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In this episode, we break down the upcoming Cybersecurity and Infrastructure Security Agency (CISA) IDIQ opportunity—a major federal contract that's drawing attention across the cybersecurity and IT services community. With a projected scope covering legacy DEFEND task orders, plus connections to past RFIs such as Deployment Services (47QFRA23K0003) and SCABS (47QFRA24K0005), this contract signals a strategic move by CISA to modernize and consolidate cybersecurity efforts across the federal enterprise.We unpack what vendors need to know now, the critical functional alignment areas likely to be emphasized, and how to best prepare for this evolving opportunity.Listen now to stay ahead of the curve and get ready to position your team for success.Contact ProposalHelper at sales@proposalhelper.com to find similar opportunities and help you build a realistic and winning pipeline.
In this episode, we explore the latest Sources Sought notice from the United States Geological Survey (USGS), focused on support for the Federal Geographic Data Committee (FGDC) and Geospatial Shared Services. This is a key early-stage market research effort aimed at identifying qualified organizations for a potential multiple-award IDIQ contract. We break down the draft Statement of Work (SOW), the relevant NAICS code (541519), and what capabilities the USGS is looking for in future partners. If your team has geospatial, IT, or data governance expertise—this is one to watch.
In this episode, we break down the key details of the National Science Foundation's (NSF) NCSES Analytical and Technical Support IDIQ contract. From expert analytics to vital technical services, this contract plays a crucial role in helping NCSES meet its legislative mandate on science and technology (S&T) data. Whether you're a federal contractor, data analyst, or policy strategist, this is your insider look at an opportunity with multiple award potential and long-term value.
In this episode, we dive into the PMA-281 Hardware & Software Development and Sustainment MA-IDIQ, a $605.47 million contract from the Department of the Navy. With up to 12 awards and a total small business set-aside, this Multiple Award IDIQ is a major opportunity for companies in software and hardware development, systems engineering, risk management, and more.We'll explore the key requirements, NAICS 541511 scope, and critical strategies to help your business prepare for the anticipated May 2025 RFP release. Whether you specialize in software development, program security, anti-tamper solutions, or test and sustainment, this contract could be your gateway to long-term success in the defense sector.
Get ready for another exciting contract opportunity: HSA20240822 – Technical Expertise and Support Services from the Department of Transportation. With an estimated contract value of $58 million, four anticipated awards, and a multiple-award IDIQ structure (NAICS 541990), this project is set to launch in April 2025. The contract spans a variety of critical task areas—technical support and assistance, professional capacity building, audience outreach, and operations and administrative program support.Want to know more about how this opportunity could impact your business strategy? Tune in to our podcast, where we break down key insights, share preparation tips, and highlight what you need to succeed.Contact ProposalHelper at sales@proposalhelper.com to find similar opportunities and help you build a realistic and winning pipeline.
Get ready for a deep dive into the HHS ONE Professional Services Solution—an upcoming government contract with an estimated value of $3.6 billion from the Department of Health and Human Services. Set for an RFP release in April 2025, this multiple-award IDIQ opportunity (NAICS 541690) targets two key task areas: cutting-edge STEM services and business/operational support to drive STEM activities forward. With five awards anticipated, this contract is poised to reshape how professional services are delivered in the public sector.Curious about the finer details and insider tips on what this means for industry professionals? Tune in to our podcast now and join the conversation!Contact ProposalHelper at sales@proposalhelper.com to find similar opportunities and help you build a realistic and winning pipeline.
Unlock the secrets of navigating the complex world of government contracts with our in-depth exploration into the MAPS-IDIQ marketplace, a game-changer for the Army and federal agencies seeking innovative solutions. Discover how businesses can not only meet but exceed government expectations by leveraging cutting-edge technologies such as quantum computing and AI. We break down the essential elements for success, including understanding key service areas like technical services and RDT&E, and the importance of aligning business capabilities with government needs to offer unparalleled value.We guide you through the process of preparing for success in government contracts, emphasizing the significance of quality, team experience, and past performance. This episode reveals how the MAPS-IDIQ system is reshaping procurement methods to be more agile and dynamic, enabling businesses to access groundbreaking opportunities. Learn practical steps for crafting compelling proposals and strategic teaming, ensuring your business is positioned to tackle complex challenges effectively and build robust relationships with government agencies.Stay ahead in the ever-evolving landscape of government contracting by mastering the art of building a strong reputation through reliability and integrity. We discuss strategies for maintaining a competitive edge, including staying informed about policy changes and finding your niche. The episode underscores the critical role of ethics and compliance, advocating for a culture that fosters trust and lasting partnerships. Lastly, we spotlight the vast opportunities presented by government innovation and encourage you to engage with the inspiring challenges they present, contributing to a future shaped by transformative initiatives.Contact ProposalHelper at sales@proposalhelper.com to find similar opportunities and help you build a realistic and winning pipeline.
In this episode, we delve into the critical work of developing and implementing models designed to improve collaborative learning networks and disseminate best practices. From rapid cycle evaluations to leveraging cutting-edge technology, these efforts aim to deliver actionable insights and transformative outcomes.Key Highlights:Requirements in Focus:Developing and implementing innovative models.Conducting rapid cycle evaluations to optimize programs and participant outcomes.Building robust collaborative networks and technology to support widespread adoption.Incumbent Insights: Learn about the companies currently positioned for this work, including Arbor Research Collaborative for Health, Econometrica, Inc., and Westat, Inc., and explore why task orders have yet to be issued under this contract.Gain unique perspectives on the challenges and opportunities in rapid evaluation and reporting, and how these practices are shaping the future of program development.Listen now to uncover strategies for maximizing innovation and driving impact through rapid cycle analysis.Contact ProposalHelper at sales@proposalhelper.com to find similar opportunities and help you build a realistic and winning pipeline.
What if the Department of Veterans Affairs could revolutionize sustainability while honoring history? Join us on this enlightening journey as we unravel the VA's ambitious plans to tackle environmental and historical preservation across the U.S., including Alaska and Hawaii. You'll uncover how a dedicated team of experts is navigating the complex landscapes of environmental site investigations, regulatory compliance, and strategic waste management. From the pursuit of LEED certification to the unveiling of historical treasures, we promise insights into the scientific and technical feats that are setting new standards for sustainable practices.Throughout this episode, we confront the challenges of managing diverse VA properties, shining a light on the delicate balance between preserving cultural heritage and transforming contaminated sites into safe, vibrant spaces. Our conversation highlights the vital role of behavioral change in sustainability, offering a fresh perspective on the power of informed action. As we envision the future of VA hospitals and explore the fascinating world of archaeology, we aim to inspire a sense of curiosity and responsibility. Consider this an invitation to reflect on how each discovery and decision can significantly impact veterans, our shared history, and the environment.The episode dives into the Department of Veterans Affairs' ambitious environmental initiative, highlighting their need for various experts to execute extensive sustainability and historical projects. The discussion revolves around site investigations, compliance with environmental regulations, the importance of historical preservation, and the transformative potential of these efforts for veterans and their communities.• Discusses the VA's need for expert assistance with environmental projects • Highlights the importance of thorough site investigations and potential findings • Explains compliance and consultation related to the National Environmental Policy Act • Details the development of plans for sustainable and resource-efficient operations • Considers the complexities of managing diverse historical sites across regions • Explores the importance of behavior change in implementing sustainability measures • Reflects on the potential historical discoveries and their community impact The VA is committed to making a real difference in the services it provides to veterans, emphasizing a long-term vision that captures the essence of sustainability and respect for history.Contact ProposalHelper at sales@proposalhelper.com to find similar opportunities and help you build a realistic and winning pipeline.
Unlock the keys to mastering government contracts as we illuminate the complexities of the NIH Business and Professional Support Services 4 contract. What makes a partner truly versatile in the eyes of the NIH? Discover the blend of skills in financial analysis, business process improvement, strategic communication, and more that the NIH values, and why the role of a dynamic program manager is fundamental to their vision. We'll walk you through the eight task areas that define NIH's modernization goals, exposing the strategic importance of adaptability and foresight in crafting a successful partnership.Our deep dive continues with a focus on the vital roles within this framework, from subject matter expert instructors to human resources analysts, each contributing to efficiency and reliability. Learn why flexible qualification requirements can be a game-changer and how detailed reporting maintains accountability. We also highlight the strategic edge gained from early proposal preparation and the value of experienced partners like Proposal Helper. By the end of our conversation, you'll grasp how cultivating diversity and inclusion within a workforce can be a driving force for performance, setting the stage for a thriving collaboration with government agencies.Contact ProposalHelper at sales@proposalhelper.com to find similar opportunities and help you build a realistic and winning pipeline.
In this episode of the GovCon Giants Podcast, we have Astrelain Josue, the managing partner of Astral Appraisal Management, to discuss his inspiring journey from running a traditional real estate appraisal business to becoming a powerhouse in the federal contracting world. Astrelain shares how he secured 15 federal contracts with the USDA Rural Housing Division and his involvement in a billion-dollar IDIQ contract, all without any federal certifications when starting out. This episode dives deep into the strategies, relationships, and mindset that fueled his success. Whether you're just starting in the federal contracting space or looking to take your business to the next level, Astrelain's journey offers actionable insights and inspiration. Stay tuned for his practical tips on how you can position yourself for success in this competitive market. Linkedin: https://www.linkedin.com/in/astrelain-josue-34227b32/ Website: https://www.astroamc.com/ Contact: https://www.astroamc.com/contact Email: info@mysite.com
Discover the essential details of the upcoming NIH Business and Professional Support Services IV (BPSS IV) contract. This follow-on IDIQ, valued at $196.8M, provides professional support services across NIH and HHS. Tune in to our podcast to learn about: Key capabilities sought Contract scope and opportunities for small businesses How to position your business for successListen now to gain insights and strategiesContact ProposalHelper at sales@proposalhelper.com to find similar opportunities and help you build a realistic and winning pipeline.
In this episode, we talk about the difference between pre-solicitation and source sought. Source sought is the government's market research phase to determine if they should make the requirement a small business or one of the socioeconomic categories. At this stage, the government can determine if they should negotiate directly with small businesses or make it a veteran-owned set-aside program. Pre-solicitation, on the other hand, is a notice given about a month before the solicitation is released, giving contractors time to prepare for the opportunity. The majority of set-asides are now going into IDIQ contracts and are not seen on the open market as much. If you also want to know how to search for set-asides for SDVOSB, tune in now.
