Georgia Tech Procurement Assistance Center

The federal work ‘trade-off’: What contractors need to know about the public sector

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One of the most popular elements of President Donald Trump’s campaign was his $1 trillion plan to boost the U.S. construction industry and revamp the nation’s highways, bridges, ports and other public assets. That proposal has sparked industry excitement as evidenced by spikes in construction-related stock prices the day after Trump won the election and whenever he hints at the possibility of advancing his infrastructure agenda.

However, the highway to riches has been paved with uncertainty thus far, with the administration largely focused on other issues like the repeal and replacement of the Affordable Care Act, tax reform, an increasingly volatile foreign policy landscape and a Supreme Court nomination.

Trump’s proposed 2018 budget seemed to confirm that infrastructure was no longer a priority, as it eliminated funding for many popular transportation-related programs. Then came word at the end of March that Trump might introduce an infrastructure spending bill along with tax reform, but that fell flat as the proposed measure did not earmark any of the new tax revenue that would be gathered under the bill for public works construction.

Keep reading this article at: http://www.constructiondive.com/news/the-federal-work-trade-off-what-contractors-need-to-know-about-the-publi/441894/

Tech trade group to Congress: Let’s collaborate

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A trade group representing some of the largest IT companies is calling for a collaborative approach among the new Congress, the Trump administration and the tech industry.

ITICIn a blog post explaining the tech industry’s legislation priorities for the 115th Congress, the Information Technology Industry Council outlined four priority areas that share commonalities with President-elect Donald Trump’s agenda. Chief among them is reforming acquisition and procurement, the blog states.

“Federal agencies spend approximately 80 percent of their total technology budget on maintaining outdated legacy computer systems,” the blog states. “Congress should reform the way the federal government procures and utilizes technology to ensure all government users keep pace with innovation and modern solutions.”

Keep reading this article at: http://www.nextgov.com/cio-briefing/2017/01/tech-trade-group-new-congress-lets-collaborate/134507

Fiscal fourth holds prospects for late-game contractors

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Federal BudgetFederal contractors know to wind up their summer vacations early so they can get ready for September. That’s the month ending the fourth quarter of the fiscal year, when by some estimates, the government spends 17 percent of its contracting dollars.

But it can lead to hit or miss situations for contractors trying to get the most out of the fiscal fourth. Where does that leave most this time of year? It depends on how active they’ve been in the market leading up to September.

“Its not too late to get in on that bonanza, so long as you are a company that has some prospects in the pipeline.” said Larry Allen, president of Allen Federal Business Partners in a Federal Drive interview with Tom Temin, “If you’re just coming into the market and deciding now that you’re gonna be a government contractor for the month of September, that’s gonna be a pretty steep hill to climb indeed.”

Keep reading this article at: http://federalnewsradio.com/acquisition-policy/2016/07/fiscal-fourth-holds-prospects-late-game-contractors/

FedBizOpps: Should it get more respect?

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Guy TimberlakeMarketing is a valuable tool that can do wonders to help an organization achieve its goals. For companies focused on selling goods and services to government agencies and other government contractors, creating targeted and robust awareness of why they matter and how they can help are critical.

There are times, however, when marketing is not a friend to government contractors.

One of those times is when a company has achieved the “holy grail” of opportunity development: being in front of the opportunity and having connected the dots of information and relationships with the budget, need and authority dots. What would cause a company to consider marketing an adversarial activity in that situation? When the agency determines a need to “market” the opportunity to seek interest from other potential vendors.

Let’s face it, if you’ve spent time and money developing the opportunity to include influencing the solution, pricing and acquisition strategy, you are not going to be a fan of letting others try and take a bite of that apple, right?

FedBizOpps

Keep reading this article at: http://publicspendforum.net/fedbizopps-respect/

Contractors expect higher profits in 2016

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GrowthThere is plenty of good news in Deltek’s latest Clarity survey of the government contracting industry, including reported increases in profits and growth, the first time both have increased in the same year.

Net profits are expected to be in the 10 percent range in the coming year and growth rates should hit 11 percent, according to the survey results. Both are up from last year’s results. The Clarity report is based on a 100-quesiton survey taken by 583 people in the government market.

In addition to increases in profits and growth, respondents to Deltek’s survey see four other major trends:

  • Oversight levels out but will intensify
  • Talent management remains a focal point
  • Data security is a top concern
  • Market diversity is seen as a key success factor

Keep reading this article at: https://washingtontechnology.com/blogs/editors-notebook/2016/05/deltek-clarity-report-results.aspx

Contracting success in a changing government environment

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Behind many contracting issues today is the implied topic of who is or isn’t winning contract awards. In the private sector, it’s rare to attribute lack of business success to the customer. Certainly in a commercial market, industry success and failure is usually laid at the feet of company management and its ability to understand and meet market needs. Not so in government contracting.

Along with well-structured protest procedures, industry can and does appeal to government legislative representatives, investigatory bodies, contracting managers, trade groups, and agency leaders concerning any real or perceived unfair treatment before, during, or after contract performance. One regularly hears rationale that the buyer, not the seller, was at fault for lost business and revenue. It’s common practice, if not encouraged by government, for industry to openly critique customer policy, processes, strategy, requirements, and staff. These critiques include time of awards; market conditions; workforce training; communication; sensitivity to private sector concerns; selection methodology; risk mitigation; receipt of external advice (program, technical, incumbents, business, legal, trade groups, etc.); past performance criteria; and more. That’s the nature of an open and fair process.

