Government Contracting Officer Podcast

By Kevin Jans, Paul Schauer, Contracting Officer, government Contracting, proposal management, proposal writing, targeting, contract administration, contract management, subcontracting

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Description

THE podcast for those who want to learn about the government market from the contracting officer's perspective. Kevin Jans and Paul Schauer, both former federal contracting officers, explain the rules, processes and the "why" behind government contracts. They know because they've done it.

Episode Date
303 - Why SBIRs? (with Geoff Orazem from Federal Foundry)
1875

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)

Today we welcome special guest Geoff Orazem (Eastern Foundry, Federal Foundry, Agency-Capital) and return to a semi-regular topic: SBIRs.  Listen and learn as Paul absorbs Geoff's unique take on why SBIRs are a great way for small businesses to enter GonCon, what processes are streamlined for SBIRs vs. other GovCon acquisition methods, and why SBIRs are a valuable source of venture capital.     
_________

If you enjoy this podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.

Whether you are brand new to GovCon, just got your first contract, or you are already a successful government contractor, the Skyway Community will guide you to the next level.

With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect resource for anyone who is serious about winning more contracts.

Give us a call at 877-884-5280 or check it out at skywaymember.com. 
___________

Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. 

Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.   

Aug 10, 2020
302 - The Fresh Air Test
1341

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)

Kevin and Paul discuss the common fear of exposing your work (or your ideas) to others before they are complete. Fear of critical feedback or just plain old criticism often stifles early collaboration that can provide context and improve products and results. 

Listen and learn how exposing your work to "fresh air" can help both Government and industry achieve better acquisition outcomes.    
_________

If you enjoy this podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.

Whether you are brand new to GovCon, just got your first contract, or you are already a successful government contractor, the Skyway Community will guide you to the next level.

With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect resource for anyone who is serious about winning more contracts.

Give us a call at 877-884-5280 or check it out at skywaymember.com. 
___________

Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. 

Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.   

Aug 03, 2020
301 - What is a Micro-Purchase?
1444

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)

We spend a lot of time on this podcast talking about the complexities inherent in giant source selections government by FAR Part 15 rules. Which means we talk about the few major acquisitions and maybe neglect the vast majority of Government purchases - those that are below the Simplified Acquisition Threshold (SAT) and even smaller, those that are below the Micro-purchase Threshold (MPT).  This is where the majority of transactions occur.  

Today Kevin and Paul talk micro-purchases. Listen and learn how the thresholds are set up to streamline small dollar buys, who makes these purchases, and how industry's interaction with the Government changes for micro-purchases.  

Also note, the thresholds are updated to keep up with inflation.  Effective 31 August 2020 the MPT is $10,000 and the SAT is $250,000.  This episode references the previous lower thresholds.    
_________

If you enjoy this podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.

Whether you are brand new to GovCon, just got your first contract, or you are already a successful government contractor, the Skyway Community will guide you to the next level.

With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect resource for anyone who is serious about winning more contracts.

Give us a call at 877-884-5280 or check it out at skywaymember.com. 
___________

Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. 

Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

Jul 27, 2020
300 - It's all about Context (and Communication)
1584

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)

Episode 300!  Today Kevin and Paul take a look back at what they've learned the podcast is really about.  From the first episodes to the days of COVID, the Contracting Officer Podcast has focused on ground level, "what can you do about it today" information for everyone who is working (or wants to work) in the GovCon world. 

If you're a regular listener, you've probably already guessed that the conversation centers on the power of open communication and sharing context to enable better acquisition, mission, and business outcomes.  

Thanks for listening and we hope you'll continue to join us for the next 300 episodes and beyond.  
_________

If you enjoy this podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.

Whether you are brand new to GovCon, just got your first contract, or you are already a successful government contractor, the Skyway Community will guide you to the next level.

With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect resource for anyone who is serious about winning more contracts.

Give us a call at 877-884-5280 or check it out at skywaymember.com. 
___________

Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. 

Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts. 

Jul 20, 2020
299 - The Proposal Kickoff Meeting (Step 3 of 4) with Vicki Strycharske
1702

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)

Kevin welcomes back Vicki Strycharske to discuss best practices for proposal writing - this time focusing on the Proposal Kickoff meeting.  Vicki is a regular guest, former contracting officer, professional proposal manager, and Skyway Acquisition Solutions team member.  

This is Step 3 of 4 in a series about the first 4 steps that industry should take when an RFP is released by the Government.  Episode 165 is an overview of the steps.  Episodes 176 and 196 cover the first two steps - reading the RFP and building a proposal schedule. 
_________

If you enjoy this podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.

Whether you are brand new to GovCon, just got your first contract, or you are already a successful government contractor, the Skyway Community will guide you to the next level.

With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect resource for anyone who is serious about winning more contracts.

Give us a call at 877-884-5280 or check it out at skywaymember.com. 
___________

Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. 

Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.   


 

Jul 13, 2020
298 - Incumbentitis - ENCORE
1551

Kevin and Paul describe the symptoms of a preventable disease that often infects the incumbent contractor during a recompete: the dreaded incumbentitis.  

Many recompetes are lost because the incumbent contractor becomes overconfident and fails to recognize changes that have occurred during the period of performance of their current contract.  Learn how to recognize the symptoms and how both government and industry can prevent incumbentitis from becoming a fatal infection.  
_________

If you enjoy our podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.

Whether you are brand new to GovCon, just got your first contract, or you are already a successful government contractor, the Skyway Community will guide you to the next level.

With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect place for anyone who is serious about winning more contracts.

Give us a call at 877-884-5280 or check us out at skywaymember.com. 
___________

Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. 

Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

Jul 06, 2020
297 - What is a Letter Contract?
1570

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)

Letter contracts are a special type of contract that allow the Government to authorize a contractor to start work immediately when there isn't time to negotiate every detail of the contract in time to meet the requirement.  

Kevin and Paul discuss the letter contract process and the pitfalls that both government and industry can avoid through open communication and planning.  
_________

If you enjoy our podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.

Whether you are brand new to GovCon, just got your first contract, or you are already a successful government contractor, the Skyway Community will guide you to the next level.

With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect place for anyone who is serious about winning more contracts.

Give us a call at 877-884-5280 or check us out at skywaymember.com. 
___________

Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. 

Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.   

Jun 29, 2020
296 - What is a Contracting Officer? (Redux)
1505

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)

Kevin and Paul describe the role and responsibilities of the Contracting Officer from a FAR perspective and a practical perspective.   Learn how Contracting Officers are appointed and why there can be different names for Contracting Officers depending on their role.  (yes...we've talked about this topic before, way back in Episode 7...this is a much needed update)
_________

If you enjoy our podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.

Whether you are brand new to GovCon, just got your first contract, or you are already a successful government contractor, the Skyway Community will guide you to the next level.

With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect place for anyone who is serious about winning more contracts.

Give us a call at 877-884-5280 or check us out at skywaymember.com. 
___________

Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. 

Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.   

Jun 22, 2020
Targeting Webinar June 19th @ 2:00 pm EST
51
Jun 15, 2020
295 - Buried Treasure
1461

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)

When you're looking for buried treasure, it's helpful to have a map.  

GovCon presents you with a map to contract award - if you choose to use it.  

Kevin and Paul discuss how the government's acquisition plan is the map, and the key to a successful acquisition.  Listen and learn how both government and industry can use that map to openly communicate what the treasure is and how to find it. 
_________

If you enjoy our podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.

Whether you are brand new to GovCon, just got your first contract, or you are already a successful government contractor, being a Skyway Community member will guide you to the next level.

With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect place for anyone who is serious about winning more contracts.

Give us a call at 877-884-5280 or check us out at skywaymember.com. 
___________

Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. 

Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.   

Jun 15, 2020
Targeting Webinar June 19th @ 2:00 pm EST
51
Jun 08, 2020
294 - What is a “Competent” Contractor?
1205

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)

Contracting Officers must determine that a company is responsible before awarding a contract.  How does a small company that has never done business with the Government convince the Contracting Officer that they are responsible?  

Paul welcomes special guest (and Skyway contracting officer) Shelley Hall to discuss  Certificates of Competency. (FAR 19.601)  Small businesses may not be able to meet the FAR requirements for responsibility, this doesn't mean they can't perform, just that they haven't yet developed the history and expected documentation.   A Certificate of Competency is sort of a "blessing" from the Small Business Administration that allows these small businesses to get contract awards.  

_________

If you enjoy our podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.

Whether you are brand new to GovCon, just got your first contract, or you are already a successful government contractor, being a Skyway Community member will guide you to the next level.

With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect place for anyone who is serious about winning more contracts.

Give us a call at 877-884-5280 or check us out at skywaymember.com. 
___________

Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. 

Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.   

Jun 08, 2020
293 - Past Performance Advantage (Part 4)
793

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)

In Part 1 of our past performance series (Episode 267) we covered the factors the government uses in evaluating past performance and what they mean in context. Part 2 gets deeper into how past performance is used in the source selection process and Part 3 talks application of past performance.  

But what happens if you don't have any past performance?  Is there any chance of winning a Government contract?  Of course there is!  In the GovCon world, having no history of past performance doesn't count against you.  Sounds confusing?  Listen and learn as Kevin and Paul discuss why both Government and industry can leverage this unique situation for the benefit of all.  

_________

If you enjoy our podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.

Whether you are brand new to GovCon, just got your first contract, or you are already a successful government contractor, being a Skyway Community member will guide you to the next level.

With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect place for anyone who is serious about winning more contracts.

Give us a call at 877-884-5280 or check us out at skywaymember.com. 
___________

Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. 

Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.  

Jun 01, 2020
292 - ENCORE - No Change Please
1550

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)

Why can’t the Government just stick with their current services contractors or system developers?  Why do they always want to change?  Kevin and Paul discuss the differences between the business-to-business (B2B) market and the business-to-government (B2G) market.  Learn why the Government can’t always just continue to buy from the same source, even if they’re completely happy with current performance.   

This is a holiday encore presentation of an earlier episode.    

__________

If you enjoy our podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.

Whether you are brand new to GovCon, just got your first contract, or you are already a successful government contractor, being a Skyway Community member will guide you to the next level.

With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect place for anyone who is serious about winning more contracts.

Give us a call at 877-884-5280 or check us out at skywaymember.com. 
___________

Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. 

May 25, 2020
291 - What is the Defense Production Act? What is a rated order?
1388

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)

The Defense Production Act (DPA) is in the news due to COVID-19.  You might also hear about rated contracts or rated orders.  Listen and learn as Kevin and Paul explain how the DPA and DPAS compel companies to produce and deliver the Government's requirements before producing or delivering on any other commitments.
 
_________

If you enjoy our podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.

Whether you are brand new to GovCon, just got your first contract, or you are already a successful government contractor, being a Skyway Community member will guide you to the next level.

With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect place for anyone who is serious about winning more contracts.

Give us a call at 877-884-5280 or check us out at skywaymember.com. 
___________

Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. 

Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.   

May 18, 2020
290 - Is This Classified?
1507

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)

The term "classified contract" is often misconstrued. Both Government and Industry need to understand the exact nature of any classified information prior to contract award and throughout contract execution.  

Listen and learn the differences in terminology, how they impact an acquisition (or active contract) and why the world of classified contracts can be confusing for all involved.   

_________

If you enjoy our podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.

Whether you are brand new to GovCon, just got your first contract, or you are already a successful government contractor, being a Skyway Community member will guide you to the next level.

With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect place for anyone who is serious about winning more contracts.

Give us a call at 877-884-5280 or check us out at skywaymember.com. 
___________

Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. 

Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.   

May 10, 2020
289 - GovCon Targeting (with Cameron and Amy from The Arbinger Institute)
1388

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)

We've discussed the importance of targeting many times on the podcast.  For a fresh take on what successful targeting looks like in practice, we invited Cameron Cozzens and Amy Sadeghzadeh from The Arbinger Institute (www.arbingerinstitute.com) to the podcast to share their experiences.  

Listen and learn as Kevin, Cameron, and Amy walk through real life examples of how a focus on targeting leads to better acquisition outcomes for both Government and Industry.

_________

If you enjoy our podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.

Whether you are brand new to GovCon, just got your first contract, or you are already a successful government contractor, being a Skyway Community member will guide you to the next level.

With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect place for anyone who is serious about winning more contracts.

Give us a call at 877-884-5280 or check us out at skywaymember.com. 
___________

Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. 

Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts. 

May 04, 2020
288 - The Protest Window
1235

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)

There is no such thing as a late protest.  As you might expect, the rules around when a protest is allowed can be quite confusing.  

Kevin and Paul discuss the factors that impact whether a protest is timely and must be considered by the Government or not timely, and ignored.  
_________

If you enjoy our podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.

Whether you are brand new to GovCon, just got your first contract, or you are already a successful government contractor, being a Skyway Community member will guide you to the next level.

With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect place for anyone who is serious about winning more contracts.

Give us a call at 877-884-5280 or check us out at skywaymember.com. 
___________

Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. 

Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.   

Apr 27, 2020
287 - The Past Performance Advantage (Part 3)
1769

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)

In Part 1 of our past performance series (Episode 267) we covered the factors the government uses in evaluating past performance and what they mean in context. Part 2 gets deeper into how past performance is used in the source selection process.

Listen and learn as Kevin and Paul explore how the concepts discussed in Parts 1 and 2 are applied to your current acquisition. 

Past performance always matters, regardless of acquisition strategy. (well, almost always matters anyway) Learn how both Government and industry can tap the power of past performance for better acquisition outcomes - otherwise known as "making Government contracts better, one contract at a time!".

_________

If you enjoy our podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.

Whether you are brand new to GovCon, just got your first contract, or you are already a successful government contractor, being a Skyway Community member will guide you to the next level.

With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect place for anyone who is serious about winning more contracts.

Give us a call at 877-884-5280 or check us out at skywaymember.com. 
___________

Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. 

Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

Apr 20, 2020
This Thursday - Kevin hosts GovCon Fundamentals Course
84
Apr 13, 2020
286 - ENCORE - Are Sole Source Contracts Easier?
1742

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)

Are Sole Source Awards Easier?  

In this encore presentation of a very early episode, Kevin and Paul debate a question from a Contracting Officer who took issue with a comment from a previous episode regarding sole source contracts and provided not only a great idea but encouragement to expand on the topic.  

Gain context around the decisions that need to be made before a sole source award is considered and learn the pros and cons of sole source awards, both before and after award.  

_________

If you enjoy our podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.

Whether you are brand new to GovCon, just got your first contract, or you are already a successful government contractor, being a Skyway Community member will guide you to the next level.

With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect place for anyone who is serious about winning more contracts.

Give us a call at 877-884-5280 or check us out at skywaymember.com. 
___________

Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. 

Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

Apr 13, 2020
GovCon Fundamentals Course Starts April 16
84

Kevin Jans leads this unique course designed for those who want to raise their understanding of GovCon from those who know it from both sides. Learn more at http://skywayacq.com/gcf

Apr 07, 2020
285 - CARES Documentation
1317

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)

Document, document, document.  Kevin and Paul discuss the CARES Act.  Well, not the law itself, more the ambiguities within just one section.  Learn why you must document, document, document everything related to COVID-19 impacts and mitigations in order to increase your company's chances of receiving the benefits that the act intends.    

_________

If you enjoy our podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.

Whether you are brand new to GovCon, just got your first contract, or you are already a successful government contractor, being a Skyway Community member will guide you to the next level.

With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect place for anyone who is serious about winning more contracts.

Give us a call at 877-884-5280 or check us out at skywaymember.com. 
___________

Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. 

Admittedly, the podcast's name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.   

Apr 05, 2020
GovCon Fundamentals Course Starts April 16
84
Apr 01, 2020
284 - Remote Contracting
1909

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)

In this update to Episode 239 Kevin and Paul talk working from home, or remote, or anywhere not in your regular office building.  Most of us are working from home for the time being.  Surprisingly, the FAR has little to say about that.  Don't worry though...rules and regulations are surely on the way.  Listen and learn why some challenges exist, why we're in a good position to conquer them, and how to turn the situation into something beneficial for the future.  
_________

If you enjoy our podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.

Whether you are brand new to GovCon, just got your first contract, or you are already a successful government contractor, being a Skyway Community member will guide you to the next level.

With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect place for anyone who is serious about winning more contracts.

Give us a call at 877-884-5280 or check us out at skywaymember.com. 
___________

Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. 

Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.   

Mar 30, 2020
COVID-19 Open Forum discussion with our contracting officers
83

We host Open Forums for our Skyway Community members to cover a variety of topics. The current focus is on navigating contracts in context of COVID-19.

Mar 23, 2020
283 - Emergency Acquisitions - FAR Part 18 and COVID-19
1404

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)

Kevin and Paul discuss FAR Part 18, Emergency Acquisitions.  Learn how the flexibilities within the FAR (not just in Part 18) enable rapid acquisitions to support crises like current coronavirus (COVID-19) pandemic.  Both Government and Industry professionals can streamline the acquisition (and therefore, the crisis recovery process) through a better understanding of how the FAR supports, not hinders, acquisition in time of crisis.    

_________

If you enjoy our podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.

Whether you are brand new to GovCon, just got your first contract, or you are already a successful government contractor, being a Skyway Community member will guide you to the next level.

With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect place for anyone who is serious about winning more contracts.

Give us a call at 877-884-5280 or check us out at skywaymember.com. 
___________

Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. 

Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.   

Mar 23, 2020
282 - Coronavirus and Contracts
1377

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)

Kevin and Paul provide guidance on how the FAR handles situations like the current coronavirus (COVID-19) pandemic.  Learn how your contract may be impacted, why the FAR's contract termination clauses come into play, and what other options are preferable where possible.  As always, open communication between Government and Industry is the most important factor in limiting negative outcomes for all.  

_________

If you enjoy our podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.

Whether you are brand new to GovCon, just got your first contract, or you are already a successful government contractor, being a Skyway Community member will guide you to the next level.

With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect place for anyone who is serious about winning more contracts.

Give us a call at 877-884-5280 or check us out at skywaymember.com. 
___________

Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. 

Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts. 

Mar 15, 2020
281 - 8(a) Graduation
1268

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)

The 8(a) Business Development Program is a Federal government program designed to give a lift to small businesses owned and controlled by socially and economically disadvantaged individuals.

Paul welcomes special guest Shelley Hall (retired Contracting Officer and Skyway team member) to discuss the phases of the 8(a) program and, most importantly, graduation from the program.  

Listen and learn why 8(a) certified companies must understand the changes through each phase and be prepared to thrive after graduation.
_________

If you enjoy our podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.

Whether you are brand new to GovCon, just got your first contract, or you are already a successful government contractor, being a Skyway Community member will guide you to the next level.

Personal memberships start at just $20/month. 

Give us a call at 877-884-5280 or check us out at skywaymember.com. 
___________

Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. 

Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts. 

Mar 09, 2020
280 - Small Business Rules Update
1220

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)

The Small Business Administration issued a final rule that includes significant changes that impact small businesses overall and also large businesses who are required to commit to small business subcontracting goals.  

Listen and learn as Kevin and Paul discuss a subset of changes and why both Government and industry can benefit.  

_________

If you enjoy our podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.

Whether you are brand new to GovCon, just got your first contract, or you are already a successful government contractor, being a Skyway Community member will guide you to the next level.

Personal memberships start at just $20/month. 

Give us a call at 877-884-5280 or check us out at skywaymember.com. 
___________

Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. 

Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

Mar 02, 2020
279 - What is Availability of Funds?
1210

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)

Kevin and Paul discuss another one of those "only in GovCon" situations - you have a contract in hand, but you're not allowed to work because there isn't any money allocated to it.

Listen and learn how FAR Part 32 and a couple clauses - FAR 52.232-18, "Availability of Funds" and FAR 52.232-19, "Availability of Funds for the Next Fiscal Year" - give the Contracting Officer the flexibility to award a contract that crosses fiscal years with one-year money.  (If all that sounds super confusing, give it a listen.  We break it all down for you)

_________

If you enjoy our podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.

Whether you are brand new to GovCon, just got your first contract, or you are already a successful government contractor, being a Skyway Community member will guide you to the next level.

With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect place for anyone who is serious about winning more contracts.

Give us a call at 877-884-5280 or check us out at skywaymember.com. 
___________

Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. 

Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

Feb 23, 2020
278 - The Past Performance Advantage (Part 2)
1359


If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)

In Part 1 of our past performance series (Episode 267) we covered the factors the government uses in evaluating past performance and what they mean in context. 

This week Kevin and Paul review why a Government solicitation must explain how past performance will be evaluated as well as how the evaluation process works.  

Learn why clear definition of what is important and what is relevant helps the Government reduce their workload and helps industry target the competitions they are most likely to win. 

Past performance always matters, regardless of acquisition strategy. (well, almost always matters anyway) Learn how both Government and industry can tap the power of past performance for better acquisition outcomes - otherwise known as "making Government contracts better, one contract at a time!".