Inside the HCORE Contract: Supporting Preparedness and Response"In this episode, we explore the HHS Coordination Operations and Response Element (HCORE) contract, a cornerstone in supporting the U.S. Department of Health and Human Services' (HHS) preparedness and response efforts. This vital program provides professional technical and medical staffing across a broad range of disciplines, ensuring readiness for public health emergencies and disasters. Learn how companies can contribute to national resilience by delivering innovative solutions under this multi-award IDIQ contract, and gain insights into what it takes to support this critical mission.Navigating the World of Government Contracting with ProposalHelper"Join us as we dive into the intricacies of government contracting with the experts at ProposalHelper. From staffing solutions to proposal writing and compliance, discover how ProposalHelper empowers businesses to succeed in competitive federal procurements. Learn tips, strategies, and insights to elevate your contracting game and win big in the public sector!Contact ProposalHelper at customersupport@proposalhelper.com to find similar opportunities and help you build a realistic and winning pipeline.
Exciting news for businesses specializing in IT services, project management, and modernization! The Indian Health Service (IHS) is conducting a Sources Sought for the OEHE Technical Services IDIQ contract, seeking innovative firms to provide critical support for their environmental health and engineering programs.Key Highlights:✅ Scope of Work: ColdFusion application maintenance, geospatial integration, financial system support, facilities project management, and modernization to scalable platforms.✅ Small Business Focus: IHS is particularly interested in responses from Indian Economic Enterprises (IEE), 8(a), HUBZone, WOSB, and SDVOSB businesses, aligning with the Buy Indian Act preference.✅ NAICS Code: 541511 (Custom Computer Programming Services).✅ Goals: Ensure operational reliability, document business rules, modernize platforms, and enhance system security.At ProposalHelper and BidExecs, we're experts in helping businesses respond to federal opportunities like this. From crafting winning proposals to ensuring compliance with government requirements, we're here to support you every step of the way.
Follow-on contract for commercial professional services supporting the Headquarters Marine Corps Installations & Logistics (I&L), Logistics Plans, Policies, and Strategic Mobility Division (LP). The information is based on the provided excerpts from the Draft Performance Work Statement (PWS) and the Sources Sought Notice.1. Background & Challenges:The Marine Corps is undergoing significant transformation to maintain its global expeditionary force capability. This evolution faces various challenges:Uncertain global threats: Requiring agile and rapid response capabilities.Aging weapon systems: Demanding innovative sustainment and maintenance solutions.Rapid technological advancements: Necessitating continuous adaptation and integration of new technologies.Reduced labor and budget constraints: Demanding efficiency and optimized resource allocation.2. Core Focus Areas:The PWS and Sources Sought Notice emphasize the following core areas:Logistics Modernization: Adapting to support distributed operations with a minimal footprint, leveraging emerging technologies like additive manufacturing and unmanned systems.Information Technology & Data Management: Improving IT portfolio management, cyber security, data interoperability, and access to actionable information.Naval Logistics Integration: Enhancing collaboration and interoperability between Marine Corps and Navy logistics capabilities.Force Design 2030 Alignment: Supporting the implementation of Force Design 2030 concepts like Expeditionary Advanced Base Operations.Strategic Communications and Advocacy: Effectively communicating logistics initiatives and advocating for logistics requirements within the planning and budgeting processes.4. Contract Details:Type: MAC IDIQ follow-on contractOrdering Period: 5 yearsTask Order Structure: 1-year base period with up to four 1-year option periods.Performance Location: Primarily Washington D.C. / Northern Virginia area, with potential for travel.Rough Order of Magnitude: $85M - $99M over five years.NAICS Code: 541611; Administrative Management and General Management Consulting Services.PSC: R408, Support – Professional: Program Management / Support.Security Requirements: Contractor must hold an active SECRET Facility Clearance.Personnel may require up to TOP SECRET/Sensitive Compartmentalized (TS/SCI) Clearance.All personnel must be eligible for a DoD Common Access Card (CAC).Contact sales@proposalhelper.com to learn how to access more of these opportunities. Contact ProposalHelper at customersupport@proposalhelper.com to find similar opportunities and help you build a realistic and winning pipeline.
In today'e episode, we discuss the identification of indefinite delivery, indefinite quantity (IDIQ) numbers used in government contracts. Want to know how IDIQ numbers are developed? Most agencies use contract writing systems that generate the number, which typically includes the year, the department within the agency, and a random number for the IDIQ. Task orders are then issued against the IDIQ, with the next number in sequence indicating each order. It's important to do market research on previous contracts and how to find past IDIQs. You can use Fair Biz Ops, a government website where agencies must post requirements for contracts over a certain threshold, to search for opportunities by agency or keyword. Tune in to this episode now to learn more!
In this episode of the Concrete Logic Podcast, Seth and Dan McCoy discuss aging concrete and how to responsibly treat and maintain it. They talk about the importance of maintaining existing infrastructure and extending the life of aging concrete structures. Dan shares his experience working on IDIQ contracts in Indiana, where they focus on addressing specific issues in aging concrete. They also discuss the use of nanosilica as a solution for healing and strengthening aging concrete. Nanosilica works by purging harmful chemicals and promoting the growth of calcium silicate hydroxide, which improves the strength and durability of the concrete. In this conversation, Dan McCoy discusses a unique project involving a tunnel that was repurposed as a walking trail. He explains the challenges of maintaining aging infrastructure and the importance of eliminating cold joints in concrete structures. Dan also shares his experience using hydrogels to repair cracks in concrete and highlights the potential of nanotechnology in the field. He emphasizes the need for sustainable and long-lasting infrastructure solutions.TakeawaysMaintaining existing infrastructure is crucial to extend the life of aging concrete structures.Nanosilica is a solution for healing and strengthening aging concrete by purging harmful chemicals and promoting the growth of calcium silicate hydroxide.Using nano-silica in structural patching can improve the bond strength and longevity of the repaired concrete. Hydrogels offer a promising solution for repairing cracks in concrete and promoting self-healing properties.Nanotechnology has the potential to revolutionize the construction industry by improving the durability and longevity of concrete.Sustainable and long-lasting infrastructure solutions are crucial for reducing future maintenance costs and environmental impact.Chapters00:00 Introduction and Support for the Podcast02:24 Treating and Healing Aging Concrete07:03 The Role of IDIQ Contracts in Addressing Aging Concrete Issues09:25 Using Nanosilica to Heal and Strengthen Aging Concrete19:53 The Benefits of Nanosilica in Aging Concrete23:18 Case Study: Applying Nanosilica for Concrete Repair27:19 The Unique Tunnel Project29:43 Challenges with Aging Infrastructure32:10 Discovering the Problem with the Tunnel38:28 The Success of Hydrogels in Concrete Repair45:19 Comparing Nuclear Engineering and Concrete Science50:41 The Versatility and Complexity of Concrete ***Did you learn something from this episode? Would you like to support the concrete industry's favorite podcast? If so, donate at https://www.concretelogicpodcast.com/support/ .When YOU donate to the show, you will be listed as a producer of the next episode that is released!*** Episode ReferencesGuest: Dan McCoy | R.L. McCoy | danmccoy@rlmccoy.netGuest Website: http://www.rlmccoy.net/ Producers: Josh Bong, Jodi Tandett Donate & Become a Producer: https://www.concretelogicpodcast.com/support/Music: Mike Dunton | https://www.mikeduntonmusic.com | mikeduntonmusic@gmail.com | Instagram @Mike_DuntonHost: Seth Tandett, seth@concretelogicpodcast.comHost LinkedIn: https://www.linkedin.com/in/seth-tandett/Website: https://www.concretelogicpodcast.com/LinkedIn: https://www.linkedin.com/company/concrete-logic-podcast
Federal Tech Podcast: Listen and learn how successful companies get federal contracts
Want to make the most out of your next podcast appearance? https://content.leadquizzes.com/lp/fk1JL_FgeQ Connect to John Gilroy on LinkedIn https://www.linkedin.com/in/john-gilroy/ Want to listen to other episodes? www.Federaltechpodcast.com = = Some estimates are that the federal government will have spent one trillion dollars before the end of September 2024. Federal contractors will be bombarded with opportunities; your bidding selection can make or break your company. The issue is balance. If you respond to every solicitation, you won't get to them all and the ones you complete may not be thorough enough to be the winner. One can always throw humans at the problem, but nobody has the staff to even read the solicitations. Today, Brooke Smith from Deep Water Point & Associates presents an option. He talks about the right way to bid and the wrong way to do it. Of course, a year you should have been ahead of the RFP process. However, some funding hasn't been approved until late in the process. As a result, you will see new opportunities popping up. In order to eliminate contested awards, we may see task orders, GWACs, IDIQ, and even OTAs just to get work under contract before the end of the year. During this discussion, Brooke Smith details the role of automation that can help federal contractors use their limited time properly. They combine human experience with analysis of a company's capabilities to help them select the projects that can yield the best results. This is a “must listen” to learn how to optimize how your company can respond to year end offerings.
Larry Allen, president of Allen Federal Business Partners, joins Off the Shelf for a review of some of the key procurement events of 2023. Allen highlights the Federal Acquisition Service (FAS) reorganization and its impact on FAS operations and explains the potential positive impact on customer agencies and contractors through the restructuring of the management structure to eliminate regional stovepipes and enhance customer focus. He also discusses the slow march towards Transactional Data Reporting and the updating of pricing policies for the Multiple Award Schedule program. The Office of Management and Budget's (OMB's) Better Contracting Initiative was launched in the Fall and Allen provides his sense of the where it is headed and what it means for the procurement community. Finally Allen will talk about the current state of play in the IT GWAC and major IDIQ contracting world, including the growth in protests and the implications of the impending follow-on procurements.
Larry Allen, president of Allen Federal Business Partners, joins Off the Shelf for a review of some of the key procurement events of 2023. Allen highlights the Federal Acquisition Service (FAS) reorganization and its impact on FAS operations and explains the potential positive impact on customer agencies and contractors through the restructuring of the management structure to eliminate regional stovepipes and enhance customer focus. He also discusses the slow march towards Transactional Data Reporting and the updating of pricing policies for the Multiple Award Schedule program. The Office of Management and Budget's (OMB's) Better Contracting Initiative was launched in the Fall and Allen provides his sense of the where it is headed and what it means for the procurement community.Finally Allen will talk about the current state of play in the IT GWAC and major IDIQ contracting world, including the growth in protests and the implications of the impending follow-on procurements. Learn more about your ad choices. Visit podcastchoices.com/adchoicesSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.
