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The topic of “Federal government contracting” is huge.  It’s too huge, we decided, to just start creating our Contracting Officer podcast sessions(on a wide array of topics)without some sort of structure. To address this, we separate the sessions into groups to align them with the chronological phases of the government acquisition process. We call these phases theAcquisition Time Zones. These Time Zones help our listeners understand the content on each podcast session by knowing where it fits in the overall buying process.The Time Zones are, in chronological order:

The Requirements Zone

The Market Research Zone

The Request for Proposal (or “RFP”) Zone

The Source Selection Zone.

This podcast session gives a brief overview of these Time Zones. We will cover each Time Zone in more detail in future sessions as well.

Time Zone:All

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Click Here to Read This Podcast Transcription

One often-overlooked difference between the federal market and the commercial market is that federal market sales are won more by process than by relationships. Contracting Officers (COs) cannot buy based on relationships alone. Relationships matter (see FAR Parts 3 and 9), but relationships are usually not the most important factor. The relationship is 20% of the decision. The other 80% is the competitive process.

Compare this to the commercial market. Here the ratio is reversed. Our relationship with a company is often 80%, or more, of our decision to buy from them. The other factors such as price and past performance do matter, but not nearly as much as our relationship with the seller. How did you selected your doctor, your homebuilder, your banker, your car dealer, your airline, your computer, your grocery store? Was the decision to buy from a particular company driven by relationships with friends, customers, or because you bought from them before? I bet so.

Understanding this Relationship-to-Process ratio in the government market is key to winning. The relationship you build with an agency, a program manager, or even a contracting officer will only get you so far (about 20%). You win in the other 80% (the competitive process). Even on existing contracts, regardless of how good the incumbent’s relationship is with the customer, the CO must eventually re-compete it.

Both relationships and process matter. Just be sure to get your ratio correct. You will win more often by aligning your time and resource around 80% process and 20% relationships.

Time Zone:2 & 3

Click Here to Read This Podcast Transcription

Companies need help. They are awash in information (and data),but they are starving for insights on the COs’ perspective. As contracting officers, we saw so many companies overwhelmed by the rules, the process, the seemingly limitless options and the shear volume of opportunities in the market. They were, and still are, looking for insights to help them better understand how our federal government’s processes work. We created this podcast to improve the acquisition process by sharing COs’ collective perspective.       

Contracting officers need help. They are awash in information (and data), but are starving for insights on the contractors’ perspective. Since leaving our contracting officers positions, we see how some of our actions as COs, while well-intended, impacted companies in ways we did not know. We wish we knew then what we know now. We also created this podcast to offer COs some insights on the contractors’ perspective.                         

We want to “be the change we wish to see in the world”.
Many say that the procurement system needs more regulation(or less), or more oversight (or less), or more funding (or less),or more people (or fewer), and so on. We decided we’d startwith more communication (not less).