_________

If you enjoy our podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.

Whether you are brand new to GovCon, just got your first contract, or you are already a successful government contractor, being a Skyway Community member will guide you to the next level.

With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect place for anyone who is serious about winning more contracts.

Give us a call at 877-884-5280 or check us out at skywaymember.com. 
___________

Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. 

Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.   

Feb 17, 2020
277 - Evaluation Criteria (with Charles Hargett)
1759

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)

The Government's choice of evaluation criteria are the critical element in any source selection.  The evaluation criteria define how the Government selects a winner...and how industry writes a proposal to win.  If the criteria are well written and well understood, we all win.  The Government gets the best contractor to successfully deliver on the contract requirements and industry not only understands which solicitations they are most likely to win, but also how to win. 

We welcome special guest Charles Hargett (former contracting officer and also a Skyway team member) to the podcast to talk through this important topic with Kevin.   

_________

If you enjoy our podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.

Whether you are brand new to GovCon, just got your first contract, or you are already a successful government contractor, being a Skyway Community member will guide you to the next level.

With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect place for anyone who is serious about winning more contracts.

Give us a call at 877-884-5280 or check us out at skywaymember.com. 
___________

Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. 

Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts. 

Feb 09, 2020
276 - I Don't Want Perfect Competition
1669

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)

Kevin and Paul discuss the concept of perfect competition - where the competition has commoditized the product or service so that price is all that is left to compare. 

Learn how this situation can stifle innovation and result in fewer opportunities for new entrants or alternative approaches - and how focusing on differentiators can lead you to a better solution.   
_________

If you enjoy our podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.

Whether you are brand new to GovCon, just got your first contract, or you are already a successful government contractor, being a Skyway Community member will guide you to the next level.

With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect place for anyone who is serious about winning more contracts.

Give us a call at 877-884-5280 or check us out at skywaymember.com. 
___________

Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. 

Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts. 

Feb 02, 2020
275 - Best Combination of Proposals
1538

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)

Sometimes it is difficult for the Government acquisition machine to operate as efficiently as the commercial world's.  (Understatement of the year...it is difficult almost all the time)

Kevin and Paul discuss an acquisition that started well, with the Air Force creating an acquisition strategy that would allow them to select the best combination of proposals that satisfied all their requirements - and ended with a GAO protest decision to deny the Air Force "leeway" to conduct tradeoffs on paired proposals.  

We applaud both the Air Force, for putting together a plan to get the best possible result for the mission, and the protester, for raising their hand in a timely manner when the RFP didn't clearly explain how an offeror could present a winning offer.  It's unfortunate that this had to end up with a GAO protest.  We hope this story will help both Government and industry become more sensitive to the need for open communication to resolve conflicts early without having to resort to the GAO.  
_________

If you enjoy our podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.

Whether you are brand new to GovCon, just got your first contract, or you are already a successful government contractor, being a Skyway Community member will guide you to the next level.

With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect place for anyone who is serious about winning more contracts.

Give us a call at 877-884-5280 or check us out at skywaymember.com. 
___________

Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. 

Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.  

Jan 27, 2020
274 - Personal vs Positional Power with Michael Derrios
2089

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)

This week we welcome special guest Michael Derrios, currently the Senior Procurement Executive and Head of Contracting Activity for the United States Coast Guard.  Mr. Derrios shares his insight on the challenges that Contracting Officers face due to their unique power to obligate the Government, as well as the scrutiny that power brings from both internal and external entities.

Listen and learn as Paul and Michael discuss the differences between personal and positional power and share their perspectives on the skills and qualities that are required to succeed as a Contracting Officer.  

For more on this topic, check out his blog here: https://www.michaelderrios.com/post/the-power-of-the-pen.  
_________

If you enjoy our podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.

Whether you are brand new to GovCon, just got your first contract, or you are already a successful government contractor, being a Skyway Community member will guide you to the next level.

With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect place for anyone who is serious about winning more contracts.

Give us a call at 877-884-5280 or check us out at skywaymember.com. 
___________

Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. 

Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts. 

Jan 20, 2020
273 - What is a SBIR?
1254

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)

Kevin and Paul discuss the SBIR program, a great way for small businesses to enter the government market or to grow their capabilities.  It's also an exciting way for the Government to streamline the acquisition process for innovative concepts.  The Air Force has used "Pitch Days" to award SBIR contracts on the spot with their credit cards.  

_________

If you enjoy our podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.

Whether you are brand new to GovCon, just got your first contract, or you are already a successful government contractor, being a Skyway Community member will guide you to the next level.

With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect place for anyone who is serious about winning more contracts.

Give us a call at 877-884-5280 or check us out at skywaymember.com. 
___________

Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. 

Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.   

Jan 13, 2020
272 - Flossing Your Contracts
1698

Contract administration is like flossing your teeth.  Best to do it on a regular basis.  If you skip it for a while you may not notice any pain right away, but you can bet that there will be pain later.  A little time and money spent now prevents major expenditures down the road.  

Kevin and Paul discuss the kinds of pain you can largely avoid through regular "contract hygiene".  
_________

If you enjoy our podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.

Whether you are brand new to GovCon, just got your first contract, or you are already a successful government contractor, being a Skyway Community member will guide you to the next level.

With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect place for anyone who is serious about winning more contracts.

Give us a call at 877-884-5280 or check us out at skywaymember.com. 
___________

Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. 

Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

Jan 06, 2020
271 - ENCORE - What is a COTR? What is a COR?
1289

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)

What does a COTR do?  What can a COR direct a contractor to do? What is outside the scope of their authority?  In this special holiday encore episode you’ll learn the answers to these questions and more as Kevin and Paul discuss the role of Contracting Officer Technical Representatives (sometimes known as Contracting Officer Representatives).  Gain new knowledge or refresh your understanding of why the Government appoints COTRs and CORs and why it is important for both Government and Industry to understand their responsibilities, authority, and limitations. 
 
———— 

If you enjoy our podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.

Whether you are brand new to GovCon, just got your first contract, or you are already a successful government contractor, being a Skyway Community member will guide you to the next level.

With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect place for anyone who is serious about winning more contracts.

Give us a call at 877-884-5280 or check us out at skywaymember.com. 
___________

Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. 

Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

Dec 29, 2019
270 - ENCORE - What is a Contracting Officer?
1292

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)

In this holiday encore presentation of a foundational episode,  Kevin and Paul explain  the  role of a Contracting Officer along with some detail on how they are appointed.  You'll also learn about the different types of contracting officers. (with some personal experience mixed in, of course) 

This episode was originally released as episode #9, way back when the Contracting Officer Podcast was brand new and we were brand new podcasters.  We hope you enjoy this holiday season and also enjoy hearing how far the podcast has come over the last 5 years thanks to your feedback.  We never get tired of hearing from you.  Send a note to hosts@contractingofficerpodcast.com with your comments, questions, or concerns.  Thanks!
_________

If you enjoy our podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.

Whether you are brand new to GovCon, just got your first contract, or you are already a successful government contractor, being a Skyway Community member will guide you to the next level.

With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect place for anyone who is serious about winning more contracts.

Give us a call at 877-884-5280 or check us out at skywaymember.com. 
___________

Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. 

Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

Dec 23, 2019
269 - Ignorance is Bliss
1403

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)

It's a common human tendency. When things are going well, we become complacent to the reality of why they are going well and what risks could materialize if things stop going well. 

Kevin and Paul discuss this tendency in the context of Government acquisition. What happens if the Government relies on the same acquisition strategy over and over "because it works"?  Why should contractors focus on more than relationships to continue winning at an agency?  Listen and learn the answers to these questions and more.

Ignorance is Bliss

_________

If you enjoy our podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.

Whether you are brand new to GovCon, just got your first contract, or you are already a successful government contractor, being a Skyway Community member will guide you to the next level.

With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect place for anyone who is serious about winning more contracts.

Give us a call at 877-884-5280 or check us out at skywaymember.com. 
___________

Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. 

Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

Dec 15, 2019
268 - HUBZone set-asides
1254

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)

What is the advantage of being in a HUBZone? (Historically Underutilized Business Zone) Kevin and Paul gave an overview of the HUBZone program in Episode 178.  Today they dive deeper into this special niche for small businesses.  

Listen and learn how FAR 19.1305 gives contracting officers the ability to set certain acquisitions aside exclusively for qualified HUBZone small businesses and in some circumstances even award on a sole source basis. You'll also gain insight into why just being a HUBZone small business concern isn't enough to gain the Government's interest.  

_________

If you enjoy our podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.

Whether you are brand new to GovCon, just got your first contract, or you are already a successful government contractor, being a Skyway Community member will guide you to the next level.

With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect place for anyone who is serious about winning more contracts.

Give us a call at 877-884-5280 or check us out at skywaymember.com. 
___________

Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. 

Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts. 



Dec 08, 2019
Acquisition Time Zones Webinar Ad - Dec 2019
45

Join us Friday, December 13th at 1:00pm EST for our Acquisition Time Zones webinar! Register at skywaymember.com See you there! 



Dec 06, 2019
267 - The Past Performance Advantage (Part 1)
1603

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)

Use past performance to your advantage? When you read that, did you think of how Government contractors can use past performance?  Or how Government Contracting Officers and acquisition teams can use past performance?  Maybe because it is a required source selection evaluation factor, past performance is often given the least importance and doesn't really impact many award decisions.  

Kevin and Paul discuss why past performance almost always matters, regardless of acquisition strategy.  Learn how both Government and industry can tap the power of past performance for better acquisition outcomes.  (otherwise known as "making Government contracts better, one contract at a time!")

_________

If you enjoy our podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.

Whether you are brand new to GovCon, just got your first contract, or you are already a successful government contractor, being a Skyway Community member will guide you to the next level.

With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect place for anyone who is serious about winning more contracts.

Give us a call at 877-884-5280 or check us out at skywaymember.com. 
___________

Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. 

Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts



Dec 02, 2019
Acquisition Time Zones Webinar Ad
45

We are hosting a webinar Friday, December 13th at 1:00pm EST. 
Go to skywaywebinar.com to register.  



Nov 29, 2019
266 - ENCORE - Cut the Blah Blah
1457

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)  

This is a special holiday encore presentation of a previously released podcast.  

Kevin and Paul discuss the power of succinct writing set up by a quote from Mark Twain, “If I had more time, I would have written a shorter letter”.  Government Requests for Proposals and the proposals submitted in response are well known for “dense” content.  Learn tips on how to purge your writing of unnecessary content that obscures the intended message and how this can help both Government and Industry save time and money.  

…yes…we know…Twain wasn’t the first.  The earliest recorded use of the concept "If I Had More Time, I Would Have Written a Shorter Letter" comes from French mathematician and philosopher Blaise Pascal's work "Lettres Provinciales" in 1657.  It has been attributed to many others since.  
__________

If you enjoy our podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.

Whether you are brand new to GovCon, just got your first contract, or you are already a successful government contractor, being a Skyway Community member will guide you to the next level.

With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect place for anyone who is serious about winning more contracts.

Give us a call at 877-884-5280 or check us out at skywaymember.com. 
___________

Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. 

Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.



Nov 24, 2019
Acquisition Time Zones Webinar Ad
45

 We are hosting a free webinar this Friday, December 13th at 1:00 EST. 
Go to skywaywebinar.com to register. 



Nov 22, 2019
265 - What is a second-tier sub?
1451

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)

Subcontracting in the Government world can be a complicated process. We've talked about small business goals and set-asides among many other subcontracting topics. Today we tackle second-tier subcontractors.

What is a second-tier sub? How can they be viewed differently on services contracts vs. product or solution contracts? Why would the Government limit second-tier subs? Why would industry use a second-tier sub?

Listen and learn the answers to these questions and more.

_________

If you enjoy our podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.

Whether you are brand new to GovCon, just got your first contract, or you are already a successful government contractor, being a Skyway Community member will guide you to the next level.

With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect place for anyone who is serious about winning more contracts.

Give us a call at 877-884-5280 or check us out at skywaymember.com. 
___________

Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission: Make government contracts better, one contract at a time.

Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.



Nov 17, 2019
264 - Winning Your First Contract w/Mike LeJeune
1745

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)

Today we welcome Mike LeJeune from RSM Federal and host of the Game Changers for Government Contractors podcast.  Mike and Paul discuss sales strategies for winning your first government contract as well as common mistakes that contractors make while attempting to win a government contract award.      

_________

If you enjoy this podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.

Whether you are brand new to GovCon, just got your first contract, or you are already a successful government contractor, being a Skyway Community member will guide you to the next level.

With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect place for anyone who is serious about winning more contracts.

Give us a call at 877-884-5280 or check us out at skywaymember.com. 
___________

Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. 

Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.



Nov 10, 2019
263 - beta.sam.gov
1447

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)

GovCon isn't static.  Many of the common themes of the podcast, like context and communication, never change.  But sometimes the specifics of how you get the job done change, and in this case it is long overdue.  

The federal government is transitioning and consolidating legacy GovCon websites to the new SAM.gov by the end of Q4 in FY2020.  The incremental transition began with the standup of beta.SAM.gov in 2017.  Although a few sites have already migrated to beta.SAM.gov, many in the GovCon world have not been impacted yet.  

On November 8th, 2019 that will change.  FBO.gov is migrating to beta.SAM.gov.  FBO.gov (AKA FedBizOpps) is the Governmentwide point of entry (GPE), the single point where Government business opportunities greater than $25k can be accessed by the public. This change will impact nearly everyone in the Government acquisition world.     

_________

If you enjoy this podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.

Whether you are brand new to GovCon, just got your first contract, or you are already a successful government contractor, being a Skyway Community member will guide you to the next level.

With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect place for anyone who is serious about winning more contracts.

Give us a call at 877-884-5280 or check us out at skywaymember.com. 
___________

Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. 

Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.



Nov 04, 2019
262 - Stages of Money
1041

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)

We talked about colors of money way back in Episode 19, including the limitations that are attached to each color regarding purpose and availability.  Today Kevin and Paul take a different route and discuss the stages that Government money travels through regardless of color.  

Listen and learn the nuances of terms like committed, obligated, expired, and cancelled...and how they impact the acquisition and contract execution process.  

_________

If you enjoy this podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.

Whether you are brand new to GovCon, just got your first contract, or you are already a successful government contractor, being a Skyway Community member will guide you to the next level.

With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect place for anyone who is serious about winning more contracts.

Give us a call at 877-884-5280 or check us out at skywaymember.com. 
___________

Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. 

Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts



Oct 27, 2019
Webinar Update
60

We are hosting a free webinar this Thursday at 1:00 EST. Go to skywaywebinar.com to register.



Oct 21, 2019
261 - Select to Negotiate
1630

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)

Can the Government negotiate with an individual offeror after the selection process has begun but before awarding a contract?  You may be surprised to learn that the answer is yes!

Kevin and Paul discuss a source selection technique called "select to negotiate".  This process is allowable during task order competitions on multiple award IDIQs.  

Learn why contractors fear this source selection strategy and how Government acquisition offices can use it to create a positive outcome for all. 
_________

If you enjoy our podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.

Whether you are brand new to GovCon, just got your first contract, or you are already a successful government contractor, being a Skyway Community member will guide you to the next level.

With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect place for anyone who is serious about winning more contracts.

Give us a call at 877-884-5280 or check us out at skywaymember.com. 
___________

Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. 

Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts. 



Oct 21, 2019
260 - Why is there still a Contracting Officer Podcast?
1018

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)

The line above has been part of almost every podcast intro for the last 5 years.  We know the name has confused a lot of people.  In addition, we sometimes talk about Skyway Acquisition, which further confuses things.

For today's episode Kevin and Paul attempt to clarify why they started the podcast and why they still release an episode every week.  You'll also learn about the connection to the Skyway Community, how a podcast pays its bills, and where we're heading in the future.  
_________

If you enjoy our podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.

Whether you are brand new to GovCon, just got your first contract, or you are already a successful government contractor, being a Skyway Community member will guide you to the next level.

With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect place for anyone who is serious about winning more contracts.

Give us a call at 877-884-5280 or check us out at skywaymember.com. 
___________

Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. 

Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.



Oct 13, 2019
259 - It’s Not What You Know, It’s How You Apply It
1244

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)

Past performance is always an important factor in Government award decisions, but just having past performance isn't enough.

Kevin and Paul dive into past performance once again, this time to clarify that the real value of past performance is how you apply it to the job at hand.  
_________

If you enjoy our podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.

Whether you are brand new to GovCon, just got your first contract, or you are a successful government contractor, being a Skyway Community member will guide you to the next level.

With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect place for anyone who is serious about winning more contracts.

Give us a call at 877-884-5280 or check us out at skywaymember.com. 
___________

Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. 

Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts. 



Oct 07, 2019
258 - Is Bigger Better?
1598

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)

Kevin and Paul discuss the impact of scale on government contracts.  Learn how contract size and scope can impact small and large businesses as well as government acquisition and program offices.   
_________

If you enjoy our podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.

Whether you are brand new to GovCon, just got your first contract, or you are a successful government contractor, being a Skyway Community member will guide you to the next level.

With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect place for anyone who is serious about winning more contracts.

Give us a call at 877-884-5280 or check us out at skywaymember.com. 
___________

Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. 

Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts. 



Sep 29, 2019
257 - No Ghosting
1404

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)

Kevin and Paul expand on a blog written by Michael Derrios (Head of Contracting/Senior Procurement Executive at U.S. Coast Guard) about ghosting - the practice of withdrawing from communication without explanation.  The power of open communication is a regular topic on this podcast.  This week focuses on the value created when the government releases a Request for Information (RFI) and provides specific feedback on industry responses.    
 
__________

If you enjoy our podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.

Whether you are brand new to GovCon, just got your first contract, or you are a successful government contractor, being a Skyway Community member will guide you to the next level.

With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect place for anyone who is serious about being a government contractor.

Give us a call at 877-884-5280 or check us out at skywaymember.com. 
___________

Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. 

Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts. 

Sep 22, 2019
256 - Federal budget at ground level (with Larry Leffler)
1786

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)

Paul welcomes special guest Larry Leffler of Leffler Consulting (https://www.lefflerconsulting.com) to discuss the federal budget process.  Listen and learn:

When does the budgeting process start? 
Who is involved in the budgeting process? 
How does a program budget request feed the system to result in funds being appropriated and authorized?
How do agencies/offices/programs prioritize the budget that is allowed to them?
What happens if a program doesn't start on time?
What happens if their is a program overrun?  (or underrun?)
How does the way a budget request is structured and worded impact the program's flexibility in spending these dollars?

    
 
__________

If you enjoy our podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.

Whether you are brand new to GovCon, just got your first contract, or you are a successful government contractor, being a Skyway Community member will guide you to the next level.

With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect place for anyone who is serious about being a government contractor.

Give us a call at 877-884-5280 or check us out at skywaymember.com. 
___________

Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. 

Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts

Sep 15, 2019
255 - Can a Contractor Evaluate My Proposal?
1090

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)

Can a contractor evaluate your proposal? Tricky question. Kevin and Paul explain how this common practice can lead to organizational conflict of interest issues, what happens if OCI isn't addressed, and why the government needs contractors to participate in the evaluation process.    
 
__________

If you enjoy our podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.

Whether you are brand new to GovCon, just got your first contract, or you are a successful government contractor, being a Skyway Community member will guide you to the next level.

With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect place for anyone who is serious about being a government contractor.

Give us a call at 877-884-5280 or check us out at skywaymember.com. 
___________

Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. 

Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

Sep 08, 2019
254 - What is an ACRN? (Encore)
1565

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)

What is an ACRN? Yes, another confusing Government acquisition term.  ACRN is an acronym for Accounting Classification Reference Number.  

Kevin and Paul explain how ACRNs are used and why both Government and Industry need to pay attention to ACRNs in order to keep the contracting (and billing) process moving along efficiently.    
 
__________

If you enjoy our podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.

Whether you are brand new to GovCon, just got your first contract, or you are a successful government contractor, being a Skyway Community member will guide you to the next level.

With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect place for anyone who is serious about being a government contractor.

Give us a call at 877-884-5280 or check us out at skywaymember.com. 
___________

Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. 

Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.  

Sep 02, 2019
253 - Storm Surge
1052

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)

Kevin and Paul torture yet another metaphor, this time using storm surge to discuss the wave upon wave of contracting activities that tend to stack up at the end of the government fiscal year.  

Learn why the surge can happen and strategies for both industry and government professionals to deal with it.    

__________

If you enjoy our podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a business with government contracts. We speak GovCon.

Whether you’re brand new to GovCon, just got your first contract, or you are already a successful government contractor becoming a Skyway Community member will guide you to the next level.

With our extensive course library, monthly training, exclusive member discounts, access to tools and supportive and active peers to help you along the way, the Skyway Community is the perfect place for anyone looking to thrive as a government contractor.

