The way you handle sunk costs when attempting to break into a new market in the federal contracting arena can be the difference between success and failure. Deciding how best to treat these costs depends on how well you understand the difference between a “sunk cost” and a “relevant (or…
Category: Budget
Understanding Your Customer’s Budget
Can you afford NOT to know what your customer can afford? Your company has products and services to offer, and you have identified a customer who needs them (or something like them) and plans to procure…
Weathering the Upcoming Storm
With sequestration looming, ever increasing budget pressures, and “reduced funding” as the political term of the hour, survival, not growth, is the goal over the…
