Government Contracting
Winning government contracts means understanding complex rules and regulations. If you are already a government contractor and want to win more government contracts, you must perfect your techniques for finding government contract RFPs and for winning government proposals. Business development and marketing for government contracts is very different from doing business in the private sector. There are also differences between federal contracting, state contracting, and local contracting. Here are some articles to help you become a government contractor and win more contracts.
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An introduction to protests Why protests are so much fun. An introduction to teaming Contracting can be a strange business. Someone you work with today, could be working for a competitor tomorrow. And vice versa. Large procurements are often pursued by a team of companies, with each member bringing something to the table. As a whole, the team has more to offer than as individuals. Be a Government Contractor: No experience necessary Companies that have never done business with the Federal Government before are at an inherent disadvantage because of past performance evaluations. Find out how to win anyway. Breaking into the government marketplace by subcontracting Breaking into the Government marketplace requires knowledge. If you don't have that knowledge, one way to get started is to work with someone who does. Developing Competitive Intelligence on Federal Contracts Here is a list of competitve research objectives and the steps to acquire the information you need. Documenting a Best Value Selection The government has moved away from maximized competition and lowest responsible, responsive pricing to Best Value Procurements. Why You Should Always Ask For A Debrief Whether You Win or Lose It makes sense that a proposal debrief after a loss is a way to understand what you could have done better, but it may seem unnecessary to ask for a debrief when you won. Obviously, they loved your proposal and chose you, so what more could you ask for? Besides getting a reassurance that you got things right, there are a important reasons you should ask for a debrief. Fedbizopps.gov replaces the CBD for Federal Contracts Agencies are no longer required to provide notice in the CBD and the Department of Commerce has ceased publishing it through the GPO. Full & Open Competition and the SDB Agency 5% Goal This procurement quiz tests your awareness of how agencies attempt to meet their Small Disadvantaged Business (SDB) 5% contracting goals GSA Schedule spending on small businesses Test your understanding of how GSA Schedule spending on small businesses breaks down among the major players How to become a Government Contractor When the economy goes down, doing business with the Government starts to look more attractive. But for an "outsider," figuring out how become a "Government Contractor" can be difficult, even intimidating. It's a big subject to cover in a single article, but here is what you need to get started. How to do business with Uncle Sam Many companies are intimidated by the regulatory hurdles inherent in doing business with the Federal Government. Yet they see many other companies profiting from working with the Government. Here's a bird's eye view on what's involved in doing business with Uncle Sam. Segmentation in the Federal marketplace A lot of effort goes into finding out who is going to release a suitable RFP. If you are not focused, you end up responding after RFPs are released instead of anticipating and preparing for their release ahead of time. Segmenting the marketplace can help you gain the focus you need to win. What government contractors can learn from commercial business proposals Even though commercial proposals may not comply with Government requirements, there is a lot to learn from the private sector that can improve Government proposals.
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Questions To Ask During a Debrief Find out how to get the most out of it, when the customer agrees to debrief you on how they evaluated your proposal. You need to come prepared with the right questions because you won't get a second chance. Your future proposals are depending on it. See our list of debrief questions. How to Enjoy Working with GSA The challenge of working with GSA is a never-ending source of fun and amusement. How to win a GSA schedule contract and sell through the GSA Advantage While many other markets took a pounding, IT sales under the GSA schedule grew at 17% last year. Introduction to contract types and pricing models There are many different ways you can charge the customer, and there are different contract types for each. Here is an introduction to them. HUB Zone set-aside contracts Which agency awarded the most dollars on HUB Zone set-aside contracts? Grants vs. Contracts: What is the Difference? The difference is not about the dollar value or who the buying entity is nor the kind of work being done. The difference is subtle but important... Selecting Contract Management Software: A Case Study "I could satisfy the government, but I couldn't give managers the information they needed to do their jobs," says Shannon Winston, Controller for Apex Environmental, of the legacy system they wanted to replace. What to Look for in Accounting Software In addition to meeting all general accounting principles, a fully integrated software package must include these key features in order to meet the specific needs of government contractors. Most Favored Customer And Price Reductions Clause The Most Favored Customer clause is based on the premise that the government deserves similar or better discounts than the best discount you offer to a particular customer category. When you apply for a GSA schedule, the government will generally negotiate a discount that is equal to, or better than, the discount given the MFC. Multiple Award Schedule (MAS) IT Services contract spending Multiple Award Schedule (MAS) IT Services contract spending totaled $629 million during the first two quarters of FY 2001. During the first two quarters of FY 2002, this figure... Offering eGov services eGov services can streamline how Governments interact with their ultimate customer. But just what is eGov? Protest Case Studies A widely held belief among people doing federal business is that a protest costs far too much and is not good business because the agency will retaliate. Find out why the author of this article rejects both claims. Section M - RFPs, IFBs, the Schedule, RFQs and Best Value The average sales person does not spend enough time analyzing Section M when completing a proposal. Not to grasp all of this key section is to do business at your own peril. Understanding the eGov marketplace Reduced budgets have forced Governments to new ways to streamline their operations. Many are looking to eGov solutions as the way to respond. What does a GSA Contract Allow for Profit Percentage? People are most interested in my outrageous claim that I helped a client get a 25% margin on a cost plus. Before we explain how the stars lined up to do that, let me ask if GSA has told you 2%, 8%, 10%, 12% etc.? They aren't kidding.
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Find out how to get everyone on the same page. Get written standards and directions to expedite the process so that people do not make it up as they go along. Establish clearly defined roles and responsibilities so everyone knows how to work together. Get planning and communication tools so that everyone has the information they need. Also get tools to measure progress, track action items, and provide constant feedback so that everyone knows where they stand. Click here to find how to get your copy
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