Give us a call at 877-884-5280 or check us out at skywaymember.com

___________


Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

Aug 25, 2019
252 - The Three Rs of Knowledge-Based Services Acquisition with Dan Finkenstadt
2375

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)

Paul welcomes USAF Major Dan Finkenstadt to the podcast to discuss knowledge-based services. (KBS) Dan has had a long career in the acquisition world and is currently at UNC Chapel Hill working on his PhD.  His research is focused on measuring perceptions of quality and value in knowledge-based services in an effort to improve how the government buys and monitors those services.  

Learn about the challenges involved in acquiring KBS and how focusing on the three Rs (Recruiting, Retention, and Replacement) is a promising way to improve acquisition and execution outcomes.   

__________

If you enjoy our podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a business with government contracts. We speak GovCon.

Whether you’re brand new to GovCon, just got your first contract, or you are already a successful government contractor becoming a Skyway Community member will guide you to the next level.

With our extensive course library, monthly training, exclusive member discounts, access to tools and supportive and active peers to help you along the way, the Skyway Community is the perfect place for anyone looking to thrive as a government contractor.

Give us a call at 877-884-5280 or check us out at skywaymember.com. 

___________

Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

Aug 18, 2019
251- How Do I Find The Decision Maker?
1052

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)

The question was "How do I get to the decision maker?".  Before we can answer that one we have to ask (and answer) a few other questions.

Kevin and Paul discuss the questions that have to be covered before "getting to the decision maker": what decisions have to be made? when are they made? who can influence the decision?    

Learn how to shape decisions in your favor and why open communication about decision making can ease the acquisition process.  

Stay tuned: we're going to be changing the name of the podcast in the near future to better link the podcast topics to the members only content in the Skyway community.  The style, tone, and content will be the same.  We'll just have a fancy new name.   

__________

If you enjoy our podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a business with government contracts. We speak GovCon.

Whether you’re brand new to GovCon, just got your first contract, or you are already a successful government contractor becoming a Skyway Community member will guide you to the next level.

With our extensive course library, monthly training, exclusive member discounts, access to tools and supportive and active peers to help you along the way, the Skyway Community is the perfect place for anyone looking to thrive as a government contractor.

Check it out at skywaymember.com. 

___________

Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

Aug 11, 2019
250 - FAR Part 12 - Time & Materials
1173

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)

Back in the "good old days" of acquisition reform, 20 plus years ago, FAR Part 12 was born with the intent of making it easier to buy commercial products.  Kevin and Paul discuss a helpful addition to FAR Part 12 that now allows the use of the Time and Materials contract type.  

Stay tuned: we're going to be changing the name of the podcast in the near future to better link the podcast topics to the members only content in the Skyway community.  The style, tone, and content will be the same.  We'll just have a fancy new name.  

__________

If you’ve enjoyed today’s episode the Contracting Officer Podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running your government contracting business. So whether you are just getting your first subcontract, or you are a successful government contractor, being a Skyway Community member will help you get to the next level.

With our extensive course library, weekly and monthly training, exclusive member only discounts, access and tools, and a supportive and active Community to help you along the way with feedback, encouragement and advice, the Skyway Community is the perfect place for anyone looking to grow as a successful government contractor. Check it out at skywaymember.com. 

___________

Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.   

Aug 04, 2019
249 - What is Price to Win? with Michael McNulty
2233

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)

Price to win? Why would anyone price to lose? 

Paul discusses the purpose of and methodology behind Price-to-Win (PTW) with Michael McNulty of McNulty  & Associates.  mcnultyinc.com  Learn how PTW is accomplished, what information it provides to decision-makers, and how it can benefit any competitive bid.

McNulty & Associates is veteran-owned small business founded in 2003.  They provide custom PTW analysis and related competitive research services to leading government and defense firms, including 9 of the top 10 on Washington Technology’s Top 100 ranking and 15 of the top 20! 

Also a quick head's up: we're going to be changing the name of the podcast in the near future to better reflect our topics and audience.  Stay tuned! 

__________

If you’ve enjoyed today’s episode the Contracting Officer Podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running your government contracting business. So whether you are just getting your first subcontract, or you are a successful government contractor, being a Skyway Community member will help you get to the next level.

With our extensive course library, weekly and monthly training, exclusive member only discounts, access and tools, and a supportive and active Community to help you along the way with feedback, encouragement and advice, the Skyway Community is the perfect place for anyone looking to grow as a successful government contractor. Check it out at skywaymember.com

___________

Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts. 

Jul 29, 2019
248 - Fall Out Money
1339

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)

Kevin and Paul respond to a Skyway Community member's question about fall out money.  What is "end of year money" or "fall out money"?  Why does it happen?  How do I get it?  Listen and learn the answers to these questions and more.  

Also a quick head's up: we're going to be changing the name of the podcast in the near future to better reflect our topics and audience.  Stay tuned! 

__________

If you’ve enjoyed today’s episode the Contracting Officer Podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running your government contracting business. So whether you are just getting your first subcontract, or you are a successful government contractor, being a Skyway Community member will help you get to the next level.

With our extensive course library, weekly and monthly training, exclusive member only discounts, access and tools, and a supportive and active Community to help you along the way with feedback, encouragement and advice, the Skyway Community is the perfect place for anyone looking to grow as a successful government contractor. So check it out at skywaymember.com. 

___________

Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

Jul 21, 2019
247 - Don’t Be a Stereotype
1532

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)

Three contracting officers walk into a bar...

Have you heard that one?  What do you think of when someone says "let's talk to the contracting officer" or "it's in the purchasing manager's hands"?  Happy thoughts? Confidence?  Dread?

Kevin and Paul discuss the stereotypes associated with the contracting, subcontracting, and purchasing/supply chain profession.  Learn how to recognize the signs that you're becoming a stereotype or dealing with a stereotype and how to overcome (and even conquer) the perception. 

__________

This episode is brought to you by Skyway Acquisition.  To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts.  Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com or call 877-884-5280. 

___________

Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.   

Jul 14, 2019
246 - What is CPARS? with Shelley Hall (Encore)
1902

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) 

The Contractor Performance Assessment Reporting System (CPARS) has been designated as the Federal Government-wide solution for collection of contractor performance information. 

In this rebroadcast of an early foundational episode, Paul discusses CPARS with special guest Shelley Hall. (retired contracting officer and current Skyway Acquisition team member) Learn how information is collected through CPARS and shared through other tools.  

Past performance is evaluated in every Government source selection.  Positive ratings are key to continued awards.  Learn how to challenge inaccurate ratings and why it is important for both Government and Industry to ensure that CPARS contains factual and fair assessments of contractor performance.   

———— 

This episode is brought to you by Skyway Acquisition.  To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts.  Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com or call 877-884-5280. 

__________

Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

Jul 07, 2019
The Two Keys to Success in the Government Market
140
Jul 04, 2019
245 - The 6 Month Rule
1737

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)

We're all busy.  That doesn't mean we're all productive.  

Kevin and Paul discuss a strategy many leaders use to focus on high priority tasks and carve through the busyness:  The 6 Month Rule.  The strategy comes by many names and certainly wasn't invented here.  Listen and learn how to apply it to manage your workload and assess risk of action/inaction.    

__________

This episode is brought to you by Skyway Acquisition.  To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts.  Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com or call 877-884-5280. 

___________

Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts


Jun 30, 2019
244 - The Lockout
1198

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)

Learn how recognize and use your company's competitive advantages to lock your competitors out of a competition.  Learn how government acquisition teams can use the lockout concept to devise a transparent, efficient, and mission-effective acquisition strategy.   

__________

This episode is brought to you by Skyway Acquisition.  To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts.  Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com or call 877-884-5280. 

___________

Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

Jun 23, 2019
243 - Incumbent-itis
1563

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)

Kevin and Paul describe the symptoms of a preventable disease that often infects the incumbent contractor during a recompete: the dreaded incumbent-itis.  

Many recompetes are lost because the incumbent contractor becomes overconfident and fails to recognize changes that have occurred during the period of performance of their current contract.  Learn how to recognize the symptoms and how both government and industry can prevent incumbent-itis from becoming a fatal infection.  

__________

This episode is brought to you by Skyway Acquisition.  To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts.  Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com or call 877-884-5280. 

___________

Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

Jun 16, 2019
242 - Time Zone Capture (with Myran Hunter)
2054

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)

Kevin discusses real world application of the Acquisition Time Zones with Myran Hunter.  Myran is a capture manager at Huntington Ingalls Industries, Inc.

The Acquisition Time Zones are a foundational concept of the Contracting Officer Podcast.  Each zone aligns to a phase of the government acquisition process. Listen and learn how Myran applies the Acquisition Time Zones to win new business through improved communications within his team.  (as well as many other benefits)

The Acquisition Time Zones are, in chronological order:

The Requirements Zone (Episode 012)

The Market Research Zone (Episode 013)

The Request for Proposal (or “RFP”) Zone (Episode 014)

The Source Selection Zone (Episode 015)

If you'd like to contact Myran directly, send a note to myran.hunter@hii-tsd.com.

__________

This episode is brought to you by Skyway Acquisition.  To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts.  Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com or call 877-884-5280. 

___________

Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts. 

Jun 09, 2019
The Skyway Community Does These 3 Things
54
Jun 05, 2019
241 - Happy Ears
1356

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)

Kevin and Paul discuss the phenomenon of "happy ears".  (otherwise known to the world as confirmation bias)  

Learn how our tendency to believe information that confirms our existing beliefs and ignore or rationalize information that conflicts with our thoughts impacts our lives and government acquisition, of course.   

__________

This episode is brought to you by bidprotestinsurance.com.  Protect your company from the financial risks created by a bid protest with bid protest insurance. 

___________

Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.   

Jun 03, 2019
240 - The Acquisition Time Zones (Encore)
1139

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)


In this encore presentation of one of the earliest Contracting Officer Podcast episodes, Kevin and Paul provide an overview of the Acquisition Time Zones.  The Acquisition Time Zones are a foundational concept of the podcast.  Each zone aligns to a phase of the government acquisition process.  The Acquisition Time Zones help our listeners understand how the content discussed in each podcast fits into the overall government acquisition process.  


The Acquisition Time Zones are, in chronological order:


The Requirements Zone (Episode 012)


The Market Research Zone (Episode 013)


The Request for Proposal (or “RFP”) Zone (Episode 014)


The Source Selection Zone (Episode 015)


This episode provides a brief overview of each zone. The episodes above dive into the details of when the zones begin and end, what types of communication are allowed, and what government and industry professionals are doing (and thinking) during each zone.  

__________


This episode is brought to you by Skyway Acquisition.  To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts.  Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com or call 877-884-5280. 

___________


Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

May 26, 2019
239 - Where Are You?
1264

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)

Kevin and Paul discuss the FAR's preference for telecommuting.  (or working remotely in more modern lingo)

Learn why the Government must be clear when documenting requirements for performance at a specific site and how industry can use remote (or onsite) workers to build a competitive advantage.    

__________

This episode is brought to you by Skyway Acquisition.  To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts.  Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com or call 877-884-5280. 

___________

Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

May 20, 2019
238 - Negotiation Clearance
1602

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)


Prior to negotiations it is common for both Government and industry contracts folks to get "clearance"  to negotiate a deal within a range of possible outcomes.


Kevin and Paul discuss the FAR's requirement for documentation of prenegotiation objectives and how they are prepared.  Learn why this process can improve negotiation results and how it can all go wrong.   

__________


This episode is brought to you by Skyway Acquisition.  To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts.  Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com or call 877-884-5280. 

___________


Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts

May 12, 2019
Things have changed...are you ready?
236
May 06, 2019
237 - Accounting by CLIN
1408

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)

Kevin and Paul return to CLINs to dig deeper into the Contracting Officer's responsibilities regarding CLIN structure.  Learn how "CLIN proliferation" impacts the acquisition and execution process and when new CLINs should be created.   

__________

This episode is brought to you by bidprotestinsurance.com.  Protect your company from the financial risks created by a bid protest with bid protest insurance. 

___________

Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.   

May 05, 2019
236 - What is a Wrap Rate?
1137

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)

Kevin and Paul provide a simplified overview of wrap rates including what cost components make up a labor billing rate and a walk-through of a sample calculation.  Learn why some cost components are able to be managed and how others are not negotiable.  

__________

This episode is brought to you by Skyway Acquisition.  To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts.  Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com or call 877-884-5280. 

___________

Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.  

Apr 28, 2019
235 - It's a Technicality
1405

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)

Government requests for proposals (RFPs) contain many explicit requirements.  They also include many "buried" requirements that, if not followed, result in non-compliance with the RFP instructions and potentially end a proposal's chance for award.   

Kevin and Paul discuss proposal compliance and why losing on a "technicality" is still losing.  Learn why 100% compliance is mandatory and why the Government may or may not kick a proposal out of the running for award based on minor compliance issues.

__________

This episode is brought to you by Skyway Acquisition.  To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts.  Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com or call 877-884-5280. 

___________

Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts

Apr 22, 2019
234 - Who Are You?
1307

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)

Kevin and Paul discuss the common question "when should I contact the Contracting Officer during the acquisition process?".  Learn the most effective times for different parties from both government and industry to get to know each other and why untargeted communications can be counterproductive.  

__________

This episode is brought to you by Skyway Acquisition.  To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts.  Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com or call 877-884-5280. 

___________

Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

Apr 14, 2019
233 - What Drives RFP Delays?
1733

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)

Possibly the most common question posed to the podcast:  Why do RFPs take so long?

Kevin and Paul build on earlier episodes on this topic and provide simple communication tips to improve acquisition outcomes for both Government and Industry.

__________

This episode is brought to you by Skyway Acquisition.  To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts.  Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com. 

___________

Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts. 

Apr 07, 2019
232 - Proposal Automation with Wendy Frieman
1766

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) 

Kevin talks proposal automation with Skyway team member (and proposal professional) Wendy Frieman.  

Learn why automation tools have become an essential part of the proposal development (and RFP development) process and which functions they can make easier for both Government and Industry.  

———— 

This episode is brought to you by bidprotestinsurance.com.  Protect your company from the financial risks created by a bid protest with bid protest insurance. 

__________

Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts. 

Mar 31, 2019
231 - What Time is It?
1869

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)

Kevin and Paul review, refresh, and update the Acquisition Time Zones.  The Acquisition Time Zones are the way we (this podcast) describe the chronological phases of the government acquisition process. The Acquisition Time Zones help government and industry acquisition professionals and companies who are interested in the government market understand the complicated world of federal government acquisition. 

The Time Zones are, in chronological order:

The Requirements Zone

The Market Research Zone

The Request for Proposal (or “RFP”) Zone

The Source Selection Zone.

__________

This episode is brought to you by Skyway Acquisition.  To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts.  Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com. 

___________

Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.   

Mar 24, 2019
How to get guidance from our team
120
Mar 21, 2019
230 - The Proposal Strike Zone
1288

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)

Kevin and Paul discuss the government's proposal evaluation process using yet another baseball analogy. (smile...you know you love baseball analogies)  

Learn how open communication before the RFP is released helps both offerors and evaluators and how the government uses judgment to assign weaknesses, significant weaknesses, and deficiencies while rating proposals.  

__________

This episode is brought to you by Skyway Acquisition.  To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts.  Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com. 

___________

Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.  

Mar 17, 2019
229 - Path to Fair Opportunity Part 4
1085

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)

In the final episode of our mini-series on the “Fair Opportunity” process, Kevin and Paul discuss how the government can award a "sole source" task order within the bounds of the fair opportunity toolbox.   

__________

This episode is brought to you by Skyway Acquisition.  To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts.  Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com. 

___________

Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.   

Mar 11, 2019
228 - The Christian Doctrine
1293

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)

Imagine reading your contract closely to determine how to approach a potential issue, only to find out that you are held to the requirements of a clause that isn't written into the contract.  Kevin and Paul discuss the Christian Doctrine, which holds that mandatory clauses that express a significant or “deeply ingrained strand of public procurement policy” will be considered to be in the contract by operation of law, even if they are omitted.

__________

This episode is brought to you by bidprotestinsurance.com.  Protect your company from the financial risks created by a bid protest with bid protest insurance.  

___________

Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts. 

Mar 03, 2019
Community Update
120

The Skyway Community is growing. Our customers are thriving by using our team of former Contracting Officers as their guide to navigate the nuances of government contracting.

Mar 01, 2019
227 - Opening Vs. Closing
1425

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)

Kevin and Paul dig deep into the acquisition process and explain how a bid is often won or lost far before proposals are ever written or evaluated.  Learn why contractors must work to win the "opening" before contemplating "closing" the sale and how government acquisition personnel can use the opening phase to streamline the process.       
__________

This episode is brought to you by Skyway Acquisition.  To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts.  Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com. 
___________

Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.   

Feb 24, 2019
226 - Path to Fair Opportunity Part 3
1539

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)

This is Part 3 of our mini-series on the “Fair Opportunity” process. Winning the IDIQ contract was the first step. This is the step that counts. Kevin and Paul explain how orders are COMPETED between IDIQ contract holders.  Bottom line, all orders must give a “fair opportunity” for IDIQ contract holders to compete.  But what is "fair" can be different here than in traditional FAR Part 15 competitions.  
__________

This episode is brought to you by Skyway Acquisition.  To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts.  Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com. 
___________

Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.   

Feb 17, 2019
225 - What is a Complex Sale?
1504

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)

Kevin and Paul discuss the concept of "the complex sale" and the complex buy on the other side of the equation.  Learn how industry can leverage the power of the complex sale and how government acquisition teams can use existing acquisition regulations to make government contracting better, one contract at a time.      
__________

This episode is brought to you by Skyway Acquisition.  To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts.  Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com. 
___________

Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts. 

Feb 10, 2019
Office Hours (by Feb 8th)
109

Office Hours from the Skyway team are coming. Skyway's team of former CO will start holding office hours on Friday Feb 8 for all members. However, the Office Hours will only be available for those Personal Members are in the Skyway Community by Feb 8th (our first office hours).

To lock in access to Office Hours for life, go to http://skywaymember.com.

Feb 04, 2019
224 - Path to Fair Opportunity Part 2
1100

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)

This is Part 2 of our mini-series on the “Fair Opportunity” process.  Kevin and Paul discuss the ordering process for task orders and delivery orders under Indefinite Delivery, Indefinite Quantity (IDIQ) contracts.  FAR 16.505(a) lays out the rules which are incorporated into your contract via 52.216-18 & -19.

Learn how the ordering process can streamline government procurement and why some multiple award IDIQ contracts are no more efficient than a full FAR Part 15 competition.    
__________

This episode is brought to you by bidprotestinsurance.com.  Protect your company from the financial risks created by a bid protest with bid protest insurance.  
___________

Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

Feb 03, 2019
223 - Shutdown Recovery
1214

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)

Kevin and Paul discuss how the impacts of yet another government shutdown flow far beyond the thousands of people out of work.  Learn why the long term impacts can be greater than the short term pain and explore a few of the tools that government acquisition offices may use to keep things from coming off the rails during and after the shutdown.      

__________

This episode is brought to you by Skyway Acquisition.  To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts.  Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com. 

___________

Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.   

Jan 27, 2019
222 The Technical vs. the Business Sale w/Brian Burns
1498

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)

Kevin welcomes special guest Brian Burns to discuss "the technical vs. the business sale" as it relates to the federal government market.  Brian is the CEO of the B2B Network of Podcasts and the host of multiple podcasts including The Brutal Truth About Sales & Selling Podcast.  (b2brevenue.com)

Both government and industry acquisition professionals will learn how to make government contracting better one contract at a time by recognizing the importance of the technical sale and the business sale.  To quote Brian: "If you're not driving the demand, you're not going to get the award".  For government buyers, this quote can be flipped to "If you don't know the market, you're not going to make the best buy to support your mission".      
__________

This episode is brought to you by Skyway Acquisition.  To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts.  Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com.
___________

Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts. 

Jan 20, 2019
221 - Path to Fair Opportunity Part 1
1568

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)

This is Part 1 of our mini-series on the “Fair Opportunity” process.  Kevin and Paul discuss the difference between FAR Part 15 and FAR Part 16.5 competitions beginning with an overview of Indefinite Delivery, Indefinite Quantity (IDIQ) contracts.  Learn why the flexibility offered by multiple award IDIQ contracts has increased their popularity and how that flexibility has been used successfully and sometimes not so successfully.     
__________

This episode is brought to you by bidprotestinsurance.com.  Protect your company from the financial risks created by a bid protest with bid protest insurance.  
___________

Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.   

Jan 13, 2019
220 - MAS, GWACs, and MACs - Oh My! (with Vicky Strycharske)
1652

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)

Get ready to tackle the confusing world of MAS (Multiple Award Schedule), GWAC (Governmentwide Acquisition Contract), and MAC (Multiple Award IDIQ Contract) acquisitions.  Kevin welcomes special guest Vicky Strycharske to discuss these increasing common contract arrangements.  Vicky is a regular guest, former contracting officer, and also a Skyway team member who specializes in GSA schedule and MAS/GWAC/MAC issues.

