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
216 - Incumbent Capture
1437

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.  

__________

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!       

__________

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
How to get help from our team
941

The Contracting Officer Podcast is the tip of the iceberg. Our team of former COs delivers, training, consulting, proposal support, contract management services, and all points in between. 

If you're looking to work smarter, not harder with your government contracts, listen to this podcast to learn how to get our help.


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
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
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
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
How to get our help
941
Based on several podcast listeners asking for an overview of what we do at Skyway Acquisition, I finally sat down and recorded an episode that lays out what we do.
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
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
Do you know what you don't know?
43
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
When you don't know what you don't know...
43
http://skywaymember.com
May 27, 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
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
Do you know what not to do?
43
Nov 19, 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
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
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
Avoid the Epic Fail
98
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
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
Targeting and Context - Skyway Aquisition
140
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
Do You Know What Not to Do?
43
Apr 09, 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
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
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
Be Proactive
59
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
Contract Negotiation
27
Feb 12, 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
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
Do you know what NOT to do?
43
Jan 22, 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
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?
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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?
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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?
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If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) A unique feature of small business set-aside source selections is the Contracting Officer is required to identify the “apparently successful offeror” to all offeror prior to award. This preaward notice invites the offeror to challenge the size status or small business status of the apparent winner if the offerors have concerns. Kevin and Paul discuss the requirements of FAR 15.503(a)(2), the value it provides the Government, and why Industry should be prepared to quickly respond to this preaward notice. (it’s more interesting than it seems…seriously) ———— 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 03, 2016
072 ENCORE - Small Business Set-Asides
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Listen and Learn…What is a small business set-aside? Why would the Government allow only small businesses to bid on some opportunities? In this ENCORE presentation, Kevin and Paul discuss the different types of small business set-asides and why they are important for both large and small businesses to understand. Learn how the Government can benefit from utilizing more small businesses and some of the pitfalls that can trip up a small business set-aside acquisition. Learn how small businesses can influence Government acquisition offices to set business aside for small businesses only and why large businesses should pay careful attention to business size standards for every acquisition. ___________ 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.
Mar 28, 2016
Special Announcement - Government Contract Pricing Summit
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The Contracting Officer Podcast is excited to announce that Kevin and Paul are speaking at the inaugural Government Contract Pricing Summit. The Government Contract Pricing (GCP) Summit 2016 is a one-of-a-kind event bringing together government acquisition professionals as well as pricing analysts, estimators and contract professionals from private industry. This is a unique opportunity for pricing and acquisition professionals to learn, network and share ideas with their government and industry counterparts. The Government Contract Pricing Summit is two full days of education and networking in sunny San Diego! (June 21-23) Gain the upper-hand over your competition by learning proposal pricing best practices, networking with pricing and procurement professionals and acquiring valuable insight from industry and government leaders. The top 7 reasons you need to attend: 7. Participate in Educational Workshops 6. Learn Pricing Strategies from Industry Leaders 5. Exchange Pricing and Procurement Best Practices 4. Professional Development Opportunities 3. Hear from Government Speakers 2. Network with Pricing and Procurement Professionals 1. Training Takes Place in Sunny San Diego! The Government Contract Pricing Summit is co-hosted by Executive Business Services, Inc., makers of PROPRICER™, the #1 proposal pricing and cost analysis software used by federal agencies and small to large government contractors and PRICE Systems, the cost estimation partner selected by 19 of the top 20 aerospace and defense contractors. ___________ 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.
Mar 27, 2016
071 What is Price Reasonableness?
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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! Listen and Learn… What does Price Reasonableness mean? The Government must make a determination that the price is fair and reasonable before awarding a contract. During source selections, prices are usually assessed to be reasonable, accurate, and complete before award. Kevin and Paul discuss how price reasonableness is determined by the Government during source selections and negotiations. Learn why this subjective determination can be so difficult in the Government contracting world and why it is incumbent upon Industry to clearly explain their pricing strategy in enough detail for the Government to make this determination. ___________ 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, PROPRICER (tm).