The ORBITS act unanimously passes in the US Senate and moves on to the House. US Congress has introduced a bipartisan amendment to title 51, US States code, to update government oversight of commercial space activities and other purposes. Sidus Space has been awarded an Indefinite-Delivery/ Indefinite-Quantity or IDIQ, contract to provide services to a US owned company in support of their commercial lunar program, and more. Remember to leave us a 5-star rating and review in your favorite podcast app. Miss an episode? Sign-up for our weekly intelligence roundup, Signals and Space, and you'll never miss a beat. And be sure to follow T-Minus on LinkedIn and Instagram. T-Minus Guest Our guest today is SaxaVord Spaceport CEO Frank Strang. You can connect with Frank on LinkedIn and learn more about SaxaVord on their website. Selected Reading Cantwell, Hickenlooper Bill to Clean Up Space Junk Passes Senate Unanimously US HB6131 | 2023-2024 | 118th Congress | LegiScan Consolidating the commercial space mission authorization regime- Deep Space Episode 22 Space Force Terminates ICBM During Test Launch Due To Anomaly Sidus Space Awarded a 5-Year $10 Million Ceiling (IDIQ) Commercial Contract to Support Commercial Lunar Transportation UNIIQ investeert € 350.000,- in de ruimtevaartstartup Spherical Systems - InnovationQuarter SpaceX, NASA delay CRS-29 cargo launch again, to Nov. 9 | Space Starlink achieves cash-flow breakeven, says SpaceX CEO Musk- Reuters NASA's Lucy spacecraft swoops past first of 10 asteroids on long journey to Jupiter- AP China, U.S. and EU sign milestone declaration to teamwork in AI safety - CGTN Astronaut Ken Mattingly, who flew to the moon on Apollo 16, has died at 87 T-Minus Crew Survey We want to hear from you! Please complete our 4 question survey. It'll help us get better and deliver you the most mission-critical space intel every day. Want to hear your company in the show? You too can reach the most influential leaders and operators in the industry. Here's our media kit. Contact us at space@n2k.com to request more info. Want to join us for an interview? Please send your pitch to space-editor@n2k.com and include your name, affiliation, and topic proposal. T-Minus is a production of N2K Networks, your source for strategic workforce intelligence. © 2023 N2K Networks, Inc. Learn more about your ad choices. Visit megaphone.fm/adchoices
This week on Off the Shelf, Larry Allen, president of Allen Federal Business Partners, gives his thoughts, observations, and insights on a host of procurement hot topics.Allen discusses the long winding road of Transactional Data Reporting (TDR) implementation across the Multiple Award Schedule (MAS) program.He talks about the prospects for GSA's IT GWACs (Polaris and Alliant) and OASIS+, and analyzes the impact of the recent Court of Claims Polaris bid protest decision limiting the application of “Section 876” to multiple award IDIQ contracts, including the MAS program.Allen also discusses NASA SEWP and the development of and expanded scope of work for the follow-on procurement, and he shares his keys to fourth quarter success in the federal market. Learn more about your ad choices. Visit podcastchoices.com/adchoicesSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.
This week on Off the Shelf, Larry Allen, president of Allen Federal Business Partners, gives his thoughts, observations, and insights on a host of procurement hot topics. Allen discusses the long winding road of Transactional Data Reporting (TDR) implementation across the Multiple Award Schedule (MAS) program. He talks about the prospects for GSA's IT GWACs (Polaris and Alliant) and OASIS+, and analyzes the impact of the recent Court of Claims Polaris bid protest decision limiting the application of “Section 876” to multiple award IDIQ contracts, including the MAS program. Allen also discusses NASA SEWP and the development of and expanded scope of work for the follow-on procurement, and he shares his keys to fourth quarter success in the federal market.
The Government awards multiple award contracts in order to have more contractors to pick from after award. However, to avoid being "stuck with" the list of contractors they have, the Government may also include on-ramps or off-ramps so they can add new contractors or delete some of the current ones. In this episode we explain why the Government would do that and how it benefits both Government and Industry.
This week I'm coming to you on a solo mission. Using re-sellers is not often discussed but is a highly valuable tool many small businesses are using. Seven benefits to using this strategy are: Access to Existing Contracts: Resellers often have existing contracts with the government, allowing small businesses to take advantage of those contracts and sell their products or services without having to go through the often lengthy and complex process of securing their own contract. Established Relationships: Resellers also have established relationships with government agencies, which can be beneficial for small businesses that may not have the same level of familiarity or experience working with the government. Lower Overhead Costs: By using a reseller, small businesses can potentially save money on overhead costs associated with selling to the government, such as marketing, sales, and administrative expenses. Reduced Risk: Resellers can help small businesses reduce their risk by taking on some of the responsibilities and liabilities associated with selling to the government. Increased Flexibility: Subcontracting through a reseller can give small businesses more flexibility in terms of the type of work they take on, as well as the timing and duration of their projects. Assistance with Compliance: Resellers can help small businesses navigate the often complex and confusing world of government regulations and compliance requirements. Potential for Growth: Finally, subcontracting through a reseller can help small businesses grow their business and increase their revenue by accessing new markets and opportunities that may have been previously out of reach. Overall, subcontracting with a reseller can be a smart move for small businesses looking to break into the government contracting space, and can help them achieve success and profitability in this highly competitive arena. If you want personalized assistance from my team and I to help you start selling to the US government, increase the number of contracts you are winning or optimize the contracts you currently have please reach out to us at: https://www.dodcontract.com/ If you have comments or would like to reach me personally you can do so at richard@richardchoward.com Connect with me on LinkedIn at: https://www.linkedin.com/in/rickychoward/
In this episode, we'll be discussing the ins and outs of using government contract vehicles to win federal contracts. We share insights on various government contract vehicles, such as GSA Schedules, IDIQ contracts, MATOCs, and BPAs. We'll cover everything from the advantages of using government contract vehicles to the pitfalls to avoid, and we'll also discuss the various strategies you can use to increase your chances of success. So whether you're a small business owner looking to break into the federal market, or an experienced contractor seeking to expand and level up your government business, this podcast will help you navigate the complex topic of contract vehicles. ----- Schedule a call with Michael: https://calendly.com/michaellejeune/govconstrategysession ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 100 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers
SUMMARY Darren Whiddon was commissioned as an Armor Officer and served with the 3rd Armor Cavalry Regiment for four years. He then transitioned out of active duty service and joined the reserves while working in the pulp and paper industry as a scheduler and project manager. The events following 9/11 saw Darren return to service with the 108th Training Battalion, where he was later tasked with advising the Iraqi Army for a period of one year. Darren returned to the US to train his home unit before transitioning out of military service. Darren shares his experience with headhunters looking for veterans with combat experience to fill entry and mid-level management positions with fortune 500 companies and his initial start in the consulting industry before joining a company as a program manager in the defense industry. Later promoted to Vice President of programs and overseeing three business units, Darren explains how the acquisition of the company had him move into a business development role until 2015, when he went on to operate his own consulting firm, DKW Consulting. Gene and Darren review the learning points around operating a consulting firm and why one should embrace the learning opportunities in front in order to leverage that knowledge on any post-military career path. EPISODE HIGHLIGHTS 00:02:10– 00:6:40: US Army veteran Darren Whiddon shares his military career both in active duty and with the reserves, including being an advisor with the Iraqi Army. 00:6:41 – 00:18:00 Darren discusses how he had little to no guidance with transitioning out of the service due to operational requirements and how he entered the corporate world working at various companies in a project and program management role. He later became the VP of programs overseeing three business units servicing the defense industry before running and operating his own consulting firm. 00:18:01 – 00:31:01 Gene and Darren review the key lessons learned in business acquisition and operating a consulting firm. Your Move Show resources: Have you read Make Your Move – Charting Your Post-Military Career?. 100% of the proceeds of Make Your Move go to Freedom Fighter Outdoors. Freedom Fighter Outdoors started as an awareness of the physical, mental, and emotional suffering of the men and women who served our country in the military. Vinnie LaSorsa decided to do something about it in 2009. Since that time, Freedom Fighter Outdoors has been raising awareness and seeking public aid for needs, services, and activities for injured veterans. Their events facilitate injured veterans in assisting each other through teamwork by providing unique, once-in-a-lifetime outdoor activities. Get all the resources from this episode on genemoran.com/e44 Connect with Darren Whiddon here Learn about DKW Consulting here What is IDIQ? Learn all about it here. Order your copy of Million Dollar Influence: How to Drive Powerful Decisions through Language, Leverage, and Leadership at www.milliondollarinfluence.com
In this episode we discuss various ways the US Government can purchase products and services. This is critically important to understand when constructing your GovCon approach. Time stamps: 0:01:21 RFP (Request for Proposal) 0:03:41 IDIQ 0:07:44 Government Purchase Card (GPC) 0:09:23 Simplified Acquisition Procedures (SAP) 0:10:00 Advice on resources you can use for research If you need help starting, building, and growing a defense contracting business, check out all of the support and resources at https://www.dodcontract.com
Nate Nash, Senior Vice President at GovExec and Founder of GovTribe joins the show to discuss some of the latest trends happening in government contracting and ways for organizations to respond effectively to some of the changes. We also discuss the risky origin story of GovTribe, his latest research into IDIQ consumption and competition, and how to use data to get ahead of the RFP cycle.
