices are already several years old by the time they’re in active use in the Military Health System.

So could better use of data and analytics help make these systems more secure?

The military health system has a wealth of data and health IT professionals need to harness it to create business and medical intelligence. We don’t need systems to tell us what already happened, but to predict how to best use and position our medical resources to cater to service members and their families.

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What you need to know about September

2017 may only be rounding into its final quarter on the calendar, but for those of us in federal procurement, it’s approaching its end.

September is the last month of the government’s fiscal year, which means that business as usual is going to go on hold for the next four weeks. Our customers are in use-it-or-lose-it mode with their FY17 budgets, and our sales teams are going to be working around the clock to close deals and win new business.

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Is government starting to live on the intelligent edge?

Tom O'Keefemobility, government, intelligent edgeThe proliferation of smart phones and other mobile devices is finally starting to be felt by the government.

By December 2016, mobile traffic made up 43 percent of traffic to government websites, up from 36 percent the year before, according to a study by Digital Government. The government expects this trend to continue, but what does this shift mean for both government and citizen end users?

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Here’s when you should be talking to your SLED customers

Rachel EckertSLED, procurement, sales, public sectorBy Rachel Eckert, consultant

The new state, local, and education (SLED) fiscal year kicked off July 1 for most of the market, and with that governments began a new budget (assuming of course that the legislature passed it). A new budget means fresh money and hope for many in the IT industry about new opportunities.

If you’ve worked in the public sector, be that federal or SLED, you know that nothing in government is immediate. Turning opportunities into deals takes time and careful planning. Also, having an understanding of the government’s planning cycle can help ensure that you’re approaching decision makers with proposals at the right time.

Here is a rundown of their planning cycle and what your actions should be during each quarter:

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What is a prime and a sub?

Chris WiedemannWhat is a prime and a sub?By Chris Wiedemann, consultant

So far in our “What is…?” series, we’ve covered some of the basics of selling commercial items to the federal government, and with good reason – at immixGroup, our suppliers and partners are in the commercial business, and we care about the way our customers buy our products.

However, if you dig into the numbers, you’ll see that the bulk of the federal government’s annual IT spending doesn’t go to buying standalone commercial products. Instead, the bulk of IT contracting is done for services – in other words, paying companies to do things like staff federal data centers; provide hosting and infrastructure management; or develop, engineer and manage complex solutions and mission systems.

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