Kevin and Paul have covered a LOT of topics on this podcast. In each of the episodes, they map out where a particular topic fits within the Acquisition and/or Execution Time Zones®. (NOTE: For more on the Acquisition and Execution Time Zones®, check out episodes 003 and 372, respectively). Using these time zones, they explain where each topic fits between the developing of the requirement all the way through closing out the contract that delivers that requirement.But what happens BEFORE there is a requirement?What if the government has yet to define the requirement to solve a problem they have?Or what if industry has a solution to a new problem the government doesn’t know they have yet?These questions all fall BEFORE the requirement is written down. This is before the start of the Acquisition Time Zones. This is the period we refer to as “pre-acquisition” – as in, pre-Acquisition Time Zones®.This Pre-acquisition time is an ideal opportunity for open communication between government and industry. In this episode, we outline what happens, and what can happen, during this Pre-acquisition period. It’s critical for both government and industry to clearly understand how best to take advantage of this Pre-Acquisition time so that we can improve the contract outcomes that result from going through the Acquisition and Execution Time Zones®.Click here to access your Podcast 2.0 license for $20/mo and start listening today!Need to justify this to your boss?Click here to view Skyway’s Contracting Officer Podcast 2.0 License Overview

The United States government buys a wide variety of things in a variety of ways. In this episode, we cover one of those unique ways: through Foreign Military Sales (FMS).Under FMS, the US government procures equipment and services for foreign partner nations. These FMS purchases are often referred to as “security assistance” that is part of Foreign Policy to help nations maintain their defense.FMS covers a wide variety of products and services. While this is not something every contracting officers or every contactor touches, it’s a big enough deal that it warrants its own episode. For some context, in FY 2022, FMS sales were over $51 Billion (with a B)…including contracts with both large and small businesses.Since FMS is still pretty niche, I invited Steve Lucianetti to join me on this episode. Steve is a retired US Navy contracting officer (and a long-time member of the Skyway Acquisition team of contracting officers). Steve has deep FMS experience over his career and I couldn’t imagine doing this episode without his insights and stories.Click here to access your Podcast 2.0 license for $20/mo and start listening today!Need to justify this to your boss?Click here to view Skyway’s Contracting Officer Podcast 2.0 License Overview

We talked in episode 440 about how the government awards contracts for lots of services – unless those services are “inherently governmental activities”. We outlined the definition of that in episode 195. What makes these roles “inherently governmental” is that they are filled by people making decisions on behalf of the government. For example, these folks are deciding if the government will buy something, what they will buy, and how they will buy it, among others. You may recognize some of these activities from the groups we outline in our “3 Deciders” concept we covered in episode 118. In this episode, we explain what exactly makes the decisions inherently governmental. It’s important to know the why, how and what of these inherently governmental roles - whether you on the government or industry side of GovCon – because not knowing what can and cannot be decided by specific people in GovCon is like playing chess without knowing how the specific pieces move.Pro tip: If you’re not familiar with the terms “inherently governmental” and “The 3 Deciders”, I recommend you listen to episodes 195 and 118 before listening to this one.Episodes are inside Skyway Central©.Click here to access your Podcast 2.0 license for $20/mo and start listening today!Need to justify this to your boss?Click here to view Skyway’s Contracting Officer Podcast 2.0 License Overview

The US government decided a long time ago to contract out as many services as possible, except for the ones that are “inherently governmental services” (see episode 195 for those). However, the hiring of all those people to provide those services under government contracts is not happening in a vacuum – it’s happening as part of the overall economy. Whether someone works inside or outside the government – they were hired from the same labor pool. There are 3 “hiring groups” who are looking for the best talent from this same pool.The Federal Government looking for people to perform those “inherently governmental” activitiesFederal Contractors who support the governmentCommercial companies who do not support the government Each of these groups is looking for people, many of whom bring the same skill set and expertise – or at least transferrable expertise - in a wide variety of professions. So these 3 groups are looking for employees in the same labor pool.In this episode, we provide an overview of each group, along with some context on the size and impact of each and why understanding this “same labor pool” concept matters. Then we outline how they interact, overlap, and often compete for the same people and what you can do to mitigate the challenges of hiring from the same labor pool.*The first 400 episodes are still free*Episodes 401 and beyond are inside Skyway Central©.Click here to access your Podcast 2.0 license for $20/mo and start listening today!Need to justify this to your boss?Click here to view Skyway’s Contracting Officer Podcast 2.0 License Overview

Is federal contracting really that different from state and local contracting? In this episode, Kevin welcomes Troy Francis to the podcast to help answer that question. Troy knows the nuances of both Federal and State/Local contracts because he been both a Federal Contracting Officer and now is a Chief Contracting Officer in the Office of Procurement for the District of Columbia.However, State and Local contracting is a huge topic. So for this episode we focused on 3 key areas:1.      A side by side comparison of the specific regulations, processes and guidance for Federal vs State/Local.  How different are they, really? If you know the rules in one, can you operate in the other?2.      As a buyer, is one “better”, “easier”, “simpler” than the other? We weigh the pros and cons from a government point of view.3.      As the seller, is one “better, easier, simpler” than the other. We weigh the pros and cons from the contractor point of view.Bottom line: If you’re ever wondered if and how federal contracting is different than state and local contracting, this episode is for you.*The first 400 episodes are still free*Episodes 401 and beyond are inside Skyway Central©.Click here to access your Podcast 2.0 license for $20/mo and start listening today!Need to justify this to your boss?Click here to view Skyway’s Contracting Officer Podcast 2.0 License Overview

Chess is one of my favorite games. It’s simple, yet maddeningly complex. Chess is a game in which it’s easy to get the basics: there are only 6 types of pieces. However, the game gets complicated fast once we start moving the pieces.Now imagine playing chess without knowing how the pieces move…GovCon is like Chess.GovCon is not overly complex at its base. Once you understand the basics: buyer, seller, contract type, 3 Deciders, Acquisition and Execution Time Zones, building acquisition plans, targeting, writing and evaluating proposals, etc), then you can generally understand it.However, it can get complicated fast once the pieces start moving.Now imagine trying to navigate GovCon without knowing how these pieces interact?If we don’t know how the elements interact, then government contracting can be like playing chess without knowing how the chess pieces move.In this episode, we review 6 key “conventions” in the FAR that help us understand how the pieces move.*The first 400 episodes are still free*Episodes 401 and beyond are inside Skyway Central©.Click here to access your Podcast 2.0 license for $20/mo and start listening today!Need to justify this to your boss?Click here to view Skyway’s Contracting Officer Podcast 2.0 License Overview

There are several places in the FAR that direct contracting officers to award products and services against existing contracts BEFORE establishing new ones. There is even a specific provision that acquisition planning include consideration for the “use of pre-existing contracts.”  That’s logical, use existing contracts before awarding new ones. There is a LOT of data on government contracts so finding those contracts should be easy, right? Well, maybe. But even once we find them, how do we determine that awarding against the existing contract is the right fit to meet the mission? For government, knowing where and how to find those contracts can streamline your process to award.For industry, knowing where and how to find those contracts is an other avenue to support you current and future government customers.In this episode we review 4 free government sources to find those contracts, as well as the the pros and cons of  that go into the considerations to use existing contract versus awarding a new one.*The first 400 episodes are still free*Episodes 401 and beyond are inside Skyway Central©.Click here to access your Podcast 2.0 license for $20/mo and start listening today!Need to justify this to your boss?Click here to view Skyway’s Contracting Officer Podcast 2.0 License Overview

There are several places in the FAR that direct contracting officers to award products and services against existing contracts BEFORE establishing new ones. There is even a specific provision that acquisition planning include consideration for the “use of pre-existing contracts.”  That’s logical, use existing contracts before awarding new ones. There is a LOT of data on government contracts so finding those contracts should be easy, right? Well, maybe. But even once we find them, how do we determine that awarding against the existing contract is the right fit to meet the mission? For government, knowing where and how to find those contracts can streamline your process to award.For industry, knowing where and how to find those contracts is an other avenue to support you current and future government customers.In this episode we review 4 free government sources to find those contracts, as well as the the pros and cons of  that go into the considerations to use existing contract versus awarding a new one.*The first 400 episodes are still free*Episodes 401 and beyond are inside Skyway Central©.Click here to access your Podcast 2.0 license for $20/mo and start listening today!Need to justify this to your boss?Click here to view Skyway’s Contracting Officer Podcast 2.0 License Overview

Wanting to award a contract and having a path to make award are two different things. The government needs to acquire goods and services. Even when the government customer clearly knows what they need, just knowing that something is needed is not enough. Even when there is funding to meet that requirement, that’s still not enough.They still need the HOW. The government team still needs a path to actually buy the product or service.In GovCon, that path is referred to as the Acquisition Plan. The Acquisition Plan is how the government will actually buy something. In this episode, we break down the 4 basic elements required in an acquisition plan, along with the factors that impact that planning. We outline why both industry and government care about acquisition planning and what both sides can/would/should do to focus on making acquisition plans as simple as possible, but no simpler.*The first 400 episodes are still free*Episodes 401 and beyond are inside Skyway Central©.Click here to access your Podcast 2.0 license for $20/mo and start listening today!Need to justify this to your boss?Click here to view Skyway’s Contracting Officer Podcast 2.0 License Overview

A Sole Source contract award is when the government awards a contract without competition. The standard procedure in GovCon is to use competition to compete requirements, therefore awarding a sole source contract is a “non-standard” procedure.   There are a variety of factors that impact the decision to use a sole source strategy to acquire goods and services. To effectively use this sole source authority, it's critical for both government and industry to understand when a sole source contract would/should/could be the best option to meet the government’s mission.Since this is a “non-standard” procedure, the government team has to justify why awarding a contract without competition makes sense in a specific acquisition. In this episode, we outline the basic regulations around how that justification is made. We also describe how and why the government team, and the contracting officer in particular, can determine a “reasonable basis” for a sole source award.*The first 400 episodes are still free*Episodes 401 and beyond are inside Skyway Central©.Click here to access your Podcast 2.0 license for $20/mo and start listening today!Need to justify this to your boss?Click here to view Skyway’s Contracting Officer Podcast 2.0 License Overview

The Agency Protest is yet another communication tool available to industry to engage with the government team. It’s one of the ways – and it has it’s place.First though, we recommend straight up, “open and frank discussions” communications between government and industry.If that doesn’t work, there are many ways (both formal and informal) to prompt communication between both sides. One of the more “formal” ways is the Agency Protest. The Agency Protest is more formal than a complaint, or an independent review. Though it is not as formal, time consuming, and expensive as a GAO protest.In this episode, I welcome Shelley Hall from our Skyway team to help me explain what an Agency Protest is, when to use them (or not), along with some advantages and disadvantages of Agency Protests to both industry and government.*The first 400 episodes are still free*Episodes 401 and beyond are inside Skyway Central©.Click here to access your Podcast 2.0 license for $20/mo and start listening today!

How long can a government contract be? Most contracts are awarded to meet ongoing requirements. Therefore, it makes sense to have a contract in place to cover that requirement at all times. However, is there a maximum length for those contracts? What is the “right” length of a federal government contract?That can be a tricky question.If the contract duration is too short - it’s a lot of work to recompete it often (i.e. every month is too short). But if the contract is too long, or is perpetual, then no new contractors have a chance to win it (i.e. a contract that is awarded every hundred years is unwinnable for nearly every company).The solution lies between these two extremes.In this episode, we explain the “standard” length of federal contracts. Plus, we outline why the “standard” is just that, a standard – not an absolute. There are exceptions of course.In addition, we tackle the more important question of how long a contract SHOULD be. We explain some of the factors that impact the length of a contract and how to work through them.**The first 400 episodes are still free**Episodes 401 and beyond are inside Skyway Central.Click here to access your Podcast 2.0 license for $20/mo and start listening today!

A protest is the formal process for offerors to challenge the way the government awards a contract. It’s like having check and balances built into the contracting “system”. However,  protests tend to be sideways activity because the protest process neither moves the acquisition forward (so the contract can support the mission), nor does it move the acquisition backward (so the government and regroup, improve, and try again). Many times, protests just cause a delay in the contract award process (we talked about the impact and magnitude of these delays in Episode 421). Plus, the offeror who protested rarely ends up winning the contract they protested. Given all that, what drives an offeror to protest? If we know it’s sideways activity, why go through the process? What’s motivates an offeror to protest – and what can both industry and government do about it? After a few decades in GovCon, we’ve noticed some patterns in what motivates offerors to protests. We’ve distilled them down to 3 types of protestors. In this episode, we outline the What and How of the 3 types, along with what both government and industry can do to ensure we are making the best use of the protest process.**The first 400 episodes are still free**Episodes 401 and beyond are inside Skyway Central.Click here to access your Podcast 2.0 license for $20/mo and start listening today!---------Need to justify this to your boss?Click here to view Skyway’s Contracting Officer Podcast 2.0 License Overview

“Government contracting” is a broad phrase. There are many types of contracts, and types of contracting that fit under Government Contracts. One of the lesser known types of contracting is Contingency Contracting. This is contracting in an unknown or unstable and often unsafe environment. Contingency Contracting Officers award contracts and procure goods and services in response to disasters, as part of stability efforts in foreign nations, and/or in a war zone (for example). In other words, NOT a traditional business to government environment. In this episode, Kevin is joined by Troy Small from the Skyway team. Troy is a retired US Marine Corps Contracting Officer. One of his many roles in contracting was as a Contingency Contracting Officer in Iraq. He knows this role from the ground level.Troy helps Kevin outline what contingency contracting is – and how being a Contingency Contracting Officer is unique, and uniquely interesting, in many ways. We explain how Contingency Contracting Officers operate in a different environment, in a VUCA environment (more on that in the episode). This episode will likely broaden your perspective on what contracting officers do, and how they do it, in a VUCA environment.----------------------------------------------**The first 400 episodes are still free**Episodes 401 and beyond are inside Skyway Central.Click here to access your Podcast 2.0 license for $20/mo and start listening today!

Government and industry are “encouraged to communicate” in the FAR…that’s nice…but how do they do that? How can the government and industry teams actually execute that “encouragement”? What exactly do the regulations say that government can DO to communicate? In this episode, we give two specific examples of HOW to communicate based on specific direction and language in the FAR. For starters, we cover an important and recent update to FAR 1.102-4(a)(4). Words matter…and these words matter a lot. The language changed from the government having to provide a “fair competitive environment" to now the government is to avoid giving an "unfair competitive advantage to a particular firm”. We outline why that means, and why it’s a big deal.Then, we take this FAR language one step further, and apply it to one of the concepts in the FAR that specifically allows government folks to engage with industry. Namely, the Multi-Step advisory process. This is a formal, documented communication process that is specifically designed to happen during the MARKET RESEARCH ZONE….before the government releases the solicitation.The Multi-Step Advisory process, in FAR 15.202, allows government to provide direct and meaningful advice on how likely an offeror is to win a particular contract…BEFORE they bid.Now THAT is open communication.-------------------------------------------------------------------------------------------------------------**The first 400 episodes are still free**Episodes 401 and beyond are inside Skyway Central.Click here to access your Podcast 2.0 license for $20/mo and start listening today!

