Blog

DON’T EXPECT CR CONTENT OR ACTION TILL THE LAST MINUTE

While the government will run out of money in a little over a week, there’s more talk about what could be added to a Continuing Resolution than action to determine what will actually be in it.  Senate and House lawmakers are still wrangling over how much aid to Ukraine will be in the measure, whether there will be funding for expedited energy project approvals, and other provisions.  Despite the protestations of the Republican Freedom Caucus, it does look like the CR will last until mid-December.  What happens then may be partially decided by the outcome Read more

DISCUSSION ON PRICE INCREASES REFLECTS DISCONNECT BETWEEN POLICY AND IMPLEMENTATION

GSA leaders have issued two written sets of guidance for contracting officers designed to make it easier for Schedule contractors to obtain price increases.  Collectively, this guidance reflects the impact of inflation on contractors and the need for companies to be able to sell goods without losing money on each transaction.  The second set of guidance, issued earlier Read more

RELYING ON EMAIL MAY NOT ALWAYS BRING RESULTS

Email can be a great way to communicate, enabling people to manage many communications in a short period of time and providing the time, if used correctly, to ensure that the wording of each message is what the writer wants to convey.  Too often, though, contractors rely too much on email to communicate with government clients and prospects.  As any experienced Read more

CONTRACT VEHICLES MAKE SENSE IF THEY HELP YOU REACH YOUR DESTINATION

Many government contractors expend considerable time and money pursuing Indefinite Delivery/Indefinite Quantity (IDIQ) vehicles of all shapes and sizes.  Merely having these vehicles, though, doesn’t guarantee a company any business. They’re often likened to a fishing license, but another good analogy is a car.  Why buy more cars than you can use?  Why buy cars that may not be reliable ways to reach your destination?  There is certainly strong pressure on Read more

WHO IS YOUR CUSTOMER? AN OVERSIGHT EVEN EXPERIENCED CONTRACTORS CAN MAKE

Which of these entities do you consider to be potential customers for your federal business?  A.  The Department of Commerce; B. The Department of Defense; C. Another Contractor; or D. All of the Above?  If you answered anything other than “D”, your company is likely missing out on federal business opportunities.  It’s not only new market entries that miss this question.   Experienced businesses can also lose sight that their fellow contractors can often be an avenue to develop business, through a teaming agreement, joint venture, or prime-sub Read more