Mar 20, 2016
070 What is an ACRN?
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If you work in the Government acquisition world, this podcast is for you. 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 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.
Mar 13, 2016
069 Five Proposal Myths
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If you work in the Government acquisition world, this podcast is for you. The Federal Government proposal writing and source selection process is full of myth and mystery for the Industry players writing the proposals and the Government employees (and support contractors) who are responsible for evaluating proposals and selecting a winner. Kevin and Paul play Mythbusters and tackle five common proposal and source selection “myths” to root out misperceptions in the acquisition process. Listen and Learn the truth behind these common myths: 1) “The evaluators already know what we can do. We don’t have to explain it.” (2:20) 2) “The small details don’t matter” (6:00) 3) “Proposals are good marketing tool” (11:18) 4) “The “shotgun” sales approach is an effective way to win business” (15:08) 5) “You can win work you first find on fedbizops.gov after the RFP is released” (17:08) ———— 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
Mar 06, 2016
068 Why Targeting Matters
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If you work in the Government acquisition world, this podcast is for you. Why is targeting so important? How does it benefit both Government and Industry? In this “Follow-on” episode Kevin and Paul dig deeper into the concepts introduced in Episode 016, The Importance of Targeting”. Learn “How to Be the Prize” the Government is looking for by understanding your Target Market and Reachable Market. For the Government folks, you’ll gain insight into why it is important to help Industry better target opportunities to save time and money 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
Feb 28, 2016
067 Acquisition Planning - Failure to Plan
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If you work in the Government acquisition world, this podcast is for you. This episode is brought to you by PROPRICERTM, 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! Why is acquisition planning so important? The GAO recently sustained a protest based on the agency’s failure to engage in reasonable advance planning. You can read the details here: https://skywayacquisition.com/skyway-co-insight/protest-sustained-due-to-agencys-failure-to-plan/ Kevin and Paul discuss why this could be huge for the Government acquisition world and why both Government acquisition offices and Industry should pay attention! It seems that the GAO has had enough excuses and is going to hold program and contracting offices accountable for ensuring adequate advance planning is done. Learn why this decision could be considered a good or bad development for you, whether you are the CO, the COR, the Government user, or Industry.
Feb 21, 2016
066 What is an IDIQ Contract?
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If you work in the Government acquisition world, this podcast is for you. This episode is brought to you by Unanet. Use Unanet for all Projects, People & Financials, or integrate seamlessly with other accounting and ERP systems. Unanet provides a ‘single source of truth’ and removes the barriers to sharing realtime information caused by using separate business systems. Visit unanet.com\podcast to learn more. What does Indefinite Delivery \ Indefinite Quantity mean for my contract? Did I really win any work? Or for the Government, how much can I buy and for how long? Kevin and Paul explain what IDIQ means and discuss the benefits and pitfalls of this common contract type. Learn how to leverage IDIQ contracts to make acquisition easier for both Government and for Industry. You’ll also hear cautionary tales of how misunderstanding of IDIQ contracts can wreck your program or company.
Feb 14, 2016
065 Do I Need An Approved Accounting System?
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If you work in the Government acquisition world, this podcast is for you. This episode is brought to you by Unanet. Unanet provides a ‘single source of truth’ and removes the barriers to sharing realtime information caused by using separate business systems. Use Unanet for all Projects, People & Financials, or integrate seamlessly with other accounting and ERP systems. Visit unanet.com/podcast to learn more. When do you need an “approved” accounting system? What does “approved” actually mean? Who approves it? What is the difference between adequate, acceptable, and approved accounting systems? Kevin and Paul answer these questions and discuss the reasons why the Government requires contractors to build rigor into cost accounting systems in order to accumulate and allocate different cost elements. Learn how the requirements for accounting systems (and other business systems) scale as the size and complexity of contracts grows. Visit unanet.com/podcast to learn more.