One of the best ways to improve acquisition outcomes is for Government and Industry to communicate. Open communication is one of the key concepts we focus on in our podcast, as well as Skyway's consulting, mentoring, and training for both government and industry.In this episode, we cover a lesser known, and maybe less understood, acquisition strategy that improves that communication: namely, the Advisory Down Select process.The Advisory Down Select process allows the government to provide “advisory” feedback to offerors – good or bad – about their likelihood of success on a given acquisition. What makes this process unique is that the feedback is “advisory” – meaning that the offerors can use the feedback, or not. This is different from Firm Down Select (which we covered in Episode 322). In the Firm Down Select, the contacting officer is providing “firm” feedback that may eliminate offerors from competition. Under the Advisory Down Select that we cover in this episode, the government team is providing “advisory” feedback that an offeror can to self-eliminate – or use to focus their efforts to get better.The nuance between these is HUGE.In this episode, Kevin welcome's Trevor Wagner from the Department of Commerce to help. Trevor leads the Acquisition Innovation Lab at the Department of Commerce and he has lots of experience with Advisory Down Select acquisitions. Through our discussion, we outline the why, how and what of this Advisory Down Select acquisition strategy – including why it is a very effective tool for both government and industry.-------------------------------------------------------------------------------------------------------------**The first 400 episodes are still free**Episodes 401 and beyond are inside Skyway Central.Click here to access your Podcast 2.0 license for just $20/mo and start listening today!

The federal acquisition regulation (FAR) is chockablock with “thresholds” – a threshold is the term for a specific numbers (usually dollar a specific dollar amount) that requires specific action.Threshold types include:Review thresholdsApproval thresholdsPolicy thresholdsCompetition thresholdsContract award thresholdsWhy does that matter? Because these thresholds represent some of the gates an acquisition team has to navigate in order to award a contract. In other words, navigating the thresholds is one of the key factors in finding the path of least resistance to contract award.Conversely, if we do not know the thresholds for a specific acquisition strategy, meaning we do not know where the markers are, we risk UNKNOWINGLY going down the path of MOST resistance to contract award…and nobody wants that.In this episode, we outline the types of thresholds, why they matter, as well as the upside and the downside of thresholds. We also outline a few strategies to identify and effectively navigate the thresholds in a given acquisition.---------------**The first 400 episodes are still free**Episodes 401 and beyond are inside Skyway Central.Click here to access your Podcast 2.0 license for just $20/mo and start listening today!

Sometimes, the government gets a vote on who contractors subcontract to. It’s called “consent to subcontract”..Part 1 was about the process to get consent (as a contractor)Part 2 is about the process to give consent (as a contracting officer). We explain the government team’s role in granting consent. We detail the elements the contracting officer must consider – and highlight several items that the contracting officer may NOT consent to.GovCon is a two-way street after all… understanding both sides of Consent to Subcontract ensure we more effectively execute this unique feature of GovCon.                 —————**The first 400 episodes are still free**Episodes 401 and beyond are inside Skyway Central.Click here to access your Podcast 2.0 license for just $20/mo and start listening today!

Back in Episode 422, Vicky Strycharske and Kevin Jans outlined how Oral Proposals work. They dug into what they are, and why they tend to be a valuable option for acquisition teams…especially when buying services.In this episode, we cover the “rest of the story” on Orals: HOW to do them. We both share our experiences on how to do them well, and what common pitfalls to be aware of. We specifically cover:How to apply oral proposals effectively from the government sideHow to deliver effective oral proposals from the industry side.We focus on the ground-level, specific things to do (such as practice) and what not to do (such as read the slides during the oral presentation).If you’re ready to dive into Orals, this episode will get you well on your way! **The first 400 episodes are still free**Episodes 401 and beyond are inside Skyway Central.Click here to access your Podcast 2.0 license and start listening today!

In this episode, Shelley Hall and Kevin Jans outline the Dynamic Small Business Search tool. The DSBS.Industry: You may have a great product. Your service may be the best in your industry. You may have the best price. None of that matters if the government buyers cannot find you. The DSBS is a tool for help with that.Government: Your customer needs solutions. Your mission needs capable contractors. Your agency (and the SBA) want you to award to small businesses. Those goals are difficult to meet if you can’t find contractors…especially small businesses. The DSBS is a tool to help with that.The DSBS is a robust search tool for small businesses to be found – and even to find teaming partners. We dig into why it works, who benefits from it, and why both government and industry want to know about this tool. **The first 400 episodes are still free**Episodes 401 and beyond are inside Skyway Central.Click here to access your Podcast 2.0 license and start listening today!

To meet its mission, the government needs to buy things.  To meet their mission, contractors need to sell things.Easy, right? Well, no.The difficulty comes when neither side is targeting. When the government is looking to buy “something”, even if it does not solve their problem…and if contractors are looking to sell what they have, even if it doesn’t solve the government’s problem. However, that’s a perfect outcome, and GovCon, like life, is not perfect.One way we’ve found to get closer to perfect is for both government and industry to understand the difference between a “lead” and an “opportunity”. In this episode, we explore why the government AND the industry teams benefit when both sides know the difference between a “lead” and an “opportunity”.**The first 400 episodes are still free**Episodes 401 and beyond are inside Skyway Central.Click here to access your Podcast 2.0 license and start listening today!

Communication matters.Communication between Government and Industry (between buyer and seller) is a key factor in the effectiveness of GovCon. Without effective communication, both government and industry can be very busy sending information back and forth without a lot of meaningful results for the government customer. After all, the purpose of a contract is to solve a problem for a government customer.In this episode Kevin and Paul outline an effective way to boost communication to improve the effectiveness of GovCon: By focus on the understanding that problem that needs to be solved.In this Part 1 of a series, we describe why understanding the problem is important and what happens when both government and industry don’t understand the problem. We also provide some FAR references to back up the concept and some strategies on how to better focus communication on the problem to be solved.In Part 2 (next week), we outline some specific tactics to ensure both sides understand the differences between a GovCon “contact” and a GovCon “opportunity”. Hint: One creates activity and the other solves a problem for a government customer.**The first 400 episodes are still free**Episodes 401 and beyond are inside Skyway Central.Click here to access your Podcast 2.0 license and start listening today!

Oral proposals are back… though maybe they never left.Either way, the government teams are using more oral proposals more often as part of their acquisition process. Kevin invited Vicky Strycharke from the Skyway team for this episode. Vicky is a former US Army contacting officer, who now leads Skyway’s proposal team. Vicky has seen an increase in the use of oral proposals across industry and agencies.Kevin and Vicky outline the what and why of “orals”, including how they can require very different skill sets, and why the FAR’s description of “Oral Presentations” does not fully capture how these play out in the Market Research Zone, and RFP Zone, and the Selection Zone.**The first 400 episodes are still free**Episodes 401 and beyond are inside Skyway Central.Click here to access your Podcast 2.0 license and start listening today!

Protests are rarely the best course of action.  Nonetheless, they are part of the GovCon landscape so it’s important to understand them.  Kevin and Paul cover the basics of protests back in Episode 066.  In this episode, we map out the differences between Pre-award and post-award protests – including who can file a protest, about what, and when.  We also wrap up with some lessons learned on how both government and industry can take avoid them in the first place.**The first 400 episodes are still free**Episodes 401 and beyond are inside The Skyway Community.Click here to access your Podcast 2.0 license and start listening today!

In this episode, we dig into the OASIS+ contract. OASIS stands for One Acquisition Source for Integrated Services and the + is that this is the second version of the contract. In OASIS+, the contract structure is very different from the original OASIS. We explain the basics of what OASIS+ is, how it works, and why Contracting Officers would use it and why industry would care about it.Kevin welcomes Joe Luetke from the Skyway Team to help explain the OASIS+ “family of contracts”, along with some of the differences between this and the original OASIS and how best to navigate them.**The first 400 episodes are still free**Episodes 401 and beyond are inside The Skyway Community.Click here to access your Podcast 2.0 license and start listening today!

In this episode, Kevin and Paul explain the concept of SETA Support or Systems Engineering and Technical Assistance Support. This is a specific type of professional services the government hires to provide direct support  on the “government side” of government contracting.SETA contracts provide advice, assistance and technical expertise around things like program management, acquisition strategies, and over all project management.  These are services the government can do internally, but found in order to get the expertise, at the level they need and the time the government needs it, the SETA contracts tend to be the most effective way to do that.The reason this is an important topic is that there are many contracts and thousands of employees who work for contractors provide this type of service to the government. It’s important to understand what it is, what it’s not and when it applies. **The first 400 episodes are still free**Episodes 401 and beyond are inside The Skyway Community.Click here to access your Podcast 2.0 license and start listening today!

SMB or Small to Mid-sized Businesses is a marketing term often used in the private sector to describe businesses that are larger than a sole proprietorship but smaller than a large corporation. In government contracting, the term SMB sometimes gets used to describe small businesses.  However, SMB tends to have different definitions depending on who you ask.  Where as a government small business or a “GovCon SB” or is clearly defined.In this episode, Kevin and Paul explain the key differences between a SMB and a GovCon Small Business.  Why they matter, what to be on the lookout for and to make sure you’re not making mistakes based on misunderstanding the two.**The first 400 episodes are still free**Episodes 401 and beyond are inside The Skyway Community.Click here to access your Podcast 2.0 license and start listening today!

One of the most frustrating variables of the source selection is not knowing how many proposals the government will get.  One of the ways to solve this problem is to require a notice of intent from potential offerers.In this episode, Kevin and Paul unwrap the concept of notice of intent or letter of intent (sometimes called in the commercial market) so that you better understand what they mean, why they are important and how best they can be used.**The first 400 episodes are still free**Episodes 401 and beyond are inside The Skyway Community.Click here to access your Podcast 2.0 license and start listening today!

In this episode Kevin welcomes guest Shelley Hall  from The Skyway team to talk about unduly restrictive requirements.  Every contract starts with a requirement,  one of the roles of the Contracting Officer is to decide how to compete that requirement.An element of that process is determining whether or not the requirement is unduly restrictive.  Meaning that only a few companies, or even one company can do the work.  If the requirement is unduly restrictive, it can be protestable and may lead to ineffective competitions.**The first 400 episodes are still free**Episodes 401 and beyond are inside The Skyway Community.Click here to access your Podcast 2.0 license and start listening today!

Sometimes the government gets a vote on who contractors subcontract to. In some specific cases, mostly when using cost type contracts, the government has the right to give consent to subcontract. This means that the contractor has to prove that a subcontractor is “worthy” of getting the subcontract.The reason behind the consent to subcontract is the government wants to know that the subcontract is as good of a deal as the prime contract is. In this episode, we dig into what a consent to subcontract rule is, and when it applies.**The first 400 episodes are still free**Episodes 401 and beyond are inside The Skyway Community.Click here to access The Podcast 2.0 license and start listening today!

In this episode, Kevin welcomes John Ferry to talk about artificial intelligence, which is the buzzword of the day it seems and its potential impact on government contracting.  Specifically, we’re going to talk about how AI and predictive text, is used to write and evaluate proposals.This is a new and burgeoning topic and this is our first foray into discussing it in a way that we can start to understand how it’s going to change government contracting, and particularly how proposals are created, submitted and eventually evaluated.**The first 400 episodes are still free**Episodes 401 and beyond are inside The Skyway Community.Click here to access the Podcast 2.0 license and start listening today!

In this episode, Kevin and Paul, explain how a past performance questionnaire or a PPQ works in government contracts.While there are many ways to evaluate the past performance of contractors, a PPQ is specific to a particular opportunity. We use examples from our experience as well as a current example in the government contracts space today to show how PPQ's are used.**The first 400 episodes are still free**Episodes 401 and beyond are inside The Skyway Community.Click here to access the Podcast 2.0 license and start listening today!

Procurement Action Lead Time or PALT is how long it takes from requirement to contract.  For years this has been the standard for how the Government decides how quickly contracts are awarded, or how quickly they can be awarded.  The definition of PALT has recently been re-defined and some parts of it are different.  In this episode, Kevin and Paul explain what PALT is, why the change matters and what you need to know about it. **The first 400 episodes are still free**Episodes 401 and beyond are inside The Skyway Community.Click here to access The Podcast 2.0 license and start listening today!

In this episode, Kevin and Paul explain a relatively new source selection process, the Highest Rated Technical Offer at reasonable price or HTRO.  This source selection process is a mirror image of LTPA, however there are nuances to when it works and may not work. We explain what it is, why it matters and how it can be one of the more effective strategies to speed up the acquisition process without giving up quality of the contract results.**The first 400 episodes are still free**Episodes 401 and beyond are inside The Skyway Community.Click here to access the Podcast 2.0 license and start listening today!

**The first 400 episodes are still free**Episodes 401 and beyond are inside The Skyway Community.Click here to access the Podcast 2.0 License and start listening today!

Sometimes the Government’s acquisition plan doesn’t line up with the schedule for a requirement.  While there are lots of ways to meet a short term requirement,  the Contracting Officer may use a bridge contract as an option.This is not a contract to build a bridge, rather this is a contract that bridges between the old contract and a new one.  In this episode we outline the why, how and what of a bridge contract.

While not raising the Federal debit ceiling seems like a political exercise, it has a direct impact on Government contracts of course.  In this free episode, we describe some of the impacts that may already be happening as well as the possible implications on how long it takes congress to come to an agreement on raising the debt ceiling.

The Government awards multiple award contracts in order to have more contractors to pick from after award.  However, to avoid being "stuck with" the list of contractors they have, the Government may also include on-ramps or off-ramps so they can add new contractors or delete some of the current ones. In this episode we explain why the Government would do that and how it benefits both Government and Industry. 

In this episode we describe the best value continuum.  We explain how the Government is always looking for "best value" through every acquisition.  The question becomes where on the continuum does a specific acquisition lie?On one end is the Lowest Price Technically Acceptable (LPTA) and on the other end of the is a full trade off.  This episode helps you understand where your acquisition fits on the continuum. 

Contracting Officers are often required to do provide a debriefing to contractors when they are unsuccessful. However, the means to how that debriefing happens is open for the Government to choose.  In this episode we explain why Contracting Officers often choose to do a written debriefing instead of one in person. 

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)This is the 400th episode of the Contracting Officer Podcast.  Thank you to all the listeners who have encouraged us over the years and challenged us to tackle new topics in our quest to make government contracting better, one contract at a time. For the 400th episode we review a few foundational topics that have grown from podcast conversation pieces to full blown training events.After over eight years of podcasting, we're going to decrease the frequency of podcast releases here on the open feed. To learn more, give this episode a listen. _________If you enjoy this podcast, check out Skyway Acquisition at skywaymember.com  to begin your relationship with our team of former contracting officers. The Skyway Community is the essential resource for context in the government market. Give us a call at 877-884-5280 or email us at connect@skywayacquisition.com  LinkedIn CO Podcast Group: https://www.linkedin.com/groups/6796606/ Facebook Government Contracting Network Group: https://www.facebook.com/groups/GovernmentContractingNetwork ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also worked on the industry side, Kevin and Paul share their perspectives in support of the podcast’s mission:  Make government contracts better, one contract at a time. 

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)In this "companion episode" to The Three Deciders, Kevin and Paul discuss how roles change after contract award (during The Execution Time Zones (TM)) and describe how the contractor becomes part of the team of "doers" required to deliver the products or services successfully._________If you enjoy this podcast, check out Skyway Acquisition at skywaymember.com  to begin your relationship with our team of former contracting officers. The Skyway Community is the essential resource for context in the government market. Give us a call at 877-884-5280 or email us at connect@skywayacquisition.com  LinkedIn CO Podcast Group: https://www.linkedin.com/groups/6796606/ Facebook Government Contracting Network Group: https://www.facebook.com/groups/GovernmentContractingNetwork ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also worked on the industry side, Kevin and Paul share their perspectives in support of the podcast’s mission:  Make government contracts better, one contract at a time. 

