Skyway CO Insight Archives - Page 67 of 68

Good News for EDWOSBs and WOSBs

by Shelley Hall | Jul 21, 2014 | Bids & Proposals, Skyway CO Insight

Effective 24 Jun 14, DOD, GSA, and NASA adopted as final an interim rule amending the FAR to remove the dollar limitation for set-asides to economically disadvantaged women owned small business (EDWOSB) concerns and woman owned small businesses (WOSB). As a result,...

DOD Class Deviation on Contract Consolidation Requirements

by Shelley Hall | Jul 14, 2014 | Sales & Marketing, Skyway CO Insight

DOD Class Deviation 2013-O0021 (effective 1 Oct 13), lowers the dollar threshold at DFARS 207.170-3(a) from $6M to $2M. Agencies are prohibited from consolidating contract requirements exceeding $2M unless the acquisition strategy includes results of market...

Why is 23% so hard to reach?

by Kevin Jans | Jun 16, 2014 | Sales & Marketing, Skyway CO Insight

I posted an article on the Florida B2G Ecosystem LinkedIn Group about how the government having trouble again meeting the goal of awarding 23% of prime contracts to small businesses (SBs). Jenny Clark called me on it and she asked if I had suggestions on how to...

Sales is NOT all about relationships: The Other 80/20 Rule

by Kevin Jans | Jun 10, 2014 | Sales & Marketing, Skyway CO Insight

The government market is very different from the commercial market. From margins to speed to efficiency to the amount of paperwork needed, the differences pile up quickly. One often-overlooked difference is that government market sales are won more by process than by...

Targeting Government RFP’s? Do Not Fish with a Net

by Kevin Jans | May 29, 2014 | Bids & Proposals, Skyway CO Insight

Fishing with a cast net here in Florida is fun. In the right place, at the right time of day (and tide), the net is full of surprises: bait fish, a crab or two, a stingray, or even a mullet. However, cast-netting is a futile and costly way to gain sales – especially...

NAICS Code Appeal Turns Large Company into Small Business

by Shelley Hall | May 14, 2014 | Bids & Proposals, Skyway CO Insight

If a company is too large for the size standard assigned to a solicitation, it can appeal the NAICS code to replace the agency’s preferred code with one carrying a higher size standard. This is what happened in SBA OHA case NAICS Appeal of CHP International, Inc., SBA...

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Next Entries »

Good News for EDWOSBs and WOSBs

DOD Class Deviation on Contract Consolidation Requirements

Why is 23% so hard to reach?

Sales is NOT all about relationships: The Other 80/20 Rule

Targeting Government RFP’s? Do Not Fish with a Net

NAICS Code Appeal Turns Large Company into Small Business

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