Feb 08, 2016
064 Proposal Manager Questions About Source Selections
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If you work in the Government acquisition world, this podcast is for you. Proposal Managers have a unique view of the proposal process. Among other roles, proposal managers are key to ensuring that proposals are 100% compliant and submitted on time. Kevin and Paul field questions from proposal managers who participated in a recent webinar hosted by the Association of Proposal Management Professionals (APMP). Can a Contracting Officer apply proposal compliance rules differently across different proposals? Why should you know your Contracting Officer’s tendencies before you write your proposal? What do proposal page limitations tell us about the Government’s evaluation approach? Listen and learn…. This episode is brought to you by Skyway Acquisition Solutions. 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
Jan 31, 2016
063 The Source Selection Decision
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This episode is brought to you by PROPRICER, 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! Listen and Learn… How is the source selection decision made? How does the Government pick the winner? Kevin and Paul discuss the final stage of the source selection: who won? Learn what information the source selection authority considers and how much flexibility remains once all the evaluations are complete. The source selection decision document (SSDD) summarizes the source selection authority’s rationale for the selection of the winner. Kevin and Paul explain why this most important document must be carefully written and why Industry should always ask to see it, win or lose. Thanks again to our sponsor, PROPRICER (tm).
Jan 24, 2016
062 What is Certified Cost and Pricing Data?
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Listen and Learn… What is Certified Cost and Pricing Data? Cost and pricing data is exactly what it sounds like. The key word here is “certified”. Kevin and Paul describe the circumstances where the Government requires contractors to “certify” that their cost and pricing data is current, accurate, and complete. Learn how to certify your cost and pricing data, when certified cost and pricing data is required (and when it is not), and what happens if your certified data isn’t current or is inaccurate or incomplete. (the dreaded “defective cert”) 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
Jan 18, 2016
061 What is a Final Proposal Revision?
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Listen and Learn… What is a Final Proposal Revision? (FPR) Kevin and Paul continue their dissection of the Government Source Selection process and discuss the process by which the Government allows revisions to Industry proposals after discussions. (also known as “exchanges with offerors after receipt of proposals” or more simply, negotiations) In ancient times the FPR was known as a “Best and Final Offer” or BAFO. Learn why it is important to understand how the Government evaluates FPRs and the peril that exists for Industry when writing their FPR. 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
Jan 10, 2016
060 Who Are The Players? What are the Different Roles in the Source Selection and Proposal Process?
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Listen and Learn… Who are the players on the Government acquisition team? Who are their Industry counterparts? Kevin and Paul discuss different roles on a Government acquisition team and an Industry proposal team. Many roles are similar, but others are unique. Learn what an acquisition consultant does and why a proposal manager is critical to the process. 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
Jan 03, 2016
059 Encore: RFI, DRFP, RFP. What is the difference?
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Listen and Learn… What is an RFI? What is a DRFP? What is an RFP? In this special Encore episode, Kevin and Paul describe RFIs (Request for Information), DRFPs (Draft Request for Proposals) and RFPs (Request for Proposals) and explain why and when they are used. 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
Dec 27, 2015
058 The Source Selection Process
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Listen and Learn… How does the Government Source Selection Process work? Ever wonder what happens after proposals are submitted? How does the Government go about selecting a winner? Kevin and Paul discuss the FAR Part 15 source selection process from receipt of proposals through evaluation, competitive range determination, to proposal revisions and finally contract award. Learn why it “takes so long” for the Government to pick a winner and why Industry needs to understand process in order to better forecast revenue. 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
Dec 21, 2015
057 What is Industry Day?
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Listen and Learn… What is an Industry Day? What goals should the Government accomplish during the event? How should Industry prepare for an Industry Day? Kevin and Paul describe what an Industry Day can be (and should be) and some common reasons why some Industry Days are less than effective. Learn why the Government should prepare for Industry Days with the end in mind and why Industry should attend for more than the continental breakfast. 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