Keep reading this article at: http://www.federaltimes.com/story/government/acquisition/blog/2015/02/25/contracting-success-changing-government-environment/23993719/

As the Army’s future takes shape, so does the Defense market

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For two years, the U.S. Army has been pitching new ways it could stay relevant and play a more prominent role in the Pentagon’s pivot to the Pacific, a region where the Navy and Air Force are expected to play a more prominent role. Now, after a turbulent year in which Russia invaded Ukraine over land and Army soldiers have deployed on high-profile missions to Iraq and Africa, there is a wider-spread recognition that the ground service will have a significant role to play after Afghanistan.

But despite this resurgence in missions, that doesn’t mean work will be easy to come by for defense companies. Defense firms descend on Washington this week for the Association of the United States Army, or AUSA, annual convention and arms exposition. This year’s gathering comes after the Army announced major changes to its makeup, including cutting tens of thousands of soldiers from its ranks. But it lands right when a leader like Army Chief of Staff Gen. Ray Odierno has signaled he will revisit those plans to shrink the force – and the budget — thanks to ISISand Russia.

Keep reading this article at: http://www.defenseone.com/management/2014/10/armys-future-takes-shape-so-does-defense-market/96329

The complications of cost and pricing

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One of the most controversial areas in government contracting surrounds cost and pricing: the means by which a contracting officer makes a “fair and reasonable” price determination. This can be expensive to bidders, especially if they are required to provide “certified cost and pricing data” and respond to Defense Contract Audit Agency or contracting officer questions. Recent inspector general reports have highlighted the problem.

Commercial companies don’t have similar requirements and aren’t structured for it. They maintain that creating such cost-accounting compliance would incur extra overhead costs, drive up prices, and hurt them competitively. Contractor concerns involve onerous government requirements, inapplicability, and potentially abandoning the government market.

Perhaps the biggest difference between government and commercial buying practices is symbolized in the Truth in Negotiations Act (TINA). Its main intent is to ensure accuracy of a contractor’s costs before negotiating with the government and includes providing government access to all cost or pricing data the contractor used to develop its offer. If the cost rises and the bidder is found to have withheld any data, the government can get back the added costs.

Keep reading this article at: http://www.federaltimes.com/article/20140826/BLG06/308260017/The-complications-cost-pricing

Cities and counties are upbeat about budget prospects

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Government officials are fiscally optimistic. They see improving budgets and increased spending. More than four out of five administrators (86 percent) see their government’s budgets in the second half of 2014 equal to or greater than second half 2013 budgets, according to an exclusive E-survey of readers of Penton magazines Government Product News, American City & County and Government Procurement.

Cities and Counties Predict Larger Budgets 06.2014

Sure, times are still tough for U.S. cities and counties. Some survey respondents (about 14 percent) say they will spend less on 11 kinds of government functions (such as public transportation and water) in 2014 compared to 2013. But a total of 82 percent of survey respondents will spend more or about the same on those government functions in 2014. About 27 percent will spend more and 55 percent will spend the same in 2014.

Yes, government officials may be more upbeat than they have been in the past, based on the survey results: Almost six out of 10 respondents say they expect to receive the same level or more federal and state funding to their local government in 2015 compared to 2014.

Keep reading the Keating Report mid-year 2014 forecast on government budgets and spending at: http://americancityandcounty.com/gpn/keating-report-mid-year-2014-forecast-government-budgets-and-spending-part-1.   This article appeared in the June edition of Government Product News.   The mid-2014 edition of the Keating Report includes forecasts on government purchases of goods and services and comments from experts. More sections from the mid-2014 edition of the Keating Report, covering state and local government revenue drivers and government constructioncan be found at: http://americancityandcounty.com/gpn/keating-report-mid-year-2014-forecast-government-budgets-and-spending-part-2.

The top 3 biggest mistakes small and minority firms make in government contracting

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The Unites States federal government is the world’s largest single buyer of products and services spending billions of dollars annually. And when the federal market procurement dollars are combined with State and local government agencies procurements then the overall government market is an ideal market for minority businesses to generate revenue and grow. This is especially the case with our tax dollars are involved and given the goals that government agencies have in making contract awards to small and minority businesses.

Many minority firms have enjoyed eating at the government procurement trough, but based on government agency data from all levels, a substantial number of minority firms are unsuccessful in government procurement and miss in winning contract awards. There are many cited causes for this contract award gap, but from my many years of being successful in winning government contracts and from my observations, below are the three biggest mistakes that minority firms make in government contracting.

  • Mistake #1: Not conducting research and learning about how to do business with a targeted government agency.
  • Mistake #2: Failing to attend pre-bid and pre-proposal meetings to build relationships.
  • Mistake #3: Not consistently marketing and staying top of mind with agency procurement staff.

Keep reading this article at: http://www.huffingtonpost.com/helen-callier/the-top-three-biggest-mis_b_5515912.html

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