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

The last 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 discuss what happens after industry submits their proposals in response to an RFP.  Topics include the types of communication that are allowed between Government and industry during the evaluation process, what the Government team goes through in order to complete their evaluation and select a winner, and the importance of schedule to both industry and the Government.

Zone 4 – The Source Selection Zone

One of the many unique elements of federal contracting is the Debriefing. In this cast, we continue our discussion on the nuances and lessons learned on the enigmatic debriefing. During Part 2, we cover some detailed examples of what we found that worked well and what did not work well from our experience.  We also talk through some of the specific items to expect during a debriefing as both a CO and an offeror. While we didn’t cover every element of the debriefing, we hope we gave you a real head start on understanding this uniquely interesting topic. Enjoy!

Zone:Zone 4

Zone:Zone 4

Listen and Learn…   One of the many unique elements of federal contracting is the Debriefing. In this cast, we explain what a debriefing is (and what it isn’t). We also describe the debriefing process from both the contracting officer and industry perspective. We describe our perspective on why both the government team and the offeror should invest their energy in a meaningful debriefing.  This cast turned into a deeper conversation so we broke it into two sessions for you. Enjoy!

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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.