Dec 13, 2015
056 What is an Unauthorized Commitment?
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Listen and Learn… What is an Unauthorized Commitment? (UA) What makes it Unauthorized? What is a Ratification? Only a Government Contracting Officer can obligate the Government to acquire goods and/or services, but…..sometimes it sure seems like other Government employees are giving direction to Industry and sometimes the goods or services are delivered without proper authorization. Kevin and Paul describe common scenarios where this can happen and why it is important for both Government and Industry to understand the rules. (hint…a UA is not a good career move for either side) Some unauthorized commitments can be authorized after the fact through a ratification. But only if they meet the right criteria. Learn the Government’s process for authorizing those UAs that can be authorized and when the contractor is flat out of luck! 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
Dec 06, 2015
055 What is an OCI?
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Listen and Learn… Organizational Conflict of Interest (OCI) has become a very important issue for Government contractors as the Government’s perception of and sensitivity to OCI has changed over the last few years. Agencies have updated their policies regarding contractors who provide both support services and products/development. Kevin and Paul explain OCI and how Government and Industry can avoid conflicts that complicate the acquisition process and subsequent contract performance. Learn what an OCI is (and isn’t) and why it is important to tackle the issue early in the acquisition process. 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
Nov 29, 2015
054 Encore - The 80/20 Rule
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Listen and Learn… In this Special Holiday ENCORE episode - Kevin and Paul discuss the Contracting Officer Podcast’s 80/20 rule. This is one of the earliest and most popular CO Podcasts, presented again “in case you missed it” because the concept shows up in so many episodes. The 80/20 Rule (of thumb) plays on Pareto’s Law (look it up…) by comparing the relative importance of relationships and processes in the Government market to their importance in commercial 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
Nov 23, 2015
053 What is a Notification to Unsuccessful Offerors (You Lost…)
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Listen and Learn… Unlike in commercial industry, the Government is required to notify bidders that they’ve lost a bid. Kevin and Paul explain what information the Government can and cannot share in the notification as well as why a more informative notification letter can save both sides time and money by helping to avert protests. Learn why the notification can be so devastating to industry and what the Government can do to help lesson the impact of bad news. 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
Nov 15, 2015
052 What Kevin and Paul Wish They Knew...
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Cast: 052 Title: What Kevin and Paul Wish They Knew… Zone: Zoneless Listen and Learn… One Year of the Contracting Officer Podcast! In this special episode Kevin and Paul look back at the beginning of the CO Podcast and answer the most common question received from listeners: Why did you guys create the Contracting Officer Podcast? After many episodes of asking guests “What do you wish you had known when you began your career?” or “What do you wish the other side (either Government or Industry) knew about the difficulties encountered on your side?”, Kevin and Paul discuss “what they wish” from their early, mid, and later careers. Our thanks to every listener who provided encouragement, criticism, and topics for futures episodes. And thanks to all who simply listen and learn. One Year! We’re still amazed and grateful for the opportunity to help make Government contracting better, one contract at a time. (in our own little way) 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
Nov 08, 2015
051 What are Simplified Acquisition Procedures?
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Listen and Learn… 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. 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
Nov 02, 2015
050 Teaming and Small Business Tools - w/Special Guest Garth Arevalo
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Listen and Learn… This is Part 2 of Kevin’s interview with Garth Arevalo, CEO of Lukos, LLC. In Part 1 they discussed the perspectives they gained after moving from the Government Contracting Officer role to the industry side. This episode provides valuable insight into the small business teaming process as well as the importance of being proactive in developing a new business pipeline. Garth also discusses some of the growing pains (and costs) that Lukos has experienced as they’ve won new business, become familiar with DCAA system reviews, and transitioned from primarily being a subcontractor to bidding as the prime contractor. Special thanks to our episode sponsor, www.govbizconnect.com 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
Oct 25, 2015
049 What I Wish I Knew as a CO w/ Special Guest Garth Arevalo
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Listen and Learn… This episode is brought to you by PROPRICER, the Gold Standard for Cost Proposal and Government Evaluation Software. In this Special Episode, Kevin interviews Garth Arevalo, CEO of Lukos, LLC. Like Kevin, Garth is also a former Contracting Officer who spent time at Special Operations Command. Listen in on their conversation and learn about Garth’s journey from contracting officer to CEO of a small business as well as his “top 3 things I wish I had known when I was a contracting officer”. We enjoyed learning from Garth so much that we broke this episode into two parts. You’ll hear Part 2 next week in Episode 050.
