Skyway Wire
Termination for Default
I recently penned an article about Terminations for Convenience, or T4C, which can seem very arbitrary or capricious at times, even to those of us that know the reasons behind such decisions. So, I...
What Are 5 Questions You Should NOT Ask When You Meet With A Small Business Specialist?
While I was not a Small Business Specialist during my Government career, I was the Technical Industrial Liaison Officer (TILO) for the US Special Operations Command (USSOCOM) for a couple of years...
Can I Win Enough Government Business to Justify my Investment?
When I first read this topic, I thought, “Wow! That’s a really hard question to answer! There are so many variables that affect a company’s ability to win a contract, let alone “enough” government...
Termination for Convenience
This story provides a good example of how arbitrary and capricious the Government can be. I was serving in Afghanistan as the Chief of Contracting on one of the major bases in Helmand Province. It...
Finding the Right Point of Contact – Part 2
When you are getting ready to sell your product or service to a government agency, finding the right person to talk to, and knowing what’s important to that individual and what is not, can be...
Finding the Right Point of Contact – Part 1
When you are getting ready to sell your product or service to a government agency, finding the right person to talk to, and knowing what’s important to that individual and what is not, can be...
The Battle against Counterfeit Materials
Over my 30 years of work for the DoD, the battle over counterfeit material has been constant and has real consequences for the military. The big defense contractors have to constantly maintain...
Requests for Equitable Adjustment
During the performance of Government contracts, a contractor may encounter many circumstances that lead them to submit a Request for Equitable Adjustment (REA). Examples include undisclosed site...
How can contracting officers find and keep the best companies to support them?
For contracting officers, nothing makes the job easier than having a great contractor on the team. That is the goal of every acquisition; but, of course, everyone has the battle story of the...
How to Write a Good Performance Work Statement
Why is a good Performance Work Statement (PWS) so important? Because a written contract is a legally binding agreement between two parties and a PWS provides the non-Government party with the...
Relationships matter…but how much?
Ahh, the 80/20 Rule. The 80/20 Rule, also known as the Pareto principle, states (and I’m paraphrasing) that 80% of our benefit in a given area comes from 20% of our effort. I find it amazing how...
Contractor Accountability and Transparency Act of 2017
On March 15, 2017, the Senate Homeland Security and Governmental Affairs Committee Proposed Bill S. 651 to require the posting online of certain government contracts. The purpose of the new bill is...
Where Are You Headed?
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...
GAO Says Evaluations Using CPARS for Past Performance must be Equal and Fair
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...
AGE DISCRIMINATION AND OUTDATED VIEWS OF OLDER WORKERS PERSIST
It’s been 50 years since the enactment of the Age Discrimination in Employment Act (ADEA). At a public meeting held 6/14/17 entitled “The ADEA @ 50 - More Relevant Than Ever,” several experts told...
Does Subcontractor Past Performance need to be Evaluated for FSS Procurements?
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,...