It is impossible to overstate the role of relationships in GovCon.
They are needed with customers and prospects, primes and subs, OEMs to channel, media, internal relationships within your company, and more.
Read Mark Amtower’s Washington Technology column here where he reminds himself that it is relationships that drive the government contracting marketplace: https://washingtontechnology.com/articles/2018/12/21/insights-amtower-power-of-r.aspx
Contractors should immediately begin communicating with their contracting officers about the impacts of a potential government shutdown this fall, former executive branch officials and industry experts warned on Monday.
Already, said David Berteau, who served for 14 years at the Defense Department before becoming president of the Professional Services Council, the contracting community is “way ahead” of where the government is in terms of shutdown preparation. Still, he and other experts cautioned, companies should develop and maintain good relationships with civil servants now so they can solicit information from them as a potential appropriations lapse draws closer.
Agencies will be forced to shutter their doors on Oct. 1 — or, more realistically, Oct. 2, which is a Monday — if Congress fails to pass a spending bill to set agency funding for fiscal 2018. Representatives from business contracting with government gathered at PSC’s headquarters in Arlington, Va., on Aug. 14th to hear tips and advice for how they should prepare for such an outcome.
Keep reading this article at: http://www.defenseone.com/politics/2017/08/defense-contractors-begin-early-shutdown-preparations/140268/
The federal government’s year-end spending sprees are legendary as agencies try to commit contracting dollars – lest they have to turn their leftover budgets back to the U.S. Treasury.
A study conducted last year, however, shows that spending just before September 30 seems to be trending downward, with more attention being given to better planning the spend that begins anew on October 1.
The study, “Positioning for 2017: Competitive Outlook in Defense and Civilian Agencies,”shows that for the past two years both defense and civilian agencies have softened their year-end spending spike. Big data and analytics firm Govini conducted the research.
That said, there’s still a disproportionate amount of contract dollars obligated in the fourth quarter of the federal fiscal year – at least 30 percent.
What can vendors do now to perhaps capture year-end money, as well as set the stage for the new fiscal year?
Keep reading this article at: http://americancityandcounty.com/federal/what-expect-curtain-comes-down-federal-fiscal-year-2017
The Jan. 24, 2017 Industry Day — sponsored by the Atlanta chapter of the National Contract Management Association (NCMA) — was a big hit with the 325 people who attended.
The Georgia Tech Procurement Assistance Center (GTPAC) hosted the event at the Georgia Tech Research Institute’s Conference Center in Atlanta. GTPAC is one of many programs that make up Georgia Tech’s Enterprise Innovation Institute.
It is estimated that 250 small businesses participated in the day’s activities, which featured presentations on various federal, state and local government agencies’ contract opportunities to hundreds as well as individual appointments between hundreds of businesses, 49 buyers and 12 resource partners.
The buyers participating in the event included representatives of government agencies as well as prime contractors looking for subcontractors.
The keynote address of the day was delivered by Sharon Morrow, Mentor-Protégé Program Manager and Small Business Liaison for SBIR/STTR at the Army’s Office of Small Business Programs.
Other featured speakers included NCMA Atlanta Chapter president Christina Edwards; GTPAC program manager Joe Beaulieu; Georgia State University executive-in-residence Cassius Butts; and NCMA Atlanta small business chair and CDC small business manager Gwendolyn Miles.
Business tips were provided during the morning’s general session by Stacey Larson of CBS, Terri Denison of the SBA, Eugene Tinker of Certified Technical Experts, Prudence Howard of the VA, and Erv Koehler of GSA.
Copies of presentations which were made at the event can be downloaded here: Industry Day 01.24.2017
Information about upcoming contracting opportunities was presented by Jeff Napier of the Centers for Disease Control and Prevention, Angela Whitmore of the Atlanta Housing Authority, and Tony Ortiz of the FAA.
Three consecutive hours of “matchmaking”– appointments between buyers and sellers — were scheduled during the afternoon.
Government representatives from the VA, GSA, Clayton County, HUD, FAA, the Georgia Department of Administrative Services, the Atlanta Housing Authority, and Georgia Tech’s MBDA Business Center staffed tables to meet with interested vendors.
In addition, many corporate buyers participated, including representatives from Booz Allen Hamilton, CBS, DB Consulting, IBM, ICF International, Georgia Power, LMI, Leidos, Northrop Grumman, RTI International, and Wyle Services.
Running concurrently with the matchmaking appointments was a presentation on how to do business in the government sector conducted by one of GTPAC’s counselors, Tom Larkin. Dozens of people attended this workshop as a productive way to spend their time while waiting for their appointments.
Scores of the small businesses in attendance also took advantage of this occasion to receive contract-related counseling from the entire team of GTPAC counselors and staff who came in from all parts of the state to support the event.
GTPAC representatives provided help to businesses on such topics as registration in the System for Award Management, certifications, and creating effective capabilities statements. GTPAC also helped out-of-state attendees connect with the Procurement Technical Assistance Center (PTAC) in their locale.
Attendees at the Industry Day used a special web site and a smartphone app to register for and check-in at the event — and keep track of their matchmaking appointments. The website and the app were developed by IVSN Group LLC. The leadership of NCMA’s Atlanta Chapter contracted with IVSN to manage registration and appointment-making for the complex Jan. 24th event. The app – called PTACGo! – can be downloaded free from Google Play (for Android devices) or Apple’s App Store (for iPhones). It allows users to see, and register for, small business events across the country on smart phones, tablets, laptops and PCs.