Oct 18, 2015
048 What are Discussions?
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Did you know that the Government can negotiate with Industry right in the middle of a competition? It’s true! In the Government world negotiations during the source selection process are called “discussions”. Kevin and Paul explain the process the Government uses for discussions. Unlike the commercial market, some topics are not al-lowed to be negotiated directly and there are limits to the information that can be shared. Learn why it is important for both sides to understand the rules and how effective discussions (negotiations!) can help make Government contracts better, one contract at a time. 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
Oct 11, 2015
047 The Power of Do
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There are endless calls to “fix Government acquisition” and “reduce bureaucracy” and “change or reduce Federal Procurement Policies”. Ready to scale that mountain? We aren’t either. In this episode Kevin and Paul discuss the impact that small improvements can have on large bureaucracies. Learn how choosing “now” over “perfect” and giving grace to those who “learn by doing” can improve your acquisition or proposal efforts. Simple examples are provided to illustrate how small changes, when repeated across an organization, can snowball into massive improvements in efficiency and productivity. (and the resulting savings in time and money) This topic was originally presented by the hosts of the CO Podcast at NCMA’s World Congress 2015. 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
Oct 04, 2015
046 What is a Letter Contract?
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This episode is brought to you by PROPRICER, the Gold Standard for Cost Proposal and Government Evaluation Software. Learn how they can help you here. Letter contracts are a special type of contract that allow the Gov-ernment 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 describe common pitfalls that both Government and Industry should under-stand.
Sep 27, 2015
045 What is an Indefinite Contract?
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Listen and Learn… Indefinite Contract? How can a contract be indefinite? Indefinite contracts can be used when the Government knows ex-actly what it wants to buy, but not how much they’ll need or when they’ll need it. Discover three types of Indefinite Delivery contracts and learn why they can limit administrative costs for both Industry and Government if used wisely. Kevin and Paul discuss common uses of indefinite contracts and why it is important to understand the meaning of “indefinite”. Learn why, for industry, an indefinite contract award can be a windfall or a disappointment. 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
Sep 21, 2015
044 What are Incentive Contracts?
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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, 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
Sep 14, 2015
043 Encore - What Are The Colors of Money?
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What does “Color of Money” mean? In this special encore presentation of an important topic you’ll learn about different types of appropriations and how they impact acquisitions and the Government’s behavior. Kevin and Paul give examples of why the color of money matters and what goes on behind the scenes in a Government acquisition as a result of the appropriation type. Learn why the Government cares about the color of money and why Industry should. Why is September 30th such a busy time for acquisition offices? Give this podcast a listen to find out.
Sep 06, 2015
042 What Happens at the End of the Fiscal Year?
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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 acquisi-tion offices at the end of the fiscal year and offer some simple rec-ommendations for both Government and Industry to help reduce the panic and stress that September often brings. DON’T FORGET: Check out Kevin’s TEDx talk on September 5th! Kevin’s TEDx topic “Why the Micro-niche is Mighty” was created from his experience with The Contracting Officer Podcast and Skyway Acquisition. 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
Aug 30, 2015
041 What is the Uniform Contract Format (UCF)?
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Almost every Federal Government contract follows the same general format. Ever wonder why? (or wonder why anyone would have a podcast about it?) Kevin and Paul explain the FAR’s framework for contract format and how it leads to efficiency in the Government contracting process. We’re usually against FAR requirements that remove opportunities for judgment and creativity. Not this time! Learn how having a standard format for contracts helps both Gov-ernment and Industry navigate the acquisition and administration process by using a common basis for communication. (for more depth on the UCF, check out the webinar in the Skyway Acquisi-tion Community…https://skywayacquisition.com/connect) EXCITING NEWS: Check out Kevin’s TEDx talk on September 5th! http://tedxtampabay.com/tedxtampabay-presenters/ Kevin’s TEDx topic “Why the Micro-niche is Mighty” was created from his experience with The Contracting Officer Podcast and Skyway Acquisition. 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
Aug 23, 2015
040 Why Contract Type Matters
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Selecting the most appropriate contract type is an important step in a successful acquisition. This decision is made at the very beginning of the process but can haunt both the Government and Industry throughout the life of the contract if the contract type doesn’t match the needs of the program. Kevin and Paul discuss why the selection of contract type shouldn’t be taken lightly and give you insight into some of the problems you’ll encounter when contract type isn’t correctly aligned with the acquisition. 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
