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September 2011
The Business-to-Government Advisor

Helping executives accelerate and manage growth since 1999

Specializing in the government market

 

"The ultimate purpose of collecting the data is to provide a basis for action or a recommendation."  

- Dr. W. Edwards Deming

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In this issue:

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 webinar1. How to Survive and Thrive in a Deficit Reduction Era - a Federal Contractor Knowledge Webinar 

  

Tuesday, September 20, 2011 

11:00 A.M. EST/8:00 A.M. PST 

  

Reserve your free webinar seat NOW:   Register  

 

As the Centurion Research Solutions government business development subject matter expert, I'll be sharing the critical steps necessary to win new business in a shrinking budget economy.

You will learn about:  

  • Deficit era budget and contracting trends to watch
  • Government contractor business growth challenges
  • Winning business development strategies and tactics  

 Join this information-packed 30-minute webinar (Seating is limited). 

 

Register 

 

This is the first in a series of FREE Centurion Research Solutions Federal Contractor Knowledge Webinars.

 

Centurion Research Solutions

 

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 decision2. Why decision making is so important 

 

I'm always surprised how many government and commercial organizations fail to employ sound decision making techniques. Here is a short video presentation on this important subject.

 

 

Implement a decision making process
Implement a decision making process

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B2G3. WTIA Business to Government Community Group 

 

Just Getting on a GSA schedule is NOT a Marketing Strategy

 

An evening with marketing experts.    

 

Moderated & Presentation by:  

Annie Eissler, Mixtur

 

Panelists:

Safouen Rabah, VP of Marketing, Socrata

Jim Palmeri, General Manager, Sales & Marketing, Paladin Data Systems

Jeanette Mifsud, Senior Product Marketing Director, Mixtur

 

When: 9/15/2011
Time: 5:30-730pm  

Where: Cooley, LLP, 719 Second Ave, Suite 900, Seattle, WA

 

More information or register  

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 Winning and Managing Government Business (click to read more or order)
"Winning and Managing Government Business is a concise, easy-to-understand and to the point overview of securing and doing business with the federal government. It provides step-by-step instructions on approaches for penetrating government markets, how to do your prep work prior to proposal time, and then how to respond and win opportunities. It's a definite must read if you're new to the government space. It's also very handy if you're a savvy veteran as it's full of checklists, timelines and templates you can use in real world situations. I've been involved with government contracting for over 15 years and found this book to be very useful and practical."
- M. Cosgrave, VP, ManTech International

The Enlightened Manager (click to read more or order)

"Whether you are new to a management role or a 25 year management veteran, these 20 concise morsels of enlightenment are the heart of being a successful leader. Worth reading every year !!"
- Business Confluence
Both available in paperback at www.amazon.comBooks
about 5. About Celerity Works

 

In 1999, after leading business development at four government contractors, I formed Celerity Works to help executives accelerate their revenue growth. Since then, I've facilitated planning retreats and implemented the government business development (BD, capture & proposal) practices and processes and associated training for over sixty companies. I am also the Government Business Development Subject Matter Expert for Centurion Research Solutions. 

 

My clients have benefited from the lessons I've learned from over 450 organizational situational assessment interviews and more than 250 coaching assignments.

 

I specialize in improving established contractors' win probability and sales return-on-investment. I also help commercial businesses determine whether the government market makes sense and, if so, the best strategy to establish a foothold.

 

I am also the government business development subject matter expert for Centurion Research Solutions. 

 

If your company provides IT services, telecom, software development, consulting, A&E, security, marketing or staffing and wants to improve sales results and maximize return on BD investments, then select one of the following:

 

Company new to the government market

 

Trusted partners

 

Clients