The government is currently funded through December 8th, but the picture after that time is growing considerably cloudier. There is a laundry list of either high-dollar, or high-contention, issues that must be ironed out for a permanent appropriations measure to be passed. Storm relief, immigration, and health care are just three of the issues that seem likely to trigger substantial fights. Add to that SASC Chairman John McCain’s comment that he will “go to the Read more
The confirmation hearing for Emily Murphy to be the next Administrator of GSA went well for the nominee this week, with few tough questions on expected hang-up issues tied to federal real estate. Murphy had obviously done her homework and tried to get ahead of expected questions, promising to address Public Building Service issues. At the same time, she gave some hints on what her management priorities as GSA Administrator might be. Competition, reducing waste, and increasing transparency are at the top of her list, with special emphasis on the Multiple Award Schedule program. Murphy was more candid than many former Schedule managers when she likened the Schedule contract-level price to the “rack rate” price for a hotel room. GSA must do a better job of promoting competition at the task order level, she said, to ensure that the prices federal agencies actually pay are competitive. Murphy drew bi-partisan praise from Senate Homeland Security and Governmental Affairs Committee members. As such, while it is still possible that a hold could be placed on her nomination to protest Trump Administration policies, such an action would likely come from outside the Committee. If there is no hold, Murphy should be confirmed within 30 days.
October and November can be just as busy for government contractors as August and September, but for different reasons. If you’re wondering what we mean by that, here are three things that smart contractors are doing now:
1. Increasing Their Knowledge: Whether it’s through a training class or conference, this is the single best time of year to get up to speed on new rules, business practices, and policy developments that could re-shape how you do business. The calendar is full of these activities and many contract and BD professionals attend more than one to ensure their knowledge is current.
2. Networking: In addition to increasing your knowledge base, events are great for expanding your network. Whether it’s a key new contact with another company, a new federal face, or an opportunity for your own personal advancement, it is vital to remember that government acquisition is a relationship-based business. There is no better time than right now to build on your existing network.
3. Finalizing Their FY’18 “Showroom”: The start of the fiscal year may be the best time to roll out new solutions and services. Think of it as your “2018 Federal Model Year”. Prospective federal customers often have more time to meet in the first quarter of the year and they absolutely do want to know what’s new and innovative. Make sure you’ve got glossy new things to show them, in addition to the reliable stuff they’ll probably actually buy later. The bottom line is that this is the time of year you set the foundation for sales success down the road.
GSA Administrator nominee Emily Murphy will have her official Senate confirmation hearing on Wednesday, a positive sign that the agency is moving closer to getting a permanent chief. Murphy will likely be asked about a variety of Public Building Service issues, including the Washington, D.C. Trump Hotel lease with GSA and the failed FBI headquarters project. Acquisition questions will likely take a back seat to these higher profile issues. Still, Murphy may Read more
New reader H.R. Clinton of Chappaqua, NY writes: “My company rushed out and brought a Schedule contractor that had good sales, but not much infrastructure. Now we find out that they have a major compliance issue. What went wrong?” Excellent question, H.R. Despite their own awareness of government contract compliance, government contractors may fail to Read more