Georgia Tech Procurement Assistance Center

What were your interests in government contracting in 2015?  We know!

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GTPAC logoYou followed government contracting news posted on the GTPAC website throughout the year, and we tracked what interested you most. This article is an analysis, with links to the most popular articles in 2015.

49,000 visitors came to the GTPAC web site 76,000 times in calendar year 2015, viewing individual pages 179,000 times.  Compared to a year ago, that’s an 8 percent increase in both number of visitors and pages viewed.

In-State Visitors to GTPAC Web Site - CY2015
As can be seen from the map above, business people from all parts of Georgia found useful information on the GTPAC web site in 2015.

Our visitors come from all parts of Georgia — 229 locations in all.  During 2015, the top 25 locations in Georgia visiting the GTPAC web site were: Atlanta, Warner Robins, Roswell, North Druid Hills, Marietta, Macon, Sandy Springs, Lawrenceville, Flowery Branch, Norcross, Augusta, Gainesville, Loganville, Redan, Union City, Savannah, Stockbridge, Duluth, Cumming, Albany, Mableton, Conyers, Smyrna, Johns Creek, and Columbus.

There were lots of smaller communities where business people paid attention to the GTPAC website, too.  Those include: Appling, Cave Spring, Experiment, Hahira, Hiawassee, Oxford, Reynolds, Roopville, Riceboro, Skidaway Island, Sylvania, Swainsboro, Tallapoosa, Temple, Trion, Warm Springs, Watkinsville, and Waynesville.

There’s no question about it, in-state visitors to our web site reflect the fact that GTPAC actively serves more than 2,700 business people within 2,000 businesses located in almost all 159 counties in Georgia.

Now you have the chance to see what you may have missed.

Our analysis has identified the dozen most-read articles and resources of 2015.  Each headline below is hyper-linked to the story:

  1. Georgia companies who won federal contracts in 2015
  2. FBI warns of online scams posing as government services websites
  3. New rules proposed for mentor-protégé, HUBZone, 8(a) and other SBA programs
  4. SBA announces new HUBZone designations effective Jan. 1, 2015
  5. Win a GSA Schedule contract with Georgia Tech’s help
  6. 4 face prison for alleged fraud in claiming 8(a) and SDVOSB status for millions of dollars of federal contracts
  7. DLA to make major changes in contractor shipping requirements
  8. Approximately 600 small contractors will lose their set-aside status in 2015 — and might not know it
  9. Beware of ‘government vendor registration’ websites that charge a fee
  10. Subcontracting could be your starting point into the government market
  11. New rule allows sole source awards to women-owned small businesses
  12. What you need to know about changes to the National Defense Authorization Act

And what topics did visitors to GTPAC’s web site search for most in 2015?  Below is a list of the top dozen and, again, each one is hyperlinked:

  1. SAM Registration (the federal government’s vendor database)
  2. Useful Links (to government contracting resources)
  3. Sources Sought (how government agencies identify vendors)
  4. Capabilities Statement (marketing to government agencies)
  5. Responding to Government Solicitations (tips for responding to an RFP)
  6. Money Laundering and Bribery (reports of government contract fraud)
  7. Small Business Specialists (and how they can help you)
  8. Contracting News (the latest developments)
  9. Small Business (opportunities and developments)
  10. Contracting Tips (practical information)
  11. GSA Schedule (resources for preparing a Schedule proposal)
  12. Elevator Speech (what it is and why you need one)
Top 10 States Visiting GTPAC Web Site - CY2015
This table shows the top 10 states where visitors to the GTPAC web site are located.

Significantly, even though the GTPAC web site is designed for Georgia businesses, half of our U.S. visitors came from the other 49 states, and almost 10 percent of our visitors came from 159 other countries.

With what amounts to worldwide interest in the content on GTPAC’s web site, shouldn’t you be paying closer attention?

Be sure to visit the GTPAC web site regularly for all the latest news and information about doing business with the government.  New information and resources are posted every weekday at www.gtpac.org!