In this episode of #AcquisitionTalk, we listen in on a Twitter spaces discussion hosted by Andrew Kirima and Pablo Felgueres as part of their series on American industrial dynamism. Check out industrialdynamism.com and @morefactories. Tons of great speakers join, including Liz Stein, Jake Bullock, Jake Chapman, Griffin Barnicutt, John Dulin, AJ Piplica, and Eric Lofgren. Excerpts: "I'm pretty sure if the future of defense is AI, the future of AI is also in defense. And so that's why we do a lot of really ambitious AI research at Modern AI." "You'll often see, tech crunch articles about, name your defense company, and the billion dollar contract they signed because they got an IDIQ. What the article won't tell you is that they're not actually getting a billion dollars and that contract might have 50 people on it." "Are you a commoditized product, as in another piece of software or a certain parts maker that someone else can 3d print for cheaper? Or are you something that they literally can't replicate, which is hopefully where a lot of this American industrialism and dynamism will end up." "The reason a program of record as a word is meaningful is there are so many moving pieces in government acquisitions as it's done today... What you're trying to do is cobble together those three people and acquisitions officer, a user, and then a funder together." "You can raise a seed round with a deck but to get to Series A most of the VCs, and anybody feel free to correct me if you want, but most of them need to see a production contract. It's really hard to get there on the timeline that you could in any other sort of industry." "A big reason that we encourage our portfolio companies to definitely pursue a commercial product first and find products that are 10x better than what's in the government, 10x cheaper. So frankly, a Herculean task, but that really is sometimes the bar." "My pessimistic take on this is that if you're relying on the DOD to fundamentally change, how requires technologies in order for what you're building to be successful? I think it's a fool's errand." "The way that you're going to have to write your proposal will lock you in to a very defined waterfall process that ultimately leads to bad products." "The entire industry doesn't want to shift to horizontal platforms because that will cause new incumbents to emerge and it will effectively erode the power that these primes have." "If you look at the new ULA and Amazon partnership, even with satellites, it's give or take a couple of billion dollars. I will put a lot of money that half of it will be subcontracted out and will generally go to startups." "One of the most beneficial things out of that consortium model is being able to have the conversations with the end users. And that happens so rarely because of fairness in the procurement process." "A lot of us on the outside have been a little bit weary about getting our hands dirty and playing the game the way it's played. Frankly, that's what's required in order to work within a system that's been entrenched for decades."
A Multiple Award IDIQ (Indefinite Delivery, Indefinite Quantity) Contract is pre-competed and awarded to a select group of companies with an opportunity to participate in that particular contract based on their proposals for specific delivery or task orders within the IDIQ contract.In this episode of FedBiz'5 we are hosting Anthony D'Attore from FedBiz Access to discuss Multiple Award IDIQ Contracts as a way to get in on a pre-competed contract.IDIQ stands for indefinite delivery, indefinite quantity. In other words, contracting officials know they're going to need certain goods or services. They don't know how much, and they don't know when. So, the contract is issued as an IDIQ contract. An IDIQ contract provides an indefinite quantity of goods or services for a fixed time. Under the IDIQ contract, the government places delivery orders (for goods) or task orders (for services) against a basic contract for individual requirements.Single Award and Multiple Award IDIQs are a primary way that government agencies solicit contracting work. Single Award IDIQs are awarded to a single party.Multiple Award IDIQs on the other hand, are awarded to a group of companies or contractors who must then compete against each other for each project or order within the IDIQ contract.An IDIQ contract is initially publicly posted as a solicitation. An analogy of a Multiple Award IDIQ would be like at the first day of high school you walk through the door and there's a poster up that says they want everybody to try out for the basketball team. That would be the IDIQ contract solicitation.Some people will go to try out and some people won't. Well, the people that respond to the Multiple Award IDIQ are the ones that go to the tryout. Now after the tryout some people will make it on the team and some people won't. Some companies will be awarded the IDIQ contract based on their proposal (based on their basketball talents as in our example) and some won't. When a delivery order (for goods) or a task order (for services) is issued on the project, it does not go to a specific company. Instead, those companies that are participating in a Multiple Award IDIQ compete for each delivery or task order by issuing another proposal and being awarded that particular job within the IDIQ contract. The benefit is these companies are competing against a limited pool of other companies. Some of these companies may even form teaming arrangements or act as a subcontractor to a prime contractor relationship within the Multiple Award IDIQ pool of companies.IDIQ solicitations can be found on SAM.gov or on a market research system like the Market Intel Database. Market research can help businesses find out who's been doing the work, what part of larger contracts can support a prime vendor, and what new opportunities are on the horizon.In addition, larger contractors or prime vendors that bid on large scale IDIQ's typically must include a subcontracting plan that includes certified vendors across the set-aside categories.FedBiz Access offers research and engagement strategy sessions, as well as marketing packages to government contractors and targeted buyers at the federal, state, and local levels. FedBiz Access has over 21 years of experience working with companies to help them win business by ensuring their research, engagement strategy, registrations, certifications, and GSA Schedules are current, complete, and compliant. FedBiz Access helps companies build a clear path from registration to award.
Welcome to the Govcon giants podcast. I am your host, Eric Coffie and in today's podcast episode we cover a lot of territory; bid no bid decision framework, sources sought, capability briefing debriefing, how i won an IDIQ from another firm and why they lost it - PLUS two must know FAR clauses. This entire 90 minute episode is centered around two FAR clauses: FAR 15.201 Exchanges with industry before receipt of proposals and FAR Part 10 - Market Research. FAR 15.201 Exchanges with industry before receipt of proposals So this entire episode is predicated on the two clauses we just covered but with more Excitement, more vigor and my quirky personality. Just a quick reminder, at the end we will be sharing a piece of government contract history that you don't want to miss out. So stay until the end for the quick piece of Govcon trivia. Now that you have context for the conversation sit up, buckle up and get ready for the ride.
In this episode of Market Chat we discuss with 3 field experts how to ensure your marketing is on target with helping government performance, customer experience and operational costs.
Few acquisition methods have proven as popular with agency buyers than indefinite delivery-indefinite quantity contracts. Known affectionately as IDIQs. Protests, though, have killed off at least one planned IDIQ, and threaten delay or stop a couple of others. Joining the Federal Drive with more on this unfortunate trend, federal sales and marketing consultant Larry Allen.
In this episode, we will be interviewing Ebony Smith, the founder of Ebenum Equation. Ebony is a leadership development expert with a passion for creating forward-thinking leaders. After 20 years of risk management experience in the Fortune 100 (Sunoco, BP, and World Fuel Services), her full-spectrum-lens view of leadership has empowered her to help individuals hone their goals and reach their full potential. Ebony has worked in operational risk management as a health & safety advisor and in financial risk management on the derivatives trading desk. Today, she centers her career around transformational risk management where she partners with clients to develop leadership resilience and design foresight strategies for deployment. Ebony has a B.S. in Chemistry from Jefferson and an M.S. in Environmental Protection and Safety Management from St. Joseph's University of Philadelphia. After attaining a PPC (Professional Certified Coach) designation, by the ICF (International Coach Federation), she founded the ICF-certified Ebenum Leadership Academy to transform leaders into coaches. She is also a valued faculty member at Florida International University's Center for Leadership. --- Send in a voice message: https://anchor.fm/governmentcoins/message Support this podcast: https://anchor.fm/governmentcoins/support
In this episode, we will be interviewing Ebony Smith, the founder of Ebenum Equation. Ebony is a leadership development expert with a passion for creating forward-thinking leaders. After 20 years of risk management experience in the Fortune 100 (Sunoco, BP, and World Fuel Services), her full-spectrum-lens view of leadership has empowered her to help individuals hone their goals and reach their full potential. Ebony has worked in operational risk management as a health & safety advisor and in financial risk management on the derivatives trading desk. Today, she centers her career around transformational risk management where she partners with clients to develop leadership resilience and design foresight strategies for deployment. Ebony has a B.S. in Chemistry from Jefferson and an M.S. in Environmental Protection and Safety Management from St. Joseph's University of Philadelphia. After attaining a PPC (Professional Certified Coach) designation, by the ICF (International Coach Federation), she founded the ICF-certified Ebenum Leadership Academy to transform leaders into coaches. She is also a valued faculty member at Florida International University's Center for Leadership. --- Send in a voice message: https://anchor.fm/governmentcoins/message Support this podcast: https://anchor.fm/governmentcoins/support
Fastest 5 Minutes, The Podcast Government Contractors Can't Do Without
This week's episode covers changes to its Cybersecurity Maturity Model Certification program, replacement of the FAR concept of “commercial item” with “commercial product'' and “commercial service,” updates to the DOJ approach to corporate cooperation credit, developments about the Federal Contractor Vaccine Mandate, and a discussion of a bid protest decision relating to standing and IDIQ contracts, and is hosted by Peter Eyre and Monica Sterling. Crowell & Moring's "Fastest 5 Minutes" is a biweekly podcast that provides a brief summary of significant government contracts legal and regulatory developments that no government contracts lawyer or executive should be without.
On this week's episode, Ashley sits down with Kennita Williams, to discuss how we can take care of ourselves and our military community during tough times like we've had recently. Check out Identity Monitoring by IDIQ: http://identityiq.com/MilHousingNetwork Connect with Milhousing Nation: https://www.milhousingnetwork.net/ https://www.facebook.com/groups/thingsPCS/ Connect with Kennita: https://kennitawilliams.com/ Listen on iTunes: https://tinyurl.com/MilHousingPodcast Watch on YouTube: https://youtu.be/bcnd2kica0I Listen on SoundCloud: https://soundcloud.com/user-625472058-576609086/142-caring-for-yourself-your-community/s-Xxl3IKRduJ2
On this week's episode, Ashley Peebles shares her tips about homeschooling, just in time for a new school year to start. Check out Identity Monitoring by IDIQ: http://identityiq.com/MilHousingNetwork Connect with Milhousing Nation: https://www.milhousingnetwork.net/ https://www.facebook.com/groups/thingsPCS/ Listen on iTunes: https://tinyurl.com/MilHousingPodcast Watch on YouTube: https://youtu.be/wVUi2-RUdGM Listen on SoundCloud: soundcloud.com/user-625472058-576609086/140-homeschooling
By any measure, the federal market for information technology is enormous -- close to 8% of the discretionary budget. And while it's not growing as fast as it did maybe in the 1990s, it's by no means static. For what's in the immediate future for this $118 billion industry, Federal Drive with Tom Temin turned to the senior director of research at Deltek, Deniece Peterson.
