Listen and Learn… Who are the players on the Government acquisition team? Who are their Industry counterparts?

Kevin and Paul discuss different roles on a Government acquisition team and an Industry proposal team. Many roles are similar, but others are unique. Learn what an acquisition consultant does and why a proposal manager is critical to the process.

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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 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… 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

Listen and Learn… How can the Government buy commercial items efficiently? Good question! One streamlined acquisition process has now become an official part of the FAR. (after years as a “test program”) FAR 13.5 describes Simplified Acquisition Procedures (SAP) which allow Contracting Officers to skip or greatly simplify the process for buying commercial items when certain criteria are met.

Kevin and Paul describe when and where SAP can be used and why it is important for both Government and Industry to understand and take advantage of this most useful FAR language.

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...

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

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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

In Part 2 of this special episode, Kevin and Paul continue their conversation about proposals with Vicky Strycharske, Senior Proposal Manager at Skyway Acquisition Solutions.  This is another “what I wish I knew”episode that covers nuances of the RFP and proposal writing process that weren’t apparent until we wrote many, many RFPs and submitted many, many proposals!  This episode provides helpful tips for both Government and Industry as they go through the RFP and proposal process.

In this special episode, Kevin and Paul discuss proposals with Vicky Strycharske, Senior Proposal Manager at Skyway Acquisition Solutions.  This is another “what I wish I knew” episode that covers nuances of the RFP and proposal writing process that weren’t apparent until we wrote many, many RFPs and submitted many, many proposals!  This episode provides helpful tips for both Government and Industry as they go through the RFP and proposal process.

In this episode Kevin and Paul discuss the balance that both industry and the Government must consider as they plan how best to meet a requirement. Industry must decide whether or not outside vendors, suppliers, or subcontractors will be needed to meet the requirements of a Government solicitation. The Government must consider whether a particular requirement can be met solely by small businesses. Open communication between Government and Industry can help find the sweet spot between building the most efficient team and meeting regulations for small business utilization.

Zone 2, 3, 4

In this episode Kevin and Paul discuss the cost of writing a proposal in response to a Government RFP.  How much does it cost to write a proposal?  What drivers can increase or decrease the cost?  What can both Industry and Government do to decrease the time and expense involved in writing proposals?  How does this benefit everyone?  Episode 025 dives into these issues – and more!

Zone 3 – The RFP Zone

How much time does an offeror need to submit a proposal? How much time is not enough? How much time is too much? What is the contractor doing with that time? As contracting officers, we didn’t know the answers to these questions (or even to ask all of them sometimes). This cast explains both sides of the proposal response time question and how to find a balance between the extremes of too little and too much time.

Zone 2 and 3

Targeting is a critical element of winning in the federal market. Poor targeting creates many of the problems we discuss on the Contracting Officer Podcast – from miscommunication between buyer and seller, to adversarial debriefs, and yes, even to protests. Regardless of where you sit in the federal buying and selling process, it is critical that you understand the importance of target-ing.

In this cast, we explain how to identify your Ideal Target Market by stitching together into the three elements that make up your Ideal Target Market: your Reachable Market, your Target Market and your Weight Class.

Zone 2 (Market Research) and Zone 3 (RFP Zone)

The third in a 4 part series describing the Acquisition Time Zones in greater detail.  (see Episode 003 for an overview of the  Time Zones) In this episode Kevin and Paul describe what information must be included in a Government Request for Proposals, what types of communications are allowed during this part of the acquisition process, and what really happens after the RFP is released on both the Government and Industry sides.

Zone 3 – RFP Zone

What is Section L?  What is Section M?  In this 2 part episode, Paul and Kevin explain how the Government provides proposal preparation and content instructions in Section L and provides the evaluation criteria that define how to win (or lose) the competition in Section M.  Part 1 (Episode 010) focuses on describing “what” Section L and Section M are.  In Part 2 the conversation strives to give deeper insight into “why” Section L and Section M are important.

Zone 3 – RFP Zone

What is Section L?  What is Section M?  In this 2 part episode, Paul and Kevin explain how the Government provides proposal preparation and content instructions in Section L and provides the evaluation criteria that define how to win (or lose) the competition in Section M.  Part 1 (Episode 010) focuses on “what” Section L and Section M are and describes how their content can impact the Government and Industry.  In Part 2 (Episode 011) the conversation gives further insight into “why” Section L and Section M are important.

Zone: Zone 3 – RFP Zone

In this cast, we provide an overview of the Request for Information (RFI), the Draft Request for Proposals (DRFP) and the Request for Proposals (RFP). Contracting Officers use all of these in different ways and at different times for a variety of acquisitions. In this cast, we provide some insights from our experience on when and how to best use these tools. We also provide industry with some understanding of when they should, and should not, reply to each. This topic straddles the Market Research Zone and RFP Zone. Since we had a lot to cover, this session ran almost 30-minutes J.

Zone:Zone 2 and Zone 3

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

Kevin and Paul provide an overview of the Acquisition Time Zones. The Acquisition Time Zones are a foundational concept of the podcast. Each zone aligns to a phase of the government acquisition process. The Acquisition Time Zones help our listeners understand how the content discussed in each podcast fits into the overall government acquisition process.

The Acquisition Time Zones are, in chronological order:

The Requirements Zone (Episode 012)

The Market Research Zone (Episode 013)

The Request for Proposal (or “RFP”) Zone (Episode 014)

The Source Selection Zone (Episode 015)

This episode provides a brief overview of each zone. The episodes above dive into the details of when the zones begin and end, what types of communication are allowed, and what government and industry professionals are doing (and thinking) during each zone.
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This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com or call 877-884-5280.
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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.