Aug 16, 2015
039 What is a Two-Step Sealed Bid?
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You’ve heard of sealed bids? How about Two-Step? No, not a type of dance… Two-Step Sealed bidding is a type of acquisition process that al-lows the Government to evaluate technical bids and request pricing from only those bidders who make the cut technically. (it’s a little more complicated than that, but not much) Kevin and Paul describe the bidding process and provide insight into why both the Government and Industry can benefit if used ap-propriately. 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 acqui-sitions. - 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, pro-posal support
Aug 09, 2015
038 What is a Follow-On Contract?
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Ever heard of a logical follow-on? Kevin and Paul explain why logic is just one of the many factors that can influence the decision to award a non-competitive contract to an incumbent contractor.In addition, learn some of the pros and cons of follow-on contracts that both Government and Industry should understand during the acquisition process and execution of the contract. For more information and deeper insight, join the Skyway Connection Community and get access to one-on-one insights, time-saving tools, and CO-centric training resources to be 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, pro-posal support
Aug 02, 2015
037 What is a COTR? What is a COR?
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What does a COTR do? What can a COR direct a contractor to do? What is outside the scope of their authority? Learn the answers to these questions and more as Kevin and Paul discuss the role of Contracting Officer Technical Representatives (also 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.
Jul 26, 2015
036 What is an Option?
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What does it mean if your contract has “options”? Kevin and Paul explain the reasons why options are used in Government contracts and how they impact proposals and source selections.Learn how the execution and administration of your contract is impacted by the use of options.
Jul 19, 2015
035 What is a CLIN?
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Kevin and Paul explain Contract Line Item Numbers (CLINs) and help listeners understand why they are used and why it is important for both Government and Industry to understand them. In addition, learn how the execution and administration of your contract is impacted by the contract’s CLIN structure. For more information and deeper insight, join the Skyway Connection Community and get access to one-on-one insights, time-saving tools, and CO-centric training resources to be 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
Jul 13, 2015
034 ENCORE What is a Contracting Officer?
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In this special rebroadcast of one of the most popular early episodes, Kevin and Paul explain what Contracting Officers do. They define the role of the CO and provide detail on how they are appointed. They also describe the different types of contracting officersand why there are so many different names for a contracting officer. For more information and deeper insight, join the Skyway Connection Community and get access to one-on-one insights, time-saving tools, and CO-centric training resources to be 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
Jul 05, 2015
033 How Do Sole Source Contracts Work?
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Are Sole Source Awards Easier? In this episode Kevin and Paul debate this listener question. A Contracting Officer (and listener!) took issue with a comment from a previous episode regarding sole source contracts and provided not only a great idea but encouragement for us to expand on this topic. As a result we give you some context for the decisions that need to be made before a sole source award is considered and debate the pros and cons of sole source awards, both before and after award. As always, both Government and Industry perspectives are presented. For more information and deeper insight, join the Skyway Connection Community and get access to one-on-one insights, time-saving tools, and CO-centric training resources to be 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
Jun 28, 2015
032 What I Learned About Proposals With Vicky Strycharske - Part 2
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In Part 2 of this special episode, Kevin and Paul continue their conversation about proposals with Vicky Strycharske, Senior Proposal Manager at Skyway Acquisition Solutions. This is another “what I wish I knew”episode that covers nuances of the RFP and proposal writing process that weren’t apparent until we wrote many, many RFPs and submitted many, many proposals! This episode provides helpful tips for both Government and Industry as they go through the RFP and proposal process.
