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

Who makes the decision to purchase something for the Government?  The answer depends on many factors, but is usually quite different from how an acquisition decision is made in your personal life or the non-Government world.

Kevin and Paul discuss the 3 main “deciders” in Government acquisition and relate them to easily recognizable roles.  Money, needs, and the authority/ability to make a transaction.

Learn who has the power in each Acquisition Timezone and why it is important for both Government and Industry to recognize how the power can shift.

__________

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!)

Welcome back special guest Christi Gilbert!

Kevin and Christi discuss subcontract management, specifically relating to service contracts.  Learn why Industry’s subcontract managers are similar to Government Contracting Officers.  You’ll also gain an understanding of how incremental funding and the Limitation of Funds clause (FAR 52.232-22) impact subcontract administration and why this drives costs for Industry.  (which ultimately costs the Government, and you as a taxpayer)

————

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://skywaymember.com

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.

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

This is an encore presentation of our overview of Incentive Contracts.  Look for separate episodes that dive into the details of cost, schedule, and performance incentives.

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 incentives 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 unintended 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, 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://skywaymember.com

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.

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

What is Government Furnished Property? (GFP)

Kevin and Paul walk through the basics of GFP.  Learn how Government agencies can potentially increase competition through the use of GFP and why Industry must take GFP management seriously to enable future wins.

————

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://skywaymember.com

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.

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

The Contractor Performance Assessment Reporting System (CPARS) has been designated as the Federal Government-wide solution for collection of contractor performance information.

Paul discusses CPARS with special guest Shelley Hall.  Learn how information is collected through CPARS and shared through other tools.

Past performance is evaluated in every Government source selection.  Positive ratings are key to continued awards.  Learn how to challenge inaccurate ratings and why it is important for both Government and Industry to ensure that CPARS contains factual and fair assessments of contractor performance.

————

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://skywayacq.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.

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.

__________

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. 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 a Source Selection Evaluation Board (SSEB) Report?  The Government evaluation team must document the results of their evaluation against the Request for Proposal’s (RFP) stated evaluation criteria.  This documentation is often called the SSEB Report, which is presented to the Source Selection Authority (SSA) as the primary resource for the selection decision.

Kevin and Paul discuss the FAR requirement for documentation of the evaluation decision and why it is important for the Government to justify their source selection decision and be prepared to share that justification with industry.

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!)

What does a COTR do?  What can a COR direct a contractor to do? What is outside the scope of their authority?  In this special encore episode you’ll learn the answers to these questions and more as Kevin and Paul discuss the role of Contracting Officer Technical Representatives (alternately known as Contracting Officer Representatives).  Gain new knowledge or refresh your understanding of why the Government appoints COTRs and CORs and why it is important for both Government and Industry to understand their responsibilities, authority, and limitations.

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.  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 Federal government uses the North American Industry Classification System (NAICS) (http://www.census.gov/eos/www/naics/) to classify businesses and collect statistical data related to the U.S. business economy.  NAICS codes define companies of all types based on the activities in which they are primarily engaged. The Small Business Administration (SBA) uses the NAICS as a basis for its size standards, which determines whether a business is considered large or small for each applicable NAICS code.

Paul discusses NAICS Codes with special guest Shelley Hall and explains what they are, how they are used, and why it is important for both Government and Industry to understand NAICS codes.

Learn how misuse of NAICS codes can skew the Government’s market research and how Industry can use NAICS codes strategically to eliminate potential competitors.

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.  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.

This episode is brought to you by the Government Contract Pricing Summit, the groundbreaking pricing event bringing together government and industry!

If you are planning to attend a conference this year, this is the event you should consider. The GCP Summit runs June 21st -23rd in San Diego. You’ll want to be there…

  • For the first-class training and workshops
  • To learn from top experts
  • Meet like-minded peers
  • Earn CPE credits
  • Plus you can participate in a special episode of the Contracting Officer Podcast recorded live from the GCP Summit.

There is a special rate for CO Podcast listeners. Visit GCPSummit.com/podcast to find out about the savings and see the list of great speakers at the summit. This is a limited time offer so go check out GCPSummit.com/podcast today!

————————

Contracting Officers are required to make a determination that a contractor is “responsible” before awarding a contract.   How do they do that if there is little (or no) publicly available information on a company?  Answer: Conduct a Pre-Award Survey.

Kevin and Paul discuss the Pre-Award Survey process including benefits and pitfalls for both Government and Industry.

Learn why Industry should take responsibility for demonstrating they are capable of performing the work required by the contract and how to help the Government make a responsibility determination without resorting to a Pre-Award Survey.

——

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!)

