white papers

Soliciting Large Prime Contractors

7/2/2013

Every year in June Washington Technology publishes their list of the top 100 Federal Prime Contractors. For the last 19 years the top prime contractor has been Lockheed Martin ($17.4 billion in federal revenue).
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New Sheriff in Town at the GSA - Acting Chief, Soon to be Chief Dan Tangherlini

6/21/2013

After the GSA conference scandal Dan Tangherlini was appointed interim head of the organization in April of 2012. Dan’s previous post was the CFO of the Department of Treasury and was brought in as an outsider to be the “new sheriff in town”.
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DoD – Implication of No Breaches of Nunn-McCurdy Act

5/31/2013

In the Department of Defense Logistics the running joke is “In God We Trust, all others must bring data!” This is because of the large amounts of oversight that often accompany a DoD contract and the DoD wants to be able to account for every bolt purchased.
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DHS – A New Federal Procurement Model?

5/16/2013

The Department of Homeland Security (DHS) the ten year old agency is the only one of the major seven agencies to receive an “A” rating by the SBA for meeting its small business goals consecutively for the past three years. These seven major agencies account for 90% of all federal discretionary spending or $430 out of the $480 billion in federal spending.
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Beginner, Novice, Expert at Federal Contracting

5/16/2013

Obtaining your GSA Schedule is step one in having any type of meaningful business relationship with the federal government. This is your hunting license that gives you the ability and credibility and even more importantly the right to obtain certain contracts.
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How Much is Past Performance Worth?

5/15/2013

I would like to share with you a conversation I had with a high ranking officer in the US NAVY’s Logistics Department a few days ago. I asked him if he could quantify the value of past performance, how much does it truly add to the bottom line. The answer he gave me was in most instances “a lot!” He said first of all the Navy believes in absolute transparency, with that said people develop relationships and trust is very important to us. He shared with me the selection criteria for a $50 million dollar bid that was recently awarded.
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State Procurement and the “GSA Piggy Back”

5/14/2013

In 2009 the 1122 Program was expanded allowing the states to buy in addition to counter-drug activates, including equipment for homeland security and emergency response activities. The popularity for purchasing these items by all states has grown greatly over the past three years.
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FAR 51 Deviation

5/13/2013

From time to time I get a call where someone asks me what the big deal is about FAR 51 Deviation? My response is always the same, for those who know how to use it, it can be a real game changer. FAR 51 Deviation remains a relatively unknown feature of a GSA Schedule that provides some level of confusion.
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