Posts by allen

Develop a Strategy – Execute with Knowledge

Doing business with the Federal Government requires focus and commitment.  In order to implement focus, companies need to establish a “Strategy” or “Plan”.  The term “Strategy” can sometimes be overused but is very often underutilized by definition.  The process of developing a strategy seems like a thankless task but the end result of having a plan in place will be a focused path to success.  The “Strategic Planning” process is very straight forward and can be as simple as setting goals and objectives.  Here are a few recommendations to get you started: 1) Define Your Vision:  Put a comprehensive statement together that allows you to document what your business will look like in 3 to 7 years and write a short statement in future tense. 2) Define Your Capabilities: Build a comprehensive understanding of what your business is equipped to do and able to perform. Also list all of your products, services and solutions. 3) Establish Goals & Objectives:  Establishing time-based goals and objectives provides you and your workforce a clear path.  Objectives (i.e. steps you take) should be established to complete specific task towards achieving a goal. This is an excellent way to also set bonus structures or incentive programs for your workforce. Companies who make the commitment to do...

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Why You Should Respond to Sources Sought

There is a myth out there in industry…”If an opportunity is on FBO, it is too late”.  This myth is absolutely untrue and for the naysayers, have a look at FAR 19. The Government utilizes the Sources Sought and Request for Information tools as a mean to help set their acquisition strategy in accordance with the FAR.  Responding to Source Sought is very important for several reasons 1) It provides the Contracting Officer with information about your company’s ability to perform on a requirement, 2) It provides the Contracting Officer with valid information that there are is in fact “other sources” that could improve the supply chain for the Government on a specific requirement and 3) This is your company’s opportunity to market your ability directly to the buying sources, while maintaining good business practices and ethics. Responding to Sources Sought and Request for Information is an essential first step to helping shape an opportunity to a potential small business set-aside.  Under the “Rule of 2”, the Contracting Officer can make the recommendation to set-aside for small business acquisitions over $150,000 when there is reasonable expectation that offers will be obtained from 2 small businesses on a procurement.  In order to get to this step, those same small businesses wanting...

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