Learn how these contracts differ from standard FAR Part 15 acquisitions, how they differ from each other, and why these differences can help streamline Government acquisitions.

__________

This episode is brought to you by Skyway Acquisition.  To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts.  Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com.

___________

Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.   

Jan 07, 2019
219 - Encore - The Crucible of the Incumbent
1788

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)

It’s time to re-compete your contract. You’re the incumbent, so this is going to be easy, right?  In this holiday encore presentation of an earlier episode, Kevin and Paul discuss the advantages and challenges that come with incumbency on a Government contract.  Learn why many incumbents lose their re-competes and how Government acquisition team members can recognize bias towards (or against) incumbents.  

__________

This episode is brought to you by Skyway Acquisition.  To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts.  Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com.

___________

Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts

Dec 30, 2018
218 - Encore - Small Business Set Aside Preference
1311

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)

In this encore presentation of an earlier episode, Kevin and Paul discuss the Government’s preference (or lack of preference) for specific small business categories during the acquisition process.  Learn how open communication can help Government acquisition teams award set-aside contracts faster and how Industry can leverage the Government’s small business goals to create a competitive advantage.   

__________

This episode is brought to you by Skyway Acquisition.  To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts.  Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit skywaymember.com.

___________

Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.  

Dec 24, 2018
Be Proactive
59

As we near the end of 2018, have you let another year go by without taking the next step beyond the podcast? Be proactive in 2019. Check out the Skyway Community. Every year you put it off is just giving you competitors a chance to catch you. Don't wait.

Dec 21, 2018
217 - Deviation to Limitations on Subcontracting
1186

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)

Just when you think you understand the rules…

Kevin and Paul provide an update to Episode 210 where FAR 52.219-14, Limitations on Subcontracting, was discussed.  Within months of that episode’s release a deviation to the FAR was issued that impacts the application (though not the concept) of the clause and other related clauses.

Listen and learn how deviations to FAR clauses can quickly change the acquisition landscape.      

__________

This episode is brought to you by Skyway Acquisition.  To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts.  Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com.

___________

Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.   

Dec 16, 2018
216 - Incumbent Capture
1415

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)

Kevin and Paul discuss the common practice of hiring, or at least planning to hire, the incumbent contractor’s employees when you win a bid for a service contract.  Listen and learn the benefits and pitfalls of this strategy from both the Government’s and Industry’s perspectives.    

__________

This episode is brought to you by bidprotestinsurance.com.  Protect your company from the financial risks created by a bid protest with bid protest insurance.  

___________

Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.   

Dec 09, 2018
215 - Non-displacement of Qualified Employees
1089

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)

This week Kevin and Paul explore another “only in the Government” acquisition scenario. What if you won a new services contract for the Government and were required to offer all the jobs to the employees of the predecessor contractor?  Don’t be caught by surprise.  FAR 52.222-17, Non-displacement of Qualified Workers (May 2014) requires just that.  

__________

This episode is brought to you by Skyway Acquisition.  To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts.  Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com.

___________

Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.   

Dec 03, 2018
214 - Cost Vs. Price w/Wendy
1412

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) 

Do the words cost and price mean the same thing to you?  In most of your life the answer is probably yes.  In the business world (and Government acquisition world) they are quite different.  Confusing the two can cause real problems.

In this encore presentation of an early episode, Paul discusses the important distinction between cost and price with regular guest Wendy Frieman.  Learn the general elements of “cost”, the complexity of cost estimation, and why  pricing is more than just building up the costs.       

———— 

This episode is brought to you by Skyway Acquisition.  To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts.  Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com.

__________

Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.   

Nov 26, 2018
213 - Shaping Over the Line
1338

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)

Inspired by a question posted in Skyway’s “Ask a Contracting Officer” forum, Kevin and Paul discuss the concept of “shaping” and its practical and actual limits.  Besides the obvious benefits to industry, learn why shaping can help the Government achieve better acquisition outcomes.  

__________

This episode is brought to you by Skyway Acquisition.  To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts.  Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com.

___________

Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.   

Nov 19, 2018
212 - Three Keys to Winning w/ Steve Goldsby
2076

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)

Kevin welcomes special guest Steve Goldsby, founder and CEO of ICS Inc., to talk about three key activities that industry can undertake in order to win more business.  Learn how these keys can help lower costs and reduce workload as you win.  You’ll also learn how the Government can help while achieving more successful acquisition outcomes and reducing their own workload. 

__________

This episode is brought to you by Skyway Acquisition.  To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts.  Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com.

___________

Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.   

Nov 12, 2018
Avoid the Epic Fail
98

Our team of former Contracting Officers shows you how to avoid the epic fail. Skyway customers know more, win more and do more in the government market. 

Nov 08, 2018
211 - Cut the Blah Blah
1458

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)

Kevin and Paul discuss the power of succinct writing set up by a quote from Mark Twain, “If I had more time, I would have written a shorter letter”.  Government Requests for Proposals and the proposals submitted in response are well known for “dense” content.  Learn tips on how to purge your writing of unnecessary content that obscures the intended message and how this can help both Government and Industry save time and money.  

…yes…we know…Twain wasn’t the first.  The earliest recorded use of the concept "If I Had More Time, I Would Have Written a Shorter Letter" comes from French mathematician and philosopher Blaise Pascal's work "Lettres Provinciales" in 1657.  It has been attributed to many others since.  

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This episode is brought to you by Skyway Acquisition.  To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts.  Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com.

___________

Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.   

Nov 04, 2018
210 - Limitations on Subcontracting
1103

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)

Kevin and Paul discuss FAR 52.219-14, Limitations on Subcontracting.  Learn why small businesses are generally required to perform the majority of the work themselves when awarded a contract under a small business set-aside.  (and when they’re not required to…)

This clause, and others like it, may not be an obvious requirement in the RFP.  The requirements it levies on the small business awardee can be the primary driver of your bid/no-bid decision.  Don’t be surprised by it!       

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This episode is brought to you by Skyway Acquisition.  To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts.  Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com.

___________

Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.   

Oct 28, 2018
209 - GSA Schedules (w/Vicky Strycharske)
1514

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)

Kevin welcomes special guest Vicky Strycharske to discuss GSA schedules.  Vicky is a regular guest, former contracting officer, and also a Skyway team member who specializes in GSA schedule issues.

Learn how GSA schedules help both Government and Industry to more efficiently conduct business and why submitting a proposal and being awarded a GSA schedule contract can be a heavy burden.  Is it worth the effort?  Listen and learn.   

__________

This episode is brought to you by Skyway Acquisition.  To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts.  Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com.

___________

Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.   

Oct 21, 2018
208 - What is LPTA?
1674

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)

Kevin and Paul return to the topic of source selections and discuss one side of the “best value continuum”.  Low Price, Technically Acceptable (LPTA) is a source selection process  that is appropriate when best value is expected to result from selection of the technically acceptable proposal with the lowest evaluated price.

Learn how the efficiency of the LPTA process can benefit both Government and Industry (when used appropriately) and the limitations that come with this type of source selection.       

__________

This episode is brought to you by Skyway Acquisition.  To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts.  Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com.

___________

Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.   

Oct 14, 2018
207 What Happens to my RFI Response?
1675

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)

So you decide to submit a response to a Government Request for Information (RFI).  What happens next? What if it was submitted after the due date?

Kevin and Paul answer these questions and talk through the ways in which an RFI response can impact a Government acquisition. Learn how RFI responses can open eyes to unknown or unexpected solutions to Government requirements or even create new requirements.  You’ll also learn how to submit a response that will be completely ignored!        

__________

This episode is brought to you by Skyway Acquisition.  To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts.  Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com.

___________

Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.   

