Skyway Blog
Marketing to the Government
Misconception about Government Contracting –“The best way to present my company’s capabilities is by marketing directly to COs and/or signing them up for my mailing list.” Reference 2011 Office of...
Should I create a specific and unique Team Logo for my government proposal?
I’ve heard this conversation multiple times, but I still don’t have a standard answer that fits every situation, so I set out to put my thoughts on the subject on paper – or at least this short blog...
Government Market is Always Changing
Why do we expect the Government Market to be stable? The only constant is the law of change. The funding levels change, of course, but so do the buyers’ tools, processes and infrastructure....
Top 5 Reasons to Blog About Government Contracting
5. To pass along information to firms interested in contracting with the government. 4. To provide small tidbits of contracting knowledge in a compact form. 3. To pass on my knowledge to the next...
New Consolidated CPARS System
Effective 1 Jul 14, there’s a new CPARS system. The new system consolidates the Architect-Engineer Contract Administration Support System (ACASS) and Construction Contractor Appraisal Support System (CCASS) modules into the Contractor Performance Assessing Reporting System (CPARS).
Good News for EDWOSBs and WOSBs
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...
DOD Class Deviation on Contract Consolidation Requirements
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...
Why is 23% so hard to reach?
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...
Sales is NOT all about relationships: The Other 80/20 Rule
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...
Targeting Government RFP’s? Do Not Fish with a Net
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....
NAICS Code Appeal Turns Large Company into Small Business
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...
NAICS Codes for GSA Schedule Orders
A Contracting Officer (CO) should designate the NAICS code which best describes the principal purpose of the product or service being acquired. For GSA Schedule task orders, however, a CO’s choices...
To Fedbid or not to FedBid…
Several clients have asked us about whether they should use FedBid to sell their products to the government. Like many questions you ask a contracting officer, the answer is, “It depends.” FedBid...
Some Revised Thoughts on Commerciality
I was a brand new Contracting Officer (CO) when FAR Part 12, Acquisition of Commercial Items, was added. I was encouraged to purchase as many items/services as possible using “commercial” methods. ...
“Qualified Leads” is just as important in the Government Market
In sales, it's important to identify QUALIFIED leads. Of course. How about in the federal market? Is it just as important? Yes. Having a list of contracting officers, program managers, or even RFPs...
The Issue of Too Many NAICS Codes
The Federal government uses the North American Industry Classification System (NAICS) to classify businesses and collect, analyze, and publish statistical data related to the U.S. business economy. NAICS codes define companies of all types based on the activities in which they are primarily engaged. The Small Business Administration (SBA) uses the NAICS as a basis for its size standards, which determines whether a business is considered large or small for each applicable NAICS code.