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Kevin and Skyway team member Joe Luetke discuss the importance of timely and efficient contract closeout.  Listen and learn how neglecting contract closeout can complicate the process for both government and industry.    __________This episode is brought to you by Skyway Acquisition.  To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts.  Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com.___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts. 

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Kevin welcomes special guest Brian Burns to revisit "the three deciders", a concept you'll recognize from episode 118 that is also woven into many of our podcasts.  Listen and learn how each of the three deciders impacts the acquisition process and how the roles differ between purely commercial sales and the government acquisition world.  Brian is the CEO of the B2B Network of Podcasts and the host of multiple podcasts including The Brutal Truth About Sales & Selling Podcast.  (b2brevenue.com)  __________This episode is brought to you by Skyway Acquisition.  To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts.  Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com.___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.   

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Kevin and Paul discuss the process that industry uses to review proposals prior to final submittal.  Listen and learn why a red team review can make or break a proposal.         _________If you enjoy this podcast, check out Skyway Acquisition at skywaymember.com  to begin your relationship with our team of former contracting officers. The Skyway Community is the essential resource for context in the government market. Give us a call at 877-884-5280 or email us at connect@skywayacquisition.com  LinkedIn CO Podcast Group: https://www.linkedin.com/groups/6796606/ Facebook Government Contracting Network Group: https://www.facebook.com/groups/GovernmentContractingNetwork ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also worked on the industry side, Kevin and Paul share their perspectives in support of the podcast’s mission:  Make government contracts better, one contract at a time. 

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Kevin talks Other Transactions and consortia with Mica Dolan, Chief Operating Officer at Advanced Technology International (ATI).  Learn why other transactions (OT)have become a more common acquisition strategy and how an OT consortium may be the manager of the acquisition process.  (and the key to winning government business)       _________If you enjoy this podcast, check out Skyway Acquisition at skywaymember.com  to begin your relationship with our team of former contracting officers. The Skyway Community is the essential resource for context in the government market. Give us a call at 877-884-5280 or email us at connect@skywayacquisition.com  LinkedIn CO Podcast Group: https://www.linkedin.com/groups/6796606/ Facebook Government Contracting Network Group: https://www.facebook.com/groups/GovernmentContractingNetwork ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also worked on the industry side, Kevin and Paul share their perspectives in support of the podcast’s mission:  Make government contracts better, one contract at a time. 

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)We spend a lot of time on the podcast talking about the Acquisition Time Zones and the Execution Time Zones.  Today Kevin and Paul discuss the infrastructure that supports all the activities that occur during the time zones.  Listen and learn how this "third side" is often overlooked or undervalued by those in the other zones.       _________If you enjoy this podcast, check out Skyway Acquisition at skywaymember.com  to begin your relationship with our team of former contracting officers. The Skyway Community is the essential resource for context in the government market. Give us a call at 877-884-5280 or email us at connect@skywayacquisition.com  LinkedIn CO Podcast Group: https://www.linkedin.com/groups/6796606/ Facebook Government Contracting Network Group: https://www.facebook.com/groups/GovernmentContractingNetwork ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also worked on the industry side, Kevin and Paul share their perspectives in support of the podcast’s mission:  Make government contracts better, one contract at a time. 

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Kevin and special guest Alan Apple (applelaw.us) discuss why the government uses Small Business Innovative Research (SBIRs) and Other Transaction Agreements (OTAs).  (hint: to find innovation in the commercial world)  Listen and learn how Intellectual Property is managed with each of these acquisition tools.  _________If you enjoy this podcast, check out Skyway Acquisition at skywaymember.com  to begin your relationship with our team of former contracting officers. The Skyway Community is the essential resource for context in the government market. Give us a call at 877-884-5280 or email us at connect@skywayacquisition.com  LinkedIn CO Podcast Group: https://www.linkedin.com/groups/6796606/ Facebook Government Contracting Network Group: https://www.facebook.com/groups/GovernmentContractingNetwork 

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Kevin and Paul talk government source selection evaluation criteria. Listen and learn how using threshold requirements and objective requirements can give both government and industry the opportunity to reach beyond "good enough" as well as the downsides of incorporating this flexibility into a solicitation.      _________If you enjoy this podcast, check out Skyway Acquisition at skywaymember.com  to begin your relationship with our team of former contracting officers. The Skyway Community is the essential resource for context in the government market. Give us a call at 877-884-5280 or email us at connect@skywayacquisition.com  LinkedIn CO Podcast Group: https://www.linkedin.com/groups/6796606/ Facebook Government Contracting Network Group: https://www.facebook.com/groups/GovernmentContractingNetwork ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also worked on the industry side, Kevin and Paul share their perspectives in support of the podcast’s mission:  Make government contracts better, one contract at a time. 

Details here: https://skywayacq.com/copov/

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Questions about the solicitation are a fact of life for most acquisitions. Kevin and Paul discuss how early engagement  with  industry can lower the quantity of questions and lead to better mission satisfaction outcomes.  Timing matters for both questions and answers!    _________If you enjoy this podcast, check out Skyway Acquisition at skywaymember.com  to begin your relationship with our team of former contracting officers. The Skyway Community is the essential resource for context in the government market. Give us a call at 877-884-5280 or email us at connect@skywayacquisition.com  LinkedIn CO Podcast Group: https://www.linkedin.com/groups/6796606/ Facebook Government Contracting Network Group: https://www.facebook.com/groups/GovernmentContractingNetwork ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also worked on the industry side, Kevin and Paul share their perspectives in support of the podcast’s mission:  Make government contracts better, one contract at a time. 

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Kevin and Paul describe the process of amending a government solicitation.  Listen and learn why (as always) early and open communication reduces the need for amendments which results in faster and cleaner source selections and timely contract award.     _________If you enjoy this podcast, check out Skyway Acquisition at skywaymember.com  to begin your relationship with our team of former contracting officers. The Skyway Community is the essential resource for context in the government market. Give us a call at 877-884-5280 or email us at connect@skywayacquisition.com  LinkedIn CO Podcast Group: https://www.linkedin.com/groups/6796606/ Facebook Government Contracting Network Group: https://www.facebook.com/groups/GovernmentContractingNetwork ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also worked on the industry side, Kevin and Paul share their perspectives in support of the podcast’s mission:  Make government contracts better, one contract at a time. 

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Kevin and Paul discuss two hurdles a small business must leap in order to receive a government proposal.  Submitting a winning proposal that complies with all solicitation requirements is the first.  The government must also be confident that you can perform the work and/or deliver the goods.  Listen and learn the difference between responsive and responsible and why both government and industry must take care to assess both.   _________If you enjoy this podcast, check out Skyway Acquisition at skywaymember.com  to begin your relationship with our team of former contracting officers. The Skyway Community is the essential resource for context in the government market. Give us a call at 877-884-5280 or email us at connect@skywayacquisition.com  LinkedIn CO Podcast Group: https://www.linkedin.com/groups/6796606/ Facebook Government Contracting Network Group: https://www.facebook.com/groups/GovernmentContractingNetwork ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also worked on the industry side, Kevin and Paul share their perspectives in support of the podcast’s mission:  Make government contracts better, one contract at a time.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Kevin and Paul discuss the not-very-black-and-white nature of decision making and how not making a decision is a decision in itself.  Listen and learn about why government contracting officers and industry contracting professionals must make decisions to keep business moving along.  _________If you enjoy this podcast, check out Skyway Acquisition at skywaymember.com  to begin your relationship with our team of former contracting officers. The Skyway Community is the essential resource for context in the government market. Give us a call at 877-884-5280 or email us at connect@skywayacquisition.com  LinkedIn CO Podcast Group: https://www.linkedin.com/groups/6796606/ Facebook Government Contracting Network Group: https://www.facebook.com/groups/GovernmentContractingNetwork ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also worked on the industry side, Kevin and Paul share their perspectives in support of the podcast’s mission:  Make government contracts better, one contract at a time. 

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Kevin and special guest (and former Contracting Officer) Angela Jacobs discuss the differences between official contractual direction, business conversations, and basic communication.  Listen and learn why documentation of communications is critical to both industry and government.  _________If you enjoy this podcast, check out Skyway Acquisition at skywaymember.com  to begin your relationship with our team of former contracting officers. The Skyway Community is the essential resource for context in the government market. Give us a call at 877-884-5280 or email us at connect@skywayacquisition.com  LinkedIn CO Podcast Group: https://www.linkedin.com/groups/6796606/ Facebook Government Contracting Network Group: https://www.facebook.com/groups/GovernmentContractingNetwork ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also worked on the industry side, Kevin and Paul share their perspectives in support of the podcast’s mission:  Make government contracts better, one contract at a time. 

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)The FAR has long defined commercial items, though the very term "commercial item" has created confusion for both government and industry acquisition and sales teams.  Kevin and Paul discuss the "new and improved" definitions of commercial in the FAR, including the expansion from a somewhat generic "commercial item" into commercial products and commercial services.  (which are just two of the categories in the new definition)Listen and learn how this update helps both government and industry meeting their missions.  _________If you enjoy this podcast, check out Skyway Acquisition at skywaymember.com  to begin your relationship with our team of former contracting officers. The Skyway Community is the essential resource for context in the government market. Give us a call at 877-884-5280 or email us at connect@skywayacquisition.com  LinkedIn CO Podcast Group: https://www.linkedin.com/groups/6796606/ Facebook Government Contracting Network Group: https://www.facebook.com/groups/GovernmentContractingNetwork ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also worked on the industry side, Kevin and Paul share their perspectives in support of the podcast’s mission:  Make government contracts better, one contract at a time. 

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Only a contracting officer can sign a contract on behalf of the government, but as the acquisitions expert, how are they to understand the details of a complex hardware or services buy?Kevin and Paul discuss technical evaluations, the key input to the government's award or negotiation strategy.  Listen and learn how a tech eval provides context for the government's business team._________If you enjoy this podcast, check out Skyway Acquisition at skywaymember.com  to begin your relationship with our team of former contracting officers. The Skyway Community is the essential resource for context in the government market. Give us a call at 877-884-5280 or email us at connect@skywayacquisition.com  LinkedIn CO Podcast Group: https://www.linkedin.com/groups/6796606/ Facebook Government Contracting Network Group: https://www.facebook.com/groups/GovernmentContractingNetwork ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also worked on the industry side, Kevin and Paul share their perspectives in support of the podcast’s mission:  Make government contracts better, one contract at a time. 

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)It may be surprising to learn that the federal government sometimes duplicates effort and misses out on economies of scale when buying.  (that's a joke...)Kevin and Paul explain the Economy Act, which allows federal agencies to order goods and services from other federal agencies in order to reduce overlapping activities and leverage economy of scale.  Utilizing the Economy Act may be the path of least resistance for an acquisition, easing the process for both government and industry.    _________If you enjoy this podcast, check out Skyway Acquisition at skywaymember.com  to begin your relationship with our team of former contracting officers. The Skyway Community is the essential resource for context in the government market. Give us a call at 877-884-5280 or email us at connect@skywayacquisition.com  LinkedIn CO Podcast Group: https://www.linkedin.com/groups/6796606/ Facebook Government Contracting Network Group: https://www.facebook.com/groups/GovernmentContractingNetwork ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also worked on the industry side, Kevin and Paul share their perspectives in support of the podcast’s mission:  Make government contracts better, one contract at a time. 

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Kevin and Paul return to the balance between process and relationships in the GovCon world.  Every government acquisition follows a published process and also requires some type of relationship between buyer and seller, whether it is as simple as a website or as complicated as a utilizing lobbyists and influencing legislative decisions.  What level of relationship is appropriate?  What is too much or too little?  Listen and gain perspective on how award decisions are made in this continuation of a regular Contracting Officer Podcast theme.       _________If you enjoy this podcast, check out Skyway Acquisition at skywaymember.com  to begin your relationship with our team of former contracting officers. The Skyway Community is the essential resource for context in the government market. Give us a call at 877-884-5280 or email us at connect@skywayacquisition.com  LinkedIn CO Podcast Group: https://www.linkedin.com/groups/6796606/ Facebook Government Contracting Network Group: https://www.facebook.com/groups/GovernmentContractingNetwork ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also worked on the industry side, Kevin and Paul share their perspectives in support of the podcast’s mission:  Make government contracts better, one contract at a time. 

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Kevin discusses the Acquisition Time Zones with Brian Burns, podcaster (https://www.b2brevenue.com/about) and government sales guru.  Listen and learn how knowledge of the acquisition time zones can be leveraged to improve a company's chances of winning a bid and why government acquisition teams achieve better results though early communication with potential offerors.   _________If you enjoy this podcast, check out Skyway Acquisition at skywaymember.com  to begin your relationship with our team of former contracting officers. The Skyway Community is the essential resource for context in the government market. Give us a call at 877-884-5280 or email us at connect@skywayacquisition.com  LinkedIn CO Podcast Group: https://www.linkedin.com/groups/6796606/ Facebook Government Contracting Network Group: https://www.facebook.com/groups/GovernmentContractingNetwork ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also worked on the industry side, Kevin and Paul share their perspectives in support of the podcast’s mission:  Make government contracts better, one contract at a time.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)When an RFP is released, there has been some activity, maybe a LOT of activity, by both government and industry that resulted in what you see.  Kevin and Paul take a peek behind the scenes at the work that must be completed to release a solicitation.   _________If you enjoy this podcast, check out Skyway Acquisition at skywaymember.com  to begin your relationship with our team of former contracting officers. The Skyway Community is the essential resource for context in the government market. Give us a call at 877-884-5280 or email us at connect@skywayacquisition.com  LinkedIn CO Podcast Group: https://www.linkedin.com/groups/6796606/ Facebook Government Contracting Network Group: https://www.facebook.com/groups/GovernmentContractingNetwork ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also worked on the industry side, Kevin and Paul share their perspectives in support of the podcast’s mission:  Make government contracts better, one contract at a time. 

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Kevin and Paul discuss OTAs - Other Transaction Authority, a non FAR/DFARS based, legally binding instrument - a much requested topic with a confusing name.  Listen and learn what an OTA is and what it isn't.  This is a high level overview of a complex and evolving government acquisition tool.  The OTA process itself doesn't have to be complex, but can feel that way because it isn't in the FAR comfort zone where most government and industry acquisition folks reside.    _________If you enjoy this podcast, check out Skyway Acquisition at skywaymember.com  to begin your relationship with our team of former contracting officers. The Skyway Community is the essential resource for context in the government market. Give us a call at 877-884-5280 or email us at connect@skywayacquisition.com  LinkedIn CO Podcast Group: https://www.linkedin.com/groups/6796606/ Facebook Government Contracting Network Group: https://www.facebook.com/groups/GovernmentContractingNetwork ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also worked on the industry side, Kevin and Paul share their perspectives in support of the podcast’s mission:  Make government contracts better, one contract at a time. 

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Kevin and Paul discuss the government's move into the world of flexible workspace, tapping market trends and exploiting the changes that have occurred in how and where people work.  _________If you enjoy this podcast, check out Skyway Acquisition at skywaymember.com  to begin your relationship with our team of former contracting officers. The Skyway Community is the essential resource for context in the government market. Give us a call at 877-884-5280 or email us at connect@skywayacquisition.com  LinkedIn CO Podcast Group: https://www.linkedin.com/groups/6796606/ Facebook Government Contracting Network Group: https://www.facebook.com/groups/GovernmentContractingNetwork ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also worked on the industry side, Kevin and Paul share their perspectives in support of the podcast’s mission:  Make government contracts better, one contract at a time. 

