Category Archives: Business

THREE THINGS TO DO IN THE EARLY FISCAL YEAR

October and November can be just as busy for government contractors as August and September, but for different reasons.  If you’re wondering what we mean by that, here are three things that smart contractors are doing now:

1.  Increasing Their Knowledge:  Whether it’s through a training class or conference, this is the single best time of year to get up to speed on new rules, business practices, and policy developments that could re-shape how you do business.  The calendar is full of these activities and many contract and BD professionals attend more than one to ensure their knowledge is current.

2Networking:  In addition to increasing your knowledge base, events are great for expanding your network.  Whether it’s a key new contact with another company, a new federal face, or an opportunity for your own personal advancement, it is vital to remember that government acquisition is a relationship-based business.  There is no better time than right now to build on your existing network.

3.  Finalizing Their FY’18 “Showroom”:  The start of the fiscal year may be the best time to roll out new solutions and services.  Think of it as your “2018 Federal Model Year”.  Prospective federal customers often have more time to meet in the first quarter of the year and they absolutely do want to know what’s new and innovative.  Make sure you’ve got glossy new things to show them, in addition to the reliable stuff they’ll probably actually buy later.  The bottom line is that this is the time of year you set the foundation for sales success down the road.

GSA ADMINISTRATOR HAS CONFIRMATION HEARING WEDNESDAY

GSA Administrator nominee Emily Murphy will have her official Senate confirmation hearing on Wednesday, a positive sign that the agency is moving closer to getting a permanent chief.  Murphy will likely be asked about a variety of Public Building Service issues, including the Washington, D.C. Trump Hotel lease with GSA and the failed FBI headquarters project.  Acquisition questions will likely take a back seat to these higher profile issues.  Still, Murphy may Read more

GSA IT CATEGORY OFFERS FY’18 PRIORITIES

GSA’s Information Technology Category operation recently shared its top priority items for FY’18.  Whether you’re a hardware, software, or solutions provider, knowing where GSA is headed can help you work with them to best serve common federal customers.  Here’s a brief look at the top 5 areas:  EIS – Awarding EIS was a massive accomplishment, but now the real work begins with transition. Issuing FISMA Authorities to Operate (ATOs) is a top priority here.  Transition to New GWACs –  GSA GWACs have been a great benefit to both government and Read more

GSA PREPARING FOR SMALLER, LESS CENTRALIZED FEDERAL WORKFORCE

General Services Administration Senior Procurement Executive Jeff Koses told an industry gathering October 5th that his agency is preparing to work with a smaller federal workforce and one that is increasingly spread out.  The agencies challenge is also a challenge for contractors, he stated, who must recognize these trends when planning their approach to future federal business.  Koses sited directives from the Trump Administration that each Executive Branch Read more

RECENT NEWS FROM THE EXCLUDED PARTIES LIST

 

Ever taken a look at the Excluded Parties List on the GSA SAM web site?  If you’re a contractor, you absolutely should be reviewing this list periodically to make sure that the companies – and people – you’re thinking about doing business with are not on this list.  Just as your company doesn’t want to end up on this list, you don’t want to accidentally hire or team with an entity on it, either.  That’s a fast way for your firm to come under scrutiny.  Our own recent scan Read more