 

Here are the 50 fastest growing small businesses in government contracting

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Washington Technology has just issued its annual “Fast 50” rankings — the 50 fastest growing small businesses in the government market.  The listing is based on calculations of each businesses’ compound annual growth rate from 2010 to 2014.

The rankings include prime and subcontracting revenue at the federal, state and local levels.  Depending on the company, some international public sector work is factored in as well.

The companies submitted this information to Washington Technology during a call for nomination period earlier this summer. Click here to see the rankings, where you can view the Fast 50 and learn who are these companies with explosive growth.

Read our analysis of what the 2015 Fast 50 says about the current market, and where it is headed.

Washington Technology Senior Staff Writer Mark Hoover will be presenting a free webinar on the Fast 50 on August 19.  Click here for more information and to register.

Source: http://washingtontechnology.com/articles/2015/08/02/fast-50-intro.aspx

American Express OPEN Atlanta Guide features GTPAC

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On January 21, 2015, you may have had a chance to attend the latest in a series of national forums on government contracting hosted by American Express OPEN.  On that date, OPEN conducted a forum in Atlanta designed to help businesses build connections with government officials, contracting experts, and other businesses to assist in winning government contracts.

American Express OPEN published a contracting guide in conjunction with its Jan. 21st event.  Entitled “Government Contracting in Atlanta: Maximizing Your Success,” the guide features interviews with Chuck Schadl of Georgia Tech; Necole Parker of The Elocen Group (a client of the Georgia Tech Procurement Assistance Center); Cassius Butts, regional director of the Small Business Administration; and Adam Smith, purchasing director for the City of Atlanta.

The guide offers practical tips for pursuing government contracts.  You can download a copy by clicking on this link: Atlanta_Insight_Guide_01.21.2015

AMEX OPEN Atlanta Guide

For more information about American Express OPEN and related business resources, visit: https://www.americanexpress.com/us/small-business/openforum/explore/?linknav=us-openforum-global-header-whatsnew

What were your interests in government contracting in 2014? We know!

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41,000 people visited the GTPAC web site 63,000 times in calendar year 2014, viewing individual pages 119,000 times.  That’s a 10 percent increase in number of visitors and pages compared to a year ago!

An analysis shows that the following were the dozen most-read articles and resources of 2014.  Each headline below is hyper-linked to the story:

  1. What is a Capabilities Statement and why should I have one?
  2. It’s a mistake to rush into the SAM vendor registration process
  3. What is a “Sources Sought”? Here’s the answer!  
  4. The 2 most important parts of a gov’t solicitation — and why you should pay attention to them 
  5. Company using 60 business names and 50 websites sued by FL attorney general for misleading businesses about GSA Schedule process
  6. Which Georgia firms are winning federal contracts?
  7. DLA is about to make contractor shipping easier
  8. What’s an “elevator speech”? And why you need one!
  9. Subcontracting could be your starting point into the government market
  10. Beware of ‘government vendor registration’ websites that charge a fee
  11. SAM.gov registration is free, and help with SAM is free, too
  12. Small Business Specialists and how they can help you

And what topics did visitors to GTPAC’s web site search for most in 2014?  Below is a list of the top dozen and, again, each one is hyperlinked:

  1. iSearch (GTPAC’s powerful government contracting opportunities search engine)
  2. GSA Schedule Resources
  3. Small Business
  4. Fraud
  5. HUBZone
  6. Woman Owned Small Business (WOSB)
  7. Request for Proposal (RFP)
  8. System for Award Management (SAM)
  9. Davis-Bacon Act
  10. Service Disabled Veteran Owned Small Business (SDVOSB)
  11. NAICS Codes
  12. NIGP Codes

Be sure to visit the GTPAC web site regularly for all the latest news and information about doing business with the government.  New information and resources are posted every weekday!

Most contracting occurs where government lacks privity

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Of the over $500 billion per year spent contracting for everything from computers to carriers, the vast majority of money ultimately awarded and performed by contractors happened without a contract directly from the government. Therefore, there is usually no business relationship (privity) between the government and the contractor doing work for its benefit.

How that can be? What’s going on?

In fact, while the government awards a prime contract for products and services, most often many of the prime’s deliverables from that contract will be subcontracted out to one or many large and small business firms.