On this week's episode, Ashley is sharing her DITY move tips as PCS season is upon us again. Connect with Milhousing Nation: https://www.milhousingnetwork.net/ https://www.facebook.com/groups/thingsPCS/ Check out IDIQ: https://www.idiq.com/ Listen on iTunes: https://tinyurl.com/MilHousingPodcast Watch on YouTube: https://youtu.be/HHtTKrUPM20 Listen on SoundCloud: https://soundcloud.com/user-625472058-576609086/ep-136-mhn-diaries-dity-move-nightmare
Danielle Torley has more than 14 years' experience in business development and proposals management. In her professional roles, Danielle works closely with the team to plan, develop, and produce proposals for single award and IDIQ opportunities ranging from $100k to $700M. She enjoys connecting with people in her work, as a fire performer, and in the communities she serves. Her experience traveling and living in the United States and worldwide has offered her the opportunity to collaborate with individuals from varied backgrounds and inspired her to further develop her personal and professional hobbies.Danielle is certified at the Foundation Level of the Association of Proposal Management Professionals (APMP) and has volunteered on the board of the Florida APMP Chapter in various roles since 2015. She is also a certified Project Management Professional (PMP) and served as Chapter President of the Project Management Institute (PMI) Emerald Coast Chapter from 2019 through 2020. As part of a TED Institute partnership between TED and PMI, Danielle was selected as a TED@PMI speaker in 2020. Her TED Talk focused on her personal experience with grief and the ability to transform childhood trauma into an outlet for transformation and recovery.
Lana Browner is a proud SMA Associate. A formally trained screenwriter and University of Southern California graduate! Self-starting, multi-tasking executive focused on continuous business development process improvement. 24 years of professional experience including 20 years of senior level experience as a program manager, project manager, capture manager, orals coach, orals script writer, BD executive, proposal manager, volume lead, technical proposal writer, resume writer, past performance writer, market research analyst, marketing director, and technical writer. Expert at managing PMOs, GWACs, and IDIQs for many government customers including local, state and federal in aerospace and defense, systems and software engineering, healthcare IT, and cybersecurity. Winning capture and proposal strategist with contract awards valued at $50 million-1.3 billion for Army, Navy, Air Force, Department of State, DISA, DOD, Military Health Systems, Veterans Affairs, Dept. of Health and Human Services, National Institutes of Health, Centers for Disease Control, Centers for Medicaid and Medicare, NASA, and GSA, . Easy going and extroverted communicator that loves networking and challenges. Has a creative and persuasive flair for winning new business. Incredible teambuilder with a successful history of turning problem teams into cooperative, successful teams. Certified Project Management Professional (PMP) with an MBA from University of Maryland’s R.H. Smith School of Business. Shipley trained and APMP certified in proposal management and capture management at the Practitioner level. My sweet spot is standing up proposal development centers and IDIQ and GWAC Centers of Excellence. Pursuits include defense, aerospace, systems engineering, military health, payment processing systems, and healthcare IT for small, medium and large businesses. I strategize to capture efforts at the contract level then build teams to pursue subsequent quick turn task orders. I started my career in healthcare systems on both sides of Medicaid (on behalf of doctors as well as payors and medical groups/independent physician associations for 7 years. In my spare time I enjoy writing dramatic scripts, making YouTube videos, creating recipes with my husband, and learning how to understand my adult children.
See Red Fred interviews legendary sportscaster Mark Schanowski. They discuss a variety of topics about his history covering the team and the current iteration of the Red Leviathan. This episode is sponsored by IDIQ: www.identityIQ.com/chicagobullseye 1:00 The Mark Schanowski 411 3:30 Kareem leaves Milwaukee & Superstars Departing 13:42 Experiences Covering the Team 15:30 Will the Bulls Make the Playoffs? 17:30 Should the Bulls Keep the Vets and Make a Playoff Run? 19:00 Would you trade LaVine? 21:00 If Lauri get 20 million per year, do you match? 24:45 Coby White 25:75 Patrick Williams Follow Mark on Twitter: @MarkSchanowski Listen to “Gimme the Hot Sauce” and “Sharp Shooters” on all platforms to hear Mark. The post Chicago Bullseye 454 – An Interview with Legendary Sportscaster Mark Schanowski appeared first on Chicago Bullseye.
Hey GovCon Giants today, we are mixing things up a little bit. Starting this month, we will be featuring an all-new podcast that we call Making A Giant. That's right, Making A Giant. This podcast will showcase persons, businesses who got their very first win, not their 10th contract, not some large multi-million dollar contract, but their very first one. In today's very first episode of Making A Giant, we feature someone who I know as the Mad Guitarist. Chris Facey joined Govcon EDU, and on our weekly Tuesday calls always has a guitar or series of guitars and his background. He's a freight broker and was helping my company, Evankoff ship out critical PPE during the midst of the global pandemic. Well, one day while Chris was watching a video clip from Wesley, the 16-year-old military contractor, he became inspired to stop just learning and decide to take action. He found a transportation readiness contract on beta.sam, that his team qualified for, and he decided to pursue it. With my help and the sample proposals from inside the courses, he was able to a respond and qualify for the final awardees list. And a few weeks later, he was notified that he at one, a spot on the $21 million IDIQ, transportation readiness contract. Stay tuned for this upcoming episode between Maria and Chris discussing all of the details that took place in between.
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)What does Indefinite Delivery / Indefinite Quantity (IDIQ) 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 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 IDIQ contracts can be perilous for your program or company.This is a refresher of a previously released episode. _________If you enjoy this podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.Whether you are brand new to GovCon, just got your first contract, or you are already a successful government contractor, the Skyway Community will guide you to the next level.With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect resource for anyone who is serious about winning more contracts.Give us a call at 877-884-5280 or check it out at skywaymember.com. ___________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. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission: Make government contracts better, one contract at a time. 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.
Want video? Subscribe to our YouTube channel: https://www.youtube.com/channel/UCeXBg5_c4VxGGR_kxMHb2wg We’re back in person (albeit outside and safely distanced from one another)! We talk being back in the office, how much is too much when it comes to mask coordination, our Mask Up OKC campaign, supporting local businesses and some good experiences we’ve had at local shops lately, our educational environment and what districts are doing (and how to hear more from district leaders via Chamber events) in these wacky times, some good news blurbs you maybe have missed, the new OKC Welcome Guide and more. We also discuss a little T. Swift, the return of the ‘90s and other random items. Want show archives? http://www.velocityokc.com/audacity Links, Chamber members and resources mentioned in this episode: Mask Up OKC: http://www.maskupokc.com Iguana Mexican Grill: https://www.iguanamexicangrill.com/ Full Circle Bookstore: https://fullcirclebooks.com/ Belle Isle Brewery: https://www.belleislerestaurant.com/ Elevate OKC Professional Development: http://www.okcelevate.com Aevus Precision Diagnostics founded as OKC company because of city’s low-cost, business friendly environment: https://www.velocityokc.com/blog/economy/aevus-precision-diagnostics-founded-as-okc-company-because-of-city-s-low-cost-business-friendly-environment/ Clubhouse Trailer Company adds more space to keep step with demand: https://www.velocityokc.com/blog/economy/clubhouse-trailer-company-adds-more-space-to-keep-step-with-demand/ Film/Television production industry readies for return: https://www.velocityokc.com/blog/economy/film-television-production-industry-readies-for-return/ Skydweller to headquarter in Oklahoma City: https://www.velocityokc.com/blog/economy/skydweller-to-headquarter-in-oklahoma-city/ Costco expands original backoffice job projections: https://www.velocityokc.com/blog/economy/costco-expands-original-backoffice-job-projections/ Boeing expanding presence in OKC: https://www.velocityokc.com/blog/development/boeing-expanding-presence-in-okc/ Job demand to increase as Tinker’s KC-46 campus build moves forward: https://www.velocityokc.com/blog/inside-okc/job-demand-to-increase-as-tinker-s-kc-46-campus-build-moves-forward/ Kratos awarded $400 Million 5-year IDIQ contract for U.S. Air Force Skyborg development: https://www.velocityokc.com/blog/member-news/kratos-awarded-400-million-5-year-idiq-contract-for-u.s.-air-force-skyborg-development/ OKC companies discuss regional economic strengths, opportunities: https://www.velocityokc.com/blog/economy/okc-companies-discuss-regional-economic-strengths-opportunities/ State Capitol interior restoration continues, exterior completed: https://www.velocityokc.com/blog/development/state-capitol-interior-restoration-continues-exterior-completed/ OKC Small Business Continuity Program: http://www.okcsmallbizhelp.com Mask ordinance enforcement in OKC emphasizes education, cooperation: https://www.velocityokc.com/blog/economy/mask-ordinance-enforcement-in-okc-emphasizes-education-cooperation/ OKC’s CareerTech system is providing retraining opportunities during the pandemic: https://www.velocityokc.com/blog/economy/okc-s-careertech-system-is-providing-retraining-opportunities-during-the-pandemic/ New Welcome Guide available: https://www.velocityokc.com/blog/member-news/new-welcome-guide-available/ Oklahoma City – A 1937 Presentation: https://online.flippingbook.com/view/819766/ Learn how school schedules will impact workforce at Enlighten Aug. 7: https://www.velocityokc.com/blog/events/learn-how-school-schedules-will-impact-workforce-at-enlighten-aug.-7/ Google education evangelist, speaker panel to share philosophy at State of the Schools address: https://www.velocityokc.com/blog/events/google-education-evangelist-speaker-panel-to-share-philosophy-at-state-of-the-schools-address/ VeloCityOKC COVID-19 coverage and stories: https://www.velocityokc.com/blog/?mrkrs=COVID More Chamber events and calendar: http://www.okcchamber.com/events Chamber COVID-19 resources: https://www.okcchamber.com/covid19 VisitOKC’s “support OKC” list of local shops, restaurants, services and attractions you can creatively patronize during the pandemic: http://www.visitokc.com/support-okc/ Downtown OKC’s list of open restaurants/services/shops: http://www.downtownokc.com/support-local/ OKLAworks Twitter page (job announcements): http://twitter.com/OKLAworks OK for OK local biz listings: http://www.okforok.com Sign up for a weekly VeloCity email to stay up on what’s going down in OKC: https://www.velocityokc.com/index.php?src=forms&id=enews&category=&email=EMAIL&submit.x=40&submit.y=28 Feedback: networking@okcchamber.com or Chamber social media (@okcchamber) - https://www.facebook.com/okcchamber - https://twitter.com/okcchamber - https://www.instagram.com/okcchamber/ - https://www.linkedin.com/company/greater-oklahoma-city-chamber/
Larry Allen, president of Allen Federal Business Partners, joins host Roger Waldron on this week's Off the Shelf, to discuss the recent procedural delays in the awarding of major IDIQ contracts.