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Kevin and Paul describe the Contracting Officer's scope determination and how it impacts the government's ability to add work to a contract. (or forces a new acquisition and/or contract)         Listen and learn how the unique nature of government competition requirements can drive additional acquisition team workload in a way that might be surprising in the commercial world._________If you enjoy this podcast, check out Skyway Acquisition at skywaymember.com  to begin your relationship with our team of former contracting officers. The Skyway Community is the essential resource for context in the government market. Give us a call at 877-884-5280 or email us at connect@skywayacquisition.com  LinkedIn CO Podcast Group: https://www.linkedin.com/groups/6796606/ Facebook Government Contracting Network Group: https://www.facebook.com/groups/GovernmentContractingNetwork ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also worked on the industry side, Kevin and Paul share their perspectives in support of the podcast’s mission:  Make government contracts better, one contract at a time.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Starting off the new year with acronym soup.  MAC (multi-agency contracts or multi-award contracts) IDIQ (Indefinite Delivery Indefinite Quantity contracts) are a commonly used government acquisition tool that make it easier for the government to compete and award requirements.  Easier than what?  Good question - and the answer is "it depends".  Kevin and Paul discuss the pros and cons of MAC IDIQs and how both government and industry can leverage them to efficiently buy and sell goods and services.         _________If you enjoy this podcast, check out Skyway Acquisition at skywaymember.com  to begin your relationship with our team of former contracting officers. The Skyway Community is the essential resource for context in the government market. Give us a call at 877-884-5280 or email us at connect@skywayacquisition.com  LinkedIn CO Podcast Group: https://www.linkedin.com/groups/6796606/ Facebook Government Contracting Network Group: https://www.facebook.com/groups/GovernmentContractingNetwork ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also worked on the industry side, Kevin and Paul share their perspectives in support of the podcast’s mission:  Make government contracts better, one contract at a time. 

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)In this holiday refresher of a previously released episode, Kevin and Paul review, refresh, and update the Acquisition Time Zones.  The Acquisition Time Zones are the way we (this podcast) describe the chronological phases of the government acquisition process. The Acquisition Time Zones help government and industry acquisition professionals and companies who are interested in the government market understand the complicated world of federal government acquisition. The Time Zones are, in chronological order:The Requirements ZoneThe Market Research ZoneThe Request for Proposal (or “RFP”) ZoneThe Selection Zone._________If you enjoy this podcast, check out Skyway Acquisition at skywaymember.com  to begin your relationship with our team of former contracting officers. The Skyway Community is the essential resource for context in the government market. Give us a call at 877-884-5280 or email us at connect@skywayacquisition.com  LinkedIn CO Podcast Group: https://www.linkedin.com/groups/6796606/ Facebook Government Contracting Network Group: https://www.facebook.com/groups/GovernmentContractingNetwork ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also worked on the industry side, Kevin and Paul share their perspectives in support of the podcast’s mission:  Make government contracts better, one contract at a time.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)  Kevin and Paul discuss the FAR's preference for telecommuting.  (or working remotely in more modern lingo)Learn why the Government must be clear when documenting requirements for performance at a specific site and how industry can use remote (or onsite) workers to build a competitive advantage.This is a holiday refresher of a previously released episode.    _________If you enjoy this podcast, check out Skyway Acquisition at skywaymember.com  to begin your relationship with our team of former contracting officers. The Skyway Community is the essential resource for context in the government market. Give us a call at 877-884-5280 or email us at connect@skywayacquisition.com  LinkedIn CO Podcast Group: https://www.linkedin.com/groups/6796606/ Facebook Government Contracting Network Group: https://www.facebook.com/groups/GovernmentContractingNetwork ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also worked on the industry side, Kevin and Paul share their perspectives in support of the podcast’s mission:  Make government contracts better, one contract at a time.    

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)The government wants innovative ideas from industry.  The catch is that a government acquisition must start with a requirement.  Chicken and egg?  How does industry submit innovative ideas that don't address a published requirement?Kevin and Paul discuss the government's process for unsolicited proposals. Listen and learn why an unsolicited proposal may not be the path of least resistance to get to contract award.          _________If you enjoy this podcast, check out Skyway Acquisition at skywaymember.com  to begin your relationship with our team of former contracting officers. The Skyway Community is the essential resource for context in the government market. Give us a call at 877-884-5280 or email us at connect@skywayacquisition.com  LinkedIn CO Podcast Group: https://www.linkedin.com/groups/6796606/ Facebook Government Contracting Network Group: https://www.facebook.com/groups/GovernmentContractingNetwork ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also worked on the industry side, Kevin and Paul share their perspectives in support of the podcast’s mission:  Make government contracts better, one contract at a time. 

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Kevin discusses indirect rates with Wayne LeLand, a former DCAA auditor, current CPA and CFO from Nperspective, a provider of fractional CFO services.  Listen and learn as Kevin and Wayne discuss how integrity of a contractor's rates impacts proposals, contract execution, and audits of past, current, and forecasted costs. _________If you enjoy this podcast, check out Skyway Acquisition at skywaymember.com  to begin your relationship with our team of former contracting officers. The Skyway Community is the essential resource for context in the government market. Give us a call at 877-884-5280 or email us at connect@skywayacquisition.com  LinkedIn CO Podcast Group: https://www.linkedin.com/groups/6796606/ Facebook Government Contracting Network Group: https://www.facebook.com/groups/GovernmentContractingNetwork ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also worked on the industry side, Kevin and Paul share their perspectives in support of the podcast’s mission:  Make government contracts better, one contract at a time. 

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Kevin and Paul give an overview of the Execution Time Zones -  a helpful way to envision where and how certain topics fit into the Government contracting world.  (execution as in “contract performance”) The Execution Zones are the post-award companions to the Acquisition Time Zones and are referenced in nearly every episode.  Much like the Acquisition Time Zones, the Execution Zones are cyclical, but using contract award as the “beginning” is the easiest way to think about them.  Starting with contract award, we enter the Honeymoon Zone.  Learn what happens during the first days and weeks after contract award and why a contract kickoff meeting is valuable for both sides.  Following the Honeymoon Zone, the continuum moves through the Performance Zone, the Re-Compete Zone, and the Wrap-up Zone before circling back to the Honeymoon Zone for the next contract.   Learn when to begin the capture and business development process for your next award.  Learn when Government acquisition experts begin their market research.  The basic flow of contract execution and administration is explained.  This episode is a quick overview of each zone - be sure to listen to the zone-specific episodes for deeper insight.__________If you enjoy this podcast, check out Skyway Acquisition at skywaymember.com  to begin your relationship with our team of former contracting officers. The Skyway Community is the essential resource for context in the government market. Give us a call at 877-884-5280 or email us at connect@skywayacquisition.com  LinkedIn CO Podcast Group: https://www.linkedin.com/groups/6796606/ Facebook Government Contracting Network Group: https://www.facebook.com/groups/GovernmentContractingNetwork ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also worked on the industry side, Kevin and Paul share their perspectives in support of the podcast’s mission:  Make government contracts better, one contract at a time. 

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Kevin and Paul discuss the common question "when should I contact the Contracting Officer during the acquisition process?".  Learn the most effective times for different parties from both government and industry to get to know each other and why untargeted communications can be counterproductive.  __________If you enjoy this podcast, check out Skyway Acquisition at skywaymember.com  to begin your relationship with our team of former contracting officers. The Skyway Community is the essential resource for context in the government market. Give us a call at 877-884-5280 or email us at connect@skywayacquisition.com  LinkedIn CO Podcast Group: https://www.linkedin.com/groups/6796606/ Facebook Government Contracting Network Group: https://www.facebook.com/groups/GovernmentContractingNetwork ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also worked on the industry side, Kevin and Paul share their perspectives in support of the podcast’s mission:  Make government contracts better, one contract at a time. 

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Kevin and Paul discuss one of the key decisions (really a determination) that a Contracting Officer must make at the beginning of the acquisition process: to compete or not compete.  Listen and learn how this determination is made and its impact on the course of the acquisition as well as some of the (very) human factors that both government and industry players wrestle with along the way.  _________If you enjoy this podcast, check out Skyway Acquisition at skywaymember.com  to begin your relationship with our team of former contracting officers. The Skyway Community is the essential resource for context in the government market. Give us a call at 877-884-5280 or email us at connect@skywayacquisition.com  LinkedIn CO Podcast Group: https://www.linkedin.com/groups/6796606/ Facebook Government Contracting Network Group: https://www.facebook.com/groups/GovernmentContractingNetwork ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also worked on the industry side, Kevin and Paul share their perspectives in support of the podcast’s mission:  Make government contracts better, one contract at a time. 

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Sometimes the government agency or office has a requirement that they don't have the resources to procure on their own.  (Or would prefer not to procure on their own for many reasons) Kevin discusses Assisted Acquisition Services (AAS) with Kim Yates, former Contracting Officer and AAS veteran.   Listen and learn how AAS works from the pros.    _________If you enjoy this podcast, check out Skyway Acquisition at skywaymember.com  to begin your relationship with our team of former contracting officers. The Skyway Community is the essential resource for context in the government market. Give us a call at 877-884-5280 or email us at connect@skywayacquisition.com  LinkedIn CO Podcast Group: https://www.linkedin.com/groups/6796606/ Facebook Government Contracting Network Group: https://www.facebook.com/groups/GovernmentContractingNetwork ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also worked on the industry side, Kevin and Paul share their perspectives in support of the podcast’s mission:  Make government contracts better, one contract at a time. 

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Kevin and Paul talk relationships and how the government, prime contractors, and subcontractors must take care in how they interact to avoid confusion and contractual issues.        _________If you enjoy this podcast, check out Skyway Acquisition at skywaymember.com  to begin your relationship with our team of former contracting officers. The Skyway Community is the essential resource for context in the government market. Give us a call at 877-884-5280 or email us at connect@skywayacquisition.com  LinkedIn CO Podcast Group: https://www.linkedin.com/groups/6796606/ Facebook Government Contracting Network Group: https://www.facebook.com/groups/GovernmentContractingNetwork ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also worked on the industry side, Kevin and Paul share their perspectives in support of the podcast’s mission:  Make government contracts better, one contract at a time. 

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Kevin and Paul describe the primary online tools that government contractors must use to invoice and get paid for their work, Wide Area Workflow (WAWF) and the Invoice Processing Platform (IPP).      _________If you enjoy this podcast, check out Skyway Acquisition at skywaymember.com  to begin your relationship with our team of former contracting officers. The Skyway Community is the essential resource for context in the government market. Give us a call at 877-884-5280 or email us at connect@skywayacquisition.com  LinkedIn CO Podcast Group: https://www.linkedin.com/groups/6796606/ Facebook Government Contracting Network Group: https://www.facebook.com/groups/GovernmentContractingNetwork ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also worked on the industry side, Kevin and Paul share their perspectives in support of the podcast’s mission:  Make government contracts better, one contract at a time. 

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Kevin talks through the Contractor Performance Assessment Reporting System (CPARS) process with Shelley Hall, a former contracting officer with over 30 years of experience and current Skyway Acquisition team member.  Listen and learn, not only about the process, but also the top "do not do this" tips from contracting officers.   _________If you enjoy this podcast, check out Skyway Acquisition at skywaymember.com  to begin your relationship with our team of former contracting officers. The Skyway Community is the essential resource for context in the government market. Give us a call at 877-884-5280 or email us at connect@skywayacquisition.com  LinkedIn CO Podcast Group: https://www.linkedin.com/groups/6796606/ Facebook Government Contracting Network Group: https://www.facebook.com/groups/GovernmentContractingNetwork ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also worked on the industry side, Kevin and Paul share their perspectives in support of the podcast’s mission:  Make government contracts better, one contract at a time. 

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Kevin discusses business to government (B2G) marketing basics with Mark Amtower - marketer, salesman, and podcaster - who shares his decades of experience in the GovCon world.  Listen and learn how both industry and government pros can smooth out the government acquisition process by understanding the process and intent of B2G marketing.   _________If you enjoy this podcast, check out Skyway Acquisition at skywaymember.com  to begin your relationship with our team of former contracting officers. The Skyway Community is the essential resource for context in the government market. Give us a call at 877-884-5280 or email us at connect@skywayacquisition.com  LinkedIn CO Podcast Group: https://www.linkedin.com/groups/6796606/ Facebook Government Contracting Network Group: https://www.facebook.com/groups/GovernmentContractingNetwork ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also worked on the industry side, Kevin and Paul share their perspectives in support of the podcast’s mission:  Make government contracts better, one contract at a time. 

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Best in class contracting often creates a "path of least resistance" for government buyers and allows industry to follow that path to sales.  Kevin and Paul discuss the purpose and impact of best in class contracting vehicles for government buyers and users as well as industry players.   _________If you enjoy this podcast, check out Skyway Acquisition at skywaymember.com  to begin your relationship with our team of former contracting officers. The Skyway Community is the essential resource for context in the government market. Give us a call at 877-884-5280 or email us at connect@skywayacquisition.com  LinkedIn CO Podcast Group: https://www.linkedin.com/groups/6796606/ Facebook Government Contracting Network Group: https://www.facebook.com/groups/GovernmentContractingNetwork ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also worked on the industry side, Kevin and Paul share their perspectives in support of the podcast’s mission:  Make government contracts better, one contract at a time. 

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Kevin and Paul discuss the final step before a Contracting Officer terminates a government contract, the "show cause" notice.  Listen and learn the path that leads to a show cause notice and why open communication between industry and government can prevent us from ever getting to this point.    _________If you enjoy this podcast, check out Skyway Acquisition at skywaymember.com  to begin your relationship with our team of former contracting officers. The Skyway Community is the essential resource for context in the government market. Give us a call at 877-884-5280 or email us at connect@skywayacquisition.com  LinkedIn CO Podcast Group: https://www.linkedin.com/groups/6796606/ Facebook Government Contracting Network Group: https://www.facebook.com/groups/GovernmentContractingNetwork ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also worked on the industry side, Kevin and Paul share their perspectives in support of the podcast’s mission:  Make government contracts better, one contract at a time. 

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Kevin talks insurance with Rick Roman from Gulf Coast Underwriters.  Listen and learn some of the unique insurance requirements for government contractors, how they may increase the cost of contract performance, and how planning ahead for insurance needs can prevent catastrophic financial losses when unexpected events occur.     _________If you enjoy this podcast, check out Skyway Acquisition at skywaymember.com  to begin your relationship with our team of former contracting officers. The Skyway Community is the essential resource for context in the government market. Give us a call at 877-884-5280 or email us at connect@skywayacquisition.com  LinkedIn CO Podcast Group: https://www.linkedin.com/groups/6796606/ Facebook Government Contracting Network Group: https://www.facebook.com/groups/GovernmentContractingNetwork ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also worked on the industry side, Kevin and Paul share their perspectives in support of the podcast’s mission:  Make government contracts better, one contract at a time. 

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Kevin and Paul discuss the importance of planning ahead, specifically when building a past performance library.  Listen and learn how to be prepared to use your past performance to give the government confidence that your company is best suited to deliver for their mission.   _________If you enjoy this podcast, check out Skyway Acquisition at skywaymember.com  to begin your relationship with our team of former contracting officers. The Skyway Community is the essential resource for context in the government market. Give us a call at 877-884-5280 or email us at connect@skywayacquisition.com  LinkedIn CO Podcast Group: https://www.linkedin.com/groups/6796606/ Facebook Government Contracting Network Group: https://www.facebook.com/groups/GovernmentContractingNetwork ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also worked on the industry side, Kevin and Paul share their perspectives in support of the podcast’s mission:  Make government contracts better, one contract at a time. 

