In September 2016, I set off to explore unanswered questions regarding Category Management in our Category Management article series. Initial questions were:
We have all heard about the importance of maintaining a healthy business development pipeline—an organized, visual way of tracking multiple potential buyers (federal agencies) and developing (or stalled) opportunities through different stages in the government contracting procurement process.
But most don’t understand that a pipeline’s importance goes beyond a mere list of potential contacts or contracts.
So your company is hunting "big game" in the government contracting world? Well you are not alone. The Federal Government, both defense and civilian, operate their procurement and acquisition needs off of hundreds of contract vehicles a day.
You may have heard of some of these vehicles: Alliant, OASIS, SEWP V, CIO-SP3.
On May 23, 2017, the White House Administration released to the public part two of its FY18 budget named “A New Foundation for American Greatness.”
This document works in tandem with the FY18 “skinny budget” called “America First: A Budget Blueprint to Make America Great Again” released in March 2017.
On March 13, 2017, the Trump Administration released his “skinny budget”, his administrations’ first federal budget blueprint revealing the President's plan to dramatically reduce the size of the Government.
In this post, the final of my Category Management Series, I am going to make a few suggestions for Business Development and Strategy Professionals to add to their Bid and Proposal “New Year’s Resolution” List. These resolutions are primarily based on the key trend of contract consolidation through Category Management.
Happy Fiscal New Year! With the start of the new fiscal year comes promises of a clean slate, and a fresh start fiscal start (or at least funding until December 9). It is also an opportunity to reframe your everyday business development tasks and reinforce your tactics to stay competitive.
Now that we have the WHAT down for Category Management (read Part 1 here)– it is time to move on to WHY. But first, a brief history lesson:
Lately I have come across a myriad of blog posts, articles, conferences and stories detailing a mysterious and ominous Federal Government Category Management initiative. I decided to do more research on the subject. I noticed two things immediately: