Monthly Archives: October 2016

TIPS FOR DEALING WITH TOUGH CLIENTS & COLLEAGUES

One little secret in federal government business is that clients, especially prospective ones, can sometimes drive contractors up, and over, the wall.  It’s hard not to take non-responses personally and, even when you do have a good basic relationship, the pace at which feds move can be challenging to those used to commercial market dynamics.  Sometimes problems are Read more

GSA CATEGORY MANAGEMENT PLAN HITS SNAG

The General Services Administration is set to implement a perhaps substantial reorganization to the Federal Acquisition Service (FAS) to align it along Category Management (CM)-based business lines.  Implementation, however, has hit a snag as at least one federal employee union is challenging the plan.  The CM reorganization plan would align FAS offices along business lines such as professional services, IT hardware, office supplies, assisted acquisition services and Read more

DOD ACQUISITION REFORM PANEL WANTS TO HEAR FROM YOU

The panel created to recommend regulatory, process, and statutory changes to the way the Department of Defense buys services and products wants to hear from you.  Industry comments, either from specific companies, or associations, are actively sought.  In addition to comments, the panel – known at least informally as the “Section 809 Panel” – hopes to be able to make use of volunteers to assist it with identifying problems and recommending ways to create a better acquisition system.  There are currently six panel sub-groups, including one looking at DOD use of MAC and GWAC acquisition vehicles.  There is also a commercial item acquisition sub-group and a group interested in hearing from companies that won’t do business with the agency because of current rules or regulations.   The Section 809 panel has approximately 22 months left to do its work, so time is of the essence for both comments and other forms of help.  To see the latest on panel actions and find out how you can get involved, visit the homepage here:  http://www.dau.mil/sec809/default.aspx

 

HOW TO SUCCEED IN FEDERAL BUSINESS

The federal market is usually not the place for a company to make an “overnight” killing.  Developing relationships and navigating the federal business cycle takes time.  This time of year is a great window during which you can build relationships as many feds are out and about at conferences or other events.  The connection you make now, though, won’t likely lead to business by Christmas.  A patient approach with a few, specific targets is an established best practice among successful contractors.  Yet, we still frequently see newer market entries insist Read more

JUST IN TIME FOR THE HOLIDAYS – ALLEN FEDERAL’S CLASS ON GIFT-GIVING & ETHICS

What’s scarier than a Halloween ghost outside your door?  How about a visit from the IG?  We’re approaching the time of year when many contractors want to give gifts to federal customers or prospects.  Well-meaning actions, though, can get you and your customer in trouble.  Allen Federal can help you keep the holiday season festive.  We offer two hour or half-day sessions on gift giving and ethics that can be specially tailored to your company.  Don’t get burned like an over-cooked turkey.  Contact Allen Federal today at info@allenfederal.com and we’ll be happy to create a federal gift giving guide just for you!