Skyway’s Training Library

Skyway’s Time Zone™ framework guides students to understand the buying process, from the buyer’s point of view. These time zones apply to every acquisition, large and small, and every acquisition strategy (from sole source to competitive to IDIQ).

Acquisition Time Zones™

This course outlines a simple and effective framework of the Government’s acquisition process so that sellers understand what is happening with each of the 3 Decider groups throughout the acquisition process.

The GAS Gauge

This course provides a process to engage the government customer in each of the 3 Decider groups from their point of view, and during the Acquisition Time Zones they actually care about.

The GovCon Cube

This course provides a simple framework to understand the critical elements of an executable contract. Students learn who provides input for each elements (which Deciders) and when decision for each element is made (which Time Zone). By understanding this framework, sellers can more quickly identify capture and information gaps…and understand the implication of those gaps.

Execution Time Zones™

This course outlines the second half of the Time Zones…those AFTER contract award. From initial kick off through contract completion, this course describes the critical players and activities that ensure effective contract performance.

How to Take Advantage of Fall out Money

At the end of the Government’s fiscal year there are lots of opportunities for funds to be used differently then they have been planned previously in the year. When those funds become available for different things they are called Fall Out Money. This course helps you understand how Fall Out Money happens and how you can help it fall onto your contract.

Using the Bona Fide Need Rule to Your Advantage

Government funds are appropriated by congress for specific purposed and can only be used by Contracting Officer under specific rules. When we understand these rules we are more capable of capitalizing on opportunities within the rules. The Contracting Officer authority is limited by the Bona Fide Need Rule. Without an understanding of the Bona Fide Need Rule you risk the Contracting Officer being unable to award you a contract.

Learning Objectives

Get a baseline of government contracting from buyer’s point of view in order to 
Understand the Time Zones™ in order to  
Learn the roles of the 3 Deciders and what each cares about in order to