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Listen and Learn… How is the source selection decision made?  How does the Government pick the winner?

Kevin and Paul discuss the final stage of the source selection: who won?  Learn what information the source selection authority considers and how much flexibility remains once all the evaluations are complete.

The source selection decision document (SSDD) summarizes the source selection authority’s rationale for the selection of the winner.  Kevin and Paul explain why this most important document must be carefully written and why Industry should always ask to see it, win or lose.

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Listen and Learn… What is Certified Cost and Pricing Data?  Cost and pricing data is exactly what it sounds like.  The key word here is “certified”.

Kevin and Paul describe the circumstances where the Government requires contractors to “certify” that their cost and pricing data is current, accurate, and complete.

Learn how to certify your cost and pricing data, when certified cost and pricing data is required (and when it is not), and what happens if your certified data isn’t current or is inaccurate or incomplete. (the dreaded “defective cert”)

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Listen and Learn… What is a Final Proposal Revision? (FPR)

Kevin and Paul continue their dissection of the Government Source Selection process and discuss the process by which the Government allows revisions to Industry proposals after discussions. (also known as “exchanges with offerors after receipt of proposals” or more simply, negotiations)

In ancient times the FPR was known as a “Best and Final Offer” or BAFO.  Learn why it is important to understand how the Government evaluates FPRs and the peril that exists for Industry when writing their FPR.

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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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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

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Listen and Learn… How does the Government Source Selection Process work? Ever wonder what happens after proposals are submitted? How does the Government go about selecting a winner?

Kevin and Paul discuss the FAR Part 15 source selection process from receipt of proposals through evaluation, competitive range determination, to proposal revisions and finally contract award. Learn why it “takes so long” for the Government to pick a winner and why Industry needs to understand process in order to better forecast revenue.

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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

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  • Access to Ask a Contracting Officer Forum™
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Listen and Learn… What is an Unauthorized Commitment? (UA) What makes it Unauthorized? What is a Ratification?

Only a Government Contracting Officer can obligate the Government to acquire goods and/or services, but…..sometimes it sure seems like other Government employees are giving direction to Industry and sometimes the goods or services are delivered without proper authorization.

Kevin and Paul describe common scenarios where this can happen and why it is important for both Government and Industry to understand the rules.  (hint…a UA is not a good career move for either side)  Some unauthorized commitments can be authorized after the fact through a ratification.  But only if they meet the right criteria.  Learn the Government’s process for authorizing those UAs that can be authorized and when the contractor is flat out of luck!

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

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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.

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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:

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

Listen and Learn… Unlike in commercial industry, the Government is required to notify bidders that they’ve lost a bid.  Kevin and Paul explain what information the Government can and cannot share in the notification as well as why a more informative notification letter can save both sides time and money by helping to avert protests.

Learn why the notification can be so devastating to industry and what the Government can do to help lessen the impact of bad news.

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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
  • 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.

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

Did you know that the Government can negotiate with Industry right in the middle of a competition? It’s true! In the Government world negotiations during the source selection process are called “discussions”.

Kevin and Paul explain the process the Government uses for discussions. Unlike the commercial market, some topics are not al-lowed to be negotiated directly and there are limits to the information that can be shared. Learn why it is important for both sides to understand the rules and how effective discussions (negotiations!) can help make Government contracts better, one contract at a time.

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.

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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
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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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Letter contracts are a special type of contract that allow the Government to authorize a contractor to start work immediately when there isn’t time to negotiate every detail of the contract in time to meet the requirement.

Kevin and Paul discuss the Letter Contract process and describe common pitfalls that both Government and Industry should understand.

Listen and Learn… Indefinite Contract? How can a contract be indefinite?

Indefinite contracts can be used when the Government knows exactly what it wants to buy, but not how much they’ll need or when they’ll need it. Discover three types of Indefinite Delivery con-tracts and learn why they can limit administrative costs for both Industry and Government if used wisely.

Kevin and Paul discuss common uses of indefinite contracts and why it is important to understand the meaning of “indefinite”. Learn why, for industry, an indefinite contract award can be a windfall or a disappointment.

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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Kevin and Paul explain Contract Line Item Numbers (CLINs) and help listeners understand why they are used and why it is important for both Government and Industry to understand them. In addition, learn how the execution and administration of your contract is impacted by the contract’s CLIN structure.

For more information and deeper insight, join the Skyway Connection Community and 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

Are Sole Source Awards Easier?  In this episode Kevin and Paul debate this listener question. A Contracting Officer (and listener!) took issue with a comment from a previous episode regarding sole source contracts and provided not only a great idea but encouragement for us to expand on this topic. As a result we give you some context for the decisions that need to be made before a sole source award is considered and debate the pros and cons of sole source awards, both before and after award.  As always, both Government and Industry perspectives are presented.

For more information and deeper insight, join the Skyway Connection© Community and 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 this episode Kevin and Paul describe one step of the Government’s source selection process, Competitive Range Determinations. They explain the purpose of competitive range determinations, when the determination takes place, and why the Government would limit the competitive range during a source selection.  As always, learn why both Industry and the Government should care about this useful tool in the Government’s acquisition toolbox.

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

What is a Protest?  When Should I Protest?  What Can I Protest?  How Do I Submit a Protest? In this episode Kevin and Paul provide answers to these questions and more.   The discussion goes far beyond the FAR (get it?) and provides listeners with examples of why submitting a formal protest to the Government is not always the best decision.   Hear stories of real protests demonstrating how the process is viewed from the perspective of both the Government and Industry.   Finally, Kevin and Paul share factors Industry should consider before making the decision to submit a protest.

Zone 4 – The Source Selection Zone

What are weighted guidelines? In this episode Kevin and Paul discuss the Government’s use of a structured approach to determine fair and reasonable profit during sole source negotiations. They explain what weighted guidelines are and give insight into why Industry should understand the Government’s profit calculation process.

Zone 4

Want to learn how to negotiate with your government customer? Check out Podcast 022: What are… Click To Tweet

Ever wonder what goes on behind the scenes of a Government source selection?  In this episode Kevin and Paul provide a glimpse behind the curtain and answer a listener’s questions about the source selection process.

Specific topics are:

  • Subjectivity in proposal scoring
  • The value of past performance evaluations
  • What does “significantly more important” mean?
  • Can evaluations be revised to favor a particular contractor?

Zone 4 – The Source Selection Zone