Make The Endogenous Decision

Make The Endogenous Decision

Endogenous? This uncommon word, previously unfamiliar to me, came across my desk. I suspect some readers with natural sciences backgrounds may recognize it. Its loose definition per Oxford languages in the Google machine is “having an internal cause or origin.” An...
Are You Following the Herd?

Are You Following the Herd?

If you sell to the federal government’s defense market and don’t track the most reliable news sources on your newsfeed, you are part of the herd and might be the hunted. For good or bad, we live in a time where self-selecting our news sources informs our world view....
Cool Heads Prevail

Cool Heads Prevail

December 7th was a momentous day in American history. This story is not meant to take from that milestone. However, the date of December 7th has always stuck in my mind for another reason since I was in high school. Mainly, the day I learned the importance of leading...
You Know More Than Your Customer

You Know More Than Your Customer

It’s just a fact. More often than not, the company selling to the federal government knows more about their customer than their customer knows about them. Three reasons why this is true: Your customer does not have your level of specific technical expertise. They...
Your Outstretched Hand

Your Outstretched Hand

As we reflect on a restful Thanksgiving weekend, it’s now time to make the final push of the last quarter. It can also be an appropriate time to reflect on our professional relationships. No doubt, you have many. But what is the true nature of each relationship? Your...
The Sky Won’t Fall

The Sky Won’t Fall

It’s the season again where the dire predictions begin to roll in. The headlines about Congress are alarming. They generate clicks and put eyeballs on content. Some examples: “Democrats will eviscerate defense.”“If you aren’t in Space Force or the Nuclear Triad,...