Sales & Marketing Archives - Page 6 of 15

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...

Why You Should Compete for Work – Part 2: How Are Sole Source Contracts Awarded?

by Kevin Jans | Jun 2, 2017 | Bids & Proposals, Sales & Marketing, Skyway CO Insight

Most sole source contracts are awarded through the “Exceptions to Competition” rules in FAR 6.3. There are seven ways that a contracting officer can award contracts without competition. Each of these is detailed through a Justification and Approval (J&A) as...

Why You Should Compete for Work: Part 1 – The Cost (and Time!) Of Getting Sole Source Contracts

by Kevin Jans | May 29, 2017 | Bids & Proposals, Sales & Marketing, Skyway CO Insight

As a CO, I wrote dozens of sole-source contracts. I bought aircraft, body armor, vehicles, services, software, and I even paid for the use of a testing facility for off-road vehicles through sole-source contracts. It made sense because at the time the companies who...

Amendments to Department of Defense (“DOD”) Mentor-Protégé Program

by Shelley Hall | Apr 17, 2017 | Bids & Proposals, Sales & Marketing, Skyway CO Insight

DOD has issued a proposed rule which will amend the DFARS to implement Section 861 of the NDAA 2016, which provides amendments to the DOD Mentor-Protégé Program. The proposed amendments will require contractors who participate in the program as mentors to report: (1) ...

Where Have all the Jobbers Gone? (Changes to the Way the Government Buy Commodities)

by Shelley Hall | Mar 27, 2017 | Bids & Proposals, Sales & Marketing, Skyway CO Insight

Back in the day when I was working in Operational contracting offices, we had what we called “jobbers”. They did not have any core competencies, no wheelhouse, no real “business”. But what they did have was the capability to get quotes from suppliers at 10 p.m. on...

Teammate Basics

by Skyway Contracting Officer | Mar 10, 2017 | Bids & Proposals, Sales & Marketing

Businesses seeking to develop or increase their participation in the government marketplace should not just look at small-business prime opportunities but also subcontracting opportunities with large business primes. The increase in IDIQ procurements and the emphasis...

« Older Entries

Next Entries »

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

Why You Should Compete for Work – Part 2: How Are Sole Source Contracts Awarded?

Why You Should Compete for Work: Part 1 – The Cost (and Time!) Of Getting Sole Source Contracts

Amendments to Department of Defense (“DOD”) Mentor-Protégé Program

Where Have all the Jobbers Gone? (Changes to the Way the Government Buy Commodities)

Teammate Basics

Recent Posts

Categories

Ready to Succeed in GovCon?

We Share Knowledge, Tips, and Expertise You Can Count On

Call or Email Our Experts Today

Get our Expert Witness in Government Contracting Guide Today!