A special in-studio treat today... not one but two guests from IDIQ: Ken Eiden, VP of Strategic Business Initiatives and CEO, Scott Hermann. This is a unique podcast for TalentTalk... an engaging group conversation! One of the best quotes from CEO Scott Hermann was ""A penny saved is just a penny. You can't save your way to spectacular growth". Scott, Ken, and Chris covered a variety of topics. They conversed about what the ideal candidate looks like, how to manage diversity in leadership, and how IDIQ has successfully integrated Fun and gameplay into the workplace (what?... yes, you read that right.) There is a lot to soak up in this podcast. Let us know what parts are most impactful!
The GSA Multiple Award Schedule Program is known as the "Schedule." These businesses on the GSA Schedule gives access to millions of commercial products and services to federal, and educational institutions through this program. There are several benefits if you have a GSA Schedule. The most significant advantage is that your pricing is pre-approved. Also, GSA has vetted your technical capabilities. No more wondering if the government is going to say that your business does not have the technical skills to perform on the contract. Plus, you have access to exclusive GSA Tools and opportunities. Lastly, you have access to marketing tools and visibility through GSA's website.
Host: T Neighbors 00:43 Welcome to the Winning in Health podcast in this new series we're connecting with high performing growth executives in roles such as Managing Director and Vice President of Sales and Business Development that have achieved $1 billion in sales revenue during the course of your careers. What's remarkable about these individuals is that they've achieved these numbers, not as managers of the team or even through a single large transaction, but as individual contributors who have had multiple deals that comprise this total revenue. At WINNASIUM we study high performers and seek to learn from their extraordinary success. In this series our guests will help us expose the secrets behind their exceptional performance. Host: T Neighbors 01:30 In this interview, episode 15 - we will interview JR Glass, Vice President of Business Development with one of the largest government Health IT contractors in the federal contracting space. Today JR will discuss his career progression and we will glean and capture lessons on how he prepares and competes to achieve the results obtained over the course of his career. Guest: JR Glass 01:54 Well, thank you very much, Tiffanee. Thanks for having me. Host: T Neighbors 01:57 This series is super exciting because it takes us back to the core of what Winning and Health is all about. It's really about capturing these lessons of sales performance and high performance in business, particularly in the health space and JR that's the bulk of where you've spent your sales career. Is that correct? Guest: JR Glass 02:15 Yes, that is correct. I've been supporting federal health clients now for, geez, my professional career is about 23 years, but in business development for the last 12 Host: T Neighbors 02:26 That's quite commendable for you to achieve such numbers in just almost 12 years when you really narrow down the time spent in sales. You know, sales is not something that we intend to do, right? Business development, sales. I kind of use those interchangeably. Can you tell us a little bit about how you entered the Business Development/Sales profession and how your career has progressed? Guest: JR Glass 02:50 That's a bit of a loaded question. I feel like I'm blessed to be where I am, but it was not by design, so I come from delivery. I've been a consultant in the federal space for, like I said, for over 20 years. I progressed through project leadership and became a project director and I was the Director of healthcare programs for a small 8a, a business that was doing business at the Centers for Medicare and Medicaid Services. A lot of small businesses, anyone that's growing at all, everybody's responsible for growth and so it just kind of worked out that I found myself working on a lot of different proposals. We had one vice president for business development who took a liking to me, took me under his wing and said, for better or worse, Hey, I want this guy to come work for me, and my leadership said to me, how would you like the opportunity to do business development full time? Guest: JR Glass: 03:44 We had been very successful. We grew the company from about 50 people to about 200 in a span of about a year and a half. We were going to grow and I needed a Deputy, this opportunity was presented to me to go and do business development full time. And I said, well, um, I know how to deliver, I know what success looks like from delivery so it was an opportunity for me to learn and to learn how to get business in the first place. So with my career I've always looked for new opportunities to learn new and exciting things. So I did that and that's kind of how I ended up in business development. And it's been a wild ride ever since. Host: T Neighbors: 04:22 That's interesting. And you know, it's kind of consistent kicking off this series we interviewed an author and the book that’s pretty funny in terms of its title, but it's really a business book for children - it's about wanting to be in sales when you grow up. And of course there's the play on that, right? No one really by design interests, sales though that is changing. And we talk about that in that prior episode, episode 14 but you mentioned two things that I'd like to make sure we capture, which is that there was someone who mentored you and that you also kind of had experience in an environment where you had to do everything. You mentioned the term 8a and of course for those in the audience who aren't familiar with the government space, that's a small business, almost the equivalent of a startup in the commercial world. Can you tell us a little bit about that particular growth experience where you had, as you said, experience growing that organization or contributing to growth from an employee base of 50 to 200 so with mentorship included and that prior experience delivering that opposite side of the sales process, what do you attribute to your success in that moment? Guest: JR Glass 05:31 Oh wow. So that's a great question. It's interesting how many times people have asked me that question like, Hey, how did you guys grow that company so quickly? Because by the time I switched to business development full time, we had grown from 50 to 200 by the time I left several years later we were at about 800 employees, so we had 40% year over year growth. And I attribute that success in a large to the hard work of a lot of people. You know, I jokingly used to say when you're at a small business, you're chief cook and bottle washer, so you kind of have to do everything. There was no real formal process that we were following. It was loosely based on the Shipley method of business development and capture and proposals, but we were kind of figuring out as we went along and I had a very aggressive leadership that were very all in for bidding, lots of opportunities. So we bid everything. We were bold, we were unconstrained, and we went after a lot of different things that were not necessarily in our core set of offerings. As a company, as you might imagine, when you're a 50 person company, people say, well, what kind of company are you? And we say, well, we'll be whatever you want to. Guest: JR Glass 06:47 You know, we can prove it to you. As we started getting more programs under our belt and we were hiring the right people that knew how to deliver those programs, we earned the trust of our client and they said, Hey, you know, if we're going to go to a small business and they have many that they can choose from, they knew the company that I was working for could deliver for them. They brought real resources that understood their business and they could deliver effectively. And I think that that was in large part, a major contributor to our ability to win new business. The past is prologue. You gotta be able to say that you can deliver because there's nothing worse than going in and convincing a client to trust you and give you some work and then you screw it all up and then it looks bad. Guest: JR Glass 07:30 From a business development perspective. And just in general. And you know, I came from the delivery side of the house. So I was already managing all the people trying to make the projects that we had one, be profitable because it was my experience at the time that these BD people didn't know what the heck they were doing. They would say, ah, you know, I don't need a project manager on this project. And then we went at and I'd say, okay, who's the project manager? And I say, well, we didn't bid one. And I use that as an extreme example, but I think that the owner of the company recognized, Hey, you know, this guy comes from delivery, he's pretty smart. Let's make sure that we have this guy doing business development so that we can be profitable on all the things that we went. It's one thing to get the business and then you have to make money on it. So I think perhaps that combination of having delivered the business and then having customer intimacy and understanding what the customer's needs were and then having a boss who let me be on constrained and would back me and provide the resources to allow us to bid were key factors in the success. Host: T Neighbors 08:34 I think that a lot of those factors are different, right? In a large company, some are the same, but you talk about the ability to bid in an unconstrained way and larger companies such as the one that you work and there is a little bit more discipline around what opportunities are allowed to go through a bid process. Right. And you've been able to deliver a similar, so I have to put you on the spot to say, okay, so you've delivered in a small environment, but you've also delivered in a large environment, one that is in a very competitive space right now. In the government space where sometimes it comes down to just cost and that's one of those things that we would be dismissive of in the past. Like cost is never really the factor is what we use to say, but you've been able to do both. Can you tell us a little bit about how you've been able to succeed with similar growth results in a large company? Guest: JR Glass 09:25 So when I left that small business and ended up at the company I'm at today, we were what I consider a mid sized company. We had about 6,000 employees, but we were a very, again, unconstrained and aggressive. We bid much like a small company, very agile, very nimble. That company merged with another company and at the time we became the largest, only government contracting entity that was out there. We had about 20,000 employees. So now we're on a whole nother scale. We have so much more to sell. You know I have from a business development perspective, multiple arrows in my quiver that I'm shooting, right? I have lots of multiple past performances. But what we found was the company that we merged with was a more traditional large systems integrator in the government space. A bit of a dinosaur, right? They were slow to react. [inaudible] Guest: JR Glass: 10:18 the leadership that took place, they recognize the growth engine that we had developed in the company that I came from. Again, being very agile, very nimble, very aggressive, and they said, Hey, we're going to put all that leadership on top of this new company. So I had the support of my leadership who hired me because of my small business mentality and my kind of drive and being able to turn quickly and respond to changes in the environment, whether they be competition or customer needs or procurements that we weren't tracking. They came down, they were in our sweet spot. We would bid things that traditional large systems integrators wouldn't bid because they were stymied by their own internal processes. We were operating at this 20,000 person company thinking, Hey, you know, we're the big fish in the pond. I'm kind of looking around for potential acquisition targets companies, smaller companies we might want to buy. And I wasn't watching my back and we got gobbled up by a very, very large, systems integrator Guest: JR Glass: 11:19 and that new company, they basically recognize, Hey, they've got something special here and their growth department, we're going to put all those leaders in charge of this new company. So even though they acquired us, they kicked their leadership out of the growth organization and kept what we had in place. And so we have been growing and thriving ever since. And one of the things we work very hard to do is not be stymied by process. We will go around internal obstacles, we'll flag them, note them. We have to balance the real reasons why companies put policies in place for governance and risk aversion with the ability to still be flexible because the market in federal contracting has really changed. There's a lot of pressure from small businesses, a lot of new digital services, types of companies are coming in and they're being very agile and nimble. So for a large systems integrator like us, in order for us to be successful, we have to adapt and overcome and we can't be chained to our own processes. You like to say we're not going to do stupid stuff. So when we find a process that limits our ability to respond quickly and effectively we go around it, we put in changes and we fix those processes. It's a constant battle and evolution