Oct 07, 2018
206 - Business Development and Relationships w/ Bill Naughton
1508
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) We’ve debated the 80/20 rule many times on the podcast and discussed how the ratio between process and relationships required to win Government work is loosely related to the size and complexity of the acquisition. Today Kevin talks business development and the power of relationships with Bill Naughton, the Director, Federal Markets - Water & Wastewater, at United Federal Water Services, a Division of SUEZ Water in North America. Bill gives an overview of utility privatization, the unique challenges Government and industry face in this niche, and the extent to which he goes to build the relationships necessary to even compete for this business. Ever heard of a 50 year Government contract? Listen and learn! __________ This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com. ___________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
Sep 30, 2018
205 - The Price Floor
1741
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) When determining a fair and reasonable price it can be fairly straightforward to imagine a price ceiling beyond which the price is no longer realistic. Kevin and Paul discuss a less common cut line: the price floor. Learn what can happen when a contractor bids a price below the floor and why the Government should use open communication to better understand the range of prices for solutions that will satisfy their requirements. __________ This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com. ___________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
Sep 23, 2018
204 No Change Please
1535
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Why can’t the Government just stick with their current services contractors or system developers? Why do they always want to change? Kevin and Paul discuss the differences between the business-to-business (B2B) market and the business-to-government (B2G) market. Learn why the Government can’t always just continue to buy from the same source, even if they’re completely happy with current performance. __________ This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com. ___________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
Sep 16, 2018
You don't know what you don't know...
59
Get help from the Skyway team. Start with Skyway101.com see the ways we help our customers.
Sep 16, 2018
203 Relationships in Government Contracting w/Brian Butler
1597
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Kevin welcomes special guest Brian Butler to discuss the power of building relationships in the government contracting world. Brian Butler is President and CEO of Vistra Communications (www.consultvistra.com), a communications strategy and professional solutions agency providing communications and management solutions to corporate, government and nonprofit organizations. A retired and decorated career military officer, Brian has provided Public Relations, Strategic Communications, Marketing, and Management Consulting services to senior leaders and their organizations for nearly three decades. Prior to founding Vistra, Brian provided Strategic Communications counsel to senior leaders at U.S. Central Command in Tampa, FL. He also served in a director-level policy position on the Homeland Security Council (HSC) in the White House. Listen and learn from Brian’s experiences with the 80/20 rule, our favorite way to describe the relative importance and balance between process and relationships in a specific acquisition. __________ This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from our team of former COs, including the ability to get the perspective of our whole team in Ask A Contracting Officer Forum, get specialized training from our on-demand webinars and articles, targeting support through our RFP Score™ assessment tool, as well as our consulting from our team of former COs who help solve your unique puzzles. To learn more, visit skywaymember.com. ___________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
Sep 09, 2018
202 - ENCORE - Why CPARS Matter (with special guests from Skyway Acquisition)
1470
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) In this special holiday encore episode Kevin welcomes Skyway team members Shelley Hall (a former Contracting Officer) and Christi Gilbert (an Industry contracts manager) for a roundtable discussion about CPARS. Learn why CPARS have increased in importance over the last few years and what you should do if you receive an unfavorable CPARS. __________ This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from our team of former COs, including the ability to get the perspective of our whole team in Ask A Contracting Officer Forum, get specialized training from our on-demand webinars and articles, targeting support through our RFP Score™ assessment tool, as well as our consulting from our team of former COs who help solve your unique puzzles. To learn more, visit skywaymember.com. ___________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
Sep 02, 2018
201 - Final Rates
1787
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Kevin and Paul wrap up this mini-series about different types of rates in the Government acquisition and contracting world. Episode 183 began the discussion with Provisional Billing Rates. Episode 192 continued with Forward Pricing Rates. Today the discussion turns to final indirect cost rates. Learn who determines final rates, why final rates can take quite a long time to be negotiated and “finalized”, and why that time lag can create challenges for both Government and Industry. __________ This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit skywaymember.com. ___________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
Aug 26, 2018
200 - Bicentennial
1960
Episode #200! We look back at where the Contracting Officer Podcast came from, discuss what we’ve learned, and where we’re headed. Thanks for your support over 200 episodes! __________ This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com. ___________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
Aug 19, 2018
199 The Crucible of the Incumbent
1776
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) It’s time to re-compete your contract. You’re the incumbent, so this is going to be easy, right? Kevin and Paul discuss the advantages and challenges that come with incumbency on a Government contract. Learn why many incumbents lose their re-competes and how Government acquisition team members can recognize bias towards (or against) incumbents. __________ This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com. ___________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
Aug 12, 2018
198 I Have a Friend
1369
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Kevin and Paul discuss the duality of relationships in the Government acquisition world. Does “having a friend” always help you or can your relationship actually be a negative force? Learn how properly cultivated relationships can improve the acquisition and contract execution process. __________ This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com. ___________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
Aug 05, 2018
197 Certificate of Competency
1181
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Contracting Officers must determine that a company is responsible before awarding a contract. How does a small company that has never done business with the Government convince the Contracting Officer that they are responsible? Kevin and Paul discuss FAR 19.601, Certificates of Competency and Determinations of Responsibility. Learn how a small business that has been determined to be non-responsible (due to a lack of documentation or history, among other things) can receive a Certificate of Competency from the Small Business Administration and why the Certificate is a powerful tool for new entrants to the Government Market. __________ This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com. ___________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
Jul 29, 2018
196 Building a Proposal Schedule
1625
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) In this episode of a five part series, Kevin welcomes special guest Vicky Strycharske to discuss the second of four steps that Industry should take when an RFP is released by the Government - Building a Proposal Schedule. Episode 165 (Proposals - the First Four Steps) provided the overview. Episode 176 (Proposals - Reading the RFP) gave us the first step. We’ll cover the remaining steps in detail in future episodes. __________ This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com. ___________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
Jul 22, 2018
Do you know what you don't know?
43
Jul 15, 2018
195 Inherently Governmental Functions
1498
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) The Government uses contractors to conduct a wide array of support functions, including many jobs that were once performed by Government employees. Kevin and Paul discuss Inherently Government Functions and explain what types of jobs must be performed by Government employees and which roles can be contracted out. Learn why both Government and Industry can avoid confusion as well as acquisition and contract execution complications by understanding the roles in your specific situation. __________ This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com. ___________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
Jul 15, 2018
194 Small Business Set Aside Preference
1301
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Kevin and Paul discuss the Government’s preference (or lack of preference) for specific small business categories during the acquisition process. Learn how open communication can help Government acquisition teams award set-aside contracts faster and how Industry can leverage the Government’s small business goals to create a competitive advantage. __________ This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit skywaymember.com. ___________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
Jul 08, 2018
193 ENCORE - Lucky vs. Good
971
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) In this holiday encore episode, Kevin and Paul depart from the usual Contracting Officer Podcast topics and get a little “philosophical”. Well…not really. After a spirited “discussion” about how the ebb and flow of the economy in general impacts Government contractors we boiled it down to a basic principle: Lucky vs. Good. Kevin and Paul discuss the differences between lucky and good in the Government acquisition world and why both Government and Industry should recognize the impact of external forces on the competitive landscape. __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
Jul 02, 2018
192 Forward Pricing Rates
1393
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Kevin and Paul return to their conversation about different types of rates in the Government acquisition and contracting world. Episode 183 began the discussion with Provisional Billing Rates. Today’s topic is Forward Pricing Rates. Learn the differences between a Forward Pricing Rate Proposal (FPRP), Forward Pricing Rate Recommendation (FPRR), and Forward Pricing Rate Agreement (FRPA). You’ll also gain a better understanding of why rates are a moving target and why both Government and Industry benefit from the accurate estimation of future rates. __________ This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit skywaymember.com. ___________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
Jun 24, 2018
191 Qualifying Opportunities 3: Revenue & Resources
1585
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) This is Part 3 (of 3) in our series on Qualifying Opportunities. Kevin and Paul wrap up their conversation about the questions that industry should ask themselves regarding their ability to respond to an RFP (or potential RFP). Learn why Industry can’t (and shouldn’t) respond to every solicitation and how resource limitations impact both the bid and execution process. __________ This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from our team of former COs, including the ability to get the perspective of our whole team in Ask A Contracting Officer Forum, get specialized training from our on-demand webinars and articles, targeting support through our RFP Score™ assessment tool, as well as our consulting from our team of former COs who help solve your unique puzzles. Personal memberships start at $50 with no contract. To learn more, visit skywaymember.com. ___________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
Jun 17, 2018
190 Contract Offramps
1471
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Kevin and Paul discuss how and why a contract can end before it’s actual period of performance is complete. Learn why both Government and Industry may want to end a contract early and how communication can make the process less painful for all. __________ This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit skywaymember.com. ___________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
Jun 10, 2018
189 Blanket Purchase Agreements (With the Skyway Team)
1178
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Kevin discusses Blanket Purchase Agreements (BPAs), an often-misunderstood contracting arrangement, with Skyway team members (and former Contracting Officers) Shelley Hall and Steve Lucianetti. Learn how BPAs differ from most Government acquisition vehicles and why both Government and Industry professionals must understand the actual delivery commitment after signing a BPA. __________ This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit skywaymember.com. ___________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
Jun 03, 2018
188 ENCORE Let's Talk About Profit
1385
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Profit can be a divisive issue in the Government market. How much is appropriate? How much is too much? In this encore presentation Kevin and Paul discuss why profit matters to both Government and Industry. Learn the statutory limits on profit and how the Government assesses how much profit is “fair”. You’ll also gain an appreciation of how profit potential drives decision making for industry and how the Government can attract the best companies to the Government market. __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
May 27, 2018
When you don't know what you don't know...
43
http://skywaymember.com
May 27, 2018
187 Qualifying Opportunities (Part 2) - Response
1305
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) In Part 2 of our series on Qualifying Opportunities, Kevin and Paul dig into the questions that industry should ask themselves about their ability to respond to the RFP (or potential RFP). Learn why it is important for the Government to share details of their acquisition strategy and why industry must understand how their unique qualifications and capabilities map to that strategy. __________ This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from our team of former COs, including the ability to get the perspective of our whole team in Ask A Contracting Officer Forum, get specialized training from our on-demand webinars and articles, targeting support through our RFP Score™ assessment tool, as well as our consulting from our team of former COs who help solve your unique puzzles. Personal memberships start at $50 with no contract. To learn more, visit skywaymember.com. ___________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
May 20, 2018
186 Aquisition Economics
1143
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Many external factors impact both the Government’s ability to buy goods and services and Industry’s ability to sell them. Kevin and Paul discuss economic cycles and the Government’s business cycle in a way that only non-economists can. Learn why it is important for Government acquisition professionals to understand (at least at the top level) the macro and micro economic factors that are in play during their acquisition. Learn how Industry can help the Government account for external economic factors during the Acquisition and Execution Time Zones. __________ This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from our team of former COs, including the ability to get the perspective of our whole team in Ask A Contracting Officer Forum, get specialized training from our on-demand webinars and articles, targeting support through our RFP Score™ assessment tool, as well as our consulting from our team of former COs who help solve your unique puzzles. Personal memberships start at $50 with no contract. To learn more, visit skywaymember.com. ___________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
May 13, 2018
185 - FedBizOps
1532
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Kevin and Paul discuss FedBizOps.gov. (FBO) FBO is Federal Business Opportunities. It’s where nearly every opportunity to do business with the Federal Government is posted online. (as required by FAR 5.102) Learn why industry should not be too excited to hear about an opportunity for the first time on FBO and why Government acquisition teams should consider posting more draft and imperfect documents on FBO. __________ This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from our team of former COs, including the ability to get the perspective of our whole team in Ask A Contracting Officer Forum, get specialized training from our on-demand webinars and articles, targeting support through our RFP Score™ assessment tool, as well as our consulting from our team of former COs who help solve your unique puzzles. Personal memberships start at $50 with no contract. To learn more, visit skywaymember.com. ___________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
May 06, 2018
184 - 8a Certification (with special guest Shaun So)
1457
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Kevin welcomes special guest Shaun So to the podcast to discuss Shaun’s experience in gaining 8a certification for The So Company. Learn how the 8a Program can help small businesses win Government business and why certification alone is not enough. We introduced the 8a program way back in Episode 95. This episode provides context on how it works in the real world. __________ This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from our team of former COs, including the ability to get the perspective of our whole team in Ask A Contracting Officer Forum, get specialized training from our on-demand webinars and articles, targeting support through our RFP Score™ assessment tool, as well as our consulting from our team of former COs who help solve your unique puzzles. Visit AskSkyway.com to learn more. __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
Apr 29, 2018
183 Provisional Billing Rates
1335
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Kevin and Paul discuss how Industry can “provisionally” bill their costs on cost-type contracts per FAR 42.701, which defines “billing rate”. Learn how provisional billing rates are established and how they are managed in order to “meet at the end”. __________ This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from our team of former COs, including the ability to get the perspective of our whole team in Ask A Contracting Officer Forum, get specialized training from our on-demand webinars and articles, targeting support through our RFP Score™ assessment tool, as well as our consulting from our team of former COs who help solve your unique puzzles. Personal memberships start at $50 with no contract. To learn more, visit skywaymember.com. ___________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
Apr 22, 2018
182 - Qualifying Opportunities (Part 1)
1505
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Overwhelmed by the number of solicitations on FBO.gov? (That’s where the Federal Government posts solicitations and provides information to industry) Kevin and Paul discuss the process of qualifying opportunities. Learn how to make sure you’re spending your time bidding on the right solicitations for you. And Government folks, learn why it is important to provide enough information to allow Industry to properly qualify opportunities. (hint: less wasted effort for all) __________ This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from our team of former COs, including the ability to get the perspective of our whole team in Ask A Contracting Officer Forum, get specialized training from our on-demand webinars and articles, targeting support through our RFP Score™ assessment tool, as well as our consulting from our team of former COs who help solve your unique puzzles. Personal memberships start at $50 with no contract. To learn more, visit skywaymember.com. ___________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
Apr 15, 2018
181 - Can I ‘Discuss’ Price?
1250
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Kevin and Paul continue the conversation from Episode 175 (Technical Leveling) to answer the question “Can the Government discuss price with offerors during discussions?”. Learn how FAR 15.306(e) “Limits on Exchanges” gives wide latitude to the Government to include context on an offeror’s price without crossing the line into Technical Leveling and why it can play an important role in source selection outcomes. __________ This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from our team of former COs, including the ability to get the perspective of our whole team in Ask A Contracting Officer Forum, get specialized training from our on-demand webinars and articles, targeting support through our RFP Score™ assessment tool, as well as our consulting from our team of former COs who help solve your unique puzzles. Personal memberships start at $50 with no contract. To learn more, visit skywaymember.com. ___________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
Apr 08, 2018
You Don't Know What You Don't Know
43
That's where we come in. To get help from our team of former CO's go to http://Skywaymember.com, or schedule a time to talk with me at http://AskSkyway.com
Apr 05, 2018
180 - ENCORE - Don’t Write Novels For Strangers
1053
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Writing a Request for Proposals (RFP) without understanding industry’s capabilities and the state of the market is like writing a novel for a stranger. The same goes for writing and submitting a proposal to a customer you don’t understand. (What does that even mean? Listen and Learn!) In this encore presentation Kevin and Paul take a different route through a couple foundational Contracting Officer Podcast topics: communication and targeting. Learn how communication between Government and Industry during the acquisition directly impacts the quality of RFPs and proposals and why targeting is important to each side. __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts. GET HELP FROM OUR TEAM OF FORMER CONTRACING OFFICERS AT http://askskyway.com
Apr 01, 2018
179 - Should Respond to the RFI?
1028
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Kevin welcomes special guest Stacey Coolican (a former Government Contracting Officer with over 20 years experience) to discuss the reasons why Government acquisition teams may use a formal Request for Information (RFI), what they expect to learn from RFI responses, and things that Industry should consider when contemplating a response to an RFI. __________ This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from our team of former COs, including the ability to get the perspective of our whole team in Ask A Contracting Officer Forum, get specialized training from our on-demand webinars and articles, targeting support through our RFP Score™ assessment tool, as well as our consulting from our team of former COs who help solve your unique puzzles. ___________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
Mar 25, 2018
178 - HUBZones
1211
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Kevin and Paul discuss a special kind of small business: the HUBZone small business concern. A HUBZone is a historically underutilized business zone designated by the Small Business Administration. If your small business is located in a HUBZone, you may qualify as a certified HUBZone Small Business Concern. Learn how this designation is a powerful competitive advantage and why Government Contracting Officers are incentivized to award contracts to HUBZone Small Business Concerns. (also an amazing way to leverage the FAR to streamline the acquisition process!) __________ This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from our team of former COs, including the ability to get the perspective of our whole team in Ask A Contracting Officer Forum, get specialized training from our on-demand webinars and articles, targeting support through our RFP Score™ assessment tool, as well as our consulting from our team of former COs who help solve your unique puzzles. Personal memberships start at $50 with no contract. To learn more, visit skywaymember.com. ___________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts
Mar 18, 2018
177 - Offensive vs. Defensive Debriefs
1243
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Kevin and Paul return to a favorite podcast topic: Debriefings. So much untapped opportunity for communication lies in debriefings. Learn why many debriefings put one side on offense or defense and how a third option (neither offensive or defensive) can help. __________ This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from our team of former COs, including the ability to get the perspective of our whole team in Ask A Contracting Officer Forum, get specialized training from our on-demand webinars and articles, targeting support through our RFP Score™ assessment tool, as well as our consulting from our team of former COs who help solve your unique puzzles. Personal memberships start at $50 with no contract. To learn more, visit skywaymember.com. ___________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts GET HELP FROM OUR TEAM OF FORMER CONTRACING OFFICERS AT http://askskyway.com
Mar 11, 2018
176 - Reading the RFP
882
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) In the second of a five part series, Kevin welcomes special guest Vicki Strycharske to discuss the first of four steps that Industry should take when an RFP is released by the Government - Reading the RFP. Episode 165 (Proposals - the First Four Steps) provided the overview. We’ll cover the remaining steps in detail in future episodes. __________ This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from our team of former COs, including the ability to get the perspective of our whole team in Ask A Contracting Officer Forum, get specialized training from our on-demand webinars and articles, targeting support through our RFP Score™ assessment tool, as well as our consulting from our team of former COs who help solve your unique puzzles. ___________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
Mar 04, 2018
The Two Keys to success in the government market
140
In this bonus episode, I describe the two keys to success in the government market.
Feb 26, 2018
175 - Technical Leveling
1120
In this episode, Kevin and Paul explain what can and cannot be shared during the negotiation process while in the Source Selection Zone.
Feb 25, 2018
174 - Why CPARS Matters
1456
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Kevin welcomes Skyway team members Shelley Hall (a former Contracting Officer) and Christi Gilbert (an Industry contracts manager) for a roundtable discussion about CPARS. Learn why CPARS have increased in importance over the last few years and what you should do if you receive an unfavorable CPARS. __________ This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from our team of former COs, including the ability to get the perspective of our whole team in Ask A Contracting Officer Forum, get specialized training from our on-demand webinars and articles, targeting support through our RFP Score™ assessment tool, as well as our consulting from our team of former COs who help solve your unique puzzles. To learn more, visit skywaymember.com. ___________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts. GET HELP FROM OUR TEAM OF FORMER CONTRACING OFFICERS AT http://askskyway.com
Feb 18, 2018
173 Is This Worth Fighting For?
2052
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Kevin welcomes Skyway team members (and former Contracting Officers) Shelley Hall and Steve Lucianetti for a roundtable discussion about what types of issues are worth fighting for and which issues are generally a waste of time. Learn how the same issue can have merit, or not, based on when it is surfaced during the acquisition and execution time zones. __________ This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from our team of former COs, including the ability to get the perspective of our whole team in Ask A Contracting Officer Forum, get specialized training from our on-demand webinars and articles, targeting support through our RFP Score™ assessment tool, as well as our consulting from our team of former COs who help solve your unique puzzles. To learn more, visit skywaymember.com. ___________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts. GET HELP FROM OUR TEAM OF FORMER CONTRACING OFFICERS AT http://askskyway.com
Feb 12, 2018
MLC Solutions Success Story
1131
In this special episode Marlon Clayton, CEO of MLC Solutions tells his story of growing his business as a government contractor.
Feb 05, 2018
172 Requirements Vs. Solutions
1336
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Kevin and Paul explain one of the reasons why the Government has a difficult time buying new technologies. __________ This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from our team of former COs, including the ability to get the perspective of our whole team in Ask A Contracting Officer Forum, get specialized training from our on-demand webinars and articles, targeting support through our RFP Score™ assessment tool, as well as our consulting from our team of former COs who help solve your unique puzzles. Personal memberships start at $50 with no contract. To learn more, visit skywaymember.com. ___________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
Feb 04, 2018
171 Arm's Length Transactions
1191
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Kevin and Paul discuss the concept of Arm’s Length Transactions and how it applies to the Government market. Learn why an arrangement between two parties that is acceptable in the commercial world may be considered a problem in the Government market. _________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
Jan 28, 2018
Don't Wait for the Epic Fail!
98
Jan 22, 2018
170 Equitable Adjustments (with special guest Gene Lavastida)
1215
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Kevin discusses equitable adjustments with special guest Gene Lavastida. __________ This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from our team of former COs, including the ability to get the perspective of our whole team in Ask A Contracting Officer Forum, get specialized training from our on-demand webinars and articles, targeting support through our RFP Score™ assessment tool, as well as our consulting from our team of former COs who help solve your unique puzzles. Personal memberships start at $50 with no contract. To learn more, visit skywaymember.com. ___________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
Jan 21, 2018
169 - Pre vs. Post Award Debrief
1264
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Kevin and Paul compare the advantages and disadvantages of Pre-Award and Post-Award Debriefs. __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
Jan 14, 2018
168 Gratuities
1053
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Kevin and Paul discuss FAR 3.2: Contractor Gratuities to Government Personnel. Learn why common behaviors in the commercial world are not allowed in the Government market and how you can get in a whole mess of trouble if you don’t understand the differences. __________ This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from our team of former COs, including the ability to get the perspective of our whole team in Ask A Contracting Officer Forum, get specialized training from our on-demand webinars and articles, targeting support through our RFP Score™ assessment tool, as well as our consulting from our team of former COs who help solve your unique puzzles. Personal memberships start at $50 with no contract. To learn more, visit skywaymember.com. ___________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
Jan 07, 2018
167 - ENCORE - The 3 Deciders
1313
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Who makes the decision to purchase something for the Government? The answer depends on many factors, but is usually quite different from how an acquisition decision is made in your personal life or the non-Government world. Kevin and Paul discuss the 3 main “deciders” in Government acquisition and relate them to easily recognizable roles: money, needs, and the authority/ability to make a transaction. Learn who has the power in each Acquisition Timezone and why it is important for both Government and Industry to recognize how the power can shift. __________ This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from our team of former COs, including the ability to get the perspective of our whole team in Ask A Contracting Officer Forum, get specialized training from our on-demand webinars and articles, targeting support through our RFP Score™ assessment tool, as well as our consulting from our team of former COs who help solve your unique puzzles. Personal memberships start at $50 with no contract. To learn more, visit skywaymember.com. ___________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