Jun 22, 2015
031 What I Learned About Proposals - Special Guest Vicky Strycharske - Part 1
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In this special episode, Kevin and Paul discuss proposals with Vicky Strycharske, Senior Proposal Manager at Skyway Acquisition Solutions. This is another “what I wish I knew” episode that covers nuances of the RFP and proposal writing process that weren’t apparent until we wrote many, many RFPs and submitted many, many proposals! This episode provides helpful tips for both Government and Industry as they go through the RFP and proposal process.
Jun 14, 2015
030 What is a Competitive Range Determination?
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In this episode Kevin and Paul describe one step of the Government’s source selection process, Competitive Range Determinations. They explain the purpose of competitive range determinations, when the determination takes place, and why the Government would limit the competitive range during a source selection. As always, learn why both Industry and the Government should care about this useful tool in the Government’s acquisition toolbox.
Jun 07, 2015
029 What are Subcontracting and Teaming?
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In this episode 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.
Jun 01, 2015
028 What is a Small Business Set-Aside?
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In this episode Kevin and Paul discuss the purpose of small business set-asides. Why would the Government only allow small businesses to bid on some opportunities? Learn the different types of set-asides and why they are important for both large and small businesses to understand.
May 24, 2015
027 Training and Education with Michael Fischetti (NCMA) – Part 2
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Part 2 of our interview with Michael Fischetti, Executive Director of the National Contract Management Association (NCMA). Part 1 focused on the training and education that contracts professionals receive, including questions of “depth or breadth” in the education of a CO and “specialist vs. generalist” in building your career. In this Part 2 we explore “non-FAR” based training and education opportunities and discuss the merits of spending time in both Government and industry.
May 17, 2015
026 Training and Education with Michael Fischetti (NCMA) Part 1
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A big welcome to our first guest on the Contracting Officer Podcast.   Michael Fischetti, Executive Director of the National Contract Management Association (NCMA), stopped by the official CO Podcast studio to discuss professionalism in contracting. ...
May 11, 2015
025 How much do proposals cost?
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In this episode Kevin and Paul discuss the cost of writing a proposal in response to a Government RFP.  How much does it cost to write a proposal?  What drivers can increase or decrease the...
May 04, 2015
024 Listener Q&A: What is Award Fee? Incremental funding? Certified Cost and Pricing Data?
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In this episode Kevin and Paul answer listeners’ questions. Specific topics are: What is an Award Fee Contract? What does “incremental funding” mean? What is “Certified Cost and Pricing Data? What is meant by the...
Apr 27, 2015
023 What is a Protest?
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What is a Protest?  When Should I Protest?  What Can I Protest?  How Do I Submit a Protest? In this episode Kevin and Paul provide answers to these questions and more.   The discussion goes far...
Apr 20, 2015
022 What are Weighted Guidelines?
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What are weighted guidelines? In this episode Kevin and Paul discuss the Government’s use of a structured approach to determine fair and reasonable profit during sole source negotiations. They explain what weighted guidelines are and...
Apr 13, 2015
021 Can I talk to the CO before the RFP comes out?
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How much communication between the Government and Industry is necessary prior to release of the RFP?   In this episode Paul and Kevin the reasons why increased communications are critical to the Government acquisition process, leading...
Apr 05, 2015
020 Just send me a proposal...
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How much time does an offeror need to submit a proposal? How much time is not enough? How much time is too much? What is the contractor doing with that time? As contracting officers, we...
Mar 30, 2015
019 What are Colors of Money?
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What does “Color of Money” mean?   This episode explains different types of appropriations and how they impact acquisitions and the Government’s behavior.  Kevin and Paul give examples of why the color of money matters and...
Mar 23, 2015
018 Proposal evaluation
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Ever wonder what goes on behind the scenes of a Government source selection?  In this episode Kevin and Paul provide a glimpse behind the curtain and answer a listener’s questions about the source selection process....