Keep reading this article at: http://www.federaltimes.com/story/government/acquisition/blog/2015/01/28/government-subcontracting/22478955/

What were your interests in government contracting in 2013? We know!

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36,500 people visited the GTPAC web site in calendar year 2013, viewing individual pages 109,000 times.

An analysis shows that the following were the dozen most-read articles and resources of 2013.  Each headline is hyperlinked to the story:

  1. What is a Capabilities Statement and why should I have one?
  2. It’s a mistake to rush into the SAM vendor registration process
  3. What is a “Sources Sought”? Here’s the answer!  
  4. The 2 most important parts of a gov’t solicitation — and why you should pay attention to them 
  5. How to manage a Federal contract during the Government shutdown
  6. Who’s winning federal contracts in Georgia?
  7. What’s an “elevator speech”? And why you need one!
  8. Procurement Opportunities Guide now available at no cost
  9. New guidebook reveals how government and industry select small businesses
  10. 7 apps for government contractors  
  11. Small Business Specialists and how they can help you
  12. Subcontracting could be your starting point into the government market

And what topics did visitors to GTPAC’s web site search for most in 2013?  Below is a list of the top dozen and, again, each is hyperlinked:

  1. iSearch (GTPAC’s powerful government contracting opportunities search engine)
  2. GSA Schedule Resources
  3. Bid Proposal
  4. Minority Owned Business
  5. HUBZone
  6. Woman Owned Small Business (WOSB)
  7. Small Business
  8. Request for Proposal (RFP)
  9. System for Award Management (SAM)
  10. Davis-Bacon Act
  11. Service Disabled Veteran Owned Small Business (SDVOSB)
  12. NAICS Codes

Be sure to visit the GTPAC web site regularly for all the latest news and information about doing business with the government!

14 Tips for Attending a Government Expo or Trade Show

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Federal, state and local government agencies frequently host trade shows or expos to publicize their contract opportunities and attract new vendors.   Wonder whether you should attend a government-sponsored business expo?  What should you expect if you go?  How should you prepare?  Are you disappointed in the last trade show you attended?

These are the kinds of questions often posed by clients of the Georgia Tech Procurement Assistance Center (GTPAC).  Fundamentally, businesses want to know how they can gain a competitive advantage by attending an event sponsored by a government agency.  The answer lies as much in preparation and follow-up as it does in actual attendance.

GTPAC Counselors believe these kinds of events are what you make them.   If you go to just listen, you may come away disappointed.  If, on the other hand, you go to make something happen, you can come away with some good contacts,valuable insights, and solid business leads.

Here are a few tips …

  1. Establish some objectives for yourself – what do you hope to accomplish by attending?  State this in concrete, quantifiable terms.
  2. Think about the specific kinds of opportunities you want to go after and be prepared to explain how you represent the solution to the government’s contracting objectives.
  3. Identify who is going to be in attendance and research in advance as much as you can about who will be there and those persons you want to meet.  Think about why they are going to the show and what they want to accomplish there – align yourself with their objectives.
  4. Familiarize yourself with all details of the show so that you can envision how you are going to use the structure of the show to accomplish your objectives.
  5. Be prepared with marketing materials, including business cards, brochures and/or product/service fact sheets, product samples/portfolio, and a detailed capabilities statement.  (Don’t have a capabilities statement?  See our article on this subject here.)  Tailor at least one of your handouts to the expo or show itself.
  6. Be prepared to talk about pricing.  You may not need to, but be prepared just in case someone asks.
  7. Begin to envision how your competitors at the show can be potential partners as a result of the show.
  8. Develop and be prepared to deliver a 30-second “elevator speech” which explains in layman’s terms exactly what you are an expert at doing.  Don’t be shy to explain what’s special about your company and why your products/services are the best.  (If you need help constructing an elevator speech, see our article at http://gtpac.org/2010/07/whats-an-elevator-pitch-and-why-you-need-one.)
  9. Remember that buyers don’t have time to waste.  Buyers want specific information, and buyers want to know what’s special about you (that’s your competitive advantage).
  10. Preparation is essential.  It’s better not to go than to go unprepared – you never have a second chance to make a good first impression.
  11. Dress to impress.  And wear comfortable shoes!
  12. At the show, listen to how your competitors are selling themselves and learn as much about their marketing as possible.  Also learn from their mistakes.
  13. Understand that follow-up after the show is critical.  Gather all the business cards you collected, write follow-up notes or emails – promptly.   Set-up follow-up meetings/conference calls, if possible and appropriate.  Send more marketing materials.
  14. Write yourself a report on lessons-learned.  Review this report before planning to participate in another event.