Dec 31, 2017
166 - Encore - Staffing is not Just Staffing
1727
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Kevin and Paul discuss the variables that impact Industry’s ability to provide resources (meaning people) to meet the Government’s requirements. These issues impact both service contracts and development contracts - anywhere that contractors must hire employees. Learn how both the Government and Industry sometimes contribute to problems hiring and maintaining employees throughout the execution of a contract and tips for how to avoid these problems. As always, communication between Government and Industry is key to recognizing when staffing problems may be encountered during the acquisition and execution zones. __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
Dec 24, 2017
Do You Have All 3 Of These?
54
Dec 19, 2017
165 Proposals - The First 4 Steps
1260
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Kevin welcomes special guest Vicki Strycharske to discuss the first 4 steps that Industry should take when an RFP is released by the Government. __________ This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from our team of former COs, including the ability to get the perspective of our whole team in Ask A Contracting Officer Forum, get specialized training from our on-demand webinars and articles, targeting support through our RFP Score™ assessment tool, as well as our consulting from our team of former COs who help solve your unique puzzles. Personal memberships start at $50 with no contract. To learn more, visit skywaymember.com. ___________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
Dec 17, 2017
164 Communications Before Proposal Receipt
1878
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Kevin and Paul discuss communications between the Government and Industry, focusing on the period before the RFP is released and proposals are submitted. You might be surprised what FAR 15.201 REALLY says about the type of information that can, and should, be shared. __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
Dec 10, 2017
163 File This!
1799
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Kevin and Paul dive into one of the most exciting topics ever dared on the podcast: the contents of a contract file! Grab a cup of coffee and enjoy… This topic is another in the line of “why does Government acquisition take so long?”. We review FAR 4.803 and explain the importance of maintaining complete files for both Government and Industry. (it isn’t always apparent at the time to the “filer”) __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
Dec 03, 2017
162 ENCORE The Execution Time Zones
1841
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) In this ENCORE presentation, Kevin and Paul introduce the Execution Time Zones - a helpful way to envision where and how certain topics fit into the Government contracting world. (execution as in “contract performance”, not as in…you know, the other connotation) The Execution Zones are the post-award companions to the Acquisition Time Zones and are referenced in many episodes. Much like the Acquisition Time Zones, the Execution Zones are cyclical, but using contract award as the “beginning” is the easiest way to think about them. Starting with contract award, we enter the Honeymoon Zone. Learn what happens during the first days and weeks after contract award and why a contract kickoff meeting is valuable for both sides. Following the Honeymoon Zone, the continuum moves through the Performance Zone, the Re-Compete Zone, and the Wrap-up Zone before circling back to the Honeymoon Zone for the next contract. Learn when to begin the capture and business development process for your next award. Learn when Government acquisition experts begin their market research. The basic flow of contract execution and administration is explained. This episode is a quick overview of each zone - be sure to listen to the zone-specific episodes for deeper insight. __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
Nov 26, 2017
161 Should I Protest?
1542
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Kevin holds a roundtable (or round-Skype) discussion with Christi Gilbert (an industry contracts/proposal manager) and Steve Lucianetti (a former Government Contracting Officer) to learn their opinions on why protests happen and the conditions under which industry should submit a protest. (if you’re not familiar with protests in the Government acquisition world, check out Episode 23 “What is a Protest?”) —————— This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from our team of former COs, including the ability to get the perspective of our whole team in Ask A Contracting Officer Forum, get specialized training from our on-demand webinars and articles, targeting support through our RFP Score™ assessment tool, as well as our consulting from our team of former COs who help solve your unique puzzles. Personal memberships start at $50 with no contract. To learn more, visit skywaymember.com. __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
Nov 19, 2017
Do you know what not to do?
43
Nov 19, 2017
160 Is This a Contract?
1127
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Kevin and Paul review the basic elements required to create a legal contract. This is the first of a series that will examine each element in detail. DISCLAIMER: We are NOT lawyers. This stuff is complicated. If you’re in a dispute about the legality of a contract, please consult an attorney. __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
Nov 12, 2017
159 Communicate Your Schedule
1574
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Kevin and Paul discuss the value of communicating schedule changes as early as possible. Changes that aren’t clearly communicated can cause the delays to compound as they ripple through your schedule. Early communication helps to align expectations and minimize impacts. —————— This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from our team of former COs, including the ability to get the perspective of our whole team in Ask A Contracting Officer Forum, get specialized training from our on-demand webinars and articles, targeting support through our RFP Score™ assessment tool, as well as our consulting from our team of former COs who help solve your unique puzzles. Personal memberships start at $50 with no contract. To learn more, visit skywaymember.com. __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
Nov 05, 2017
158 What is a Proposal Manager?
1444
f you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Kevin discusses the role of the Proposal Manager with special guest Vicky Strycharske. Vicky is a former Army Contracting Officer with over 20 years on the industry side developing proposals for both small and large businesses. A proposal manager implements the proposal process, assigns tasks, ensures quality and leads the team to submit a compliant proposal on schedule. Learn why this role can make the difference between winning and losing a bid and how the role differs in small and large businesses. —————— This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from our team of former COs, including the ability to get the perspective of our whole team in Ask A Contracting Officer Forum, get specialized training from our on-demand webinars and articles, targeting support through our RFP Score™ assessment tool, as well as our consulting from our team of former COs who help solve your unique puzzles. Personal memberships start at $50 with no contract. To learn more, visit skywaymember.com. __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
Oct 29, 2017
Avoid the Epic Fail
98
Oct 22, 2017
157 Targeting 101 (Updated)
1222
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) This is an update to one of our earliest podcasts, Episode 16 “The Importance of Targeting”. We decided to refresh the content and take advantage of the improvements we’ve made in our audio over the past couple of years. Targeting is a critical element of winning bids in the federal market. Poor targeting creates many of the problems we discuss on the Contracting Officer Podcast – from miscommunication between buyer and seller, to adversarial debriefs, and yes, even to protests. Regardless of where you sit in the federal buying and selling process, it is critical that you understand the importance of targeting. In this updated episode we explain how to identify your Ideal Target Market by stitching together three elements of targeting: your Reachable Market, your Target Market and your Weight Class. —————— This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from our team of former COs, including the ability to get the perspective of our whole team in Ask A Contracting Officer Forum, get specialized training from our on-demand webinars and articles, targeting support through our RFP Score™ assessment tool, as well as our consulting from our team of former COs who help solve your unique puzzles. Personal memberships start at $50 with no contract. To learn more, visit skywaymember.com. __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
Oct 22, 2017
156 Buy American? with Shelley Hall
1332
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) We’re happy to welcome back one of our favorite retired Contracting Officers, Shelley Hall. Shelley and Paul discuss the web of confusing requirements surrounding the Buy American Act (BAA), Trade Agreement Act (TAA), and Berry Amendment. Learn how these laws restrict Government purchases of most supplies originating from non-domestic sources and why bids & proposals can be eliminated from a competition if they aren’t compliant. Shelley also provides advice on how to deal with exceptions to RFP requirements relating to the BAA, TAA, and Berry Amendment. —————— This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from our team of former COs, including the ability to get the perspective of our whole team in Ask A Contracting Officer Forum, get specialized training from our on-demand webinars and articles, targeting support through our RFP Score™ assessment tool, as well as our consulting from our team of former COs who help solve your unique puzzles. Personal memberships start at $50 with no contract. To learn more, visit skywaymember.com. __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
Oct 15, 2017
Targeting and Context - Skyway Aquisition
140
Oct 08, 2017
155 The Importance of the Debrief
1443
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) “The debriefing is an opportunity to prevent protests, not cause them.” Kevin and Paul return to the topic of debriefings. Learn why debriefs are often a missed opportunity for both Government and Industry to improve future acquisition outcomes. —————— This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from our team of former COs, including the ability to get the perspective of our whole team in Ask A Contracting Officer Forum, get specialized training from our on-demand webinars and articles, targeting support through our RFP Score™ assessment tool, as well as our consulting from our team of former COs who help solve your unique puzzles. Personal memberships start at $50 with no contract. To learn more, visit skywaymember.com. __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
Oct 08, 2017
154 Personal vs. Non Personal Services
1177
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Kevin and Paul explore the important distinctions between Personal Services contracts and the more common Non-Personal Services Contract. Learn why FAR 37.104 strictly limits the use of Personal Services contracts and why many service contracts create the appearance of personal services. —————— This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from our team of former COs, including the ability to get the perspective of our whole team in Ask A Contracting Officer Forum, get specialized training from our on-demand webinars and articles, targeting support through our RFP Score™ assessment tool, as well as our consulting from our team of former COs who help solve your unique puzzles. Personal memberships start at $50 with no contract. To learn more, visit skywaymember.com. __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
Oct 02, 2017
153 Why Do Mods Take So Long?
1254
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Why do modifications to Government contracts take so long to process? (one of the great mysteries of life, to be sure!) Kevin interviews former Contracting Officers Steve Lucianetti and Tim Griggs, and sheds some light on the inner workings Government contract administration. Learn some of the most common reasons why modifications take longer than anticipated and how both Government and Industry can help to improve the process. (you won’t be surprised to hear that basic communication is high on the list…) —————— This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from our team of former COs, including the ability to get the perspective of our whole team in Ask A Contracting Officer Forum, get specialized training from our on-demand webinars and articles, targeting support through our RFP Score™ assessment tool, as well as our consulting from our team of former COs who help solve your unique puzzles. Personal memberships start at $50 with no contract. To learn more, visit skywaymember.com. __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
Sep 24, 2017
152 Excusable Delays
1006
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Sometimes a contractor is unable to deliver the required goods or services according to the terms of their contract. If the reasons for delivery issues are truly out of the contractor’s control, and not due to their fault or negligence, the Government may consider this an “excusable delay”. Kevin and Paul discuss excusable delays (per FAR 49.401 and 52.249-14) and importance of documenting the causes of delays in order to avoid termination of the contract. —————— This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from our team of former COs, including the ability to get the perspective of our whole team in Ask A Contracting Officer Forum, get specialized training from our on-demand webinars and articles, targeting support through our RFP Score™ assessment tool, as well as our consulting from our team of former COs who help solve your unique puzzles. Personal memberships start at $50 with no contract. To learn more, visit skywaymember.com. __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
Sep 17, 2017
150 ENCORE The End of the Fiscal Year
1192
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) ____________ The Government Fiscal Year (GFY is the common acronym) runs 1 October through 30 September. The last month of the GFY has the potential for great drama because Government funds have an expiration date. (check out Ep. 019 “Colors of Money” for more on that) Kevin and Paul talk through what happens in Government acquisition offices at the end of the fiscal year and offer some simple recommendations for both Government and Industry to help reduce the panic and stress that September often brings. ___________________ This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from our team of former COs, including the ability to get the perspective of our whole team in Ask A Contracting Officer Forum, get specialized training from our on-demand webinars and articles, targeting support through our RFP Score™ assessment tool, as well as our consulting from our team of former COs who help solve your unique puzzles. Personal memberships start at $50 with no contract. To learn more, visit skywaymember.com. ____________________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
Sep 03, 2017
149 The Changes Clause
1140
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) This episode is brought to you by Deltek. https://www.deltek.com/en/products/business-development/govwin Few contracts are executed without changes. (longer term or complex contracts anyway…) Government contracts generally contain a clause or clauses that allow the Government to make changes to some aspect of the contract terms. Learn what can be changed and why Industry has a responsibility to notify the Government of formal or even perceived changes. __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
Aug 28, 2017
148 Proposal Color Teams
1479
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) We’ve covered the Government’s acquisition process in many different episodes. Today Kevin and Paul discuss Industry’s proposal writing process and focus on the control gates that are often called “Color Teams”. Learn why reviews are critical to meeting the proposal schedule and why it is important for small companies to understand the process. _____ This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from our team of former COs, including the ability to get the perspective of our whole team in Ask A Contracting Officer Forum, get specialized training from our on-demand webinars and articles, targeting support through our RFP Score™ assessment tool, as well as our consulting from our team of former COs who help solve your unique puzzles. Personal memberships start at $50 with no contract. To learn more, visit skywaymember.com. __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
Aug 20, 2017
Skyway Member Success Story
1066
Aug 14, 2017
147 The Kickoff Meeting
1596
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) This episode is brought to you by Deltek. https://www.deltek.com/en/products/business-development/govwin The first event after contract award is usually the contract kickoff meeting. Learn how this important meeting sets the tone for the entire contract period of performance and why both Government and Industry teams should use the kickoff to gain context. __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
Aug 13, 2017
146 What is Scope Creep?
1794
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) One of the best shortcuts to learn and grow is to get perspective from people with different experiences than your own. We’re happy to welcome David Bartlow back to the podcast to give us the program manager’s perspective. Dave has 15 years of Government contracting experience with the Department of the Navy and multiple large and small government contractors. Throughout his career David has taken on the most challenging projects and has developed an expertise in applying programmatic discipline to unstructured initiatives or distressed programs. Paul and Dave discuss the ever present risk that both Government and Industry program managers face during project execution: scope creep. The contract requirements were written with best intentions, but it seems inevitable that more (or slightly different) work is desired than planned. Learn how to recognize scope creep and why it is hard for Industry to “just say no” to Government requests. We hope you enjoy the Program Manager’s perspective, joining the proposal manager’s and contract administrator’s perspectives on the podcast in the quest to help make Government contracts better, one contract at a time. __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
Aug 06, 2017
145 Why is Teaming Critical?
1223
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) This episode is brought to you by Deltek. https://www.deltek.com/en/products/business-development/govwin Kevin and Paul discuss the importance of teaming decisions and how these decisions can impact winning and executing Government contracts. Learn how the Government can drive and should care about Industry teaming decisions and why Industry needs to treat teaming as a critical part of the bid strategy and contract performance process. __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
Jul 30, 2017
144 Cost Vs. Price Analysis
1611
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) How does the Government determine that a price is fair and reasonable? Analysis! Kevin and Paul discuss the differences between price analysis and cost analysis (FAR 15.404-1) and why it is important to understand the requirements of each. Learn how the Government can leverage the power of competition and how Industry can help the Government streamline the price/cost analysis process. __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
Jul 23, 2017
143 GovCon Axioms
1220
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) This episode is brought to you by Deltek. https://www.deltek.com/en/products/business-development/govwin The Government market is constantly evolving. But some things never change. Kevin and Paul discuss what won’t change. Learn why both Government and Industry should be prepared to deal with these axioms. __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
Jul 16, 2017
142 ENCORE - Proposal Schedules
1259
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) This is an encore presentation of a very early episode. How much time does Industry need to prepare and submit a proposal? How much is not enough? How much is too much? What is Industry doing with that time? Failure to communicate can cause Industry to struggle to submit a compliant proposal on time, often leaving the Government with fewer high quality proposals to consider. Kevin and Paul tackle both sides of the proposal response time question and offer guidance on how to find a balance between the extremes of too little and too much time. __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
Jul 09, 2017
141 Small Business Goals
1342
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) This episode is brought to you by Deltek. https://www.deltek.com/en/products/business-development/govwin Kevin and Paul discuss Small Business Goals. Learn where the goals come from, what happens when the goals aren’t met, and how both Government and Industry can use small business goals to target and make Government acquisition easier, one contract at a time! __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
Jul 02, 2017
140 Sources Sought
824
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) What is a Sources Sought Synopsis? What about a Sources Sought Notice? Same thing? What is one of these things used for? Who uses this tool? When? Kevin and Paul discuss one of the market research techniques used by the Government to identify sources (meaning, vendors) who can satisfy Government requirements for a particular need. __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
Jun 25, 2017
139 Be Early
1536
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) This episode is brought to you by Deltek. https://www.deltek.com/en/products/business-development/govwin Kevin and Paul discuss the importance of identifying opportunities earlier than you need to. Learn why both Government and Industry can benefit through open communication early (even earlier than you think) in the acquisition process. __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
Jun 17, 2017
138 Effective Teaming w/Kevin Lothridge
1237
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Today we welcome special guest Kevin Lothridge, the CEO of the National Forensic Science Technology Center. Our Kevin Jans discusses teaming with Kevin Lothridge so that you can learn from his experience developing effective partnerships to succeed in this market and achieve better acquisition outcomes for both Government and Industry. __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
Jun 11, 2017
137 What is an ECP?
1287
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Sometimes a contract needs to be modified after award. Some changes are administrative. Other changes may impact cost, schedule, or the requirements. In the Government acquisition world, this kind of change is usually called an Engineering Change Proposal.(ECP) Learn why ECPs aren’t usually easy or fast and how the relationship between the Government and Industry players can impact the negotiation of an ECP. _________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
Jun 04, 2017
136 ENCORE - Contract Types
1249
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) This special encore episode is brought to you by the Government Contract Pricing Summit. www.GCPSummit.com/podcast What is the difference between a Firm Fixed Price contract and a Cost Reimbursable contract? If you’ve ever asked this question, this podcast is for you. We provide an overview of the 2 basic contract types used by the Government with examples of when they may be used and the risks each party assumes. (this is an encore presentation of one of our earliest episodes…enjoy!) ——————————— Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
May 28, 2017
135 What is COTS?
1329
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) This episode is brought to you by the Government Contract Pricing Summit. www.GCPSummit.com/podcast Commercial Off the Shelf? (COTS) Is that the same as a Commercial Item? Good question! Kevin and Paul explain COTS and how the already streamlined ruleset for commercial acquisition in FAR Part 12 is further streamlined if you’re buying (or selling) COTS. ——————————— Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
May 24, 2017
134 Another Government Shutdown?
1713
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) This episode is brought to you by the Government Contract Pricing Summit. www.GCPSummit.com/podcast Another year, another potential Government shutdown. What does this really mean for Government contractors? What does it mean for Government acquisition personnel? Kevin and Paul explain why a Government shutdown isn’t really a shutdown and describe the common impacts to Government contracts. Learn why communication (especially with the Contracting Officer) is essential for navigating the annual threat of a Government shutdown. ——————————— Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
May 21, 2017
133 Don't Write Novels For Strangers
1095
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) This episode is brought to you by the Government Contract Pricing Summit. www.GCPSummit.com/podcast Writing a Request for Proposals (RFP) without understanding industry’s capabilities and the state of the market is like writing a novel for a stranger. The same goes for writing and submitting a proposal to a customer you don’t understand. (What does that even mean? Listen and Learn!) Kevin and Paul take a different route through a couple foundational Contracting Officer Podcast topics: communication and targeting. Learn how communication between Government and Industry during the acquisition directly impacts the quality of RFPs and proposals and why targeting is important to each side. __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
May 14, 2017
132 Why does Profit matter?
1423
May 07, 2017
131 Limitation of Costs or Funds
1403
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) When is a cost-reimbursable contract not completely reimbursable? The Government’s obligation is limited to the estimated cost and/or current funding listed in the contract. (which sounds obvious, but is easily misunderstood once performance begins) Kevin and Paul discuss FAR 52.232-20 (Limitation of Cost) and FAR 52.232.22 (Limitation of Funds). Learn the notification requirements and thresholds that warrant Industry’s awareness and why tracking and reporting expenditures are crucial to avoiding unpleasant impacts to contract performance due to lack of available funding. __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
Apr 30, 2017
130 Contract Closeout
1449
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Today we welcome back special guest Shelley Hall to discuss contract closeout. Paul and Shelley provide an overview of what happens between when a contract ends and when it is officially closed out. Learn why it is important for both sides to diligently keep records during contract performance to ease the closeout process. __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
Apr 23, 2017
129 ENCORE - What Are Simplified Aquisition Procedures?
943
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) This is an encore presentation of a topic that has made the news as our new President’s administration considers what can be done to streamline the Government’s acquisition processes. Simplified Acquisition Procedures! How can the Government buy commercial items efficiently? Good question! One streamlined acquisition process has now become an official part of the FAR. (after years as a “test program”) FAR 13.5 describes Simplified Acquisition Procedures (SAP) which allow Contracting Officers to skip or greatly simplify the process for buying commercial items when certain criteria are met. Kevin and Paul describe when and where SAP can be used and why it is important for both Government and Industry to understand and take advantage of this most useful FAR language. __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
Apr 16, 2017
128 What Are Required Sources?
1319
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Before the Government can buy supplies and services from the open market they must consider “Required Sources”. Kevin and Paul discuss FAR Part 8’s required sources of supplies that must be considered by Government Contracting Officers at the beginning of the acquisition process. Learn how these apparent inefficiencies can actually speed up the buying process and why Industry must understand how the Government buys what you’re selling. (or you may be fishing in the wrong stream…) __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
Apr 09, 2017
Do You Know What Not to Do?
43
Apr 09, 2017
127 Lucky vs. Good
969
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) In a bit of a departure from the normal CO Podcast topics, we get a little “philosophical”. Well…not really. After a spirited “discussion” about how the ebb and flow of the economy in general impacts Government contractors we boiled it down to a basic principle: Lucky vs. Good. Kevin and Paul discuss the differences between lucky and good in the Government acquisition world and why both Government and Industry should recognize the impact of external forces on the competitive landscape. _________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
Apr 02, 2017
126 The 80/20 Rule Revisited
1314
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Episode 2 introduced our take on the 80/20 rule. The 80/20 Rule (of thumb) plays on Pareto’s Law by comparing the relative importance of relationships and processes in the Government market to their importance in commercial industry. We described how in many instances, winning Government business has more to do with process and following the rules than relationships between buyers and sellers. Kevin and Paul revisit the 80/20 rule to add context about how the importance of relationships is directly related to the size and complexity of the acquisition at hand. For the largest Government acquisitions, relationships are every bit as important as they are in the commercial world. __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
Mar 26, 2017
125 Cost vs. Price With Wendy Frieman
1403
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Do the words cost and price mean the same thing to you? In most of your life the answer is probably yes. In the business world (and Government acquisition world) they are quite different. Confusing the two can cause real problems. Paul discusses the important distinction between cost and price with regular guest Wendy Frieman. Learn the general elements of “cost”, the complexity of cost estimation, and why pricing is more than just building up the costs. ———— If you need help with the Government market, become a Skyway Connection Community licensee and get access to one-on-one insights, time-saving tools, and contract-centric training resources that will make sure you’re ready to take advantage of opportunities each time they knock. The Skyway Connection© Community was created specifically to help companies expand their knowledge and capabilities, and to increase their competitive position in federal government acquisitions. - Learn more at: https://skywayacq.com/connect Membership benefits include: Access to Skyway Insight© Webinars Unlimited access to The RFP Score™ Access to Ask a Contracting Officer Forum™ Priority Access to Skyway Team for Skyway Insight, capture, proposal support __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
Mar 19, 2017
124 Past Performance is a Bridge
1526
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Past performance is the bridge to the next contract, whether it is winning new work or just keeping the work you have. Learn when past performance matters to both Government and Industry (hint: the entire time) and why it is important for both sides to understand the definitions of “recent” and “relevant” as they relate to your acquisition or proposal. __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
Mar 12, 2017
Be Proactive
59
Mar 05, 2017
123 The Wrap Up Zone
1680
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) It’s time to wrap up the Execution Zones with the final episode in the series: The Wrap Up Zone. (sorry…couldn’t resist that one) Kevin and Paul introduced the Execution Zones in Episode 84. The Execution Zones are a helpful way to envision where and how certain topics fit into the Government contracting world. The Execution Zones are the post-award companions to the Acquisition Time Zones and are referenced in many episodes. In chronological order, they are: 1) The Honeymoon Zone 2) The Performance Zone 3) The Recompete Zone 4) The Wrap-up Zone The work is done. The product is delivered. The services have ended. Your contract is over. The Wrap Up Zone is the culmination of the Execution Zones. It covers the time period from the end of the contract period of performance until the final closeout modification is signed. With service contracts, there is often a transition period between the incumbent and the new contractor when both are working simultaneously to ensure a clean hand off of the responsibilities. Learn how the Wrap Up Zone can impact the Government’s perception of a contractor and why a contract (and potential financial liability) is not over until the final closeout modification is signed. __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