Government Contracting Officers are required to make a determination that a contractor is “responsible” before awarding a contract.  (FAR 9.104)  This determination requires a review of the contractor’s financial resources, performance record, and business capabilities. (among other things…)

Kevin and Paul discuss why it is important for industry to understand how the Government evaluates responsibility and why Government Contracting Officers should be prepared to help small businesses pass this test.

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.

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

What happens if you don’t submit your proposal by the time specified in the RFP?  Are you automatically eliminated?  Can the Government accept and evaluate it anyway?

Kevin and Paul discuss the final step of the proposal process…submitting it!  Time has run out and the proposal is complete, ready or not.  What happens if you’re late?  FAR 15.208 covers submission, modification, revision, and withdrawal of proposals.  Learn the rules for how the Government handles proposals between the due date and award of the resulting contract and why this can be a stressful time for both sides.

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.

This episode is brought to you by the Government Contract Pricing Summit, the groundbreaking pricing event bringing together government and industry!

If you are planning to attend a conference this year, this is the event you should consider. The GCP Summit runs June 21st -23rd in San Diego. You’ll want to be there…

For the first-class training and workshops

To learn from top experts

Meet like-minded peers

Earn CPE credits

Plus you can participate in a special episode of the Contracting Officer Podcast recorded live from the GCP Summit.

There is a special rate for CO Podcast listeners. Visit gcpsummit.com/podcast to find out about the savings and see the list of great speakers at the summit. This is a limited time offer so go check out gcpsummit.com/podcast today!

_____________________

What are Unallowable Costs?  Just because a cost can be allocated to a contract doesn’t mean it can be billed directly to that contract.  These costs are called “unallowable costs”.

Kevin and Paul discuss the concept of unallowable costs and some examples from FAR Part 31.201.  Learn why some costs are not billable on Government contracts and why it is important to set up your accounting system to properly segregate allowable from unallowable costs.

___________

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.

Thanks again to our sponsor, The Government Contract Pricing Summit.

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

A unique feature of small business set-aside source selections is the Contracting Officer is required to identify the “apparently successful offeror” to all offeror prior to award.  This preaward notice invites the offeror to challenge the size status or small business status of the apparent winner if the offerors have concerns.

Kevin and Paul discuss the requirements of FAR 15.503(a)(2), the value it provides the Government, and why Industry should be prepared to quickly respond to this preaward notice.  (it’s more interesting than it seems…seriously)

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.

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.

 

___________

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.

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!

Listen and Learn… What does Price Reasonableness mean?  The Government must make a determination that the price is fair and reasonable before awarding a contract.  During source selections, prices are usually assessed to be reasonable, accurate, and complete before award.

Kevin and Paul discuss how price reasonableness is determined by the Government during source selections and negotiations. Learn why this subjective determination can be so difficult in the Government contracting world and why it is incumbent upon Industry to clearly explain their pricing strategy in enough detail for the Government to make this determination.

___________

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.

Thanks again to our sponsor, PROPRICER ™.

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

What is an ACRN? Yes, another confusing Government acquisition term.  ACRN is an acronym for Accounting Classification Reference Number.

Kevin and Paul explain how ACRNs are used and why both Government and Industry need to pay attention to ACRNs in order to keep the contracting (and billing) process moving along efficiently.

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.

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

The Federal Government proposal writing and source selection process is full of myth and mystery for the Industry players writing the proposals and the Government employees (and support contractors) who are responsible for evaluating proposals and selecting a winner.

Kevin and Paul play Mythbusters and tackle five common proposal and source selection “myths” to root out misperceptions in the acquisition process.

Listen and Learn the truth behind these common myths:

1) “The evaluators already know what we can do. We don’t have to explain it.” (2:20)

2) “The small details don’t matter” (6:00)

3) “Proposals are good marketing tool” (11:18)

4) “The “shotgun” sales approach is an effective way to win business” (15:08)

5) “You can win work you first find on fedbizops.gov after the RFP is released” (17:08)

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

uranet
This episode is brought to you by Unanet. Unanet provides a ‘single source of truth’ and removes the barriers to sharing realtime information caused by using separate business systems.  Use Unanet for all Projects, People & Financials, or integrate seamlessly with other accounting and ERP systems.  Visit unanet.com/podcast to learn more.

What does Indefinite Delivery \ Indefinite Quantity mean for my contract?  Did I really win any work?  Or for the Government, how much can I buy and for how long?

Kevin and Paul explain what IDIQ means and discuss the benefits and pitfalls of this common contract type.  Learn how to leverage IDIQ contracts to make acquisition easier for both Government and for Industry. You’ll also hear cautionary tales of how misunderstanding of IDIQ contracts can wreck your program or company.

Visit unanet.com/podcast to learn more.