that we face pretty much daily. Host: T Neighbors: 12:30 You know that ability to navigate process takes a lot of influence at your level, right? The ability to influence your leaders internally. And it sounds like what I hear consistently is that you've had relationships with your leadership team of influence. So that might actually answer a portion of my next question, which was really around tenure. So you've spent a lot of time in the same company. I think in our market Health IT, sales executives are, you know, they are a premium so they tend to get recruited a lot. That means they rotate around a lot and their average tenure is about two to three years. Five years is considered, you know, a long time in our market. How is it that you have kind of defied that trend? Guest: JR Glass: 13:09 That's a great question and sometimes I'm not sure if they answer that myself. Guest: JR Glass: 13:15 What I will say is, obviously I'm well compensated. That is a big important thing, but to your point, it's a very stiff competition for business development resources. So money will get you so far, but it's, you know, having a good group of people that I work with day in and day out that make coming to work a pleasure. I could not be successful without the type of people that are delivering day in and day out for our customers. So I spent a lot of time unlike probably a lot of other people that do the same job I do interfacing with my teams that are delivering day to day. I attend biweekly project meetings for different teams. I go on customer meetings for monthly meetings. They're the people that give me the energy to make me want to come into work every day. We like to say one of our tagline is small company attitude, big company resources. Guest: JR Glass: 14:03 My leadership is really invested. They know, particularly in the federal health space where the opportunities are in the 30 to 100 million dollar range on average, right? I'm competing in currently with my company against opportunities that we're bidding, like at NASA for example, that are $1.5 billion. In order for me to be successful, I have to feel like I've got support from my leadership that says, Hey, you know, it may take us ten $50 million deals to get to a half a billion, but we'll do that and we'll invest in it. Versus just only going after the billion dollar deals at NASA and FAA where the deals are our leadership team from the set health side of our organization, they're all in. Oftentimes what I do is I work with my teams here at the account level where I'm them, how to do business development, how to bid and respond to customer requests for information or request for quotes or proposals so that we don't have to rely on our corporate resources from the central office who are chasing those billion dollar deals at NASA. So in the course of these meetings and interactions, you develop great personal relationships and it's been one of the things that keeps me here. Host 15:14 That's fantastic. So I have to ask the opposite question. You've probably seen a lot of turnover with your peers, right? Other vice presidents of business development, other sales professionals. What do you think contributes to underperformance of a sales rep? Guest: JR Glass: 15:29 Ooh, that's a good question. And I'm not sure, but I can speak for myself and I can say what I think was a tough, interesting lesson from me. After I moved out of the small business world to the large business, we were so successful at that small business. Our win rate was something like 55-60% and that's because our competition was smaller. When I got to the large business and we were winning everything, my boss said to me, Oh, don't worry. You know, the average wind rates 25 30% so that means that you know, 70 to 75% of the time you have to get okay with losing and losing sucks. No one likes to lose. But if you're not able to overcome those losses and keep bidding, and when stuff in it becomes almost a demotivator, right? So having a leadership team that recognizes that 70% of the time you're not gonna win. Guest: JR Glass 16:17 But putting good solid captures together and wins, will you know, absolve the sins of losses. So you have to keep winning. And I think a lot of companies don't get it. Maybe some of the mid sizes, smaller companies don't understand that the average federal sales cycle is 12 to 18 months. And you know, they may hire a BD person to come in and they have a one day thing and nine or 10 months. So their leadership starts pressuring them and they start saying, geez, you know, have a one day thing and the one or two deals, maybe they did work, they don't win. So maybe they say, Hey, what's the next gig I can go to? I don't know for sure because I haven't really pulled them. But you know, I often wonder that myself. So for me personally, I like to spend some time in an organization and prove that I can deliver here. Guest: JR Glass 17:03 And it's kinda like if you're delivering and you're winning and you're being compensated and appreciated, why would you leave? You know? So that's kind of where I find myself and again, I want to feel like I can make a difference and make an impact where I'm at because all that really does is make you more attractive as a, as an employee for others. So even if I don't stay, you know, more than five years somewhere I will have five years of experience where maybe I had a 30% win rate, but boy that I'd been a lot of things, I honed my skills as a professional, Host: T Neighbors 17:34 you know, on the sports side where I look at high performers and kind of look at the parallels between business and sports, high performance, we see that sports high performers tend to prepare themselves mentally. Very often they have a training, mental thinking coach. They also do a lot of personal preparation. I think Larry Bird, when he was active, he made it a habit to shoot 500 free throws a day just to prepare himself to be great at what he does. How do you as an individual prepare yourself outside of the organizational dynamics that you have to influence as an individual, preparing yourself for performance as a sales rep? How do you do so? Guest: JR Glass 18:19 You know, I wish I could say that I had some secrets that I follow. You know, uh, I wake up in the morning and I have a nice cup of stress. I go to lunch, I drink stress for lunch, and I have stress for dinner. I'm not sure that there's a method to the madness, but you know, one thing I will say, I have a giant whiteboard in my office and I have a couple of sayings that I write on it. They follow me for the last four jobs I've worked. One is work smarter, not harder. And the other is positive mental attitude. I try to wake up every day with a positive mental attitude that says, how am I going to be successful today? How will I react to even a loss? You know, if I don't where I did something and yeah, it hurts and losing sucks, but what can I take away from that as a lesson learned that I will apply to the next thing I'm chasing? Guest: JR Glass 19:11 I think that having that positive mental attitude, not doing dumb stuff mentality where you're working smart, just not working harder I think keeps me going. Also, I'm very lucky in that you know, my customer primarily the one I'm supporting at this moment and for the last 20 years has been my primary clients, the centers for Medicare and Medicaid services is that I keep in mind that I'm helping them fulfill their mission, which is delivering healthcare to the most needy populations in our country. The sick, the elderly, the infirmed children, and that's really important and that kind of makes me feel a little special life. When I get up, I'm like, Hey, I'm helping people live and thrive and have healthy lives. Yeah. All the BS that comes with, Oh, I got to do a gate review or a pipeline review and I've got to write a proposal. The ultimate recipient or beneficiary of that work will be the people in our society who need their help the most. That can't help themselves and that's a very motivating thing. Host: T Neighbors 20:11 That's fantastic. Well, you've certainly shared a lot. One of the things I didn't get to ask you, which I'm sure the folks in the audience would want to know is, you know, you mentioned the centers for Medicare and Medicaid. That's obviously the nation's largest payer and they have significant opportunities and contracts. Can you tell us the largest deal size that you've ever closed? Guest: JR Glass 20:33 Well, you know, I don't want to jinx myself, but at CMS probably about $350 million deal. But you know, unlike a lot of companies that do work at the agency, they tend to get pigeonholed into one area. My company is very in that we're not just like an infrastructure contractor or a systems developer or somebody that does mission support. We run the whole gamut, so our deal sizes tend to vary. We'll chase things that are $10 million task orders under one of the IDIQ vehicles that we have, which is an indefinite delivery, indefinite quantity contracting type. The government will issue task orders under two full and open $300 million healthcare integrated general ledger accounting system. You know, so we will bid where the opportunities take us, right? And that creates a scenario where, because we've been so successful every three to five years, you're defending your work because they come up for recompete this year alone. Guest: JR Glass 21:29 Just give you some high level statistics that we've captured and successfully won close to three quarters of $1 billion worth of work just this year alone. And that comprises recompete work from old contracts, new work, and all contract growth. So one of the things that I do, as I alluded to before, is work closely with the project delivery teams. And I really try to, he leaves folks up to say, Hey, you need to be listening to your customers when opportunities present themselves. So I work with them to develop business cases for them to modify their contracts. So we pay close attention to the things that the administration thinks are important and that the administrator of CMS is trying to accomplish. And we will try to proposed changes and innovations to our existing work that will help them achieve their mission. So that if the government comes up with any additional funding, as they often do throughout the period of a fiscal year, they'll say, Hey, I've got an extra $5 million. Guest: JR Glass 22:25 I want to go spend it on something that can make a difference. They'll look to contractors like us and they'll say, what do you guys have teed up for me? Right? So we've had over $150 million of on contract growth this year alone. This year alone. We've so far submitted 80 different proposals to just CMS alone. Those comprised on contract growth, new business bridges, extensions, recompete. So we are all in at the agency because of the nature of the work that we do. You know, the infrastructure, like cloud computing, that could be hundreds of millions of dollars, but we're also very focused on clinical quality and standards. So we may be chasing a deal while we have clinicians and coders and policy experts, that's only 10 or $15 million. And that work is just important to us as a company, as the $300 million deal. So we're all in and we take different approaches depending on the size of the opportunity, which vehicles the government is using to procure those opportunities and the different needs of the client as we understand them. So it's a very busy and exciting environment. Host: T Neighbors 23:29 Well, I think that range that you've kind of captured is very significant because it takes a lot to one influence that many transactions in a large organization, especially one as large as yours. It also takes a lot to influence things internally with that different range to create that excitement for a $10 million deal as much as you would for $350 million deal. But I think it goes back to a lot of the things that really have made you successful, which is that connection with the mission, which obviously you've conveyed to your leadership team. That ability to influence the leadership team is obviously they are that relationship and that trust with your client base that you've established through not only being a business developer but being the delivery arm, which is really where that trust is solidified. Right? And then I think that ability to navigate all of the nuances with the managing process but then also having that driving mantra, which I think I heard, which is being all in right? And so that guiding principle or that guiding mindset allows you to kind of be creative, which is another thing that I heard and I think lastly, the one thing that I have observed about you is having that positive thinking component. And so when we collect all of those things, I think that from your success we can attribute those things. And I just want to thank you for coming out today. Guest: JR Glass 24:49 I really appreciate the opportunity and I thank you for the podcast you're doing. And for thinking of me and inviting me to be a part of it. It's been a pleasure to talk business. I bore the heck out of my wife and my friends when I talk, so it's good that I get to talk with you and people that really care about it. Closing 25:07 Thank you. Thank you for joining today's conversation. If you enjoyed this podcast, please subscribe and join us again to learn more of what it takes to consistently win when the stakes are high. For more information on our company, visit our website at www dot [inaudible] dot com that's www.winnasium.com.
