Government contractors always face a tricky issue of whether to exceed technical, professional, and other requirements included in a government solicitation or whether to just provide solutions that are closer to what the customers says they actually want.  While the more robust proposal provides better security and a higher level of services, it also usually costs more.  Customers looking for a value-based approach may not want to pay the additional amount, even though the solution will work better for them over time.  This issue came up recently in a Bloomberg Government article where the author, a federal cyber adviser, advocated for enhanced cybersecurity offerings.  Read more

Way too often contractors, even experienced ones, tend to look at the whole of the government market and try to develop one, standardized approach.  This can be particularly true when a specific method has worked before.  The government, however, is most definitely not one customer.  Adapting business development and contracting approaches are essential to being successful in more than one place, even inside one agency.  Proactive vs. reactive is one obvious example.  Contractors are told by senior level government officials that they should Read more

When is your offer considered to be officially rejected?  That can be a tricky question for contractors when agencies use “advisory down selects” in an acquisition.  The approach, used most recently at DHS and NIH, starts with a multi-phased acquisition, usually beginning with a company’s technical proposal.  If it is evaluated as lacking or insufficient the company receives an advisory notice to that effect.  The notice, however, does not preclude the company from submitting an offer in phase two of the acquisition.  While it cannot officially augment its original proposal to correct any deficiencies identified in the first phase, it can make a bid on Read more

GSA’s latest attempt to establish a small business IDIQ contract for IT solutions hit yet another roadblock last week with the filing of two more pre-award protests.  At least two companies aren’t happy with the way GSA addresses small business joint ventures and other small business rules. The Court of Federal Claims will examine the matter, a process that could take many months and will almost surely be more than the timeline for a GAO protest.  While protests can be a good thing in government acquisition by ensuring that agencies follow applicable rules, too many protests can sink a program.  Companies of all sizes need to Read more

Holiday time is, amazingly, right around the corner.  That often means giving gifts to customers and business partners.  While your federal customer may know that they’re prohibited from receiving certain gifts, people will be people.  Plus, who doesn’t want to make a client happy?  Don’t let your company’s good intentions jeopardize your business or your customer.  Allen Federal can train your team on gift giving and ethics rules to ensure your season is merry, indeed.  Contact us today at info@allenfederal.com and we’ll put together a class for you that will satisfy, but still leave room for dessert.