Skyway Acquisition President Kevin Jans recently joined The RFP Success Show, hosted by Lisa Rehurek of The RFP Success Company, for a conversation focused on how government acquisition decisions are actually made and what contractors should understand long before an RFP is released.
In this episode, Kevin draws on more than 16 years of experience as a Department of Defense contracting officer to explain how requirements form, how acquisition strategies take shape, and where businesses often misalign their efforts when pursuing federal work.
A Government Perspective on the Acquisition Process
During the discussion, Kevin outlines how acquisitions progress through distinct phases, from early requirement development through market research, solicitation, and award. He emphasizes the importance of understanding timing and engagement, particularly for companies that rely too heavily on responding to posted RFPs without participating earlier in the process.
Kevin also explains the different roles involved in government buying, including the contracting officer, program office, and budget stakeholders, and how each influences outcomes in different ways. This perspective helps clarify why strong technical proposals sometimes fail and why early positioning often matters more than proposal volume.
Topics Covered in the Episode
The conversation addresses several areas that routinely affect contractor success, including:
- How requirements evolve before an RFP is released
- The distinction between the customer, economic decision-maker, and contracting officer
- Where contractors can and cannot influence acquisition outcomes
- Common misconceptions about compliance versus competitiveness
- Why early market engagement shapes evaluation criteria and acquisition strategy
The discussion is grounded in real acquisition behavior rather than theory, making it relevant for both government personnel and industry professionals working in federal contracting.
Listen to the Episode
The episode, titled Advice from a Government Contracting Officer, is available through The RFP Success Show podcast platform.
For contractors and acquisition professionals looking to better understand how government decisions are structured and executed, this episode provides a clear, experience-based perspective from someone who has operated inside the process.