Today, we will be talking about “Contract Types and Contract Clauses.” When preparing to respond to government contracting bids, you need to be sure that the requirement fits your business model. There is no point in spending resources working on a proposal when your chances of winning are slim. This is going to be a multipart series, so make sure that you subscribe. When you subscribe to our channel, you will be automatically notified when we release new episodes. The first step in the process is to review the solicitation and see if it is one that aligns with your business. Next, we are going to download the solicitation package. Download the Contract Solicitation Package If you found the solicitation from one of the Government’s websites (i.e., FBO.GOV), the next step is to download the solicitation with all supporting documents. You will be downing the solicitation package or bid package. Make sure that you double check the solicitation number before you start downloading the package from the website. It is straightforward to select the wrong solicitation number to download. This is especially true when reviewing the Federal Business Opportunities website (FBO.gov). If you cannot download the solicitation package, then you will need to contact the government and request a copy of the package. You will find the Government representative contact information such as name, address, phone number, and email address listed on the notice. Please make sure that when you ask for the solicitation (bid) package along with any amendments and supporting documents that were issued. You will need a complete package before you can start writing your proposal. Types of Contracts When requesting or downloading the solicitation package you need to be familiar with the kind of contracts that the government uses when buying a product or service. Why is this important? Well, the acquisition method used determines the type of contract and the amount of risk the government wishes to accept. More importantly, the contract type will have an impact on the way you price out your proposal. These contracts reflect the risk involved in contract performance, So, what are the three basic categories of contracts? Well, they are Fixed-price Cost-reimbursement Special situation Fixed-Price Contracts The majority of small businesses compete on fixed-price contracts. Final contract pricing must be fi. There are a variety of fixed-price contracts. Let’s discuss those next. Firm Fixed-price: Firm-Fixed-Price contracts will not allow for any price adjustments. The contractor must perform the deal at the awarded price and accepts 100% of the profit or loss from performing this contract. (FAR 16.202) Fixed-price with economic price adjustment: On Firm-Fixed price with economic price adjustment contracts, the price can go up or down based on the occurrence of contractually specified economic contingencies that are clearly outside of the contractor’s control. (FAR 16.203) Fixed-price incentive: Allows for the adjustment of profit, based on a formula to adjust the final price based on the relationship of the final negotiated cost to the target cost. (FAR 16.204) Firm-Fixed-Price, Level of effort: A fixed price is for a specified level of effort over a stated time frame. If the level varies beyond the specified thresholds, then price may be adjusted. (FAR 16.207) Cost-Reimbursement Contracts Cost-reimbursement contracts allow for the pricing to be finalized after project completion or at specified interim points during the performance of the contract. On this type of arrangement, a contractor can legally stop work when all contract funds have been depleted. This type of contract transfers the cost risk to the government. Like firm-fixed-price contracts, there are a variety of types of cost-reimbursement contracts. Cost: Under this type of contract the reimbursement consists of allowable costs; there is not a fee provision. (FAR 16.302) Cost-sharing: On Cost-sharing contracts, the government will reimburse the agreed on allowable cost. (FAR 16.303) Cost Plus Fixed Fee: On this type of contract you will be reimbursed for costs incurred and a fee adjusted by a formula based on the allowable cost to the target cost. (FAR 16.304) Cost Plus Award Fee: You will be reimbursed for allowable costs incurred and a two-part fee- a fixed amount and an award amount based on an evaluation of the quality of contract performance (FAR 16.305) Special Situation Contracts Lastly, we will talk about special situation contracts. They include: Time and Material: You receive reimbursement for direct labor hours, expended at a fixed hourly rate. Direct labor hours generally include direct labor costs, indirect expenses, and profit. Material costs consist of actual cost plus a handling charge (FAR 16.801) Labor Hour: Consists of direct labor hours expended at a fixed hourly rate. Usually, the labor hour rate will include cost and profit. (FAR 16.602) Definite-quantity: The contract will specify the quantity needed but the delivery schedule is flexible. Payment is made on some form of fixed-price basis. (FAR 16.502) Requirements: Actual delivery schedules and quantities are flexible during the contract period. Your payment is based on a predetermined fixed-price basis. (FAR 16.503) Special Bidding Techniques There are two new bidding processes that the government is using that all small businesses need to be aware of: Auction – This technique is where the bidding continues until no competitor is willing to submit a lower bid. This method is also referred to as “reverse auction” because the government is looking for the lowest price, not the highest price. Bundling – This technique is where the government consolidates two or more requirements that were normally bought separately into a single contract. The support contracts of many military bases, which require a variety of work disciplines to keep the base operating are bid this way. Both techniques can cause problems for small businesses. If you elect to compete for a bid using the auction method, you need to spend time researching and preparing so that you are sure that you can perform the contract at the price you offered. Many DLA supply contracts use this technique. Don’t let the auction habit of bidding too low, then receiving the contract and are unable to perform the contract. Take special care when reviewing bundling contracts. There may be requirements included in the solicitation that cover items that a small business may not be able to perform or manage. It is wise to be very cautious if you elect to participate in these bidding techniques. Remember to be cautious when participating in either auction or bundling techniques. It is an easy way to get over your head. Next is the conclusion. Conclusion Well, this is the end of this episode. Next time we are going to talk about Understanding Government Terminology. Remember to subscribe, click the notification bell so that you are notified when we release new content. Also, do me a favor and leave a comment. Click here for more articles.
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)This is Part 3 of our mini-series on the “Fair Opportunity” process. Winning the IDIQ contract was the first step. This is the step that counts. Kevin and Paul explain how orders are COMPETED between IDIQ contract holders. Bottom line, all orders must give a “fair opportunity” for IDIQ contract holders to compete. But what is "fair" can be different here than in traditional FAR Part 15 competitions. __________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. ___________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 Part 2 of our mini-series on the “Fair Opportunity” process. Kevin and Paul discuss the ordering process for task orders and delivery orders under Indefinite Delivery, Indefinite Quantity (IDIQ) contracts. FAR 16.505(a) lays out the rules which are incorporated into your contract via 52.216-18 & -19.Learn how the ordering process can streamline government procurement and why some multiple award IDIQ contracts are no more efficient than a full FAR Part 15 competition. __________This episode is brought to you by bidprotestinsurance.com. Protect your company from the financial risks created by a bid protest with bid protest insurance. ___________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 Part 1 of our mini-series on the “Fair Opportunity” process. Kevin and Paul discuss the difference between FAR Part 15 and FAR Part 16.5 competitions beginning with an overview of Indefinite Delivery, Indefinite Quantity (IDIQ) contracts. Learn why the flexibility offered by multiple award IDIQ contracts has increased their popularity and how that flexibility has been used successfully and sometimes not so successfully. __________This episode is brought to you by bidprotestinsurance.com. Protect your company from the financial risks created by a bid protest with bid protest insurance. ___________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.
There are many types of government contracts. Today we will discuss the most common types of contracts that the federal government uses. Types of Contracts -Firm Fixed Price (FFP) FAR Part 16.2 -Cost-Reimbursement and Cost-Plus Contracts FAR Part 16.3 -Time and Materials Contracts Far Part 16.6 -Indefinite Delivery/Indefinite Quantity Contracts (IDIQ)FAR Part 16.5 -Sealed Bidding Contracts FAR Part 14 -Negotiated Contracts FAR Part 15 -Simplified Acquisition Threshold (SAT) FAR Part 13 Websites: Federal Acquisition Regulation: http://farsite.hill.af.mil/ Federal Contracting Made Easy: https://www.federalcontractingmadeeasy.com Byerly Enterprises: https://www.byerlyenterprises.com Contact Nancy: nancy@byerlyenterprises.com
Fastest 5 Minutes, The Podcast Government Contractors Can't Do Without
This week's episode covers DOJ, IDIQ, and GAO case law news, and is hosted by partner David Robbins. Crowell & Moring's "Fastest 5 Minutes" is a biweekly podcast that provides a brief summary of significant government contracts legal and regulatory developments that no government contracts lawyer or executive should be without.
When a big department spends 40 percent of it contract dollars through indefinite delivery - indefinite quantity contracts, it is worth checking to see if IDIQs offer enough competition. The Government Accountability Office looked at two years worth of IDIQ spending by the Defense Department. Bill Woods, director of contracting and national security acquisition issues at the GAO, talked with Federal Drive with Tom Temin about what auditors found.
In today's Federal Newscast on Federal News Radio, the Government Accountability Office finds 75 percent of of the Defense Department's IDIQ type contracts were only open to a single contractor.
When multiple contractors get spots on indefinite-delivery, indefinite quantity contracts, the arrangement is supposed to make competition work more smoothly. But sometimes simply establishing the contracting vehicle causes contractors to squabble. For a case in point, we turn to procurement attorney Joseph Petrillo of Petrillo and Powell.
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) What is a Task Order? How are task orders managed by Industry? What should Government acquisition teams understand about how task orders are managed by Industry. Kevin discusses task orders and IDIQ contracts with special guest Christi Gilbert. Learn common factors that can complicate task order management and how both Government and Industry can make their work lives easier through a common understanding that task orders must be managed as if they are separate, segregable contracts. ———— 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 episode is brought to you by IB Supply. ibSupply.com is your one-stop source for timely delivery of best value products. As a preferred source of supply, and an award winning AbilityOne provider, ibSupply.com offers access to thousands of products with compliance filters for hassle-free procurement. With FREE shipping and next-day delivery options, ibSupply.com’s quality service is unmatched. Shop ibSupply.com today! ____________ In this episode we continue our series of interviews with Contracting Officers. Kevin interviews Robert Crandell, a Contracting Officer at the Defense MicroElectronics Activity. Rob share the story of how and why he became a Federal Government Contracting Officer, the mission of his interesting acquisition office, as well as his list of “things I wish industry knew about being a Contracting Officer”. Learn new acquisition and contract administration strategies and how Contracting Officers’ personal decisions are sometimes limited by regulations. (No, they’re not just trying to make it hard on Industry!) __________ 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.
In today's podcast, we hear about Turla's return, this time in an espionage campaign against Switzerland's RUAG. The Panama Papers and other hacks prompt reiteration of lots of good, if familiar advice, some of it directed at the US Congress and other small businesses. The TeslaCrypt proprietors seem less remorseful than resourceful, as they shift to CryptXXX. SWIFT plans to announce a security upgrade today. US Cyber Command announces the winners of its $460 million IDIQ. Guccifer prepares to cop a plea, and the Scunthorpe Problem surfaces in Oxfordshire. We also hear about cloud storage security from Quintessence Labs, and Protemus talks to us about medical records' privacy.
If you work in the Government acquisition world, this podcast is for you. This episode is brought to you by Unanet. Use Unanet for all Projects, People & Financials, or integrate seamlessly with other accounting and ERP systems. Unanet provides a ‘single source of truth’ and removes the barriers to sharing realtime information caused by using separate business systems. Visit unanet.compodcast 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.
Listen and Learn… Indefinite Contract? How can a contract be indefinite? Indefinite contracts can be used when the Government knows ex-actly what it wants to buy, but not how much they’ll need or when they’ll need it. Discover three types of Indefinite Delivery contracts 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. 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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