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CGI CASE SHOWS BENEFITS OF NOT JUST ACCEPTING TERMS YOU DON’T LIKE

CMS decided to fundamentally change the payment terms of their re-compete of a contract providing Medicare claims support.  While most responding companies simply capitulated to the proposed new change, CGI Federal did not.  They believed that CMS’ proposed payment terms violated regulations governing commercial item contracts and protested the solicitation.  This illustrates two important factors of which all contractors need to be aware:  First, don’t just Read more

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GSA PROPOSED RULE IS A SMALL CARROT WITH A BIG STICK

GSA released its much-anticipated proposed rule last week that would require contractors to track and submit transactional data for every sale made through their Schedule contracts.  In exchange, contractors would no longer have to track sales made to a commercial tracking customer to ensure compliance with the Price Reductions Clause.  Read more

BLOOMBERG NUMBERS, THOUGH INCOMPLETE, SHOW CONTINUED IT SCHEDULE STRENGTH

Bloomberg Government reported last week that GSA’s IT 70 Schedule is still the largest central contract through which information technology solutions are acquired in the federal government.  Using FPDS data, Bloomberg found that nearly $7.5 billion in sales were made through that schedule in GFY’14.  Bloomberg speculated, however, that contracts such as Alliant or some of the “Mega MAC’s” in DOD might catch the Schedule.  Well, not exactly.  FPDS data, after all, counts only Read more

BEWARE OF INCUMBENCY COMPLACENCY

It’s usually a good thing to be an incumbent contractor on a project.  If you’ve taken the time to build strong relationships, shown your company to be indispensable to the client, and everyone’s happy, it’s easy to adopt the Alfred E. Neuman “What, me worry?” stance.  Don’t think that you can’t be replaced, though.    The contracting graveyards are full of one-time incumbents that failed to keep their pencils sharp, failed to Read more