Everyone’s back from a great 3 day holiday. Now, it’s time to focus:
1. Federal Busy Season has Begun: RFI’s are blooming like azaleas, vendor days are increasing, and early signs of future business activity are visible in many place. If your company isn’t seeing these signs of “federal spring” it’s time to start asking questions of customers and some digging. If you work with assisted acquisition shops, remember that they go from Spring to Winter very quickly.
2: Whistleblowers Are Seeking to Capitalize on GSA’s Recent TAA Memo: Word on the street, and on-line, is that plaintiff’s attorneys are actively seeking potential whistleblowers to file False Claims Act cases against companies clumsy with their TAA compliance. Make sure you take TAA compliance seriously and treat your people well. No one wants to get hit with a suit when they’re gearing up for sales.
3. Cyber Continues To Be The Flavor of the Year: Whether your firm sells hardware, software, or consulting services, ensuring that you have a credible cyber story to tell – internally and externally – will be a key to driving as much business through the end of the FY as possible. It’s a given that your solutions will be flexible and interoperable with other people’s stuff. Make sure your inside systems make the grade, too, and remember that this year will be some mix of new projects and the continuation of retrofitting existing systems.
“All options are on the table” according to a CSC official in response to questions about how the federal portion of their business might fare in the merger announced last week between HPES and CSC. CSC just spun off its federal services business in 2016, an operation that has now merged with SRA and is known as CSRA. CSC is prohibited from competing with that entity for Read more
Sometime reader V. Bayer of New York, NY writes, “My seasonal job just ended and I’m back to government contracting. There are a stack of requests for Letters of Supply, some from people I’ve never heard of. What should I do?” Great question, V. Most companies want to have broad-based distribution channels so that their products have the best shot at getting in front Read more
Allen Federal’s Larry Allen will talk federal and commercial relationship building at the Executive Exchange Series event June 23rd. During this breakfast session, attendees will learn how to ensure successful government partner development and dive into a specific small business relationship case study. Learn what potential business partners do – and don’t – want to hear about your business. Join AFCEA Washington and Larry Allen June 23rd from 8:00-10:00 am at ConnellyWorks, 2200 Wilson Blvd., Suite 600, Arlington, VA 22201. The event is open to all and is only $45 per person. For more information or to register, contact Noukla Ruble at Noukla@connellyworks.com
GSA officials have increased industry outreach and customer training on the Schedules front in recent months. The Professional Services Schedule is working well and the agency is poised to re-open Schedule 75, the only Schedule closed to new offers. On the other hand, the agency’s relentless insistence on lower prices has, in some areas, turned into an unrealistic obsession that threatens the ability of the program to retain key contractors and, as a result, undermine Read more