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Only the Contracting Office has the authority to enter into, administer, or terminate contracts.  So why do so many others seem to have at least some authority to direct contractors?  Kevin and Paul clarify the contracting officer's authority and the extent of others' authority in the government acquisition system. _________If you enjoy this podcast, check out Skyway Acquisition at skywaymember.com  to begin your relationship with our team of former contracting officers. The Skyway Community is the essential resource for context in the government market. Give us a call at 877-884-5280 or email us at connect@skywayacquisition.com  LinkedIn CO Podcast Group: https://www.linkedin.com/groups/6796606/ Facebook Government Contracting Network Group: https://www.facebook.com/groups/GovernmentContractingNetwork ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also worked on the industry side, Kevin and Paul share their perspectives in support of the podcast’s mission:  Make government contracts better, one contract at a time. 

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Kevin and Paul discuss an acquisition strategy that can provide extra confidence in a contractor's ability to deliver - the down-select.  Learn how a down-select acquisition strategy helps the government separate the top contractor from the pack (for this job, anyway) and why top performing contractors should love the down-select process. (This is a holiday refresher of a previously released episode)_________If you enjoy this podcast, check out Skyway Acquisition at skywaymember.com  to begin your relationship with our team of former contracting officers. The Skyway Community is the essential resource for context in the government market. Give us a call at 877-884-5280 or email us at connect@skywayacquisition.com  LinkedIn CO Podcast Group: https://www.linkedin.com/groups/6796606/ Facebook Government Contracting Network Group: https://www.facebook.com/groups/GovernmentContractingNetwork ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also worked on the industry side, Kevin and Paul share their perspectives in support of the podcast’s mission:  Make government contracts better, one contract at a time. 

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Kevin and Paul describe a key feature of government source selections, FAR 15.306's prohibition on favoring one offeror over another.   Learn how this impacts the acquisition process and why many protests are submitted as a result of unfair treatment of offerors._________If you enjoy this podcast, check out Skyway Acquisition at skywaymember.com  to begin your relationship with our team of former contracting officers. The Skyway Community is the essential resource for context in the government market. Give us a call at 877-884-5280 or email us at connect@skywayacquisition.com  LinkedIn CO Podcast Group: https://www.linkedin.com/groups/6796606/ Facebook Government Contracting Network Group: https://www.facebook.com/groups/GovernmentContractingNetwork ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also worked on the industry side, Kevin and Paul share their perspectives in support of the podcast’s mission:  Make government contracts better, one contract at a time

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Kevin discusses the power of standard operating procedures with special guest Troy Small, a retired Marine Corps Contracting Officer and current Skyway Acquisition team member.  _________If you enjoy this podcast, check out Skyway Acquisition at skywaymember.com  to begin your relationship with our team of former contracting officers. The Skyway Community is the essential resource for context in the government market. Give us a call at 877-884-5280 or email us at connect@skywayacquisition.com  LinkedIn CO Podcast Group: https://www.linkedin.com/groups/6796606/ Facebook Government Contracting Network Group: https://www.facebook.com/groups/GovernmentContractingNetwork ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also worked on the industry side, Kevin and Paul share their perspectives in support of the podcast’s mission:  Make government contracts better, one contract at a time. 

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Kevin and Paul discuss the rules around obligating funds that guide the government's acquisition strategies and contract management activities.  Listen and learn why purpose, time, and amount are critical to ensuring proper care of taxpayer dollars as well as mission satisfaction._________If you enjoy this podcast, check out Skyway Acquisition at skywaymember.com  to begin your relationship with our team of former contracting officers. The Skyway Community is the essential resource for context in the government market. Give us a call at 877-884-5280 or email us at connect@skywayacquisition.com  LinkedIn CO Podcast Group: https://www.linkedin.com/groups/6796606/ Facebook Government Contracting Network Group: https://www.facebook.com/groups/GovernmentContractingNetwork ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also worked on the industry side, Kevin and Paul share their perspectives in support of the podcast’s mission:  Make government contracts better, one contract at a time. 

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Cure notice?  It's not as good as it sounds.  Kevin and Paul describe this element of the government's contract termination process.  Listen and learn why clear communication between the parties can avoid a situation where a "cure" is required.  _________If you enjoy this podcast, check out Skyway Acquisition at skywaymember.com  to begin your relationship with our team of former contracting officers. The Skyway Community is the essential resource for context in the government market. Give us a call at 877-884-5280 or email us at connect@skywayacquisition.com  LinkedIn CO Podcast Group: https://www.linkedin.com/groups/6796606/ Facebook Government Contracting Network Group: https://www.facebook.com/groups/GovernmentContractingNetwork ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also worked on the industry side, Kevin and Paul share their perspectives in support of the podcast’s mission:  Make government contracts better, one contract at a time. 

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Kevin and Paul dig deeper into the world of options and review the FAR's solicitation provisions and contract option clauses.  Listen and learn how they can impact proposal strategy, government proposal evaluations, and contract execution.    _________If you enjoy this podcast, check out Skyway Acquisition at skywaymember.com  to begin your relationship with our team of former contracting officers. The Skyway Community is the essential resource for context in the government market. Give us a call at 877-884-5280 or email us at connect@skywayacquisition.com  LinkedIn CO Podcast Group: https://www.linkedin.com/groups/6796606/ Facebook Government Contracting Network Group: https://www.facebook.com/groups/GovernmentContractingNetwork ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also worked on the industry side, Kevin and Paul share their perspectives in support of the podcast’s mission:  Make government contracts better, one contract at a time. 

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Kevin and Paul compare the roles of contracting officers and umpires (or referees) in sports.  The FAR requires contracting officers to ensure that contractors receive impartial, fair, and equitable treatment.  Listen and learn why the best umpires (and contracting officers) often go unnoticed.    _________If you enjoy this podcast, check out Skyway Acquisition at skywaymember.com  to begin your relationship with our team of former contracting officers. The Skyway Community is the essential resource for context in the government market. Give us a call at 877-884-5280 or email us at connect@skywayacquisition.com  LinkedIn CO Podcast Group: https://www.linkedin.com/groups/6796606/ Facebook Government Contracting Network Group: https://www.facebook.com/groups/GovernmentContractingNetwork ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also worked on the industry side, Kevin and Paul share their perspectives in support of the podcast’s mission:  Make government contracts better, one contract at a time. 

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)We spend a lot of time on the podcast talking about the acquisition process - solicitations, proposals, shaping, and everything else that leads to a contract award.  This week we're focusing on the importance of what happens after contract award. Listen and learn why administration of the contract can make the difference between successful delivery and a frustrating experience for all involved.  _________If you enjoy this podcast, check out Skyway Acquisition at skywaymember.com  to begin your relationship with our team of former contracting officers. The Skyway Community is the essential resource for context in the government market. Give us a call at 877-884-5280 or email us at connect@skywayacquisition.com  LinkedIn CO Podcast Group: https://www.linkedin.com/groups/6796606/ Facebook Government Contracting Network Group: https://www.facebook.com/groups/GovernmentContractingNetwork ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also worked on the industry side, Kevin and Paul share their perspectives in support of the podcast’s mission:  Make government contracts better, one contract at a time. 

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Kevin and Paul define and describe how options work in government contracts.  Learn commons uses for options as well as the FAR's limitations on the use of options.  _________If you enjoy this podcast, check out Skyway Acquisition at skywaymember.com  to begin your relationship with our team of former contracting officers. The Skyway Community is the essential resource for context in the government market. Give us a call at 877-884-5280 or email us at connect@skywayacquisition.com  LinkedIn CO Podcast Group: https://www.linkedin.com/groups/6796606/ Facebook Government Contracting Network Group: https://www.facebook.com/groups/GovernmentContractingNetwork ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also worked on the industry side, Kevin and Paul share their perspectives in support of the podcast’s mission:  Make government contracts better, one contract at a time. 

Contract administration is like flossing your teeth.  Best to do it on a regular basis.  If you skip it for a while you may not notice any pain right away, but you can bet that there will be pain later.  A little time and money spent now prevents major expenditures down the road.  Kevin and Paul discuss the kinds of pain you can largely avoid through regular "contract hygiene" in this refresher of a previously released episode.  _________If you enjoy this podcast, check out Skyway Acquisition at skywaymember.com  to begin your relationship with our team of former contracting officers. The Skyway Community is the essential resource for context in the government market. Give us a call at 877-884-5280 or email us at connect@skywayacquisition.com  LinkedIn CO Podcast Group: https://www.linkedin.com/groups/6796606/ Facebook Government Contracting Network Group: https://www.facebook.com/groups/GovernmentContractingNetwork ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also worked on the industry side, Kevin and Paul share their perspectives in support of the podcast’s mission:  Make government contracts better, one contract at a time. 

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Paul discusses the critical event of the honeymoon zone, the post-award conference (also known as a contract kickoff meeting) with special guest Shelley Hall.  (special guest, and also Skyway team member, of course)Learn how open communication, early and often, helps the entire process function smoothly and why the contract kickoff meeting can impact not only this contract, but your next one too._________If you enjoy this podcast, check out Skyway Acquisition at skywaymember.com  to begin your relationship with our team of former contracting officers. The Skyway Community is the essential resource for context in the government market. Give us a call at 877-884-5280 or email us at connect@skywayacquisition.com  LinkedIn CO Podcast Group: https://www.linkedin.com/groups/6796606/ Facebook Government Contracting Network Group: https://www.facebook.com/groups/GovernmentContractingNetwork ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also worked on the industry side, Kevin and Paul share their perspectives in support of the podcast’s mission:  Make government contracts better, one contract at a time. 

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Why would the government limit the pool of bidders to just small businesses?  Listen and learn as Kevin and Paul discuss why a Contracting Officer may choose to set aside an award for only small businesses.  Yes, it's a FAR requirement and as always, there's a lot more to the story._________If you enjoy this podcast, check out Skyway Acquisition at skywaymember.com  to begin your relationship with our team of former contracting officers. The Skyway Community is the essential resource for context in the government market. Give us a call at 877-884-5280 or email us at connect@skywayacquisition.com  LinkedIn CO Podcast Group: https://www.linkedin.com/groups/6796606/ Facebook Government Contracting Network Group: https://www.facebook.com/groups/GovernmentContractingNetwork ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also worked on the industry side, Kevin and Paul share their perspectives in support of the podcast’s mission:  Make government contracts better, one contract at a time. 

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Kevin welcomes special guest Brian Lindholm, Managing Principal of FedSavvy Strategies to discuss black hat reviews.  A black hat review is a common technique used to incorporate competitive intelligence into your proposal development process.  Listen and learn how conducting a quality black hat review can lead to better teaming decisions, a better solution to propose, or even a decision to "no-bid" this solicitation. _________If you enjoy this podcast, check out Skyway Acquisition at skywaymember.com  to begin your relationship with our team of former contracting officers. The Skyway Community is the essential resource for context in the government market. Give us a call at 877-884-5280 or email us at connect@skywayacquisition.com  LinkedIn CO Podcast Group: https://www.linkedin.com/groups/6796606/ Facebook Government Contracting Network Group: https://www.facebook.com/groups/GovernmentContractingNetwork ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also worked on the industry side, Kevin and Paul share their perspectives in support of the podcast’s mission:  Make government contracts better, one contract at a time. 

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Kevin and Paul discuss why government acquisition pros may choose to use to award new work through existing contract vehicles.  _________If you enjoy this podcast, check out Skyway Acquisition at skywaymember.com  to begin your relationship with our team of former contracting officers. The Skyway Community is the essential resource for context in the government market. Give us a call at 877-884-5280 or email us at connect@skywayacquisition.com  LinkedIn CO Podcast Group: https://www.linkedin.com/groups/6796606/ Facebook Government Contracting Network Group: https://www.facebook.com/groups/GovernmentContractingNetwork ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also worked on the industry side, Kevin and Paul share their perspectives in support of the podcast’s mission:  Make government contracts better, one contract at a time.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Imagine reading your contract closely to determine how to approach a potential issue, only to find out that you are held to the requirements of a clause that isn't written into the contract.  Kevin and Paul discuss the Christian Doctrine, which holds that mandatory clauses that express a significant or “deeply ingrained strand of public procurement policy” will be considered to be in the contract by operation of law, even if they are omitted.This is a holiday "refresher" of a previously released episode.  __________ If you enjoy this podcast, check out Skyway Acquisition at skywaymember.com  to begin your relationship with our team of former contracting officers. The Skyway Community is the essential resource for context in the government market. Give us a call at 877-884-5280 or email us at connect@skywayacquisition.com  LinkedIn CO Podcast Group: https://www.linkedin.com/groups/6796606/ Facebook Government Contracting Network Group: https://www.facebook.com/groups/GovernmentContractingNetwork ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also worked on the industry side, Kevin and Paul share their perspectives in support of the podcast’s mission:  Make government contracts better, one contract at a time. 

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Kevin welcomes special guest (and Skyway team member) Vicky Strycharske to discuss how the government views commercial past performance compared to government past performance.  Learn how relevant four different "levels" of past performance can be to a government acquisition and why size and scope matters.   _________If you enjoy this podcast, check out Skyway Acquisition at skywaymember.com  to begin your relationship with our team of former contracting officers. The Skyway Community is the essential resource for context in the government market. Give us a call at 877-884-5280 or email us at connect@skywayacquisition.com  LinkedIn CO Podcast Group: https://www.linkedin.com/groups/6796606/ Facebook Government Contracting Network Group: https://www.facebook.com/groups/GovernmentContractingNetwork ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also worked on the industry side, Kevin and Paul share their perspectives in support of the podcast’s mission:  Make government contracts better, one contract at a time. 

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Kevin and Paul discuss how the size of the requirement (among many other factors) impacts the choice of vehicle that the government uses to buy.  Learn the four primary ways the government buys and how early communication improves acquisition outcomes for both government and industry.  _________If you enjoy this podcast, check out Skyway Acquisition at skywaymember.com  to begin your relationship with our team of former contracting officers. The Skyway Community is the essential resource for context in the government market. Give us a call at 877-884-5280 or email us at connect@skywayacquisition.com  LinkedIn CO Podcast Group: https://www.linkedin.com/groups/6796606/ Facebook Government Contracting Network Group: https://www.facebook.com/groups/GovernmentContractingNetwork ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also worked on the industry side, Kevin and Paul share their perspectives in support of the podcast’s mission:  Make government contracts better, one contract at a time. 

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)What does “Color of Money” mean? Kevin and Paul describe why the color of money matters and what goes on behind the scenes in a government acquisition as a result of the appropriation type.  Learn the different types of appropriations and how they impact acquisitions and the government’s behavior, especially at the end of a government fiscal year. _________If you enjoy this podcast, check out Skyway Acquisition at skywaymember.com  to begin your relationship with our team of former contracting officers. The Skyway Community is the essential resource for context in the government market. Give us a call at 877-884-5280 or email us at connect@skywayacquisition.com  LinkedIn CO Podcast Group: https://www.linkedin.com/groups/6796606/ Facebook Government Contracting Network Group: https://www.facebook.com/groups/GovernmentContractingNetwork ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also worked on the industry side, Kevin and Paul share their perspectives in support of the podcast’s mission:  Make government contracts better, one contract at a time. 

