Approximately 50 programs designed to strengthen the Air Force in some way would face postponement and possible cancellation if DOD starts the 2016 fiscal year under a Continuing Resolution, as currently seems likely.  Should each service branch face similar issues, over 150 Read more

Federal agencies talk a lot about new technology and their desire to obtain new solutions to reduce costs and better meet missions. Even though a lot of buying is conducted on “routine” matters, “new stuff” always gets a lot of attention. Whatever new solution, service, or product Read more

DOD contracting officials have recently taken steps to ensure that the agency receives good pricing in sole source situations.  GAO would like other agencies to follow suit so that pricing determinations are more clearly supported by analysis and comparison.  Bill Woods, Director of Read more

FY’16 is poised to once again start under a Continuing Resolution, a mechanism that keeps government agencies running, but isn’t the most efficient mechanism for planning.   While contractors and their customers are used to the annual CR kick-off by now, what does it really Read more

Federal contractors are encouraged, and often required, to subcontract or partner with other companies to do federal business.  Both socio-economic and business development factors drive decisions to team up with other firms.  Before your company gets to the altar with a potential partner, though, make sure you know exactly why you’re there and what you’re willing – or not – to do in order to be a good business partner.

The first rule here is to understand your company, what it stands for and what it wants out of government business.  This analysis must go beyond “we want to make money” and include the type of image your company will have.  This step protects your firm from later contorting itself to pursue an enticing opportunity, but one that may bring more risk and cost than it’s worth. Self-analysis also allows you to tell your business partners exactly what they’re getting when doing business with you.

Don’t get pushed around or talked into doing something that is outside your abilities or ethical standards.  It’s not just other contractors that can sing an enticing siren song, either.  Government agencies can put significant pressure on a firm to bid on a project in order to be seen as a “good guy” that might help establish your credentials for business later on.  Remember that there is such a thing as “bad business” and be prepared to walk away if a specific opportunity may have lasting negative side effects.

While most companies initially go into business with a clear idea of what they are and how they want to do business, this vision can get blurry over time and, left unattended, can result in your firm looking very different from what you wanted it to be.  Make sure you take the time to review your business foundations regularly so that your firm keeps a clear idea of its market identity and doesn’t end up as the contractor equivalent of the “Picture of Dorian Gray”.