The Continuing Resolution finalized this week will fund the VA and all military construction accounts for the full 2017 Government Fiscal Year. The Legislative Branch will also have full year funding. Government operations funded from these accounts will be able to initiate new projects and plan for an entire year. All other federal agencies would operate under a CR until at least December 9th. The CR funds those agencies at FY’16 levels, minus an across-the-board Read more
Welcome to the new fiscal year! Though some undoubtedly call today “September 30th , Act II”, it is a new day and a new year. If your firm didn’t drive the results it expected in FY’16, here are just some factors to look at so this year gets off to a better start.
1. A Part-Time Commitment to Federal Sales: Many businesses feel that they can develop a successful federal portfolio by parachuting in on an occasional basis. Selling to EPA is just like selling to Macy’s, right? The fact is that part-time contractors are competing against full-time businesses who know that not only is that analogy absurd, but that you need to understand the difference between the EPA and other agencies, and even varying conditions inside EPA. Having one foot in the federal market can lead to a frustrating experience. Only those with a full commitment can expect success.
2. Thinking This is a Go-It-Alone Business: New market entries always try to reinvent the wheel. This is time-consuming and, worse, totally unnecessary. Successful government contract executives agree: Get help, plug into an association, do something to take advantage of the knowledge and relationships that already exist. While you certainly have to pick your experts carefully, using the right ones can mean the difference between starting the race for business near the pole position or at the back of the pack.
3. Realizing that Success Is As Much About Process As Relationships: Even experienced companies can fall into this trap. Focus too much on relationships and your firm runs the risk of not being able to answer the “how” question – as in “I like your solution, how do I buy it?” Focus only on process and prepare to have a very low win rate on the numerous RFP’s you respond to. Federal business is both relationship and process driven. Successful companies know that they have to cover both parts to be successful. Make sure you can, too.
To their credit, GSA leaders really want to work with you so that you understand the Schedules Transactional Data Rule (TDR). They’re sincere in this regard. As they dive in on a step-by-step response to industry concerns, though, the depth and breadth of the core issue is missed: The TDR, as written, is un-workable. Read more
Congress left town last week without agreeing to a Continuing Resolution to fund the government beyond midnight Friday. The last minute nature of the talks raises the possibility of a 3-4 day CR while final specifics are hammered out. While this does keep the government open, it creates needless tension for contractors and their customers. Agencies must, for example, draw up contingency plans in the event that no CR is passed and agencies have t Read more
Returning reader R. Zellweger writes: “We lost our contract manager in a kiln explosion last year. Since then, we haven’t filed a sales report or modified our contract, even though we’ve been selling new items. Is there a grace period for people like us?” Sorry, R, but government contracting can be an unforgiving mistress. Your company is required to pay attention to the terms and conditions of your contract at all times. There is no free pass just because you Read more