All posts by Kevin Lancaster



Less Is Often More When It Comes To Developing Government Business

When entering the government market for the first time, sales people are often overwhelmed by the sheer volume of number of agencies, targets, and opportunities to consider.  Unfortunately, most newbies tasked with developing government business, start throwing darts at everything that comes across the desk – to see what sticks.  Having worked with and coached …

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It’s Good To Be A David (or Linda) In A World Of Government Contracting Goliaths

Year after year, the Small Business Administration does its part to ensure that small businesses get their fair share of government procurement dollars. They have developed statutory guidelines requiring federal government agencies to “set aside” certain contracting opportunities exclusively for small businesses. As a whole, the SBA has pushed to set aside at least 23% …

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