Focus in FY2025 - What is Your Value Proposition?
Do you know how to define your value proposition? Several of my clients are asking how to substantiate their current contracts, sell to...
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Focus in FY2025: Who are the Buyers for the Government?
The word "buyer" gets thrown around a lot in the GovCon sector. But who are the buyers for the Government? Answer? It depends. There are...
FedSubK Feature: Are Capabilities Statements Worth the Effort?
I'm about to challenge some assumptions here, and I apologize in advance. Many GovCon professionals claim that an excellent capabilities...
Focus on FY25: What Does It Mean When the Government Refers to the "Color of Money"?
Show me the money! Q: What does it mean when government refers to the "color of money"? A: The origin and types of funds dictate what,...
Focus on FY25: What are the Key Entry Points for Small Businesses in the Federal Marketplace?
I've got another popular question for you... Q: What are the key entry points for small businesses in the Federal marketplace? A: There...
Focus on FY25: What are the Limitations on Subcontracting for Small Business Primes?
Now that we are post holidays, while the kids are playing with their new gadgets or you are having your coffee scrolling on your phone...
Focus in FY25: How Does the Government Determine if a Threshold Applies to an Acquisition?
Here is another Focus in FY25 Question of the Day! Q: How does the Government determine if a threshold applies to an acquisition? A: ...
Focus in FY25: Can the Contracting Officer Break a Contract Info Smaller Contracts to Avoid an Acquisition Threshold?
The simple answer is "No". The Federal Acquisition Regulation (FAR) prohibits Contracting Officers (COs/KOs) from intentionally splitting...
Focus in FY25: Who Controls the Funding When It Comes to Federal Contracts?
I cannot stress this enough to businesses. If you are marketing to the Contracting Officer (CO/KO) thinking they control the money and...
Focus in FY 25: Are You Compliant with Federal Funding Accountability and Transparency Act (FFATA) Subaward Reporting Requirements?
(If your answer is "What?", read more.) A: The FFATA was signed into law on 9/26/2006. It requires that information about federal awards...
How does the Government determine if a threshold applies to an acquisition?
Most often acquisition thresholds apply at the contract level. When that's the case, the Contracting Officer must use the total aggregate...
Focus in FY25: I Want to Sell to the Government; Where Do I Start?
The first two questions I ask small businesses that approach me about Federal contracting are (1) "What do you want to sell to the...
A Little Strategic Communication Can Go A Long Way - Try the "Dribble Method"
Updated November 2024 Have you tried using the "dribble method" of communication when contacting Government POCs? Those POCs can be the...
FedSubK Feature: Proposal Red Flags
I’ve seen a lot of proposals; all sizes and all types of work. There are a few specific "red flags" that can indicate potential risks,...
FedSubK Feature: What To Know Before You Say Go (or No-Go)
The day has come…the Request for Proposal (RFP) you’ve been watching and waiting for has gone “live.” Your team has made a tentative...
FedSubK Feature: Focus in FY25 - Be Seen and Be Heard
From the perspective of a Contracting Officer (CO/KO) and acquisition workforce member for over 30 years, I see small businesses every...
FedSubK Feature: Be A Dynamic Small Business!
I’ve posted on LinkedIn a lot recently about ways to be seen as a little fish in the big pond that is the Federal marketplace. Every...
How Many NAICS are Too Many?
I get asked this question often from small businesses. My answer is, "As many as accurately describe the actually product(s) or...
FedSubK Feature: Subcontracting - Best Practices, Pitfalls, and Frequently Asked Questions
Everyone is always talking about the big wins – getting that first PRIME contract. But you don’t have to be a prime to make a difference...
FedSubK Feature: CPARS Secrets - Insider Tips for Maximizing Your Performance Ratings
Ever wonder why some contractors consistently win federal contracts while others struggle to get a single award? The secret often lies in...
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