If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)

Learn from a professional proposal manager!  Kevin interviews Wendy Frieman, a veteran proposal manager who also happens to hold the NCMA’s Certified Professional Contract Manager (CPCM) designation.  We’re thrilled to bring Wendy’s experience and “outside” view to the podcast.

Kevin and Wendy discuss the difference between preparation and planning with regard to proposals for Government acquisitions.  Learn how incomplete of communication regarding the release date for a Government Request for Proposal can create chaos for Industry and the very real people involved in proposal writing.

Wendy shares deep insight into the distraction that RFP rumors can create for the Industry proposal team and why written direction from the Contracting Officer is priceless.

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If you need help with the Government market, become a Skyway Connection Community licensee and get access to one-on-one insights, time-saving tools, and contract-centric training resources that will make sure you’re ready to take advantage of opportunities each time they knock.

The Skyway Connection© Community was created specifically to help companies expand their knowledge and capabilities, and to increase their competitive position in federal government acquisitions. – Learn more at: https://skywayacquisition.com/connect

skywaycommunitysidebarMembership benefits include:

Access to Skyway Insight© Webinars

Unlimited access to The RFP Score™

Access to Ask a Contracting Officer Forum™

Priority Access to Skyway Team for Skyway Insight, capture, proposal support

__________

Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)

This episode is brought to you by PROPRICER(TM), the #1 proposal pricing and cost analysis software used by federal agencies and small to large government contractors. PROPRICER’s Government Edition will simplify the Government’s cost analysis process and save time and effort. Visit www.PROPRICER.com/podcast to learn more or request a demonstration.
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FAR Part 16.401 describes incentive contracts. Incentives fall into 3 general categories: cost, performance, and schedule.
Kevin and Paul discuss performance incentives (FAR 16.402-2) and provide an overview of how performance incentives are structured.
Learn why it is critical to clearly communicate what performance is important and how that performance will be measured and assessed. Remember that the law of unintended consequences can wreak havoc on any incentive contract! Know what you’re really incentivizing. Be sure to understand the additional costs involved in managing incentives.
__________
Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)

The latest in our continuing series on targeting. First we covered reachable market, target market, and your weight class.  Targeting 201 we learned how to “be the prize”.  In this episode we introduce the concept of “subtract, then multiply”.

Kevin and Paul discuss the art and science of targeting.  Learn how effective targeting increases the quality of opportunities available to industry and makes the Government’s selection process and administration of contracts more efficient.

————

If you need help with the Government market, become a Skyway Connection Community licensee and get access to one-on-one insights, time-saving tools, and contract-centric training resources that will make sure you’re ready to take advantage of opportunities each time they knock.

The Skyway Connection© Community was created specifically to help small companies expand their knowledge and capabilities, and to increase their competitive position in federal government acquisitions. – Learn more at: https://skywayacquisition.com/connect

skywaycommunitysidebarMembership benefits include:

Access to Skyway Insight© Webinars

Unlimited access to The RFP Score™

Access to Ask a Contracting Officer Forum™

Priority Access to Skyway Team for Skyway Insight, capture, proposal support

__________

Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)

This episode is brought to you by PROPRICER(TM), the #1 proposal pricing and cost analysis software used by federal agencies and small to large government contractors. PROPRICER’s Government Edition will simplify the Government’s cost analysis process and save time and effort.  Visit www.PROPRICER.com/podcast to learn more or request a demonstration.

Negotiations are an important part of the Government acquisition world.  (and the rest of your life, of course)  Kevin and Paul discuss the origin of “win-win” negotiations.  Learn the important difference between competition and negotiation and why embracing the solution as “ours” leads to better outcomes.

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Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)
This episode is brought to you by IB Supply. ibSupply.com is your one-stop source for timely delivery of best value products. As a preferred source of supply, and an award winning AbilityOne provider, ibSupply.com offers access to thousands of products with compliance filters for hassle-free procurement. With FREE shipping and next-day delivery options, ibSupply.com’s quality service is unmatched. Shop ibSupply.com today!
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FAR Part 16.401 describes incentive contracts. Incentives fall into 3 general categories: cost, performance, and schedule.
Kevin and Paul discuss cost incentives (FAR 16.402-1) and provide an overview of how cost incentives are structured.
Learn why profit is not necessarily the only motivator and how the law of unintended consequences can wreak havoc on any incentive contract.
__________
Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)

FAR Part 12 “Acquisition of Commercial Items” allows the Government to acquire commercial items using commercial procedures, or at least the Government’s version of commercial procedures.

Kevin and Paul discuss the genesis of FAR Part 12 and share their experience acquiring everything from simple off-the-shelf goods to aircraft using FAR Part 12.  You’ll learn what types of goods and services can be bought (and sold) using the acquisition policies contained in FAR Part 12.  Learn how the Government’s policies and procedures are similar to the commercial marketplace and how they differ.

