What’s the MAS Consolidation About? GSA’s revamped Multiple Award Schedule (MAS) program simplifies the acquisition process for both agencies and contractors. Under the program, businesses and their offerings are pre-vetted and easily accessible, removing burdensome requirements for contractors to sell their products/services, and for agencies to purchase them.  Initially, GSA Schedules consisted of 24 separate

 How to Optimize Industry Outreach Conversations! In the future everyone will be famous for fifteen minutes or so the saying goes.  Your Industry Outreach could be your Fifteen Minutes of Fame….. so if you only get one shot, what are you going to do to maximize it”? It’s YOUR fifteen minutes!! Never more true than

The COVID-19 crisis is driving us all crazy, but now is a very important time to review your processes for monitoring and reacting to Sources Sought and RFI notices. Why? Skip Blackburn, capture expert and CEO of BIT Solutions, points out that “…at 22.3 percent, many Federal agencies are not meeting their small business goals,

Mastering Industry Outreach Meetings… Tryouts are announced! Coach announced his goals for the season and the tryout announcement said, “All interested in being on the team need to be ready for the tryouts on Wednesday at 3 PM.  Team session first and then individual try-outs.  Bring your gear and be ready to show the coach

Federal government contracting can be very complicated.  The complex web of rules and regulations governing these contracts can be difficult to navigate.  Sometimes, subcontracting can be even more confusing because contractors – whether prime or sub – don’t know what they don’t know.  A successful subcontracting relationship on a federal project is a balancing act

As many Federal Government contractors tackle the newest array of requests for proposals that are coming out, there is an important element of proposal writing that must be contained in every response – value propositions.  Too many Government contractors leave this ingredient out of their proposals.  Our emphasis typically is on the business volume, but

We had such and exciting webinar with The Pulse of GovCon, talking about GovCon opportunity in this new administration, we wanted to share some of the highlights.  You can download the full webinar below.  Don’t miss out on this can’t miss information. As we enter 2021, the Government Contracting industry is benefiting from a 10-year

For many GovCons, contract spending is slower right now, as departments and agencies await new budget authority, new priorities, and new leaders. Seasoned GovCons are relaxed. They’re patiently calling on their Federal buyers, even while “nobody knows anything.”  Why aren’t they worried, and why are they in such a great mood? In this post, we’ll

So you are just hanging up the phone after talking with the government POC for the meeting with the potential customer team, excited that you have a chance to engage in the upcoming acquisition with some ideas you have had for a while on the challenges the government may face in improving the services you

5 Perfect Gifts For Your Team Still looking for the right gifts for your GovCon team or your colleagues?Help is here. All of us in GovCon — solo-preneurs, business owners, contractors — rely on a mix of trusted advisors, partners, employees, and contractors all year long. Our success depends on attracting the best people into

How To Win Contracts In A New Administration  A new Administration can make late fall and early winter an anxious time in the Federal contracting arena.  Many Federal employees and GovCons feel anxious and uncertain: how will program priorities, budgets, and jobs be affected in the months ahead? Pandemic continues to stress our personal and

You’ve probably seen this at the doctor’s office or ER, especially if you’ve been there with kids. Here’s why it matters to you now. If you do business with the Federal government, this question How did FY20 rate on the GovCon Pain Scale for you? is vital for your survival right now. Here’s why. If

Allowable gifts garner know-like-trust and more wins at fiscal year-end (and all year long) At the end of the fiscal year, and all year-long, really, federal buyers need ways to come to know, like and trust you. In a previous post, I covered the most important of those ways—The 12x Factor: How to Close More

Are you willing to do the work to get in front of federal buyers for the win? If so, it’s closing time. Yes it’s September, but it’s still not too late to close more federal contracts Welcome to the home stretch of the Federal Fiscal year end, your last chance to close contracts before the

What would you do if the missing link between you and a federal contract win was a few conversations with somebody you care about? For the most part, I serve people who want to win federal contracts. That’s been my profession for over 30 years.

You know how hard Federal contracting is. You’ve had those weeks, those months: no signs of life anywhere. You turn over the rocks, you dig. Everything seems absolutely uninhabited. Nobody’s returning calls. No opportunities. Nothing. And yet. You know that Federal agency is spending money. In fact, your competitor is winning some of it, and

“I need more time,” you’re thinking as you pull another all-nighter slammed up against yet one more proposal deadline. “How does anybody get these things done in 30 days?” What you need most is a reality check. If you’re looking for the way to do the whole job, start-to-finish, in 30 days, stop what you’re