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)The federal government uses different tools to learn about industry capabilities and get feedback on acquisition strategies and plans.  Kevin and Paul explain the uses for and differences between RFIs, DRFPs, and RFPs and why all are valuable for both government and industry.  _________If you enjoy this podcast, check out Skyway Acquisition at skywaymember.com  to begin your relationship with our team of former contracting officers. The Skyway Community is the essential resource for context in the government market. Give us a call at 877-884-5280 or email us at connect@skywayacquisition.com  LinkedIn CO Podcast Group: https://www.linkedin.com/groups/6796606/ Facebook Government Contracting Network Group: https://www.facebook.com/groups/GovernmentContractingNetwork ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also worked on the industry side, Kevin and Paul share their perspectives in support of the podcast’s mission:  Make government contracts better, one contract at a time.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Special guest William Randolph joins Kevin to talk targeting and business development through the analogy of hunting, fishing, and farming. Listen and learn why all three are necessary to build and sustain a business in the GovCon world.  _________If you enjoy this podcast, check out Skyway Acquisition at skywaymember.com  to begin your relationship with our team of former contracting officers. The Skyway Community is the essential resource for context in the government market. Give us a call at 877-884-5280 or email us at connect@skywayacquisition.com  LinkedIn CO Podcast Group: https://www.linkedin.com/groups/6796606/ Facebook Government Contracting Network Group: https://www.facebook.com/groups/GovernmentContractingNetwork ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also worked on the industry side, Kevin and Paul share their perspectives in support of the podcast’s mission:  Make government contracts better, one contract at a time. 

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Kevin and Paul discuss small business subcontracting plans.  When do you need one? Why do you need a plan?  Does every company need a small business subcontracting plan?  What does the government do with your plan?  Lots of questions...listen and learn the answers to these and more._________If you enjoy this podcast, check out Skyway Acquisition at skywaymember.com  to begin your relationship with our team of former contracting officers. The Skyway Community is the essential resource for context in the government market. Give us a call at 877-884-5280 or email us at connect@skywayacquisition.com  LinkedIn CO Podcast Group: https://www.linkedin.com/groups/6796606/ Facebook Government Contracting Network Group: https://www.facebook.com/groups/GovernmentContractingNetwork ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also worked on the industry side, Kevin and Paul share their perspectives in support of the podcast’s mission:  Make government contracts better, one contract at a time.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Is the proposed price reasonable?  Is it realistic?  Compared to what?  And what do you even mean by reasonable and realistic?  Good questions!Kevin and Paul discuss how government proposal evaluators must find the balance between prices that are too high or unfairly high for the circumstances (reasonable) and too low to allow the contractor to execute or make a profit (realistic). And don't forget - the industry folks who are building the bid face the same challenges._________If you enjoy this podcast, check out Skyway Acquisition at skywaymember.com  to begin your relationship with our team of former contracting officers. The Skyway Community is the essential resource for context in the government market. Give us a call at 877-884-5280 or email us at connect@skywayacquisition.com  LinkedIn CO Podcast Group: https://www.linkedin.com/groups/6796606/ Facebook Government Contracting Network Group: https://www.facebook.com/groups/GovernmentContractingNetwork ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also worked on the industry side, Kevin and Paul share their perspectives in support of the podcast’s mission:  Make government contracts better, one contract at a time. 

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Kevin and Paul provide a simplified overview of wrap rates including what cost components make up a labor billing rate and a walk-through of a sample calculation.  Learn why some cost components are able to be managed and how others are not negotiable.  __________If you enjoy this podcast, check out Skyway Acquisition at skywaymember.com  to begin your relationship with our team of former contracting officers. The Skyway Community is the essential resource for context in the government market. Give us a call at 877-884-5280 or email us at connect@skywayacquisition.com  LinkedIn CO Podcast Group: https://www.linkedin.com/groups/6796606/ Facebook Government Contracting Network Group: https://www.facebook.com/groups/GovernmentContractingNetwork ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also worked on the industry side, Kevin and Paul share their perspectives in support of the podcast’s mission:  Make government contracts better, one contract at a time. 

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Lowest Price Technical Acceptable (LPTA) is an acquisition strategy that recently become controversial enough that acquisition regulations have been updated to somewhat limit its use. Kevin and Paul provide an overview of the regulation updates and discuss how, like any acquisition strategy, LPTA can be a powerful tool if used appropriately and a disaster if misapplied.  _________If you enjoy this podcast, check out Skyway Acquisition at skywaymember.com  to begin your relationship with our team of former contracting officers. The Skyway Community is the essential resource for context in the government market. Give us a call at 877-884-5280 or email us at connect@skywayacquisition.com  LinkedIn CO Podcast Group: https://www.linkedin.com/groups/6796606/ Facebook Government Contracting Network Group: https://www.facebook.com/groups/GovernmentContractingNetwork ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also worked on the industry side, Kevin and Paul share their perspectives in support of the podcast’s mission:  Make government contracts better, one contract at a time. 

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)2020 was an unprecedented year.  Despite the challenges, the federal government acquisition machine kept churning.  And through even greater challenges the government contractor community stepped up to answer the call.  Kevin and Paul discuss their mistaken expectations about 2020 and describe how contractors are still working hard to get "back to zero"._________If you enjoy this podcast, check out Skyway Acquisition at skywaymember.com  to begin your relationship with our team of former contracting officers. The Skyway Community is the essential resource for context in the government market. Give us a call at 877-884-5280 or email us at connect@skywayacquisition.com  LinkedIn CO Podcast Group: https://www.linkedin.com/groups/6796606/ Facebook Government Contracting Network Group: https://www.facebook.com/groups/GovernmentContractingNetwork ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also worked on the industry side, Kevin and Paul share their perspectives in support of the podcast’s mission:  Make government contracts better, one contract at a time. 

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)It is common for two or more companies to work together to win and successfully perform federal government contracts.  The relationship between those companies must be formally documented and agreed to in order to define roles and responsibilities and avoid future issues.Paul welcomes Shane McCall, Manager Partner at Koprince Law, LLC to discuss three common forms of contractor relationships:  Teaming Agreements, Joint Venture Agreements, and the federal Mentor-Protege Program._________If you enjoy this podcast, check out Skyway Acquisition at skywaymember.com  to begin your relationship with our team of former contracting officers. The Skyway Community is the essential resource for context in the government market. Give us a call at 877-884-5280 or email us at connect@skywayacquisition.com  LinkedIn CO Podcast Group: https://www.linkedin.com/groups/6796606/ Facebook Government Contracting Network Group: https://www.facebook.com/groups/GovernmentContractingNetwork ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also worked on the industry side, Kevin and Paul share their perspectives in support of the podcast’s mission:  Make government contracts better, one contract at a time. 

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Kevin and Paul discuss the application of FAR 52.215-23, Limitations on Pass-Through Charges.  The government supports subcontracting and even mandates that small businesses receive preference when subcontracting opportunities exist.  What they don't want is for a prime contractor to subcontract all (or almost all) of the work out without providing any value as the prime.  To ensure this doesn't happen, there is a helpful clause that directs the contracting officer to determine whether excessive pass-through charges exist.    _________If you enjoy this podcast, check out Skyway Acquisition at skywaymember.com  to begin your relationship with our team of former contracting officers. The Skyway Community is the essential resource for context in the government market. Give us a call at 877-884-5280 or email us at connect@skywayacquisition.com  LinkedIn CO Podcast Group: https://www.linkedin.com/groups/6796606/ Facebook Government Contracting Network Group: https://www.facebook.com/groups/GovernmentContractingNetwork ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also worked on the industry side, Kevin and Paul share their perspectives in support of the podcast’s mission:  Make government contracts better, one contract at a time. 

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Kevin and Paul discuss the Selection Zone, the last of the four Acquisition Time Zones.  (Episode 317 provides an overview of all the Acquisition Time Zones)The Selection Zone starts when proposals are due and submitted and ends when a contract has been awarded.  Listen and learn how the rules for communication change when you enter the selection zone and how industry's actions in the first three Acquisition Time Zones have somewhat determined the winner before proposals are even evaluated.  _________If you enjoy this podcast, check out Skyway Acquisition at skywaymember.com  to begin your relationship with our team of former contracting officers. The Skyway Community is the essential resource for context in the government market. Give us a call at 877-884-5280 or email us at connect@skywayacquisition.com  LinkedIn CO Podcast Group: https://www.linkedin.com/groups/6796606/ Facebook Government Contracting Network Group: https://www.facebook.com/groups/GovernmentContractingNetwork ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also worked on the industry side, Kevin and Paul share their perspectives in support of the podcast’s mission:  Make government contracts better, one contract at a time. 

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Kevin and Paul introduce the GovCon Acquisition Cube, a concept designed to help you understand how all the parts and pieces of a government acquisition fit together to result in a contract award.  (Or awards) _________If you enjoy this podcast, check out Skyway Acquisition at skywaymember.com  to begin your relationship with our team of former contracting officers. The Skyway Community is the essential resource for context in the government market. Give us a call at 877-884-5280 or email us at connect@skywayacquisition.com  LinkedIn CO Podcast Group: https://www.linkedin.com/groups/6796606/ Facebook Government Contracting Network Group: https://www.facebook.com/groups/GovernmentContractingNetwork ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also worked on the industry side, Kevin and Paul share their perspectives in support of the podcast’s mission:  Make government contracts better, one contract at a time. 

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Paul talks about common acquisition practices at the Department of Veterans Affairs with special guest David Geary, a former VA contracting officer and current Skyway team member/consultant.  Listen and learn how and why the VA uses the flexibility inherent in acquisition regulations to support their mission.  _________If you enjoy this podcast, check out Skyway Acquisition at skywaymember.com  to begin your relationship with our team of former contracting officers. The Skyway Community is the essential resource for context in the government market. Give us a call at 877-884-5280 or email us at connect@skywayacquisition.com  LinkedIn CO Podcast Group: https://www.linkedin.com/groups/6796606/ Facebook Government Contracting Network Group: https://www.facebook.com/groups/GovernmentContractingNetwork ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also worked on the industry side, Kevin and Paul share their perspectives in support of the podcast’s mission:  Make government contracts better, one contract at a time. 

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)There are a lot of different ways the federal government can acquire products and services.  Not unlimited for sure, the FAR puts some restrictions on it though still leaves enough options to make your head spin.   Kevin and Paul break the options into four categories that can be used to link the size and complexity of the buy to the most common acquisition strategies used.  _________If you enjoy this podcast, check out Skyway Acquisition at skywaymember.com  to begin your relationship with our team of former contracting officers. The Skyway Community is the essential resource for context in the government market. Give us a call at 877-884-5280 or email us at connect@skywayacquisition.com  LinkedIn CO Podcast Group: https://www.linkedin.com/groups/6796606/ Facebook Government Contracting Network Group: https://www.facebook.com/groups/GovernmentContractingNetwork ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also worked on the industry side, Kevin and Paul share their perspectives in support of the podcast’s mission:  Make government contracts better, one contract at a time. 

Go to skywaymember.com or call us at 877-884-5280 to get access to our team now. 

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Kevin and Paul discuss the RFP Zone, the third of the four Acquisition Time Zones.  (Episode 317 provides an overview of all the Acquisition Time Zones)The RFP Zone starts when the final solicitation is released and ends when proposals are due. Listen and learn how the rules for communication change when you enter the RFP Zone and how the sense of urgency shifts to industry until we get to the selection zone.  _________If you enjoy this podcast, check out Skyway Acquisition at skywaymember.com  to begin your relationship with our team of former contracting officers. The Skyway Community is the essential resource for context in the government market. Give us a call at 877-884-5280 or email us at connect@skywayacquisition.com  LinkedIn CO Podcast Group: https://www.linkedin.com/groups/6796606/ Facebook Government Contracting Network Group: https://www.facebook.com/groups/GovernmentContractingNetwork ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also worked on the industry side, Kevin and Paul share their perspectives in support of the podcast’s mission:  Make government contracts better, one contract at a time. 

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)What can happen when a contractor breaks the rules?  We've talked about suspension and debarment, the extreme "you aren't eligible for Federal contract awards anymore" result.  In some cases, extenuating circumstances may cause the government to turn to other options, such as allowing the contractor to continue to operate under the watchful eyes of an Independent Monitor.   Kevin and Paul discuss the types of situations when an Independent Monitor might be assigned, the role of the Independent Monitor, and the outcomes desired._________If you enjoy this podcast, check out Skyway Acquisition at skywaymember.com  to begin your relationship with our team of former contracting officers. The Skyway Community is the essential resource for context in the government market. Give us a call at 877-884-5280 or email us at connect@skywayacquisition.com  LinkedIn CO Podcast Group: https://www.linkedin.com/groups/6796606/ Facebook Government Contracting Network Group: https://www.facebook.com/groups/GovernmentContractingNetwork ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also worked on the industry side, Kevin and Paul share their perspectives in support of the podcast’s mission:  Make government contracts better, one contract at a time. 

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)We're talking contract changes, construction contracts, and COVID today.  Paul welcomes special guest Shiva Hamidinia, a partner at Nichols Liu who specializes in Government contracts law and more specifically, construction.  COVID-19 has had a big impact on Federal contracts.  Listen and learn how open communication, clear direction, and solid documentation guide the resolution of contract delays, whether caused by an unfortunate situation like a pandemic, a change in scope, or even contractor caused delays.   Thanks again to our guest, Shiva Hamidinia. shamidinia@nicholsliu.com_________If you enjoy this podcast, check out Skyway Acquisition at skywaymember.com  to begin your relationship with our team of former contracting officers. The Skyway Community is the essential resource for context in the government market. Give us a call at 877-884-5280 or email us at connect@skywayacquisition.com  LinkedIn CO Podcast Group: https://www.linkedin.com/groups/6796606/ Facebook Government Contracting Network Group: https://www.facebook.com/groups/GovernmentContractingNetwork ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also worked on the industry side, Kevin and Paul share their perspectives in support of the podcast’s mission:  Make government contracts better, one contract at a time. 

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Kevin and Paul discuss the Market Research Zone, the second of the four Acquisition Time Zones.  (Episode 317 provides an overview of all the Acquisition Time Zones)Listen and learn the types of market research the Government uses and what Government and Industry are doing (or should be doing) during this phase of the acquisition cycle.  As always, communication between Government and Industry is stressed to make the process faster and improve results.  (and make it easier on everyone involved!) _________If you enjoy this podcast, we invite you to check out Skyway Acquisition at skywaymember.com to begin your relationship with our team of contracting officers. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.Whether you are brand new to GovCon, just got your first contract, or you are already a successful government contractor, the Skyway Community will guide you to the next level.With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect resource for anyone who is serious about winning more contracts.Give us a call at 877-884-5280 or check it out at skywaymember.com. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.   

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Kevin and Paul discuss Small Business Goals in this refresher podcast.  Learn where the goals come from, what happens when the goals aren’t met, and how both Government and Industry can use small business goals to target and make Government acquisition better, one contract at a time!     _________If you enjoy this podcast, we invite you to check out Skyway Acquisition at skywaymember.com to begin your relationship with our team of contracting officers. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.Whether you are brand new to GovCon, just got your first contract, or you are already a successful government contractor, the Skyway Community will guide you to the next level.With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect resource for anyone who is serious about winning more contracts.Give us a call at 877-884-5280 or check it out at skywaymember.com. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts. 

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)FAR 2.101 defines small business. Everything else is a large business.  Most companies, however, are not very small yet not really large.  In this refresher of a early episode, Kevin and Paul discuss the many shades of “large small” businesses and “small large” businesses.  Learn some of the challenges that companies on the cusp face as they transition from small to large in the Government’s eyes.  Find out how the Government can target different sized “large” businesses during the market research and RFP zones.  You’ll also gain an appreciation of the compliance burdens that large businesses face in the Government market. __________If you enjoy this podcast, we invite you to check out Skyway Acquisition at skywaymember.com to begin your relationship with our team of contracting officers. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.Whether you are brand new to GovCon, just got your first contract, or you are already a successful government contractor, the Skyway Community will guide you to the next level.With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect resource for anyone who is serious about winning more contracts.Give us a call at 877-884-5280 or check it out at skywaymember.com. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.  