Mar 16, 2015
017 Avoiding the competitive process (the J & A)
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J&A (Justification and Approval) is the common term used to describe the documentation required for a contracting officer to proceed with an acquisition using other than full and open competition.  (also known as sole source...
Mar 09, 2015
016 The Importance of Targeting
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Targeting is a critical element of winning 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,...
Mar 02, 2015
015 The Source Selection Zone (Zone 4)
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The last in a 4 part series describing the Acquisition Time Zones in greater detail.  (see Episode 003 for an overview of the Time Zones) In this episode Kevin and Paul discuss what happens after...
Feb 23, 2015
014 The RFP Zone (Zone 3)
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The third in a 4 part series describing the Acquisition Time Zones in greater detail.  (see Episode 003 for an overview of the  Time Zones) In this episode Kevin and Paul describe what information must...
Feb 15, 2015
013 The Market Research Zone (Zone 2)
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The second in a 4 part series describing the Acquisition Time Zones in greater detail.  (see Episode 003 for an overview of the  Time Zones) In this episode Kevin and Paul discuss the types of...
Feb 09, 2015
012 The Requirement Zone (Zone 1)
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This is the first in a 4 part series describing the Acquisition Time Zones in greater detail.  (see Episode 003 for an overview of the  Time Zones) In this episode, Kevin and Paul describe how...
Feb 02, 2015
011 What are Section L&M Part 2
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What is Section L?  What is Section M?  In this 2 part episode, Paul and Kevin explain how the Government provides proposal preparation and content instructions in Section L and provides the evaluation criteria that...
Jan 25, 2015
010 What are Sections L & M? (Part 1)
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What is Section L?  What is Section M?  In this 2 part episode, Paul and Kevin explain how the Government provides proposal preparation and content instructions in Section L and provides the evaluation criteria that...
Jan 19, 2015
009 What is a Cost or Fixed Price Contract?
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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...
Jan 12, 2015
008 RFI, DRFP, and RFP: What’s the difference?
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In this cast, we provide an overview of the Request for Information (RFI), the Draft Request for Proposals (DRFP) and the Request for Proposals (RFP). Contracting Officers use all of these in different ways and...
Jan 05, 2015
007 What is a Contracting Officer?
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In this cast, we explain the basics of what Contracting Officers do. We define the role of the CO, along with some detail on how they are appointed. We also describe the different types of...
Dec 29, 2014
006 Debriefing (Part 2)
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One of the many unique elements of federal contracting is the Debriefing. In this cast, we continue our discussion on the nuances and lessons learned on the enigmatic debriefing. During Part 2, we cover some...
Dec 21, 2014
005 What is a Debriefing? (Part 1)
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Zone:Zone 4 Listen and Learn…   One of the many unique elements of federal contracting is the Debriefing. In this cast, we explain what a debriefing is (and what it isn’t). We also describe the...
Dec 15, 2014
004 Why do RFPs take so long?
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Ever wonder why it takes, or at least feels like it takes, so long to get an RFP out sometimes? In this session, we discuss what the government team is doing while contractors wait for...
Dec 08, 2014
003 What are the Acquisition Time Zones?
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The topic of “Federal government contracting” is huge.  It’s too huge, we decided, to just start creating our Contracting Officer podcast sessions(on a wide array of topics)without some sort of structure. To address this, we...
Nov 30, 2014
002 What is the 80/20 Rule in government contracts?
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Listen and Learn… One often-overlooked difference between the federal market and the commercial market is that federal market sales are won more by process than by relationships. Contracting Officers (COs) cannot buy based on relationships alone. Relationships matter (see FAR Parts 3 and 9), but relationships are usually not the most important factor. The relationship is 20% of the decision. The other 80% is the competitive process.
Nov 30, 2014
001 Why We Created the CO Podcast
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Contracting officers need help. They are awash in information (and data), but are starving for insights on the contractors’ perspective. Since leaving our contracting officers positions, we see how some of our actions as COs, while well-intended, impacted companies in ways we did not know. We wish we knew then what we know now. We also created this podcast to offer COs some insights on the contractors’ perspective.
Nov 23, 2014