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Defense and Security Blog
Gene Moran of Capitol Integration routinely helps 5 million to 15 billion dollar companies to improve their positions and achieve significant improvements in federal sales outcomes
Planning Your Communication with Government Customers
Have you changed how you’re communicating with government customers? The pandemic has forced us all into remote, or at least creative, work settings. We are fortunate to have the connectivity we do during this pandemic.
Mastering the Trapeze Act of Timing in Federal Sales
Compared to many other kinds of sales, landing federal sales contracts is a complex process. Rather than selling just one thing to someone, you have to sell your service or product as well as influence and advantage many different people and organizations across many different domains. An intelligent
Have You Been to Muscle Beach Lately?
Have you been to muscle beach lately? During my recent trip to LA, I stayed at a hotel in Santa Monica and took a walk along the Ocean Front Walk on Venice Beach. The spot is the origin of the bodybuilding and fitness boom in the United States.
What Are You Farming?
Don’t miss my special invitation at the bottom of this blog post. The federal sales process is anything but quick. Those who have been around it for a while accept it and try to figure out how to work within it. As I’ve discussed in my book, Pitching
The Problem with People
Why do companies have Human Resources departments? The answer(s) largely depends on where one sits. The C-suite response will be different from the line; of that, we can be sure. A substantial portion of my advisory work involves confidential counsel and feedback to company presidents and boards of
Knowing Your Customer
It’s no secret to the readers that I am an avid boater and always enjoy the opportunity to attend the larger boat shows. I have clients in the marine industry who also do crossover business in the federal space: USN, USCG, USA, Offshore Support Vessels, etc. Superyachts, those