Your GTPAC Counselor will be glad to elaborate on this topic and provide you with additional advice.  You can find our contact information right here.

© 2010 Georgia Tech Procurement Assistance Center – All Rights Reserved.

Are auditors to blame for poor contractor-customer relationships?

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The relationship between government contractors and federal acquisition officials has been on the decline for several years now, according to a new Grant Thornton survey, but companies say their relationships with contracting officers have deteriorated more in the last year than in the past.

Grant Thornton surveyed more than 100 government contractors in 2011 for its 17th annual Grant Thornton Government Contractor Industry Survey, which was released Feb. 20. Of those contractors, 78 percent of them said the government is inefficient. But half of that 78 percent put the primary blame on the contracting officers, while 28 percent blame the auditors.

In an analysis of the responses, Grant Thornton said it’s a shift in blame from prior surveys in which most respondents blamed the Defense Contract Audit Agency for inefficiencies in resolving contract issues.

“It appears that respondents have come to expect delays from the DCAA, and are becoming more and more frustrated by the unwillingness of contracting officers to assert the decision-making authority granted to them in the procurement regulations,” according to the survey.

Grant Thornton said in practice, the auditors have been granted greater influence on contracting officers in recent years. They now exert more pressure on the officers regarding the resolution of a contracting issue involving contract costs or a contractor’s business systems. However, auditors are only advisors to the contracting officers.

“Predictably, the impact of this structural infighting has been to slow down the resolution of routine issues, with the government often paying a far higher cost than would have been paid had the auditor been limited to an advisory role as defined in the regulations,” Grant Thornton said.

Despite the shifts, auditors and contractors have had a not-so-good relationship, although the better relationship with contracting officers is hurting too.

The relationship with auditors was rated as “fair or poor” by 19 percent of the more than 100 surveyed companies, compared with 11 percent in the 16th annual survey.

The relationship with contracting officers was rated as “fair or poor” by 10 percent of the participants in the 17th annual survey, compared with 5 percent in the prior survey.

About the Author: Matthew Weigelt is a senior writer covering acquisition and procurement for Federal Computer Week.  This article was published on Feb. 28, 2012 at http://washingtontechnology.com/articles/2012/02/28/relationships-contracting-officer-auditor-contractor.aspx?s=wtdaily_290212.

Signs of friction in contractor-government relations

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Contractor relationships with federal auditors and contracting officers
deteriorated somewhat during the past year as government agencies scaled back
programs in an effort to reduce the budget deficit, according to a recent
survey.

A separate study released Thursday found that large companies were securing a
high percentage of federal contracts set aside for small businesses. In the 17th Annual Government Contractor Industry Survey released Monday by Grant Thornton LLP, contractor relationships with auditors were rated
either fair or poor by 19 percent of surveyed companies, up from 11 percent the
previous year. Relationships with contracting officers were rated fair or poor
by 10 percent of respondents, double the previous year’s total.

Only 22 percent of respondents said the government resolved contract disputes
efficiently, a drop from previous surveys.

Revenue from government contracts during the past year grew for 50 percent of
the companies, was flat for 21 percent and declined for 29 percent, the survey
found. “The fact that the highest percentage of companies experienced revenue
growth continues a long-term trend reported in previous surveys, indicating that
government contractors are far less vulnerable than commercial companies to
recessions or slow growth in the overall economy,” Grant Thornton analysts
said.

“However, the 29 percent of companies experiencing revenue reductions is the
highest percentage reported in several surveys, indicating that government
efforts to reduce deficits are adversely impacting government contractor
revenue.”

