Monthly Archives: April 2018

THREE THINGS CONTRACTORS NEED TO KNOW RIGHT NOW

As we approach the time when individual federal offices will actually have their final budget numbers for the next 6 months, here are three things your company should be focused on now:  1.  Engaging Current and Potential Customers on Specific Projects:  Most federal buyers have some idea of what they’re going to buy for the rest of the year.  How do your solutions Read more

NEW DOD DE-BRIEF RULES SHOULD BECOME STANDARD ACROSS GOVERNMENT

Post-award de-briefings are becoming more robust at the Department of Defense thanks to a Class Deviation issued by DOD in late March (FAR Deviation 2018-00011).  The changes are intended to ensure that useful information is actually transmitted in a de-briefing, something that would benefit all federal agencies.  Talk to any contractor and they’ll tell you that most Read more

TIME IS NOT ALWAYS ON YOUR SIDE – BE PREPARED

Time is perhaps the most important asset of people in government contracting.  Just ask any CO. He or she will tell you that they certainly don’t have enough of it.  When you finally get that chance to sit down in front of a customer, make sure you’ve done your homework.  Way too many BD people, though, don’t follow this simple step.  It’s helpful to have answers for questions like these in advance:  Do you know what problem the agency/office is trying to Read more

RAPID ACQUISITION IS POSSIBLE, BUT REFORM TAKES TIME

GSA is working on incorporating commercial e-commerce tools to speed product acquisition. The project is expected to last for three years.  DOD wants to reform acquisition.  The Section 809 panel will take about three years to complete its work on that front.  The Army wanted the capability to buy cyber defense solutions in 30 days.  It took them one year to reform their Read more

THE SCHEDULES PROGRAM BELONGS TO GSA, VA, CUSTOMERS – AND YOU

Whether you call the Multiple Award Schedules program the “GSA Schedules”, “FSS” or “MAS Program”, the fact is that it belongs to contractors nearly as much as it belongs to GSA and the VA.  Neither GSA nor the VA can service government customers via the Schedules program without the participation of quality companies.  Your company has made a substantial investment in this program and, perhaps like many other firms, it is at the heart of your federal market strategy.  You aren’t just bringing your services and products to the program, you’re bringing the quality and brand name recognition that comes along with them.  This definitely helps bring customers to this specific contract vehicle.  While GSA is doing a lot of things right these days with the Schedules program, if your firm isn’t happy about how your contract is being managed or has an issue with a specific regulation, you have every right to speak up.  Associations are one way to make your voice heard, but don’t discount your ability to make change individually, either.  It’s a big government and someone will listen to what you have to say.  You’re firm is not a second class citizen and your presence on the Schedules program benefits GSA and the VA just as much as it benefits you and the end customer.  Take action to change things if you’re not happy with how your program is being run.