Mar 05, 2017
122 Program Manager Perspective with Dave Bartlow
1796
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) One of the best shortcuts to learn and grow is to get perspective from people with different experiences than your own. With this in mind, we’re adding a bit of the program manager’s perspective to the podcast. Listen in on Paul’s conversation with special guest Dave Bartlow, a former Navy officer who now works as a project manager on the Industry side. Dave shares his experience managing subcontractors and project schedules. It’s no surprise that the discussion returns to one of our common themes: communication. (between Government and Industry as well as within a program) We hope you enjoy the Program Manager’s perspective, joining the proposal manager’s and contract administrator’s perspectives on the podcast in the quest to help make Government contracts better, one contract at a time. ———— If you need help with the Government market, become a Skyway Connection Community licensee and get access to one-on-one insights, time-saving tools, and contract-centric training resources that will make sure you’re ready to take advantage of opportunities each time they knock. The Skyway Connection© Community was created specifically to help companies expand their knowledge and capabilities, and to increase their competitive position in federal government acquisitions. - Learn more at: https://skywaymember.com Membership benefits include: Access to Skyway Insight© Webinars Unlimited access to The RFP Score™ Access to Ask a Contracting Officer Forum™ Priority Access to Skyway Team for Skyway Insight, capture, proposal support __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
Feb 26, 2017
121 Termination of Contracts
1536
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Kevin and Paul dive into contract terminations. (FAR Part 49) Learn the difference between termination for convenience (T4C) and termination for default (T4D) and why the FAR considers terminations to be a last resort. __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
Feb 19, 2017
120 Contract Modifications
1809
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) It is likely that your contract will require some kind of modification over its period of performance. (unless it is for a simple commodity purchase) Modifications may have a large impact (to the specification, schedule, statement of work, etc.) or may make minor administrative changes with no impact to the work. Kevin and Paul discuss FAR Part 43 and provide an overview of the process and rules for modifying Government contracts. Learn the different types of modifications, who can authorize changes to the contract, and why Government and Industry negotiation “power” changes after contract award. __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
Feb 12, 2017
Contract Negotiation
27
Feb 12, 2017
119 Transitioning from Sub to Prime (with special guests from Greytek)
1290
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Kevin discusses the challenges that small businesses face as they strive to win their first prime contract with Jim Duffey and Ted Atsinger from Greytek. Grektek is a Service Disabled Veteran Owned Small Business (SDVOSB) that specializes in organizational risk, security education & training, and intelligence services. Learn some of the differences between commercial and Government customers from a small business perspective. The conversation with Greytek also reveals pitfalls that first time primes may deal with in targeting new work that fits their skills and weight class and in preparing proposals for Government competitions. __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
Feb 05, 2017
118 The 3 Deciders
1308
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Who makes the decision to purchase something for the Government? The answer depends on many factors, but is usually quite different from how an acquisition decision is made in your personal life or the non-Government world. Kevin and Paul discuss the 3 main “deciders” in Government acquisition and relate them to easily recognizable roles. Money, needs, and the authority/ability to make a transaction. Learn who has the power in each Acquisition Timezone and why it is important for both Government and Industry to recognize how the power can shift. __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
Jan 29, 2017
117 The Recompete Zone
1730
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) The Recompete Zone is here! Are you ready to compete just to keep doing the work you’re already doing? A unique feature of the Government Acquisition world is the requirement to fairly compete new contracts, even if the requirement is unchanged from a current effort and the Government is entirely satisfied with the current contractor’s performance. Kevin and Paul introduced the Execution Zones in Episode 84. The Execution Zones are a helpful way to envision where and how certain topics fit into the Government contracting world. The Execution Zones are the post-award companions to the Acquisition Time Zones and are referenced in many episodes. In chronological order, they are: 1) The Honeymoon Zone 2) The Performance Zone 3) The Recompete Zone 4) The Wrap-up Zone The Performance Zone and the Recompete Zone don’t have a clear line between them. In most cases they occur simultaneously for at least some period. Learn why both Government and Industry can be dual-hatted during the Recompete Zone and how this zone parallels the Acquisition Time Zones. __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
Jan 22, 2017
Do you know what NOT to do?
43
Jan 22, 2017
116 Subcontract Management w/Christi Gilbert
1046
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Welcome back special guest Christi Gilbert! Kevin and Christi discuss subcontract management, specifically relating to service contracts. Learn why Industry’s subcontract managers are similar to Government Contracting Officers. You’ll also gain an understanding of how incremental funding and the Limitation of Funds clause (FAR 52.232-22) impact subcontract administration and why this drives costs for Industry. (which ultimately costs the Government, and you as a taxpayer) ———— If you need help with the Government market, become a Skyway Connection Community licensee and get access to one-on-one insights, time-saving tools, and contract-centric training resources that will make sure you’re ready to take advantage of opportunities each time they knock. The Skyway Connection© Community was created specifically to help companies expand their knowledge and capabilities, and to increase their competitive position in federal government acquisitions. - Learn more at: https://skywaymember.com Membership benefits include: Access to Skyway Insight© Webinars Unlimited access to The RFP Score™ Access to Ask a Contracting Officer Forum™ Priority Access to Skyway Team for Skyway Insight, capture, proposal support __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
Jan 15, 2017
115 What Are Delivery Incentives?
1677
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) FAR Part 16.401 describes incentive contracts. Incentives fall into 3 general categories: cost, performance, and schedule. Kevin and Paul discuss delivery incentives (FAR 16.402-3) and provide an overview of how delivery incentives can be used. You want it fast, you’ll get it fast! Don’t forget the law of unintended consequences when using any kind of incentives. Learn why faster isn’t always better, even if the cost and performance stay the same. And always remember, communication is key when structuring incentives to ensure that both parties’ needs are met. __________ If you need help with the Government market, become a Skyway Connection Community licensee and get access to one-on-one insights, time-saving tools, and contract-centric training resources that will make sure you’re ready to take advantage of opportunities each time they knock. The Skyway Connection© Community was created specifically to help companies expand their knowledge and capabilities, and to increase their competitive position in federal government acquisitions. - Learn more at: https://skywaymember.com Membership benefits include: Access to Skyway Insight© Webinars Unlimited access to The RFP Score™ Access to Ask a Contracting Officer Forum™ Priority Access to Skyway Team for Skyway Insight, capture, proposal support __________________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
Jan 08, 2017
Contract Management
49
Jan 06, 2017
114 ENCORE - What are Incentive Contracts?
1417
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) This is an encore presentation of our overview of Incentive Contracts. Look for separate episodes that dive into the details of cost, schedule, and performance incentives. Incentive contracts are designed to help the Government acquire goods and services at a lower cost or with improved delivery or technical performance. These contracts provide the opportunity for creativity in crafting incentives and also great peril if the incentives aren’t perfectly aligned with the Government’s intent. In this episode Kevin and Paul explain the basic types of incentives and provide examples of how they can help both the Government and Industry if used wisely. But look out….the law of unintended consequences can be devastating if the delicate balance of cost, schedule, and performance is not considered with every incentive. ———— If you need help with the Government market, become a Skyway Connection Community licensee and get access to one-on-one insights, time-saving tools, and contract-centric training resources that will make sure you’re ready to take advantage of opportunities each time they knock. The Skyway Connection© Community was created specifically to help companies expand their knowledge and capabilities, and to increase their competitive position in federal government acquisitions. - Learn more at: https://skywaymember.com Membership benefits include: Access to Skyway Insight© Webinars Unlimited access to The RFP Score™ Access to Ask a Contracting Officer Forum™ Priority Access to Skyway Team for Skyway Insight, capture, proposal support __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
Jan 01, 2017
113 Targeting Live! Special Presentation from the GCP Summit.
2222
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) This special episode is a recording of Kevin and Paul live at the Government Contract Pricing Summit. Listen as they discuss a critical skill for Industry and Government acquisition professionals: Targeting! Yes, both sides can target to help improve the efficiency of the Government acquisition process. (and we all know we need to be more efficient) Remember this is a live recording, background noise, mic bumps, and all! ———— If you need help with the Government market, become a Skyway Connection Community licensee and get access to one-on-one insights, time-saving tools, and contract-centric training resources that will make sure you’re ready to take advantage of opportunities each time they knock. The Skyway Connection© Community was created specifically to help companies expand their knowledge and capabilities, and to increase their competitive position in federal government acquisitions. - Learn more at: https://skywaymember.com Membership benefits include: Access to Skyway Insight© Webinars Unlimited access to The RFP Score™ Access to Ask a Contracting Officer Forum™ Priority Access to Skyway Team for Skyway Insight, capture, proposal support __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
Dec 26, 2016
112 Task Order Management w/ Christi Gilbert
1127
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) What is a Task Order? How are task orders managed by Industry? What should Government acquisition teams understand about how task orders are managed by Industry. Kevin discusses task orders and IDIQ contracts with special guest Christi Gilbert. Learn common factors that can complicate task order management and how both Government and Industry can make their work lives easier through a common understanding that task orders must be managed as if they are separate, segregable contracts. ———— If you need help with the Government market, become a Skyway Connection Community licensee and get access to one-on-one insights, time-saving tools, and contract-centric training resources that will make sure you’re ready to take advantage of opportunities each time they knock. The Skyway Connection© Community was created specifically to help companies expand their knowledge and capabilities, and to increase their competitive position in federal government acquisitions. - Learn more at: https://skywaymember.com Membership benefits include: Access to Skyway Insight© Webinars Unlimited access to The RFP Score™ Access to Ask a Contracting Officer Forum™ Priority Access to Skyway Team for Skyway Insight, capture, proposal support __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts
Dec 18, 2016
111 What is GFP?
1454
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) What is Government Furnished Property? (GFP) Kevin and Paul walk through the basics of GFP. Learn how Government agencies can potentially increase competition through the use of GFP and why Industry must take GFP management seriously to enable future wins. ———— If you need help with the Government market, become a Skyway Connection Community licensee and get access to one-on-one insights, time-saving tools, and contract-centric training resources that will make sure you’re ready to take advantage of opportunities each time they knock. The Skyway Connection© Community was created specifically to help companies expand their knowledge and capabilities, and to increase their competitive position in federal government acquisitions. - Learn more at: https://skywaymember.com Membership benefits include: Access to Skyway Insight© Webinars Unlimited access to The RFP Score™ Access to Ask a Contracting Officer Forum™ Priority Access to Skyway Team for Skyway Insight, capture, proposal support __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
Dec 11, 2016
110 What is CPARS? w/Shelly Hall
1910
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) The Contractor Performance Assessment Reporting System (CPARS) has been designated as the Federal Government-wide solution for collection of contractor performance information. Paul discusses CPARS with special guest Shelley Hall. Learn how information is collected through CPARS and shared through other tools. Past performance is evaluated in every Government source selection. Positive ratings are key to continued awards. Learn how to challenge inaccurate ratings and why it is important for both Government and Industry to ensure that CPARS contains factual and fair assessments of contractor performance. ———— If you need help with the Government market, become a Skyway Connection Community licensee and get access to one-on-one insights, time-saving tools, and contract-centric training resources that will make sure you’re ready to take advantage of opportunities each time they knock. The Skyway Connection© Community was created specifically to help companies expand their knowledge and capabilities, and to increase their competitive position in federal government acquisitions. - Learn more at: https://skywayacq.com/connect Membership benefits include: Access to Skyway Insight© Webinars Unlimited access to The RFP Score™ Access to Ask a Contracting Officer Forum™ Priority Access to Skyway Team for Skyway Insight, capture, proposal support __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
Dec 04, 2016
109 Proposal Production with Wendy Frieman
1396
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Another excellent episode in our interview series! Kevin talks to Wendy Frieman, a professional proposal manager who also happens to hold the NCMA’s Certified Professional Contract Manager (CPCM) designation. We’re thrilled to bring Wendy’s experience and opinions to the podcast. Kevin and Wendy discuss the most critical, but often overlooked, part of the proposal process: document production. The best written proposal is worthless if it isn’t produced and delivered on time! Learn why even experienced Government and Industry acquisition professionals often underestimate the time it will take to generate all the paper, binders, and files that were required by the RFP. ———— If you need help with the Government market, become a Skyway Connection Community licensee and get access to one-on-one insights, time-saving tools, and contract-centric training resources that will make sure you’re ready to take advantage of opportunities each time they knock. The Skyway Connection© Community was created specifically to help companies expand their knowledge and capabilities, and to increase their competitive position in federal government acquisitions. - Learn more at: https://skywayacq.com/connect Membership benefits include: Access to Skyway Insight© Webinars Unlimited access to The RFP Score™ Access to Ask a Contracting Officer Forum™ Priority Access to Skyway Team for Skyway Insight, capture, proposal support __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
Nov 27, 2016
108 The Performance Zone
1792
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Welcome to the Performance Zone! This is where the work gets done… Kevin and Paul introduced the Execution Zones in Episode 84. The Execution Zones are a helpful way to envision where and how certain topics fit into the Government contracting world. The Execution Zones are the post-award companions to the Acquisition Time Zones and are referenced in many episodes. In chronological order, they are: 1) The Honeymoon Zone 2) The Performance Zone 3) The Recompete Zone 4) The Wrap-up Zone Much like the Acquisition Time Zones, the Execution Zones are cyclical, but using contract award the as “beginning” is the easiest way to think about them. After the Honeymoon Zone we enter the Performance Zone. Contract performance is the bridge to the next contract and how customer satisfaction is built and maintained. The performance zone is actually the reason all the other Acquisition and Execution timezones exist - so the Government can buy something and so Industry can deliver. __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
Nov 20, 2016
Avoiding Sideways Activity
107
Nov 15, 2016
107 Pricing Primer
1868
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Cost proposals for Government contracts can be quite different than a proposal or quote in the commercial world. How do you build a price for a Government proposal? Kevin and Paul discuss the basic elements that make up a cost proposal. Depending on what is being acquired, contract type, and other variables you may have to provide details for every element of cost that is included in your price. Learn why the Government requires supporting information for these details and why it is important for the Government to understand the burden placed on contractors (and Government proposal evaluators!) with every supporting detail they request in the RFP. ———— If you need help with the Government market, become a Skyway Connection Community licensee and get access to one-on-one insights, time-saving tools, and contract-centric training resources that will make sure you’re ready to take advantage of opportunities each time they knock. The Skyway Connection© Community was created specifically to help companies expand their knowledge and capabilities, and to increase their competitive position in federal government acquisitions. - Learn more at: https://skywayacquisition.com/connect Membership benefits include: Access to Skyway Insight© Webinars Unlimited access to The RFP Score™ Access to Ask a Contracting Officer Forum™ Priority Access to Skyway Team for Skyway Insight, capture, proposal support __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
Nov 13, 2016
106 The Honeymoon Zone
1512
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Welcome to the Honeymoon Zone! Possibly the happiest time in a contract life cycle for both Government and Industry. (or you can read sarcasm into that sentence) Kevin and Paul introduced the Execution Zones in Episode 84. The Execution Zones are a helpful way to envision where and how certain topics fit into the Government contracting world. The Execution Zones are the post-award companions to the Acquisition Time Zones and are referenced in many episodes. In chronological order, they are: 1) The Honeymoon Zone 2) The Performance Zone 3) The Recompete Zone 4) The Wrap-up Zone Much like the Acquisition Time Zones, the Execution Zones are cyclical, but using contract award the as “beginning” is the easiest way to think about them. Starting with contract award, we enter the Honeymoon Zone. Learn what happens during the first days and weeks after contract award and why a contract kickoff meeting is valuable for both sides. As always, communication between Government and Industry counterpart is vital to successful contract performance. The Honeymoon Zone is where the standard is set for future communications that can make or break your program’s performance. __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
Nov 06, 2016
105 What is a Proposal Manager? - With Wendy Friedman
1232
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Learn from a professional proposal manager! Kevin interviews Wendy Freidman, a veteran proposal manager who also happens to hold the NCMA’s Certified Professional Contract Manager (CPCM) designation. We’re thrilled to bring Wendy’s experience and “outside” view to the podcast. Kevin and Wendy discuss the difference between preparation and planning with regard to proposals for Government acquisitions. Learn how incomplete of communication regarding the release date for a Government Request for Proposal can create chaos for Industry and the very real people involved in proposal writing. Wendy shares deep insight into the distraction that RFP rumors can create for the Industry proposal team and why written direction from the Contracting Officer is priceless. ———— If you need help with the Government market, become a Skyway Connection Community licensee and get access to one-on-one insights, time-saving tools, and contract-centric training resources that will make sure you’re ready to take advantage of opportunities each time they knock. The Skyway Connection© Community was created specifically to help companies expand their knowledge and capabilities, and to increase their competitive position in federal government acquisitions. - Learn more at: https://skywayacquisition.com/connect Membership benefits include: Access to Skyway Insight© Webinars Unlimited access to The RFP Score™ Access to Ask a Contracting Officer Forum™ Priority Access to Skyway Team for Skyway Insight, capture, proposal support __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
Oct 30, 2016
104 What are Performance Incentives?
1588
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) This episode is brought to you by PROPRICER(TM), the #1 proposal pricing and cost analysis software used by federal agencies and small to large government contractors. PROPRICER’s Government Edition will simplify the Government’s cost analysis process and save time and effort. Visit www.PROPRICER.com\podcast to learn more or request a demonstration. ____________ FAR Part 16.401 describes incentive contracts. Incentives fall into 3 general categories: cost, performance, and schedule. Kevin and Paul discuss performance incentives (FAR 16.402-2) and provide an overview of how performance incentives are structured. Learn why it is critical to clearly communicate what performance is important and how that performance will be measured and assessed. Remember that the law of unintended consequences can wreak havoc on any incentive contract! Know what you’re really incentivizing. Be sure to understand the additional costs involved in managing incentives. __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
Oct 23, 2016
How to Get More Help From Skyway
586
This episode answers the question of "how do I get help from Skyway?" In this episode, Kevin explains the Why, How, and What of Skyway Acquisition, along with how to get direct support from our team. If you have ever wondered what exactly the 'Skyway Community' is, then listen to this podcast. ...or go directly to skywaydemo.com Thanks!
Oct 19, 2016
103 Ethics in Government Contracting
1344
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Ethics never goes out of style…except maybe in election years. If you’re a Government contractor, the FAR mandates that you comply with basic business ethics principles. Kevin and Paul discuss the requirements levied by FAR 52.203-13, “Contractor Code of Business Ethics and Conduct”. Learn when this clause applies (and doesn’t apply) as well as why the Government requires Industry to follow these standards. ———— If you need help with the Government market, become a Skyway Connection Community licensee and get access to one-on-one insights, time-saving tools, and contract-centric training resources that will make sure you’re ready to take advantage of opportunities each time they knock. The Skyway Connection© Community was created specifically to help companies expand their knowledge and capabilities, and to increase their competitive position in federal government acquisitions. - Learn more at: https://skywayacquisition.com/connect Membership benefits include: Access to Skyway Insight© Webinars Unlimited access to The RFP Score™ Access to Ask a Contracting Officer Forum™ Priority Access to Skyway Team for Skyway Insight, capture, proposal support __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
Oct 16, 2016
102 Subtract then Multiply!
1322
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) The latest in our continuing series on targeting. First we covered reachable market, target market, and your weight class. Targeting 201 we learned how to “be the prize”. In this episode we introduce the concept of “subtract, then multiply”. Kevin and Paul discuss the art and science of targeting. Learn how effective targeting increases the quality of opportunities available to industry and makes the Government’s selection process and administration of contracts more efficient. ———— If you need help with the Government market, become a Skyway Connection Community licensee and get access to one-on-one insights, time-saving tools, and contract-centric training resources that will make sure you’re ready to take advantage of opportunities each time they knock. The Skyway Connection© Community was created specifically to help small companies expand their knowledge and capabilities, and to increase their competitive position in federal government acquisitions. - Learn more at: https://skywayacquisition.com/connect Membership benefits include: Access to Skyway Insight© Webinars Unlimited access to The RFP Score™ Access to Ask a Contracting Officer Forum™ Priority Access to Skyway Team for Skyway Insight, capture, proposal support __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
Oct 09, 2016
101 Negotiations
1256
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) This episode is brought to you by PROPRICER(TM), the #1 proposal pricing and cost analysis software used by federal agencies and small to large government contractors. PROPRICER’s Government Edition will simplify the Government’s cost analysis process and save time and effort. Visit www.PROPRICER.com\podcast to learn more or request a demonstration. Negotiations are an important part of the Government acquisition world. (and the rest of your life, of course) Kevin and Paul discuss the origin of “win-win” negotiations. Learn the important difference between competition and negotiation and why embracing the solution as “ours” leads to better outcomes. __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
Oct 02, 2016
100 What are Cost Incentives?
1377
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) This episode is brought to you by IB Supply. ibSupply.com is your one-stop source for timely delivery of best value products. As a preferred source of supply, and an award winning AbilityOne provider, ibSupply.com offers access to thousands of products with compliance filters for hassle-free procurement. With FREE shipping and next-day delivery options, ibSupply.com’s quality service is unmatched. Shop ibSupply.com today! ____________ FAR Part 16.401 describes incentive contracts. Incentives fall into 3 general categories: cost, performance, and schedule. Kevin and Paul discuss cost incentives (FAR 16.402-1) and provide an overview of how cost incentives are structured. Learn why profit is not necessarily the only motivator and how the law of unintended consequences can wreak havoc on any incentive contract. __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
Sep 26, 2016
099 What is a Mid-Size business?
1944
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) This episode is brought to you by PROPRICER(TM), the #1 proposal pricing and cost analysis software used by federal agencies and small to large government contractors. Visit www.PROPRICER.com/podcast to learn more or request a demonstration of the NEW SERVICES CONTRACTOR EDITION. The SERVICES CONTRACTOR EDITION allows you to: Manipulate rates Set annual caps Create annual work schedules Ability to account for PTO and holidays, all while maintaining the accuracy of your rates throughout your cost proposal and much more! ____________ FAR 2.101 defines small business. Everything else is a large business. Most companies, however, are not very small yet not really large. Kevin and Paul discuss the many shades of “large small” businesses and “small large” businesses. Learn some of the challenges that companies on the cusp face as they transition from small to large in the Government’s eyes. Find out how the Government can target different sized “large” businesses during the market research and RFP zones. You’ll also gain an appreciation of the compliance burdens that large businesses face in the Government market. __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
Sep 18, 2016
098 What I Wish I Had Known with Matt Jeffery
1610
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) This episode is brought to you by IB Supply. ibSupply.com is your one-stop source for timely delivery of best value products. As a preferred source of supply, and an award winning AbilityOne provider, ibSupply.com offers access to thousands of products with compliance filters for hassle-free procurement. With FREE shipping and next-day delivery options, ibSupply.com’s quality service is unmatched. Shop ibSupply.com today! ____________ Continuing our interview series, Kevin talks to Matt Jeffery, a former Government Contracting Officer who now works as a Contracts Manager for Ball Aerospace. Matt shares incredible insight gleaned from his experience at multiple Government Agencies as well as his time with Industry. Learn why communication and building relationships between Government and Industry remain the most important aspects of every Government acquisition program. __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
Sep 11, 2016
097 Staffing is not Just Staffing
1805
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) This episode is brought to you by IB Supply. ibSupply.com is your one-stop source for timely delivery of best value products. As a preferred source of supply, and an award winning AbilityOne provider, ibSupply.com offers access to thousands of products with compliance filters for hassle-free procurement. With FREE shipping and next-day delivery options, ibSupply.com’s quality service is unmatched. Shop ibSupply.com today! ____________ Kevin and Paul discuss the variables that impact Industry’s ability to provide resources (meaning people) to meet the Government’s requirements. These issues impact both service contracts and development contracts - anywhere that contractors must hire employees. Learn how both the Government and Industry sometimes contribute to problems hiring and maintaining employees throughout the execution of a contract and tips for how to avoid these problems. As always, communication between Government and Industry is key to recognizing when staffing problems may be encountered during the acquisition and execution zones. __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
Sep 08, 2016
096 ENCORE - End of Fiscal Year
1336
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) This episode is brought to you by IB Supply. ibSupply.com is your one-stop source for timely delivery of best value products. As a preferred source of supply, and an award winning AbilityOne provider, ibSupply.com offers access to thousands of products with compliance filters for hassle-free procurement. With FREE shipping and next-day delivery options, ibSupply.com’s quality service is unmatched. Shop ibSupply.com today! ___________ The Government Fiscal Year (GFY is the common acronym) runs 1 October through 30 September. The last month of the GFY has the potential for great drama because Government funds have an expiration date. (check out Ep. 019 “Colors of Money” for more on that) Kevin and Paul talk through what happens in Government acquisition offices at the end of the fiscal year and offer some simple recommendations for both Government and Industry to help reduce the panic and stress that September often brings. __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