Adding support to the day, a four-person team from Rocky Top Event Management Services provided on-site management. Rocky Top provides management services to the Association of Procurement Technical Assistance Centers.
Special thanks go out to CBS, Axiom Corporation, and Rumph and Associates for sponsoring the Industry Day’s breakfast refreshments.
Below are a few more photos from the active and successful day.
The Atlanta chapter of the National Contract Management Association (NCMA) will sponsor an Industry Day on January 24, 2017. Once again, the Georgia Tech Procurement Assistance Center (GTPAC) will host this day-long event at the Georgia Tech Research Institute’s Conference Center in Atlanta.
The day features information on upcoming government contracting opportunities, workshops, and matchmaking appointments between small businesses, agencies and prime contractors.
Registration for the event is now open, and advance registration is required in order to attend.
To register, click here.
The Industry Day will be held from 8:00 am to 4:00 pm at the Georgia Tech Research Institute’s conference center located at 250 14th St., NW, Atlanta, GA 30318.
Last year, the Industry Day drew nearly 300 people — representing both small and large businesses, government agencies, and experts in the field of government contracting. More than 500 individual appointments were conducted between small businesses and buyers. Details on last year’s event can be found by clicking here.
In order to prepare to attend this year’s event, GTPAC recommends that you read these three articles:
The Atlanta chapter of the National Contract Management Association (NCMA) will sponsor an Industry Day on January 24, 2017. Once again, the Georgia Tech Procurement Assistance Center (GTPAC) will host this day-long event at the Georgia Tech Research Institute’s Conference Center in Atlanta.
Last year, the Industry Day drew nearly 300 people — representing both small and large businesses, government agencies, and experts in the field of government contracting. More than 500 individual appointments were conducted between small businesses and buyers. Details of last year’s event can be found by clicking here.
The day features information on upcoming government contracting opportunities, workshops, and matchmaking appointments between small businesses, agencies and prime contractors.
Registration for the 2017 event is not yet open. Watch for an announcement about registration details to be published here in late November or early December 2016. And circle the date — Jan. 24, 2017 — on your calendar now!
The Georgia Tech Procurement Assistance Center (GTPAC) is hosting a multi-agency, small business Industry Day on Thursday, Jan. 28, 2016.
The event is sponsored by the Atlanta Chapter of the National Contract Management Association (NCMA) and will be held at the Georgia Tech Research Institute’s conference center from 8:00 am to 4:00 pm. 
Advance registration is required.
The day will feature information on upcoming government contracting opportunities, workshops, and matchmaking appointments between small businesses, agencies and prime contractors.
For complete details, including the detailed agenda, and to register, please visit: http://www.ivsnevents.org.
A mix of budget uncertainty and the use-it-or-lose-it nature of federal funding leads to a spending rush at the end of the fiscal year at many agencies. The realities of the contracting process and stipulations under the federal acquisition regulation can make this a daunting time for vendors and contracting shops, alike.
During a panel discussion at the annual 930Gov end-of-year conference, Casey Kelley, director of the General Services Administration’s Alliant GWAC, said agencies should plan for this months before the fourth quarter arrives. When that’s not possible, it’s important to have strong relationships with internal contracting shops, as well as GWACs and other government buyers, he said.
Keep reading this article at: http://www.federaltimes.com/story/government/acquisition/2015/08/26/end–year-contracting/32414181/
Perception is a funny thing. Most would agree that it’s based less on reality and more on assumptions – on believing what we’re told, on placing too much weight on one, often isolated situation, circumstance, or moment in time. And yet it persists. And it’s incredibly persuasive.
And no, the fact that perception is often shaped by media is not lost on me. As both a producer and consumer of news, I recognize the responsibility placed upon journalists, fair or not, to dictate how an event, an issue, or an entire industry should be regarded. It’s precisely why, in fact, I was fortunate enough to talk about how perception may or may not influence how federal contracting functions at the National Contract Management Association’s World Congress.
But as we noted during that panel, for the world of federal contracting, the perception comes from many other places beyond media.
Keep reading this article at: http://www.federaltimes.com/story/government/blogs/editorial/2015/07/29/does-perception-matter-federal-contracting-does/30830163/
Even under the best circumstances, the relationship between agencies and industry can be strained at times.
But are federal budget and staffing shortfalls — particularly among the federal government’s acquisition workforce — fueling a climate of mistrust between the government and its contractors?
It’s not quite that dire yet, contracting experts told Federal News Radio as part of the special series, Trust Redefined: Reconnecting Government and Its Employees.
But improving the relationship between government and industry remains deserving of some attention — especially in today’s austere budget climate.
“It’s no secret that [in terms of] the numbers of federal employees, there’s a decrease, the retirements are going up, certainly the budget issues of the last couple years don’t improve morale within the federal-employee workspace,” said Michael Fischetti, executive director of the National Contract Management Association, in an interview on In Depth with Francis Rose. “And as those folks leave, the ability of the government to hire and retain quality individuals that understand the requirements that they’re levying on the contractor is challenging. So the contractor and the government have to have their best foot forward in this relationship and communicate well to make that happen. And that’s been a concern.”
Keep reading this article at: http://www.federalnewsradio.com/1291/3628149/Are-tight-budgets-straining-trust-between-agencies-industry
