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Showing posts from December, 2015

Is Sales More Like Hunting or Fishing?

When you implement a customer relationship management system (CRM) for sales force automation, you must analyze your sales process in order to understand the steps that should be automated, and all the business processes that come into play during the sales cycle. Salespeople use many analogies that are used to describe sales, but the most common are hunting and fishing.  Hunting is the most common way of thinking about sales.  Your sales prospects are targets, and you spend your time tracking them down and finding out how you can reach them.  Sales tactics are a bit like hunting weapons, and you track statistics on how many of your quarry you bag and how many get away. You can find sales books  that explain sales as hunting, and how to use 'trust as your weapon."  Large sales are called "elephants" or "whales" and small sales are "deer" or "rabbits."  In the sales as hunting world, salespeople wander the earth to find prey and s

GovCon Information Services: A List

Updated: 9/1/2021 I was not able to find a comprehensive list of companies that provide databases to government contractors to find potential opportunities, so I started the list here in 2015. Many of these sources are reviewed here . This is a blog post which I will expand based on feedback from readers and additional research. FedBizOpps : FBO from the General Services Administration is the best known source of federal business opportunities.  Many of the paid services list below include FBO search results.  Be sure to try the advanced search feature. Deltek GovWin : Deltek's flagship service GovWin IQ is the largest and probably most comprehensive source, purchased by nearly every large government contractor. When GovWin was hacked in 2014, a  news story  claimed that 60,000 customers were affected, so this represents a large user base.  Deltek has purchased a number of competitors over the years, such as FedSources, Centurion Research and Input.  Deltek is one of the

When It Comes to Online Collaboration, It's the People and Not the Tools

It has been a long time since Lotus Notes defined the groupware category of collaboration software and Microsoft followed with SharePoint in 2001.  Since then, collaboration software has evolved and new approaches to collaboration have emerged based on social media (such as Yammer). Business can choose from many collaboration platforms, some of which are free or included (like SharePoint) in widely deployed office suites. What has not changed is that collaboration itself is a human activity.  Even the best collaboration tools are worth nothing without the participation of users. Encouraging adoption for collaboration is more difficult than driving adoption of products which empower individual users.  For group projects, have only 80 percent of the participants using the collaboration tool often means failure of the tool for the project. One of the best techniques to encourage adoption is to have managers and senior staff lead by example.  If they adopt collaboration tools a