What is a Continuing Resolution (CR), and How Does it Impact Your Sales Strategy for the Upcoming Year?
Blog Post Harvey Morrison Blog Post Harvey Morrison

What is a Continuing Resolution (CR), and How Does it Impact Your Sales Strategy for the Upcoming Year?

As the Federal Governments fiscal year rapidly comes to a close (Sept. 30th), many companies are in the process of developing both their sales strategies and revenue forecasting models to support their government business for FY 2023. One of the items companies should account for when developing their strategies and models (especially around forecasting) is the Governments Continuing Resolution process or CR as it is more commonly referred to in Government circles.

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A Sales Strategy to Overcome Economic Uncertainty
Blog Post Harvey Morrison Blog Post Harvey Morrison

A Sales Strategy to Overcome Economic Uncertainty

If you have ever considered developing a Government market for your technology, now maybe the ideal time. With the chance of an economic recession increasing, (some would argue we are already in a recession) companies are hard at work developing strategies to overcome the potential loss in revenue and the effects this could have on their business growth and operations. A sales strategy that includes the US Government, which is the largest purchaser of software and IT services in the world with a budget for FY 2023 estimated to be $65B, may be an option for you to consider.

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Government Sales Plan for FY23 - When Should you Start Planning?
Blog Post Harvey Morrison Blog Post Harvey Morrison

Government Sales Plan for FY23 - When Should you Start Planning?

With the US Government FY 2022 quickly winding down (US Government year end is Sept 2022), now is the time for organizations to begin development of their FY 2023 Government sales plans.

Each year at this time, software companies begin to hear stories about how much money the Federal Government spends at the close of their fiscal year (yes, many of these stories are true) and ask themselves "how can I participate?"

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Zero Trust: More than just a Buzzword
Blog Post Harvey Morrison Blog Post Harvey Morrison

Zero Trust: More than just a Buzzword

In May of 2021, the White House released Executive Order 14028 (Executive Order on Improving the Nation's Cybersecurity | The White House) entitled "Improving the Nation's Cybersecurity". This Executive Order was released in response to the Solar Winds attack and directs agencies to migrate to a Zero Trust security architecture by the of FY 2024.

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The Potential Behind the Technology Modernization Fund
Blog Post Team Marion Square Blog Post Team Marion Square

The Potential Behind the Technology Modernization Fund

At Marion Square, we always counsel our clients to "follow the funding" or more plainly stated, focus your sales efforts on programs that have identified funding, we have found that this will be your quickest path to revenue. With that thought in mind I wanted to provide some background and a quick overview of a high profile, funded program that technology companies should have on their radar, the Federal Government’s Technology Modernization Fund (TMF).

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SBIR Phase I Specifics
Blog Post Harvey Morrison Blog Post Harvey Morrison

SBIR Phase I Specifics

Why SBIR's:

As a quick refresher, at Marion Square we work with our clients to develop a comprehensive strategy for pursuing SBIR's. These programs are a critical piece to any successful Government go to market. Just recently Defense Secretary Austin stated that he wants to “double down on our Small Business Innovation Research program”, which is emerging as a preferred resource for gaining accelerated access to cutting-edge commercial technology through phased R&D and pilot programs. (Want To Scale Innovation at the DOD? Strengthen the SBIR Program - Nextgov)

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The Importance of B2G Market Research
Blog Post Harvey Morrison Blog Post Harvey Morrison

The Importance of B2G Market Research

In discussions with many of our client and prospect we are are constantly asked "What is the best practice for launching a Government sales program (B2G)?" Is it hiring the right sales rep? Is it getting a GSA schedule or other contract vehicle? Is it signing up the right reseller? While all of these activities play a vital role in the ultimate success of B2G program in our opinion the most important activity to invest in from the start is your market research!!

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When is the best time to start pursuing Government contracts?
Blog Post Harvey Morrison Blog Post Harvey Morrison

When is the best time to start pursuing Government contracts?

The US Federal Government spends more money on IT than any Fortune 500 company, as proof the FY 21 IT budget exceeded $91B and the FY 22 IT budget is set at $97B. (Welcome to IT Dashboard | IT Dashboard) Unlike most commercial businesses, Governmental agencies are NOT incented to save and return budget dollars, this has in turn created a "use it or lose it" mentality among Government agencies when it comes to spending on IT solutions.

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SBIR and the Lean Start Up…
Blog Post Harvey Morrison Blog Post Harvey Morrison

SBIR and the Lean Start Up…

At Marion Square we focus on helping technology companies launch/grow their US Government business. We view the Governments Small Business Innovative Research (SBIR) research program as a low cost, low risk approach for small technology companies to test Government product / market fit for their product or service. Instead of guessing at market requirements or running around the DC beltway trying to meet with dozens of agencies the SBIR program (especially the USAF Open Topic) allows organizations to submit a short proposal (typically less than 10 pages) explaining how their product/service will solve a USAF problem.

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A Government Sales Plan for 2021
Blog Post Harvey Morrison Blog Post Harvey Morrison

A Government Sales Plan for 2021

At Marion Square we spend a great deal of time thinking about and researching the best approaches to enable small, innovative, technology companies successfully enter into the US Government marketplace.

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