The survey went out to an unspecified number of companies, in 24 states, that
depend primarily on federal contracts; most of them are for-profit and
two-thirds provide services to the Defense Department. Forty-six percent are
small businesses.

The survey also found that profits improved slightly from the previous year.
The biggest cost factor within these firms was executive compensation, and
survey analysts said they disagreed with the methods the Defense Contract Audit
Agency uses in determining whether to allow such costs.

“While government contracting has never been a model of efficiency, it is our
view that the decline in efficiency and business relationships during the past
few years can be traced directly to changes in DCAA policy adopted after
[Government Accountability Office] reports were issued in July 2008 and
September 2009,” they wrote.

“Unfortunately, the GAO criticized the DCAA for having a management and
agency culture that focused on a production-oriented mission, emphasizing the
need for timeliness in supporting the needs of contracting officers in the
procurement process,” the survey said.

Regarding the average time for contractors to collect accounts receivable
from the government, results showed the period was less than 30 days for 21
percent of survey participants, while 60 percent reported receivables were
collected within 30 to 60 days. The remaining 19 percent reported waiting more
than 60 days.

The average win rate on proposals submitted in a competitive environment was
30 percent.

On the topic of revenue by type of contract, the companies said, on average,
45 percent of revenue was from cost-reimbursable contracts and 35 percent was
from time-and-materials contracts. The remaining 20 percent was from firm
fixed-price contracts.

When asked how often they were required to perform out-of-scope work without
a contract modification, 81 percent said frequently or occasionally. Only 16
percent said they refused such requests.

A separate contracting study by the Petaluma, Calif.-based American Small Business
League found that of the top 100 companies receiving federal small business
contracts, 72 were large companies that “significantly exceed” the Small
Business Administration’s small business size standards; only 24 were
“legitimate small business,” the league said.

The large companies — among them Lockheed Martin Corp., Rolls-Royce, Boeing
Co., General Dynamics and Blue Cross Blue Shield — accounted for $16 billion of
the $21 billion total for the top 100, the study found.

– by Charles S. Clark, Government Executive, February 23, 2012 at
http://www.govexec.com/contracting/2012/02/signs-friction-contractor-government-relations/41283

Learn ‘soup to nuts’ of government contracting November 7-18

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Serious about learning everything about government contracting?  Interested in learning about contracting from a federal contracting officer’s point-of-view?  Looking for an opportunity to learn government contracting in a comprehensive and interactive way?

If you answered “yes” to these three questions, then “Mission-Focused Contracting” —  a two-week course offered by The Contracting Education Academy at Georgia Tech — is the place to be.

This very comprehensive course is being offered on the Georgia Tech campus over a two-week period, November 7 through 18, 2011.   (Please note that there will be no class on Friday, November 11 in observance of Veterans’ Day.)

Mission-Focused Contracting is the capstone course for Level I contracting professionals and all non-contracting personnel who play a role in the acquisition process.  This class is applicable to both government and industry purchasing and engages participants in the entire government acquisition process, from meeting with the government customer to completing the contract close-out process. Throughout this course, participants have the opportunity to learn and apply problem-solving and negotiation skills.

The Contracting Education Academy at Georgia Tech (The Academy) is an approved equivalency training provider to the Defense Acquisition University (DAU) and provides continuing education training to acquisition and government contracting professionals as well as to business professionals working for government contractors or pursuing opportunities in federal contracting.

How You Will Benefit:

By attending this course, participants will learn how to:

  • Complete market research to identify procurement sources
  • Develop a bid or proposal package
  • Evaluate proposals and award contracts
  • Monitor contractor performance, apply remedies, and make proper contract payments
  • Modify contracts, exercise options, and complete the contract closeout process

Business people taking this course have the unprecedented opportunity to sit side-by-side with government contracting personnel to learn the ins and outs of federal contracting.  In addition, many of the principles of federal contracting apply to state and local government procurement.

To learn more about this course — and to register– please visit: http://www.pe.gatech.edu/courses/con-120-mission-focused-contracting.

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