What is a contract vehicle?

what-isChris Wiedemann_65 x 85Last month, I began our “What is…?” series by looking at the very basics of government contracting. However, that information can only get you so far – knowing the size of the market doesn’t tell you how to capture any of it.

To that end, today’s post is going to look at one of the building blocks of selling technology – or anything else – to the federal government: contract vehicles.

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What you need to know about Trump’s plan for government

Chris Wiedemann_65 x 85

By Chris Wiedemann, consultant

Trying to read the tea leaves on the Trump administration’s technology priorities has been a challenge for all of us in the industry. But we got a little more clarity on how the new administration would like to manage the executive branch with a report last week outlining a new budget, including appropriations language that President Trump plans to submit in “mid to late April.”

While we haven’t seen the budget itself (and, as always, the appropriations committees will have significant input into the process), reading the Heritage Foundation report that Trump’s budget is purportedly based on reveals some potentially dramatic changes to executive agencies, particularly in the civilian sector. Those potential changes include:

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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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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 trends that can help you win cloud business in FY17

Chris Wiedemann_65 x 852016_it-summit-336-1By Chris Wiedemann, consultant

Government is progressively moving to the cloud, but how can industry adapt to the changing procurement and sales landscape?

This was a common theme at immixGroup’s recent Government IT Sales Summit. The Civilian Federal Budget briefing my colleague, Tom O’Keefe, and I delivered during Summit focused on the centrality of cloud adoption to our customer base and the necessity of incorporating a cloud-based message into your sales strategy.

As with any sales strategy, we can’t give you a silver bullet for messaging. Figuring out exactly what your specific customer is doing in the cloud is going to be key, and that will require leveraging the relationships you already have.

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Cloud Among Trending Topics at Summit

Chris Wiedemann_65 x 85cloud_101816By Chris Wiedemann, Consultant

immixGroup’s third annual Government IT Sales Summit is about a month away, which means you’ll soon hear the Market Intelligence team’s rundown of crucial budgetary and procurement trends for the government’s FY 2017. (To get a sneak peek at some of the DOD-specific content, check out our post from last week).

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Are You Ready for the End of the Fiscal Year?

Chris Wiedemann_65 x 85Steve Charles EOY VideoBy Chris Wiedemann, Consultant

Working for the U.S. public sector can be as challenging as doing business with a foreign government. Aside from its own rules, language, and culture, one of the public sector’s peculiarities is how its fiscal year comes to an end. The use-it-or-lose-it procurement cycle means four crazy weeks of September when sales teams are working day and night to close out their pipelines.

It’s a critical time for companies doing business in the public sector, especially in tech where as much as 40 percent of revenue is generated during the last weeks of the fiscal year. Read immixGroup co-founder Steve Charles’ tips for how to prepare for the end of the federal fiscal year in Washington Technology and Government Product News.

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