FAR Part 12 can make the acquisition process faster and easier for both sides.  Learn how the Government can reduce ‘paperwork” and entice new entrants to the Government market and how Industry can benefit from the use of FAR Part 12’s unique policies.

If you need help with the Government market...

Join the Skyway Connection© Community!

Get access to one-on-one insights, time-saving tools, and CO-centric training resources to be ready to take advantage of opportunities each time they knock.

The Skyway Connection© Community was created specifically to help small companies expand their knowledge and capabilities, and to increase their competitive position in federal government acquisitions.

Learn more at: https://skywayacquisition.com/connect

Membership benefits include:

  • Access to Skyway Insight© Webinars
  • Unlimited access to The RFP Score™
  • Access to Ask a Contracting Officer Forum™
  • Priority Access to Skyway Team for Skyway Insight, capture, proposal support

Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession.

Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)

Full and Open competition is the Government’s way of saying that all companies can compete.  Many competitions are set aside for small businesses only or have other restrictions on who can compete. Full and open competition gives any responsible company a chance to win.

Kevin and Paul discuss why it is important for both Government and Industry to understand when and why full and open competition is appropriate.  In addition, learn why the Government’s acquisition planning and Industry’s targeting and shaping activities should begin by addressing whether or not full and open competition is the most beneficial acquisition strategy.

If you need help with the Government market...

Join the Skyway Connection© Community!

Get access to one-on-one insights, time-saving tools, and CO-centric training resources to be ready to take advantage of opportunities each time they knock.

The Skyway Connection© Community was created specifically to help small companies expand their knowledge and capabilities, and to increase their competitive position in federal government acquisitions.

Learn more at: https://skywayacquisition.com/connect

Membership benefits include:

  • Access to Skyway Insight© Webinars
  • Unlimited access to The RFP Score™
  • Access to Ask a Contracting Officer Forum™
  • Priority Access to Skyway Team for Skyway Insight, capture, proposal support

Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession.

Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)

This episode is brought to you by PROPRICER(TM), the #1 proposal pricing and cost analysis software used by federal agencies and small to large government contractors. Visit http://www.PROPRICER.com/podcast to learn more or request a demonstration.

Government Contracting Officers are required to make a determination that a contractor is “responsible” before awarding a contract.  Part of this determination requires a review of the contractor’s financial capability. (FAR 9.104(a))

Kevin and Paul discuss why it is important for Government Contracting Officers to carefully review their bidder’s financial capabilities (especially for small businesses) and be cognizant of when an acquisition strategy may encourage companies to bid above their weight class.  (which introduces risk).  Industry should also understand how the Government evaluates financial responsibility and how to be prepared to pass this test.

__________

Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) We’re here to help Government and Industry acquisition professionals understand more about how the other side thinks.

What is an Acquisition Plan?  The Government team is required to document their plan for acquiring goods and services.  The plan can be simple for small, low dollar acquisitions but can grow to a massive document requiring high-level approvals for major system buys.

Kevin and Paul discuss FAR 7.1 and provide an overview of acquisition plans.  Learn why it is important for both sides to understand the plan and how improved communications can result in more successful program execution.

If you need help with the Government market...

<span style=”text-decoration: underline;”><strong><span style=”color: #86162c; text-decoration: underline;”><a href=”https://skywayacquisition.com/connect” target=”_blank”>Join the Skyway Connection© Community!</a></span></strong></span>

Get access to one-on-one insights, time-saving tools, and CO-centric training resources to be ready to take advantage of opportunities each time they knock.

The <strong>Skyway Connection© Community</strong> was created specifically to help small companies expand their knowledge and capabilities, and to increase their competitive position in federal government acquisitions.

<strong>Learn more at: </strong><a href=”https://skywayacquisition.com/connect” target=”_blank”>https://skywayacquisition.com/connect</a>

<strong>Membership benefits include:</strong>
<ul>
<li>Access to Skyway Insight© Webinars</li>
<li>Unlimited access to The RFP Score™</li>
<li>Access to Ask a Contracting Officer Forum™</li>
<li>Priority Access to Skyway Team for Skyway Insight, capture, proposal support</li>
</ul>
Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession.

Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.

Listen and Learn…What is a small business set-aside? Why would the Government allow only small businesses to bid on some opportunities?

In this ENCORE presentation, Kevin and Paul discuss the different types of small business set-asides and why they are important for both large and small businesses to understand.  Learn how the Government can benefit from utilizing more small businesses and some of the pitfalls that can trip up a small business set-aside acquisition.  Learn how small businesses can influence Government acquisition offices to set business aside for small businesses only and why large businesses should pay careful attention to business size standards for every acquisition.

