010 What are Sections L & M? (Part 1)

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…

009 Contract Types

What is the difference between a Firm Fixed Price contract and a Cost Reimbursable contract?  If you’ve ever asked this question, this podcast is for you.  We provide an overview of the 2 basic contract…

007 What is a Contracting Officer?

In this cast, we explain the basics of what Contracting Officers do. We define the role of the CO, along with some detail on how they are appointed. We also describe the different types of…

006 Debriefing Part 2

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…

005 Debriefing Part 1

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…

002 The 80/20 Rule

Listen and Learn… One often-overlooked difference between the federal market and the commercial market is that federal market sales are won more by process than by relationships. Contracting Officers (COs) cannot buy based on relationships alone. Relationships matter (see FAR Parts 3 and 9), but relationships are usually not the most important factor. The relationship is 20% of the decision. The other 80% is the competitive process.

001 Why We Created the CO Podcast

Contracting officers need help. They are awash in information (and data), but are starving for insights on the contractors’ perspective. Since leaving our contracting officers positions, we see how some of our actions as COs, while well-intended, impacted companies in ways we did not know. We wish we knew then what we know now. We also created this podcast to offer COs some insights on the contractors’ perspective.