Skyway Blog
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.
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