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Kevin and Paul discuss an acquisition strategy that can provide extra confidence in a contractor's ability to deliver - the down-select.  Learn how a down-select acquisition strategy helps the government separate the top contractor from the pack (for this job, anyway) and why top performing contractors should love the down-select process. _________If you enjoy this podcast, we invite you to check out Skyway Acquisition at skywaymember.com to begin your relationship with our team of contracting officers. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.Whether you are brand new to GovCon, just got your first contract, or you are already a successful government contractor, the Skyway Community will guide you to the next level.With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect resource for anyone who is serious about winning more contracts.Give us a call at 877-884-5280 or check it out at skywaymember.com. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.   

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Paul welcomes special guest Steve Lucianetti to answer the question:  What is a National Stock Number? Steve is a former Government Contracting Officer, consultant, and Skyway Acquisition team member.  Listen and learn as Paul and Steve explain what NSNs are, who manages them, and why they are important to the acquisition and maintenance of Government systems.   _________If you enjoy this podcast, we invite you to check out Skyway Acquisition at skywaymember.com to begin your relationship with our team of contracting officers. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.Whether you are brand new to GovCon, just got your first contract, or you are already a successful government contractor, the Skyway Community will guide you to the next level.With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect resource for anyone who is serious about winning more contracts.Give us a call at 877-884-5280 or check it out at skywaymember.com. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.   

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Kevin and Paul describe the first of the four Acquisition Time Zones.  (Episode 317 provides an overview of all the Acquisition Time Zones). Listen and learn why requirements definition sets the stage for acquisition (and mission) success, what the Government is doing (or should be doing) and what Industry is doing (or should be doing) during this phase of the acquisition process.      _________If you enjoy this podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.Whether you are brand new to GovCon, just got your first contract, or you are already a successful government contractor, building a relationship with Skyway's team of former contracting officers will guide you to the next level.  With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect resource for anyone who is serious about winning more contracts.Give us a call at 877-884-5280 or check it out at skywaymember.com. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts. 

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)What does Indefinite Delivery / Indefinite Quantity (IDIQ) mean for my contract?  Did I really win any work?  Or for the Government, how much can I buy and for how long?Kevin and Paul discuss the benefits and pitfalls of this common contract type.  Learn how to leverage IDIQ contracts to make acquisition easier for both Government and for Industry. You’ll also hear cautionary tales of how misunderstanding IDIQ contracts can be perilous for your program or company.This is a refresher of a previously released episode.  _________If you enjoy this podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.Whether you are brand new to GovCon, just got your first contract, or you are already a successful government contractor, the Skyway Community will guide you to the next level.With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect resource for anyone who is serious about winning more contracts.Give us a call at 877-884-5280 or check it out at skywaymember.com. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.   

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)We all progress through stages as we make a decision to purchase a product or service.  If the buyer and seller aren't in sync we end up missing a sale or potentially making a poor decision about what to purchase and who to purchase it from. Kevin and Paul describe the stages and explain why getting to the final stage (a contract) can be more difficult in the GovCon world than in the commercial business to business (B2B) world.       _________If you enjoy this podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.Whether you are brand new to GovCon, just got your first contract, or you are already a successful government contractor, the Skyway Community will guide you to the next level.With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect resource for anyone who is serious about winning more contracts.Give us a call at 877-884-5280 or check it out at skywaymember.com. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.   

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Kevin and Paul revisit the fundamentals of the podcast: the Acquisition and Execution Time Zones.  If you're a long time listener this overview is a quick refresher on the beginning and end points of each time zone.  For new(ish) listeners, this episode defines one of the key concepts used to illustrate "where we are in the process" in nearly every podcast episode.  The Acquisition Time Zones:  Requirements Zone, Market Research Zone, RFP Zone, Selection ZoneThe Execution Time Zones: Honeymoon Zone, Performance Zone, Re-Compete Zone, Wrap-up Zone.  We've also used this opportunity to rename the Source Selection Zone to simply the Selection Zone.  After a couple hundred episodes we finally recognized that the "source selection" terminology is pretty much a major competition thing.  We've been inadvertently  giving offense to the vast majority of government buys where a formal source selection is not required.  Listen and learn! (I guess we finally listened and finally learned...)       _________If you enjoy this podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.Whether you are brand new to GovCon, just got your first contract, or you are already a successful government contractor, the Skyway Community will guide you to the next level.With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect resource for anyone who is serious about winning more contracts.Give us a call at 877-884-5280 or check it out at skywaymember.com. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Kevin and Paul explain the differences between cost and pricing data and the all-important "Certified Cost or Pricing Data"  This has been a hot topic lately as the threshold that triggers the requirement for certified data took a big leap.  This is an update to Episode 062, where we first discussed the topic.  The concepts there are still accurate but...due to the threshold change we thought it would be helpful to dig into this topic again.  If you'd like even more depth on certified cost or pricing data, check out Episode 313 where we covered the meaning of accurate, complete, and current.       _________If you enjoy this podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.Whether you are brand new to GovCon, just got your first contract, or you are already a successful government contractor, the Skyway Community will guide you to the next level.With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect resource for anyone who is serious about winning more contracts.Give us a call at 877-884-5280 or check it out at skywaymember.com. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.   

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Given the complexity of most Government Requests for Proposals (RFPs) questions are inevitable.  Paul discusses the sensitive nature of RFP questions with proposal expert (and Skyway team member) Wendy Frieman.  When should you ask questions?  What should you ask?  It is easy to ask questions in a manner that is not helpful to bidders or government.  If you're on the government side, why should you encourage questions?  When and how should you answer them?  Listen and learn.      _________If you enjoy this podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.Whether you are brand new to GovCon, just got your first contract, or you are already a successful government contractor, the Skyway Community will guide you to the next level.With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect resource for anyone who is serious about winning more contracts.Give us a call at 877-884-5280 or check it out at skywaymember.com. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.  

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Kevin and Paul discuss the differences between Firm Fixed Price (FFP) contracts and Cost  Reimbursable contract types, with a little Time and Materials (T&M) thrown in for good measure.     _________If you enjoy this podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.Whether you are brand new to GovCon, just got your first contract, or you are already a successful government contractor, the Skyway Community will guide you to the next level.With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect resource for anyone who is serious about winning more contracts.Give us a call at 877-884-5280 or check it out at skywaymember.com. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.   

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Certified Cost or Pricing Data must be accurate, complete, and current.  We covered certified cost or pricing data way back in Episode 62. Today Kevin and Paul get into the meaning of accurate, complete, and current.  Listen and learn why certifying is required, the impact of collecting and certifying cost or pricing data, and the peril in certifying to inaccurate, incomplete, or less than current data.      _________If you enjoy this podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.Whether you are brand new to GovCon, just got your first contract, or you are already a successful government contractor, the Skyway Community will guide you to the next level.With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect resource for anyone who is serious about winning more contracts.Give us a call at 877-884-5280 or check it out at skywaymember.com. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.  

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Paul welcomes Contracting Officer and Skyway Acquisition team member Shelley Hall to the podcast to discuss Pre-Award Clearance. This is one of the last hoops that a Contracting Officer has to jump through in order to award a contract.  Listen and learn how the process works, why it can add time to the contract award process, and why industry must comply with the laws and regulations enforced by the Office of Federal Contract Compliance Programs (OFCCP) in order to receive contract awards.Check out the National Pre-Award Registry here: https://www.dol.gov/agencies/ofccp/pre-award  _________If you enjoy this podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.Whether you are brand new to GovCon, just got your first contract, or you are already a successful government contractor, the Skyway Community will guide you to the next level.With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect resource for anyone who is serious about winning more contracts.Give us a call at 877-884-5280 or check it out at skywaymember.com. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts. 

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Kevin and Paul answer your question:  What is a Broad Agency Announcement? (BAA) Listen and learn when and how BAAs are used, what types of work are solicited and acquired through a BAA, and how both Government and industry can leverage the opportunities that BAAs make possible.     _________If you enjoy this podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.Whether you are brand new to GovCon, just got your first contract, or you are already a successful government contractor, the Skyway Community will guide you to the next level.With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect resource for anyone who is serious about winning more contracts.Give us a call at 877-884-5280 or check it out at skywaymember.com. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.   

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Some government contract awards are available only to small businesses who have certain characteristics, such as a Service Disabled Veteran Owned Small Business. (SDVOSB) Kevin and Paul dive into FAR 52.219-27, which applies to awards that are set aside only for SDVOSBs.  These set-asides come with a unique feature that is hugely beneficial to SDVOSBs.  Listen and learn how both government and SDVOSBs can streamline competitions and contract awards by leveraging the power of this clause.   _________If you enjoy this podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.Whether you are brand new to GovCon, just got your first contract, or you are already a successful government contractor, the Skyway Community will guide you to the next level.With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect resource for anyone who is serious about winning more contracts.Give us a call at 877-884-5280 or check it out at skywaymember.com. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.   

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Kevin welcomes back Vicki Strycharske to discuss best practices for proposal writing - this time focusing on the Proposal Outline.  Vicki is a regular guest, proposal manager, and Skyway Acquisition team member.  This is Step 4 of 4 in a series about the first 4 steps that industry should take when an RFP is released by the Government.  Episode 165 is an overview of the steps.  Episodes 176, 196, and 299 cover the first three steps - reading the RFP, building a proposal schedule, and the proposal kickoff meeting. _________If you enjoy this podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.Whether you are brand new to GovCon, just got your first contract, or you are already a successful government contractor, the Skyway Community will guide you to the next level.With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect resource for anyone who is serious about winning more contracts.Give us a call at 877-884-5280 or check it out at skywaymember.com. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.   

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)All other things being equal, awarding to the low price is the default.  Kevin and Paul discuss how price evaluation impacts FAR Part 15 type acquisitions. (as opposed to micro purchases, simplified acquisition procedures, sealed bids)Listen and learn why sometimes the Government is explicit that the lowest price will win and sometimes, whether intentionally or not, the lowest bidder is awarded the contract despite a months long source selection that evaluated thousands of pages of multi-volume proposals filled with technical details.   _________If you enjoy this podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.Whether you are brand new to GovCon, just got your first contract, or you are already a successful government contractor, the Skyway Community will guide you to the next level.With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect resource for anyone who is serious about winning more contracts.Give us a call at 877-884-5280 or check it out at skywaymember.com. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.   

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Kevin and Paul respond to a Skyway Community member's question about fall out money.  What is "end of year money" or "fall out money"?  Why does it happen?  How do I get it?  Listen and learn the answers to these questions and more.  _________If you enjoy this podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.Whether you are brand new to GovCon, just got your first contract, or you are already a successful government contractor, the Skyway Community will guide you to the next level.With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect resource for anyone who is serious about winning more contracts.Give us a call at 877-884-5280 or check it out at skywaymember.com. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.   

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Break the rules, suffer the consequences.  Kevin and Paul discuss suspension and debarment, the primary ways by which the Government enforces compliance with federal criminal law, including fraud, bribery, and the civil False Claims Act. Listen and learn the differences between suspension and debarment as well as the impact of a suspension or debarment on a company's ability to execute or even compete for Government contracts._________If you enjoy this podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.Whether you are brand new to GovCon, just got your first contract, or you are already a successful government contractor, the Skyway Community will guide you to the next level.With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect resource for anyone who is serious about winning more contracts.Give us a call at 877-884-5280 or check it out at skywaymember.com. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.  

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Kevin and Paul continue the conversation from previous "who is the customer and how/when should I talk to them" kind of episodes.  Listen and learn customer roles as well as when each role has influence over the acquisition process.  The discussion continues with what can go wrong if the customer doesn't have context into the tradeoffs and decisions that are made to create and execute an acquisition.       _________If you enjoy this podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.Whether you are brand new to GovCon, just got your first contract, or you are already a successful government contractor, the Skyway Community will guide you to the next level.With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect resource for anyone who is serious about winning more contracts.Give us a call at 877-884-5280 or check it out at skywaymember.com. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.   

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)There are thousands of pages of Government acquisition regulations. Between the FAR and 30+ supplements, not to mention local guidance, how do you know what applies to you?Kevin and Paul dive into the pile of regs and come up with answers.  Listen and learn to gain a little clarity on which regulations apply and when.      _________If you enjoy this podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.Whether you are brand new to GovCon, just got your first contract, or you are already a successful government contractor, the Skyway Community will guide you to the next level.With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect resource for anyone who is serious about winning more contracts.Give us a call at 877-884-5280 or check it out at skywaymember.com. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.   

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Today we welcome special guest Geoff Orazem (Eastern Foundry, Federal Foundry, Agency-Capital) and return to a semi-regular topic: SBIRs.  Listen and learn as Paul absorbs Geoff's unique take on why SBIRs are a great way for small businesses to enter GonCon, what processes are streamlined for SBIRs vs. other GovCon acquisition methods, and why SBIRs are a valuable source of venture capital.     _________If you enjoy this podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.Whether you are brand new to GovCon, just got your first contract, or you are already a successful government contractor, the Skyway Community will guide you to the next level.With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect resource for anyone who is serious about winning more contracts.Give us a call at 877-884-5280 or check it out at skywaymember.com. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.   

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Kevin and Paul discuss the common fear of exposing your work (or your ideas) to others before they are complete. Fear of critical feedback or just plain old criticism often stifles early collaboration that can provide context and improve products and results. Listen and learn how exposing your work to "fresh air" can help both Government and industry achieve better acquisition outcomes.    _________If you enjoy this podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.Whether you are brand new to GovCon, just got your first contract, or you are already a successful government contractor, the Skyway Community will guide you to the next level.With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect resource for anyone who is serious about winning more contracts.Give us a call at 877-884-5280 or check it out at skywaymember.com. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.   

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)We spend a lot of time on this podcast talking about the complexities inherent in giant source selections government by FAR Part 15 rules. Which means we talk about the few major acquisitions and maybe neglect the vast majority of Government purchases - those that are below the Simplified Acquisition Threshold (SAT) and even smaller, those that are below the Micro-purchase Threshold (MPT).  This is where the majority of transactions occur.  Today Kevin and Paul talk micro-purchases. Listen and learn how the thresholds are set up to streamline small dollar buys, who makes these purchases, and how industry's interaction with the Government changes for micro-purchases.  Also note, the thresholds are updated to keep up with inflation.  Effective 31 August 2020 the MPT is $10,000 and the SAT is $250,000.  This episode references the previous lower thresholds.    _________If you enjoy this podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.Whether you are brand new to GovCon, just got your first contract, or you are already a successful government contractor, the Skyway Community will guide you to the next level.With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect resource for anyone who is serious about winning more contracts.Give us a call at 877-884-5280 or check it out at skywaymember.com. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Episode 300!  Today Kevin and Paul take a look back at what they've learned the podcast is really about.  From the first episodes to the days of COVID, the Contracting Officer Podcast has focused on ground level, "what can you do about it today" information for everyone who is working (or wants to work) in the GovCon world. If you're a regular listener, you've probably already guessed that the conversation centers on the power of open communication and sharing context to enable better acquisition, mission, and business outcomes.  Thanks for listening and we hope you'll continue to join us for the next 300 episodes and beyond.  _________If you enjoy this podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.Whether you are brand new to GovCon, just got your first contract, or you are already a successful government contractor, the Skyway Community will guide you to the next level.With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect resource for anyone who is serious about winning more contracts.Give us a call at 877-884-5280 or check it out at skywaymember.com. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts. 