Sep 05, 2016
095 What is the 8a Program?
1382
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) This episode is brought to you by IB Supply. ibSupply.com is your one-stop source for timely delivery of best value products. As a preferred source of supply, and an award winning AbilityOne provider, ibSupply.com offers access to thousands of products with compliance filters for hassle-free procurement. With FREE shipping and next-day delivery options, ibSupply.com’s quality service is unmatched. Shop ibSupply.com today! ____________ Special guest Shelley Hall joins Paul for a tutorial on the 8(a) Business Development Program. The 8(a) Program is intended to help socially and economically disadvantaged entrepreneurs gain access to the economic mainstream of American society. Learn the requirements that must be met to be certified as an 8(a) company and how the program helps to develop small disadvantaged businesses. You’ll also gain perspective on how the preference given to 8(a) companies can result in fast and easy contract awards and how large businesses can benefit from the 8(a) program. __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
Sep 01, 2016
094 Contracting Officer Interview with Robert Crandell from DMEA
1508
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) This episode is brought to you by IB Supply. ibSupply.com is your one-stop source for timely delivery of best value products. As a preferred source of supply, and an award winning AbilityOne provider, ibSupply.com offers access to thousands of products with compliance filters for hassle-free procurement. With FREE shipping and next-day delivery options, ibSupply.com’s quality service is unmatched. Shop ibSupply.com today! ____________ In this episode we continue our series of interviews with Contracting Officers. Kevin interviews Robert Crandell, a Contracting Officer at the Defense MicroElectronics Activity. Rob share the story of how and why he became a Federal Government Contracting Officer, the mission of his interesting acquisition office, as well as his list of “things I wish industry knew about being a Contracting Officer”. Learn new acquisition and contract administration strategies and how Contracting Officers’ personal decisions are sometimes limited by regulations. (No, they’re not just trying to make it hard on Industry!) __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
Aug 29, 2016
093 What is a Services Contract?
1628
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) This episode is brought to you by PROPRICER(TM), the #1 proposal pricing and cost analysis software used by federal agencies and small to large government contractors. Visit www.PROPRICER.com/podcast to learn more or request a demonstration of the NEW SERVICES CONTRACTOR EDITION. The SERVICES CONTRACTOR EDITION allows you to: • Manipulate rates • Set annual caps • Create annual work schedules • Ability to account for PTO and holidays, all while maintaining the accuracy of your rates throughout your cost proposal and much more! ____________ A service contract directly engages the time and effort of a contractor to perform an identifiable task rather than to furnish an end item of supply. This could be maintenance, repair, housekeeping and base services, advisory and assistance services…the list is endless. Kevin and Paul discuss the nature of service contracts and how they differ from contracts for commodities or systems. Learn why the color of money (Episode 019) drives the structure and administration of service contracts. You’ll also gain an understanding of how the law of supply and demand can have devastating impact on a service contract if either Government or Industry tries to ignore it! __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
Aug 21, 2016
092 What is FAR Part 12
1686
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) FAR Part 12 “Acquisition of Commercial Items” allows the Government to acquire commercial items using commercial procedures, or at least the Government’s version of commercial procedures. Kevin and Paul discuss the genesis of FAR Part 12 and share their experience acquiring everything from simple off-the-shelf goods to aircraft using FAR Part 12. You’ll learn what types of goods and services can be bought (and sold) using the acquisition policies contained in FAR Part 12. Learn how the Government’s policies and procedures are similar to the commercial marketplace and how they differ. FAR Part 12 can make the acquisition process faster and easier for both sides. Learn how the Government can reduce ‘paperwork” and entice new entrants to the Government market and how Industry can benefit from the use of FAR Part 12’s unique policies. ———— If you need help with the Government market, become a Skyway Connection Community licensee and get access to one-on-one insights, time-saving tools, and contract-centric training resources that will make sure you’re ready to take advantage of opportunities each time they knock. The Skyway Connection© Community was created specifically to help small companies expand their knowledge and capabilities, and to increase their competitive position in federal government acquisitions. - Learn more at: https://skywayacquisition.com/connect Membership benefits include: Access to Skyway Insight© Webinars Unlimited access to The RFP Score™ Access to Ask a Contracting Officer Forum™ Priority Access to Skyway Team for Skyway Insight, capture, proposal support __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
Aug 14, 2016
091 What is Full and Open Competition?
1195
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Full and Open competition is the Government’s way of saying that all companies can compete. Many competitions are set aside for small businesses only or have other restrictions on who can compete. Full and open competition gives any responsible company a chance to win. Kevin and Paul discuss why it is important for both Government and Industry to understand when and why full and open competition is appropriate. In addition, learn why the Government’s acquisition planning and Industry’s targeting and shaping activities should begin by addressing whether or not full and open competition is the most beneficial acquisition strategy. ———— If you need help with the Government market, become a Skyway Connection Community licensee and get access to one-on-one insights, time-saving tools, and contract-centric training resources that will make sure you’re ready to take advantage of opportunities each time they knock. The Skyway Connection© Community was created specifically to help small companies expand their knowledge and capabilities, and to increase their competitive position in federal government acquisitions. - Learn more at: https://skywayacquisition.com/connect Membership benefits include: Access to Skyway Insight© Webinars Unlimited access to The RFP Score™ Access to Ask a Contracting Officer Forum™ Priority Access to Skyway Team for Skyway Insight, capture, proposal support __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
Aug 08, 2016
090 Free Resources for Contractors
1253
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) We’re here to help Government and Industry acquisition professionals understand more about how the other side thinks. As in any market, the Government contracting world is full of scams. We spend a lot of time on this podcast discussing how complicated doing business with the Federal Government can seem to beginners. We know that there are many upstanding consultants and companies that help new entrants to the Government market get started. (and some are free like the Procurement Technical Assistance Center (PTAC) and other Small Business Administration resources) There are also scam artists who misrepresent the complexity and costs and swindle aspiring Government contractors out of thousands of dollars. In this episode Paul sits down with special guest Shelley Hall to clarify that it does not cost ANYTHING to register to do business with the Federal Government. In addition, Paul and Shelley discuss a range of free resources available to Industry to simplify the process of registering and submitting a bid. You don’t have to pay to register in the System for Award Management (SAM) You don’t have to pay to get a Dun and Bradstreet No. (DUNS) You don’t have to pay to get a Commercial and Government Entity (CAGE) code You don’t have to pay to use Federal Business Opportunities (FBO) You don’t have to pay for a Taxpayer Information Number (TIN) You don’t have to pay to “get” a North American Industrial Classification System (NAICS) code You do not have to pay to get small business assistance You do not have to pay to get 8(a), HUBZone, SDVOSB, or EDWOSB status DON’T LET ANYONE TELL YOU OTHERWISE! ———— If you need help with the Government market, become a Skyway Connection Community licensee and get access to one-on-one insights, time-saving tools, and contract-centric training resources that will make sure you’re ready to take advantage of opportunities each time they knock. The Skyway Connection© Community was created specifically to help small companies expand their knowledge and capabilities, and to increase their competitive position in federal government acquisitions. - Learn more at: https://skywayacquisition.com/connect Membership benefits include: Access to Skyway Insight© Webinars Unlimited access to The RFP Score™ Access to Ask a Contracting Officer Forum™ Priority Access to Skyway Team for Skyway Insight, capture, proposal support __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
Aug 01, 2016
089 What is a Financial Responsibility Determination?
1462
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) This episode is brought to you by PROPRICER(TM), the #1 proposal pricing and cost analysis software used by federal agencies and small to large government contractors. Visit www.PROPRICER.com\podcast to learn more or request a demonstration. Government Contracting Officers are required to make a determination that a contractor is “responsible” before awarding a contract. Part of this determination requires a review of the contractor’s financial capability. (FAR 9.104(a)) Kevin and Paul discuss why it is important for Government Contracting Officers to carefully review their bidder’s financial capabilities (especially for small businesses) and be cognizant of when an acquisition strategy may encourage companies to bid above their weight class. (which introduces risk). Industry should also understand how the Government evaluates financial responsibility and how to be prepared to pass this test. __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
Jul 24, 2016
087 What is a Source Selection Evaluation Board (SSEB) Report?
1272
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) We’re here to help Government and Industry acquisition professionals understand more about how the other side thinks. What is a Source Selection Evaluation Board (SSEB) Report? The Government evaluation team must document the results of their evaluation against the Request for Proposal’s (RFP) stated evaluation criteria. This documentation is often called the SSEB Report, which is presented to the Source Selection Authority (SSA) as the primary resource for the selection decision. Kevin and Paul discuss the FAR requirement for documentation of the evaluation decision and why it is important for the Government to justify their source selection decision and be prepared to share that justification with industry ———— If you need help with the Government market, join the Skyway Connection Community and get access to one-on-one insights, time-saving tools, and contract-centric training resources that will make sure you’re ready to take advantage of opportunities each time they knock. The Skyway Connection© Community was created specifically to help small companies expand their knowledge and capabilities, and to increase their competitive position in federal government acquisitions. - Learn more at: https://skywayacquisition.com/connect Membership benefits include: Access to Skyway Insight© Webinars Unlimited access to The RFP Score™ Access to Ask a Contracting Officer Forum™ Priority Access to Skyway Team for Skyway Insight, capture, proposal support __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
Jul 18, 2016
088 What is an Acquisition Plan?
2034
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) We’re here to help Government and Industry acquisition professionals understand more about how the other side thinks. What is an Acquisition Plan? The Government team is required to document their plan for acquiring goods and services. The plan can be simple for small, low dollar acquisitions but can grow to a massive document requiring high-level approvals for major system buys. Kevin and Paul discuss FAR 7.1 and provide an overview of acquisition plans. Learn why it is important for both sides to understand the plan and how improved communications can result in more successful program execution. ——— If you need help with the Government market, join the Skyway Connection Community and get access to one-on-one insights, time-saving tools, and contract-centric training resources that will make sure you’re ready to take advantage of opportunities each time they knock. The Skyway Connection© Community was created specifically to help small companies expand their knowledge and capabilities, and to increase their competitive position in federal government acquisitions. - Learn more at: https://skywayacquisition.com/connect Membership benefits include: Access to Skyway Insight© Webinars Unlimited access to The RFP Score™ Access to Ask a Contracting Officer Forum™ Priority Access to Skyway Team for Skyway Insight, capture, proposal support __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
Jul 10, 2016
086 ENCORE - Subcontracting and Teaming
1459
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) We’re here to help Government and Industry acquisition professionals understand more about how the other side thinks. Kevin and Paul discuss the balance that both industry and the Government must consider as they plan how best to meet a requirement. Industry must decide whether or not outside vendors, suppliers, or subcontractors will be needed to meet the requirements of a Government solicitation. The Government must consider whether a particular requirement can be met solely by small businesses. Open communication between Government and Industry can help find the sweet spot between building the most efficient team and meeting regulations for small business utilization. This is a holiday encore presentation of a popular early episode. Back next week with brand new episodes! ———— If you need help with the Government market, join the Skyway Connection Community and get access to one-on-one insights, time-saving tools, and contract-centric training resources that will make sure you’re ready to take advantage of opportunities each time they knock. The Skyway Connection© Community was created specifically to help small companies expand their knowledge and capabilities, and to increase their competitive position in federal government acquisitions. - Learn more at: https://skywayacquisition.com/connect Membership benefits include: Access to Skyway Insight© Webinars Unlimited access to The RFP Score™ Access to Ask a Contracting Officer Forum™ Priority Access to Skyway Team for Skyway Insight, capture, proposal support __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
Jul 03, 2016
085 3 Things I Wish I Had Known as a Contracting Officer with special guest Floyd Smith
1795
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) We’re here to help Government and Industry acquisition professionals understand more about how the other side thinks. Another installment of our continuing series of interviews with former Government Contracting Officers who share their personal “3 things I wish I had known when I worked for the Government”. Meet Floyd Smith, a friend of Kevin’s who is a retired Army Officer and former Contracting Officer who also worked at the Defense Contract Management Agency. Floyd retired in 2009 and now works on the Industry side of the Government acquisition world. Kevin sat down with Floyd to learn Floyd’s unique perspective on the gulf in understanding that often exists between Government and Industry acquisition professionals. ———— If you need help with the Government market, join the Skyway Connection Community and get access to one-on-one insights, time-saving tools, and contract-centric training resources that will make sure you’re ready to take advantage of opportunities each time they knock. The Skyway Connection© Community was created specifically to help small companies expand their knowledge and capabilities, and to increase their competitive position in federal government acquisitions. - Learn more at: https://skywayacquisition.com/connect Membership benefits include: Access to Skyway Insight© Webinars Unlimited access to The RFP Score™ Access to Ask a Contracting Officer Forum™ Priority Access to Skyway Team for Skyway Insight, capture, proposal support __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
Jun 27, 2016
084 The Execution Time Zones
1880
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) This episode is brought to you by PROPRICER(TM), the #1 proposal pricing and cost analysis software used by federal agencies and small to large government contractors. Visit www.PROPRICER.com\podcast to learn more or request a demonstration. You’ll be glad you did! Kevin and Paul introduce the Execution Zones, helpful way to envision where and how certain topics fit into the Government contracting world. (execution as in “contract performance”, not as in…you know, the other connotation) The Execution Zones are the post-award companions to the Acquisition Time Zones and are referenced in many episodes. Much like the Acquisition Time Zones, the Execution Zones are cyclical, but using contract award the as “beginning” is the easiest way to think about them. Starting with contract award, we enter the Honeymoon Zone. Learn what happens during the first days and weeks after contract award and why a contract kickoff meeting is valuable for both sides. Following the Honeymoon Zone, the continuum moves through the Performance Zone, the Re-Compete Zone, and the Wrap-up Zone before circling back to the Honeymoon Zone for the next contract. Learn when to begin the capture and business development process for your next award. Learn when Government acquisition experts begin their market research. The basic flow of contract execution and administration is explained. This episode is a quick overview of each zone, so stay tuned for future episodes for deeper insight on each Execution Zone! __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
Jun 20, 2016
083 The Value of Context
1065
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) How does context influence perception in Government Acquisition? Kevin and Paul discuss context, the central concept behind the Contracting Officer Podcast, as it relates to the Government acquisition process and Government contracting in general. Without context, every conversation can lead to misunderstandings, open questions, guesses, and in the case of source selections: protests. Don’t assume that the people on the other side of the issue understand your position. Explain! Give them the context they need to ensure you aren’t talking past each other. Learn what Government and Industry professionals can do to improve communication through real life examples. ———— If you need help with the Government market, join the Skyway Connection Community and get access to one-on-one insights, time-saving tools, and contract-centric training resources that will make sure you’re ready to take advantage of opportunities each time they knock. The Skyway Connection© Community was created specifically to help small companies expand their knowledge and capabilities, and to increase their competitive position in federal government acquisitions. - Learn more at: https://skywayacquisition.com/connect Membership benefits include: Access to Skyway Insight© Webinars Unlimited access to The RFP Score™ Access to Ask a Contracting Officer Forum™ Priority Access to Skyway Team for Skyway Insight, capture, proposal support __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
Jun 12, 2016
082 Which Clauses Belong in my Contract?
1550
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) How does a Contracting Officer decide which clauses are included in a contract? Does Industry have a choice in which clauses are in a contract? What does incorporated by reference mean? Listen and learn… Kevin and Paul discuss the process of clause selection and the reasons why Government contracts are so dense. Learn why some clauses are mandatory and some are optional, as well as the reasons why it is important for both sides to understand the difference. ———— If you need help with the Government market, join the Skyway Connection Community and get access to one-on-one insights, time-saving tools, and contract-centric training resources that will make sure you’re ready to take advantage of opportunities each time they knock. The Skyway Connection© Community was created specifically to help small companies expand their knowledge and capabilities, and to increase their competitive position in federal government acquisitions. - Learn more at: https://skywayacquisition.com/connect Membership benefits include: Access to Skyway Insight© Webinars Unlimited access to The RFP Score™ Access to Ask a Contracting Officer Forum™ Priority Access to Skyway Team for Skyway Insight, capture, proposal support __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
Jun 05, 2016
081 ENCORE - What is a COTR? What is a COR?
1296
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) What does a COTR do? What can a COR direct a contractor to do? What is outside the scope of their authority? In this special encore episode you’ll learn the answers to these questions and more as Kevin and Paul discuss the role of Contracting Officer Technical Representatives (alternately known as Contracting Officer Representatives). Gain new knowledge or refresh your understanding of why the Government appoints COTRs and CORs and why it is important for both Government and Industry to understand their responsibilities, authority, and limitations. ———— If you need help with the Government market, join the Skyway Connection Community and get access to one-on-one insights, time-saving tools, and contract-centric training resources that will make sure you’re ready to take advantage of opportunities each time they knock. The Skyway Connection© Community was created specifically to help small companies expand their knowledge and capabilities, and to increase their competitive position in federal government acquisitions. - Learn more at: https://skywayacquisition.com/connect Membership benefits include: Access to Skyway Insight© Webinars Unlimited access to The RFP Score™ Access to Ask a Contracting Officer Forum™ Priority Access to Skyway Team for Skyway Insight, capture, proposal support __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
May 30, 2016
080 What is a NAICS Code?
1899
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) The Federal government uses the North American Industry Classification System (NAICS) (http://www.census.gov/eos/www/naics/) to classify businesses and collect 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. Paul discusses NAICS Codes with special guest Shelley Hall and explains what they are, how they are used, and why it is important for both Government and Industry to understand NAICS codes. Learn how misuse of NAICS codes can skew the Government’s market research and how Industry can use NAICS codes strategically to eliminate potential competitors. ———— If you need help with the Government market, join the Skyway Connection Community and get access to one-on-one insights, time-saving tools, and contract-centric training resources that will make sure you’re ready to take advantage of opportunities each time they knock. The Skyway Connection© Community was created specifically to help small companies expand their knowledge and capabilities, and to increase their competitive position in federal government acquisitions. - Learn more at: https://skywayacquisition.com/connect Membership benefits include: Access to Skyway Insight© Webinars Unlimited access to The RFP Score™ Access to Ask a Contracting Officer Forum™ Priority Access to Skyway Team for Skyway Insight, capture, proposal support __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
May 22, 2016
079 What is a Pre-Award Survey?
918
Cast: 079 Title: What is a Pre-Award Survey? Zone: Zone 3 & 4 (RFP & Source Selection) This episode is brought to you by the Government Contract Pricing Summit, the groundbreaking pricing event bringing together government and industry! If you are planning to attend a conference this year, this is the event you should consider. The GCP Summit runs June 21st -23rd in San Diego. You’ll want to be there… For the first-class training and workshops To learn from top experts Meet like-minded peers Earn CPE credits Plus you can participate in a special episode of the Contracting Officer Podcast recorded live from the GCP Summit. There is a special rate for CO Podcast listeners. Visit GCP Summit.com/podcast to find out about the savings and see the list of great speakers at the summit. This is a limited time offer so go check out GCP Summit.com/podcast today! ———————— Contracting Officers are required to make a determination that a contractor is “responsible” before awarding a contract. How do they do that if there is little (or no) publicly available information on a company? Answer: Conduct a Pre-Award Survey. Kevin and Paul discuss the Pre-Award Survey process including benefits and pitfalls for both Government and Industry. Learn why Industry should take responsibility for demonstrating they are capable of performing the work required by the contract and how to help the Government make a responsibility determination without resorting to a Pre-Award Survey. —— Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
May 15, 2016
078 What is a Contractor Responsibility Determination?
872
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Government Contracting Officers are required to make a determination that a contractor is “responsible” before awarding a contract. (FAR 9.104) This determination requires a review of the contractor’s financial resources, performance record, and business capabilities. (among other things…) Kevin and Paul discuss why it is important for industry to understand how the Government evaluates responsibility and why Government Contracting Officers should be prepared to help small businesses pass this test. ———— If you need help with the Government market, join the Skyway Connection Community and get access to one-on-one insights, time-saving tools, and contract-centric training resources that will make sure you’re ready to take advantage of opportunities each time they knock. The Skyway Connection© Community was created specifically to help small companies expand their knowledge and capabilities, and to increase their competitive position in federal government acquisitions. - Learn more at: https://skywayacquisition.com/connect Membership benefits include: Access to Skyway Insight© Webinars Unlimited access to The RFP Score™ Access to Ask a Contracting Officer Forum™ Priority Access to Skyway Team for Skyway Insight, capture, proposal support __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
May 08, 2016
077 What happens when proposals are delivered?
1516
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) What happens if you don’t submit your proposal by the time specified in the RFP? Are you automatically eliminated? Can the Government accept and evaluate it anyway? Kevin and Paul discuss the final step of the proposal process…submitting it! Time has run out and the proposal is complete, ready or not. What happens if you’re late? FAR 15.208 covers submission, modification, revision, and withdrawal of proposals. Learn the rules for how the Government handles proposals between the due date and award of the resulting contract and why this can be a stressful time for both sides. ———— If you need help with the Government market, join the Skyway Connection Community and get access to one-on-one insights, time-saving tools, and contract-centric training resources that will make sure you’re ready to take advantage of opportunities each time they knock. The Skyway Connection© Community was created specifically to help small companies expand their knowledge and capabilities, and to increase their competitive position in federal government acquisitions. - Learn more at: https://skywayacquisition.com/connect Membership benefits include: Access to Skyway Insight© Webinars Unlimited access to The RFP Score™ Access to Ask a Contracting Officer Forum™ Priority Access to Skyway Team for Skyway Insight, capture, proposal support __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
May 01, 2016
076 What is a Novation?
1348
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) What is a novation? How is it different than a name change? How do you know which one applies? Kevin and Paul discuss novations and change-of-name agreements and the procedures outlined in FAR 42.12. Learn how and when novations happen and why it is important to recognize that both assets and liabilities are transferred to the successor company. Remember that novations aren’t always required just because a company acquires another. ———— If you need help with the Government market, join the Skyway Connection Community and get access to one-on-one insights, time-saving tools, and contract-centric training resources that will make sure you’re ready to take advantage of opportunities each time they knock. The Skyway Connection© Community was created specifically to help small companies expand their knowledge and capabilities, and to increase their competitive position in federal government acquisitions. - Learn more at: https://skywayacquisition.com/connect Membership benefits include: Access to Skyway Insight© Webinars Unlimited access to The RFP Score™ Access to Ask a Contracting Officer Forum™ Priority Access to Skyway Team for Skyway Insight, capture, proposal support __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
Apr 24, 2016
075 What are Unallowable Costs?
1340
This episode is brought to you by the Government Contract Pricing Summit, the groundbreaking pricing event bringing together government and industry! If you are planning to attend a conference this year, this is the event you should consider. The GCP Summit runs June 21st -23rd in San Diego. You’ll want to be there… For the first-class training and workshops To learn from top experts Meet like-minded peers Earn CPE credits Plus you can participate in a special episode of the Contracting Officer Podcast recorded live from the GCP Summit. There is a special rate for CO Podcast listeners. Visit GCP Summit.com/podcast to find out about the savings and see the list of great speakers at the summit. This is a limited time offer so go check out GCP Summit.com/podcast today! _____________________ What are Unallowable Costs? Just because a cost can be allocated to a contract doesn’t mean it can be billed directly to that contract. These costs are called “unallowable costs”. Kevin and Paul discuss the concept of unallowable costs and some examples from FAR Part 31.201. Learn why some costs are not billable on Government contracts and why it is important to set up your accounting system to properly segregate allowable from unallowable costs. ___________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting, but it’s not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts. Thanks again to our sponsor, The Government Contract Pricing Summit.
Apr 17, 2016
074 What is FOIA?
1528
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) What is the Freedom of Information Act? (FOIA) The Freedom of Information Act is a law that gives you the right to access information from the federal government. It is often described as the law that keeps citizens in the know about their government. www.foia.gov Kevin and Paul discuss how FOIA works and what kind of information is exempt from release under the act. Learn how Government employees deal with FOIA requests and why these requests can impact the schedule of completely unrelated acquisitions. FOIA can also be used by Industry to gain competitive intelligence. FOIA is an important tool that allows citizens to better understand our Government and hold officials accountable for their actions. Unfortunately, it can also be used to sensationalize the mundane and otherwise waste taxpayer dollars. Use wisely! ———— If you need help with the Government market, join the Skyway Connection Community and get access to one-on-one insights, time-saving tools, and contract-centric training resources that will make sure you’re ready to take advantage of opportunities each time they knock. The Skyway Connection© Community was created specifically to help small companies expand their knowledge and capabilities, and to increase their competitive position in federal government acquisitions. - Learn more at: https://skywayacquisition.com/connect Membership benefits include: Access to Skyway Insight© Webinars Unlimited access to The RFP Score™ Access to Ask a Contracting Officer Forum™ Priority Access to Skyway Team for Skyway Insight, capture, proposal support __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
Apr 10, 2016
073 What is a Pre-Award Small Business Notice?
1243