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Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting, but it’s not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

The Contracting Officer Podcast is excited to announce that Kevin and Paul are speaking at the inaugural Government Contract Pricing Summit. The Government Contract Pricing (GCP) Summit 2016 is a one-of-a-kind event bringing together government acquisition professionals as well as pricing analysts, estimators and contract professionals from private industry. This is a unique opportunity for pricing and acquisition professionals to learn, network and share ideas with their government and industry counterparts.

The Government Contract Pricing Summit is two full days of education and networking in sunny San Diego! (June 21-23)  Gain the upper-hand over your competition by learning proposal pricing best practices, networking with pricing and procurement professionals and acquiring valuable insight from industry and government leaders.

The top 7 reasons you need to attend:

  1. Participate in Educational Workshops
  2. Learn Pricing Strategies from Industry Leaders
  3. Exchange Pricing and Procurement Best Practices
  4. Professional Development Opportunities
  5. Hear from Government Speakers
  6. Network with Pricing and Procurement Professionals
  7. Training Takes Place in Sunny San Diego!

 

The Government Contract Pricing Summit is co-hosted by Executive Business Services, Inc., makers of PROPRICER™, the #1 proposal pricing and cost analysis software used by federal agencies and small to large government contractors and PRICE Systems, the cost estimation partner selected by 19 of the top 20 aerospace and defense contractors.

 

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Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting, but it’s not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you.

Why is targeting so important?  How does it benefit both Government and Industry?  In this “Follow-on” episode Kevin and Paul dig deeper into the concepts introduced in Episode 016, “The Importance of Targeting”.

Learn “How to Be the Prize” the Government is looking for by understanding your Target Market and Reachable Market. For the Government folks, you’ll gain insight into why it is important to help Industry better target opportunities to save time and money for both sides.

For More Information and Deeper Insight...

Join the Skyway Connection© Community!

Get access to one-on-one insights, time-saving tools, and CO-centric training resources to be ready to take advantage of opportunities each time they knock.

The Skyway Connection© Community was created specifically to help small companies expand their knowledge and capabilities, and to increase their competitive position in federal government acquisitions.

Learn more at: https://skywayacquisition.com/connect

Membership benefits include:

  • Access to Skyway Insight© Webinars
  • Unlimited access to The RFP Score™
  • Access to Ask a Contracting Officer Forum™
  • Priority Access to Skyway Team for Skyway Insight, capture, proposal support

If you work in the Government acquisition world, this podcast is for you.

This episode is brought to you by PROPRICER™, the #1 proposal pricing and cost analysis software used by federal agencies and small to large government contractors. Visit www.PROPRICER.com/podcast to learn more or request a demonstration. You’ll be glad you did!

Why is acquisition planning so important?  The GAO recently sustained a protest based on the agency’s failure to engage in reasonable advance planning.  You can read the details here:  https://skywayacquisition.com/skyway-co-insight/protest-sustained-due-to-agencys-failure-to-plan/

Kevin and Paul discuss why this could be huge for the Government acquisition world and why both Government acquisition offices and Industry should pay attention!  It seems that the GAO has had enough excuses and is going to hold program and contracting offices accountable for ensuring adequate advance planning is done.  Learn why this decision could be considered a good or bad development for you, whether you are the CO, the COR, the Government user, or Industry.

Listen and Learn… What is an RFI? What is a DRFP? What is an RFP?

In this special Encore episode, Kevin and Paul describe RFIs (Request for Information), DRFPs (Draft Request for Proposals) and RFPs (Request for Proposals) and explain why and when they are used.

For More Information and Deeper Insight...

Join the Skyway Connection© Community!

Get access to one-on-one insights, time-saving tools, and CO-centric training resources to be ready to take advantage of opportunities each time they knock.

The Skyway Connection© Community was created specifically to help small companies expand their knowledge and capabilities, and to increase their competitive position in federal government acquisitions.

Learn more at: https://skywayacquisition.com/connect

Membership benefits include:

  • Access to Skyway Insight© Webinars
  • Unlimited access to The RFP Score™
  • Access to Ask a Contracting Officer Forum™
  • Priority Access to Skyway Team for Skyway Insight, capture, proposal support

Listen and Learn… What is an Industry Day? What goals should the Government accomplish during the event? How should Industry prepare for an Industry Day?
Kevin and Paul describe what an Industry Day can be (and should be) and some common reasons why some Industry Days are less than effective. Learn why the Government should prepare for Industry Days with the end in mind and why Industry should attend for more than the continental breakfast.

For More Information and Deeper Insight...

Join the Skyway Connection© Community!

Get access to one-on-one insights, time-saving tools, and CO-centric training resources to be ready to take advantage of opportunities each time they knock.

The Skyway Connection© Community was created specifically to help small companies expand their knowledge and capabilities, and to increase their competitive position in federal government acquisitions.

