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Curated with practical insights and real-world guidance

Where Are You Headed?

by Kevin Jans | Jun 30, 2017 | Bids & Proposals, Sales & Marketing, Skyway CO Insight

As you target, does your customer know where you are headed? While I was flying out to speak at a conference in California, I was reading an article in Inc magazine about the value of “growth” to everyone in and around a company. The owners want it because it creates...

GAO Says Evaluations Using CPARS for Past Performance must be Equal and Fair

by Shelley Hall | Jun 26, 2017 | Bids & Proposals, Skyway CO Insight

CSR, Inc., B-413973 et al. (Jan. 13, 2017) involves the protest of Department of Justice’s evaluation and award of a blanket purchase agreement to Booz Allen Hamilton. The BPA solicitation allowed offerors to submit up to nine past performance examples.  The RFP...

Does Subcontractor Past Performance need to be Evaluated for FSS Procurements?

by Shelley Hall | Jun 19, 2017 | Bids & Proposals, Skyway CO Insight

Not according to a recent GAO decision on Atlantic Systems Group, Inc., B-413901 (Jan. 9, 2017). The agency issued a Request for Quote (RFQ) pursuant to Federal Acquisition Regulation (FAR) 8.405-2, Ordering Procedures for Services Requiring a Statement of Work.  The...

Does the Supreme Court Kingdomware Decision Change Size Protest Guidelines?

by Shelley Hall | Jun 16, 2017 | Bids & Proposals, Skyway CO Insight

Recently the SBA Office of Hearings and Appeals (OHA) rejected the theory that a GSA Schedule order should be considered a “contract” under size protest timeliness rules.  OHA stated that SBA’s existing rules distinguish between contracts and orders, and rarely permit...

Foreign Military Sales: How Does It Work?

by Steve Lucianetti | Jun 9, 2017 | Bids & Proposals, Skyway CO Insight

President Trump on his recent trip to Saudi Arabia reached agreement on a $110 billion arms deal.  The deal includes tanks, helicopters, ships and other weapons.  The questions I heard most over my years when I was involved in contracting for Foreign Military Sales...

Why You Should Compete for Work – Part III – Compete and Win

by Kevin Jans | Jun 5, 2017 | Bids & Proposals, Sales & Marketing, Skyway CO Insight

The basic concept to grasp here is that it is better to win prime contracts through the competitive process (the 80%) than it is to win them through relationships (the 20%). This is because the amount of time will be faster for you to build a competitive pipeline of...
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Testimonials

Fantastic Learning Tool

“As a 24 year old, I’m finding that years of experience in the Contracting world is imperative to dealing with certain situations when it comes to contracts. Because of my youth, I have become obsessed with using this podcast as a basis for learning contracting concepts that I otherwise would not learn until years later through “experience.” I love the connection each podcast makes to a FAR Clause and that it provides a real life problem to even further put it into perspective of the day to day life in Contracting. Keep up the great work, I always look forward to listening to new episodes and reviewing the old ones.”

Why didn't I find this sooner?

“I just found this podcast and it is a great learning resource. The discussions provide detailed explanations on the topics covered and the way the topics are presented make it interesting to listen to. Thank you and please keep this up.”

Extremely Helpful

“The podcast really captured a perspective so rarely available in your everyday contracting job. Kevin and Paul do a great job of covering relevant concepts relating to government acquisitions and are very knowledgeable and passionate about what they do. This is said on every episode, and I totally agree with it: if you work anywhere in the government contracting world, this podcast is for you.”

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