GSA’s Federal Acquisition Service is in in the process of implementing a four-phase process to re-order itself around Category Management areas. Contractors need to understand how these changes many impact their business and what it means for the role of individual programs inside a newly-ordered Service.

The first phase, technically called an “order” is underway.  It creates a new Office of Professional Services and Human Capital Categories, which is responsible for oversight and program direction of GSA’s professional services and human capital categories. This Order also realigns GSA’s Card Services operation as a subcategory of the Professional Services category.

Order Two standardizes naming and structure across all FAS offices to better align FAS to category management. This second phase will represents the bulk of realignment changes.  Although there will be minimal employee impact, this Order is in abeyance pending the resolution of labor concerns.

Order Three focuses on internal movements within FAS’ Integrated Technology Service (ITS).  This office is being realigned to manage six IT categories that will operate inside the organization.  Significantly, ITS is being renamed the Office of Information Technology Category (ITC). A new Deputy Assistant Commissioner for Acquisition will oversee both MAS and Non-MAS acquisition operations in a single acquisition-focused organization. A new Deputy Assistant Commissioner for Category Management, Bill Zielinski, will oversee all category operations and lines of business for IT Services, Products, Security and Telecommunications. This Order is currently being implemented.

Order Four is slated to move GSA’s Industrial Operations Analysts (IOAs) into the business lines in which they will now operate. This change is awaiting labor resolution as well.

These changes may impact little in terms of how GSA contractors conduct their daily business.  The larger changes, though, will require companies to have a better idea of where to take concerns that can’t be resolved at lower levels.  Customers, too, may find that they are dealing with new people or people that now have new supervisors. It will likely take a while for GSA, its customers, and contractors to get used to the new Service.

PREPARED FOR THAT RECOMPETE?  INDUSTRY PRO SAYS PROBABLY NOT:  In their quest to seek ever-new sources of business, some contractors are giving scant attention to new competitions on business they’ve already won, according to federal proposal pro Bob Lohfeld.  Lohfeld raised several good points during a recent webinar sponsored by his company.  Among these are that incumbent contractors start too late in preparing their offer, even when they know re-compete timeframes.  In addition, incumbents tend to dismiss outside help or analysis of the offers they do prepare.  Lohfeld’s bottom line point seems to be “Take your eye off the ball and watch it bounce away from you.”  This is an important lesson for companies to understand.  You worked hard to build your base business.  You may even excel in your specific market segment. Don’t neglect those core competencies, even as your firm pursues new lines of business.   Remember that it is easier to keep business you have than to obtain new business, but only if you’re paying proper attention to current customers.  Experienced government contractors also know that federal business is not a “go it alone” enterprise.  Getting help from outside experts can both protect your base and help you grow smartly.