Learn more at: https://skywayacquisition.com/connect

Membership benefits include:

  • Access to Skyway Insight© Webinars
  • Unlimited access to The RFP Score™
  • Access to Ask a Contracting Officer Forum™
  • Priority Access to Skyway Team for Skyway Insight, capture, proposal support

Listen and Learn… Organizational Conflict of Interest (OCI) has become a very important issue for Government contractors as the Government’s perception of and sensitivity to OCI has changed over the last few years. Agencies have updated their policies regarding contractors who provide both support services and products/development.  Kevin and Paul explain OCI and how Government and Industry can avoid conflicts that complicate the acquisition process and subsequent contract performance.

Learn what an OCI is (and isn’t) and why it is important to tackle the issue early in the acquisition process.

For More Information and Deeper Insight...

Join the Skyway Connection© Community!

Get access to one-on-one insights, time-saving tools, and CO-centric training resources to be ready to take advantage of opportunities each time they knock.

The Skyway Connection© Community was created specifically to help small companies expand their knowledge and capabilities, and to increase their competitive position in federal government acquisitions.

Learn more at: https://skywayacquisition.com/connect

Membership benefits include:

  • Access to Skyway Insight© Webinars
  • Unlimited access to The RFP Score™
  • Access to Ask a Contracting Officer Forum™
  • Priority Access to Skyway Team for Skyway Insight, capture, proposal support

Incentive contracts are designed to help the Government acquire goods and services at a lower cost or with improved delivery or technical performance. These contracts provide the opportunity for creativity in crafting incentives and also great peril if the incen-tives aren’t perfectly aligned with the Government’s intent.

In this episode Kevin and Paul explain the basic types of incentives and provide examples of how they can help both the Government and Industry if used wisely. But look out….the law of unintend-ed consequences can be devastating if the delicate balance of cost, schedule, and performance is not considered with every incentive.

If you need help with the Government market, join the Skyway Connection Community and get access to one-on-one insights, time-saving tools, and contract-centric training resources that will make sure you’re ready to take advantage of opportunities each time they knock.

For More Information and Deeper Insight...

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The Skyway Connection© Community was created specifically to help small companies expand their knowledge and capabilities, and to increase their competitive position in federal government acquisitions.

Learn more at: https://skywayacquisition.com/connect

Membership benefits include:

  • Access to Skyway Insight© Webinars
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  • Access to Ask a Contracting Officer Forum™
  • Priority Access to Skyway Team for Skyway Insight, capture, proposal support

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Selecting the most appropriate contract type is an important step in a successful acquisition. This decision is made at the very beginning of the process but can haunt both the Government and Industry throughout the life of the contract if the contract type doesn’t match the needs of the program.

Kevin and Paul discuss why the selection of contract type shouldn’t be taken lightly and give you insight into some of the problems you’ll encounter when contract type isn’t correctly aligned with the acquisition.

If you need help with the Government market, join the Skyway Connection Community and get access to one-on-one insights, time-saving tools, and contract-centric training resources that will make sure you’re ready to take advantage of opportunities each time they knock.

For More Information and Deeper Insight...

Join the Skyway Connection© Community!

Get access to one-on-one insights, time-saving tools, and CO-centric training resources to be ready to take advantage of opportunities each time they knock.

The Skyway Connection© Community was created specifically to help small companies expand their knowledge and capabilities, and to increase their competitive position in federal government acquisitions.

Learn more at: https://skywayacquisition.com/connect

Membership benefits include:

  • Access to Skyway Insight© Webinars
  • Unlimited access to The RFP Score™
  • Access to Ask a Contracting Officer Forum™
  • Priority Access to Skyway Team for Skyway Insight, capture, proposal support

You’ve heard of sealed bids?  How about Two-Step?  No, not a type of dance…

Two-Step Sealed bidding is a type of acquisition process that allows the Government to evaluate technical bids and request pricing from only those bidders who make the cut technically.  (it’s a little more complicated than that, but not much)

Kevin and Paul describe the bidding process and provide insight into why both the Government and Industry can benefit if used appropriately.

If you need help with the Government market, join the Skyway Connection Community and get access to one-on-one insights, time-saving tools, and contract-centric training resources that will make sure you’re ready to take advantage of opportunities each time they knock.

For More Information and Deeper Insight...

Join the Skyway Connection© Community!

Get access to one-on-one insights, time-saving tools, and CO-centric training resources to be ready to take advantage of opportunities each time they knock.

The Skyway Connection© Community was created specifically to help small companies expand their knowledge and capabilities, and to increase their competitive position in federal government acquisitions.

Learn more at: https://skywayacquisition.com/connect

Membership benefits include:

  • Access to Skyway Insight© Webinars
  • Unlimited access to The RFP Score™
  • Access to Ask a Contracting Officer Forum™
  • Priority Access to Skyway Team for Skyway Insight, capture, proposal support