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Kevin welcomes back Vicki Strycharske to discuss best practices for proposal writing - this time focusing on the Proposal Kickoff meeting.  Vicki is a regular guest, former contracting officer, professional proposal manager, and Skyway Acquisition Solutions team member.  This is Step 3 of 4 in a series about the first 4 steps that industry should take when an RFP is released by the Government.  Episode 165 is an overview of the steps.  Episodes 176 and 196 cover the first two steps - reading the RFP and building a proposal schedule. _________If you enjoy this podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.Whether you are brand new to GovCon, just got your first contract, or you are already a successful government contractor, the Skyway Community will guide you to the next level.With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect resource for anyone who is serious about winning more contracts.Give us a call at 877-884-5280 or check it out at skywaymember.com. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.    

Kevin and Paul describe the symptoms of a preventable disease that often infects the incumbent contractor during a recompete: the dreaded incumbentitis.  Many recompetes are lost because the incumbent contractor becomes overconfident and fails to recognize changes that have occurred during the period of performance of their current contract.  Learn how to recognize the symptoms and how both government and industry can prevent incumbentitis from becoming a fatal infection.  _________If you enjoy our podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.Whether you are brand new to GovCon, just got your first contract, or you are already a successful government contractor, the Skyway Community will guide you to the next level.With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect place for anyone who is serious about winning more contracts.Give us a call at 877-884-5280 or check us out at skywaymember.com. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Letter contracts are a special type of contract that allow the Government to authorize a contractor to start work immediately when there isn't time to negotiate every detail of the contract in time to meet the requirement.  Kevin and Paul discuss the letter contract process and the pitfalls that both government and industry can avoid through open communication and planning.  _________If you enjoy our podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.Whether you are brand new to GovCon, just got your first contract, or you are already a successful government contractor, the Skyway Community will guide you to the next level.With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect place for anyone who is serious about winning more contracts.Give us a call at 877-884-5280 or check us out at skywaymember.com. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.   

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Kevin and Paul describe the role and responsibilities of the Contracting Officer from a FAR perspective and a practical perspective.   Learn how Contracting Officers are appointed and why there can be different names for Contracting Officers depending on their role.  (yes...we've talked about this topic before, way back in Episode 7...this is a much needed update)_________If you enjoy our podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.Whether you are brand new to GovCon, just got your first contract, or you are already a successful government contractor, the Skyway Community will guide you to the next level.With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect place for anyone who is serious about winning more contracts.Give us a call at 877-884-5280 or check us out at skywaymember.com. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.   

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)When you're looking for buried treasure, it's helpful to have a map.  GovCon presents you with a map to contract award - if you choose to use it.  Kevin and Paul discuss how the government's acquisition plan is the map, and the key to a successful acquisition.  Listen and learn how both government and industry can use that map to openly communicate what the treasure is and how to find it. _________If you enjoy our podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.Whether you are brand new to GovCon, just got your first contract, or you are already a successful government contractor, being a Skyway Community member will guide you to the next level.With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect place for anyone who is serious about winning more contracts.Give us a call at 877-884-5280 or check us out at skywaymember.com. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.   

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Contracting Officers must determine that a company is responsible before awarding a contract.  How does a small company that has never done business with the Government convince the Contracting Officer that they are responsible?  Paul welcomes special guest (and Skyway contracting officer) Shelley Hall to discuss  Certificates of Competency. (FAR 19.601)  Small businesses may not be able to meet the FAR requirements for responsibility, this doesn't mean they can't perform, just that they haven't yet developed the history and expected documentation.   A Certificate of Competency is sort of a "blessing" from the Small Business Administration that allows these small businesses to get contract awards.  _________If you enjoy our podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.Whether you are brand new to GovCon, just got your first contract, or you are already a successful government contractor, being a Skyway Community member will guide you to the next level.With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect place for anyone who is serious about winning more contracts.Give us a call at 877-884-5280 or check us out at skywaymember.com. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.   

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)In Part 1 of our past performance series (Episode 267) we covered the factors the government uses in evaluating past performance and what they mean in context. Part 2 gets deeper into how past performance is used in the source selection process and Part 3 talks application of past performance.  But what happens if you don't have any past performance?  Is there any chance of winning a Government contract?  Of course there is!  In the GovCon world, having no history of past performance doesn't count against you.  Sounds confusing?  Listen and learn as Kevin and Paul discuss why both Government and industry can leverage this unique situation for the benefit of all.  _________If you enjoy our podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.Whether you are brand new to GovCon, just got your first contract, or you are already a successful government contractor, being a Skyway Community member will guide you to the next level.With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect place for anyone who is serious about winning more contracts.Give us a call at 877-884-5280 or check us out at skywaymember.com. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.  

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Why can’t the Government just stick with their current services contractors or system developers?  Why do they always want to change?  Kevin and Paul discuss the differences between the business-to-business (B2B) market and the business-to-government (B2G) market.  Learn why the Government can’t always just continue to buy from the same source, even if they’re completely happy with current performance.   This is a holiday encore presentation of an earlier episode.    __________If you enjoy our podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.Whether you are brand new to GovCon, just got your first contract, or you are already a successful government contractor, being a Skyway Community member will guide you to the next level.With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect place for anyone who is serious about winning more contracts.Give us a call at 877-884-5280 or check us out at skywaymember.com. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. 

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)The Defense Production Act (DPA) is in the news due to COVID-19.  You might also hear about rated contracts or rated orders.  Listen and learn as Kevin and Paul explain how the DPA and DPAS compel companies to produce and deliver the Government's requirements before producing or delivering on any other commitments. _________If you enjoy our podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.Whether you are brand new to GovCon, just got your first contract, or you are already a successful government contractor, being a Skyway Community member will guide you to the next level.With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect place for anyone who is serious about winning more contracts.Give us a call at 877-884-5280 or check us out at skywaymember.com. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.   

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)The term "classified contract" is often misconstrued. Both Government and Industry need to understand the exact nature of any classified information prior to contract award and throughout contract execution.  Listen and learn the differences in terminology, how they impact an acquisition (or active contract) and why the world of classified contracts can be confusing for all involved.   _________If you enjoy our podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.Whether you are brand new to GovCon, just got your first contract, or you are already a successful government contractor, being a Skyway Community member will guide you to the next level.With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect place for anyone who is serious about winning more contracts.Give us a call at 877-884-5280 or check us out at skywaymember.com. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.   

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)We've discussed the importance of targeting many times on the podcast.  For a fresh take on what successful targeting looks like in practice, we invited Cameron Cozzens and Amy Sadeghzadeh from The Arbinger Institute (www.arbingerinstitute.com) to the podcast to share their experiences.  Listen and learn as Kevin, Cameron, and Amy walk through real life examples of how a focus on targeting leads to better acquisition outcomes for both Government and Industry._________If you enjoy our podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.Whether you are brand new to GovCon, just got your first contract, or you are already a successful government contractor, being a Skyway Community member will guide you to the next level.With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect place for anyone who is serious about winning more contracts.Give us a call at 877-884-5280 or check us out at skywaymember.com. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts. 

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)There is no such thing as a late protest.  As you might expect, the rules around when a protest is allowed can be quite confusing.  Kevin and Paul discuss the factors that impact whether a protest is timely and must be considered by the Government or not timely, and ignored.  _________If you enjoy our podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.Whether you are brand new to GovCon, just got your first contract, or you are already a successful government contractor, being a Skyway Community member will guide you to the next level.With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect place for anyone who is serious about winning more contracts.Give us a call at 877-884-5280 or check us out at skywaymember.com. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.   

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)In Part 1 of our past performance series (Episode 267) we covered the factors the government uses in evaluating past performance and what they mean in context. Part 2 gets deeper into how past performance is used in the source selection process.Listen and learn as Kevin and Paul explore how the concepts discussed in Parts 1 and 2 are applied to your current acquisition. Past performance always matters, regardless of acquisition strategy. (well, almost always matters anyway) Learn how both Government and industry can tap the power of past performance for better acquisition outcomes - otherwise known as "making Government contracts better, one contract at a time!"._________If you enjoy our podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.Whether you are brand new to GovCon, just got your first contract, or you are already a successful government contractor, being a Skyway Community member will guide you to the next level.With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect place for anyone who is serious about winning more contracts.Give us a call at 877-884-5280 or check us out at skywaymember.com. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Are Sole Source Awards Easier?  In this encore presentation of a very early episode, Kevin and Paul debate a question from a Contracting Officer who took issue with a comment from a previous episode regarding sole source contracts and provided not only a great idea but encouragement to expand on the topic.  Gain context around the decisions that need to be made before a sole source award is considered and learn the pros and cons of sole source awards, both before and after award.  _________If you enjoy our podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.Whether you are brand new to GovCon, just got your first contract, or you are already a successful government contractor, being a Skyway Community member will guide you to the next level.With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect place for anyone who is serious about winning more contracts.Give us a call at 877-884-5280 or check us out at skywaymember.com. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Document, document, document.  Kevin and Paul discuss the CARES Act.  Well, not the law itself, more the ambiguities within just one section.  Learn why you must document, document, document everything related to COVID-19 impacts and mitigations in order to increase your company's chances of receiving the benefits that the act intends.    _________If you enjoy our podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.Whether you are brand new to GovCon, just got your first contract, or you are already a successful government contractor, being a Skyway Community member will guide you to the next level.With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect place for anyone who is serious about winning more contracts.Give us a call at 877-884-5280 or check us out at skywaymember.com. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. Admittedly, the podcast's name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.   

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)In this update to Episode 239 Kevin and Paul talk working from home, or remote, or anywhere not in your regular office building.  Most of us are working from home for the time being.  Surprisingly, the FAR has little to say about that.  Don't worry though...rules and regulations are surely on the way.  Listen and learn why some challenges exist, why we're in a good position to conquer them, and how to turn the situation into something beneficial for the future.  _________If you enjoy our podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.Whether you are brand new to GovCon, just got your first contract, or you are already a successful government contractor, being a Skyway Community member will guide you to the next level.With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect place for anyone who is serious about winning more contracts.Give us a call at 877-884-5280 or check us out at skywaymember.com. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.   

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Kevin and Paul discuss FAR Part 18, Emergency Acquisitions.  Learn how the flexibilities within the FAR (not just in Part 18) enable rapid acquisitions to support crises like current coronavirus (COVID-19) pandemic.  Both Government and Industry professionals can streamline the acquisition (and therefore, the crisis recovery process) through a better understanding of how the FAR supports, not hinders, acquisition in time of crisis.    _________If you enjoy our podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.Whether you are brand new to GovCon, just got your first contract, or you are already a successful government contractor, being a Skyway Community member will guide you to the next level.With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect place for anyone who is serious about winning more contracts.Give us a call at 877-884-5280 or check us out at skywaymember.com. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.   

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Kevin and Paul provide guidance on how the FAR handles situations like the current coronavirus (COVID-19) pandemic.  Learn how your contract may be impacted, why the FAR's contract termination clauses come into play, and what other options are preferable where possible.  As always, open communication between Government and Industry is the most important factor in limiting negative outcomes for all.  _________If you enjoy our podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.Whether you are brand new to GovCon, just got your first contract, or you are already a successful government contractor, being a Skyway Community member will guide you to the next level.With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect place for anyone who is serious about winning more contracts.Give us a call at 877-884-5280 or check us out at skywaymember.com. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts. 

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)The 8(a) Business Development Program is a Federal government program designed to give a lift to small businesses owned and controlled by socially and economically disadvantaged individuals.Paul welcomes special guest Shelley Hall (retired Contracting Officer and Skyway team member) to discuss the phases of the 8(a) program and, most importantly, graduation from the program.  Listen and learn why 8(a) certified companies must understand the changes through each phase and be prepared to thrive after graduation._________If you enjoy our podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.Whether you are brand new to GovCon, just got your first contract, or you are already a successful government contractor, being a Skyway Community member will guide you to the next level.Personal memberships start at just $20/month. Give us a call at 877-884-5280 or check us out at skywaymember.com. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts. 

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)The Small Business Administration issued a final rule that includes significant changes that impact small businesses overall and also large businesses who are required to commit to small business subcontracting goals.  Listen and learn as Kevin and Paul discuss a subset of changes and why both Government and industry can benefit.  _________If you enjoy our podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.Whether you are brand new to GovCon, just got your first contract, or you are already a successful government contractor, being a Skyway Community member will guide you to the next level.Personal memberships start at just $20/month. Give us a call at 877-884-5280 or check us out at skywaymember.com. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Kevin and Paul discuss another one of those "only in GovCon" situations - you have a contract in hand, but you're not allowed to work because there isn't any money allocated to it.Listen and learn how FAR Part 32 and a couple clauses - FAR 52.232-18, "Availability of Funds" and FAR 52.232-19, "Availability of Funds for the Next Fiscal Year" - give the Contracting Officer the flexibility to award a contract that crosses fiscal years with one-year money.  (If all that sounds super confusing, give it a listen.  We break it all down for you)_________If you enjoy our podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.Whether you are brand new to GovCon, just got your first contract, or you are already a successful government contractor, being a Skyway Community member will guide you to the next level.With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect place for anyone who is serious about winning more contracts.Give us a call at 877-884-5280 or check us out at skywaymember.com. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)In Part 1 of our past performance series (Episode 267) we covered the factors the government uses in evaluating past performance and what they mean in context. This week Kevin and Paul review why a Government solicitation must explain how past performance will be evaluated as well as how the evaluation process works.  Learn why clear definition of what is important and what is relevant helps the Government reduce their workload and helps industry target the competitions they are most likely to win. Past performance always matters, regardless of acquisition strategy. (well, almost always matters anyway) Learn how both Government and industry can tap the power of past performance for better acquisition outcomes - otherwise known as "making Government contracts better, one contract at a time!"._________If you enjoy our podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.Whether you are brand new to GovCon, just got your first contract, or you are already a successful government contractor, being a Skyway Community member will guide you to the next level.With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect place for anyone who is serious about winning more contracts.Give us a call at 877-884-5280 or check us out at skywaymember.com. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.   

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)The Government's choice of evaluation criteria are the critical element in any source selection.  The evaluation criteria define how the Government selects a winner...and how industry writes a proposal to win.  If the criteria are well written and well understood, we all win.  The Government gets the best contractor to successfully deliver on the contract requirements and industry not only understands which solicitations they are most likely to win, but also how to win. We welcome special guest Charles Hargett (former contracting officer and also a Skyway team member) to the podcast to talk through this important topic with Kevin.   _________If you enjoy our podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.Whether you are brand new to GovCon, just got your first contract, or you are already a successful government contractor, being a Skyway Community member will guide you to the next level.With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect place for anyone who is serious about winning more contracts.Give us a call at 877-884-5280 or check us out at skywaymember.com. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts. 

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Kevin and Paul discuss the concept of perfect competition - where the competition has commoditized the product or service so that price is all that is left to compare. Learn how this situation can stifle innovation and result in fewer opportunities for new entrants or alternative approaches - and how focusing on differentiators can lead you to a better solution.   _________If you enjoy our podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.Whether you are brand new to GovCon, just got your first contract, or you are already a successful government contractor, being a Skyway Community member will guide you to the next level.With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect place for anyone who is serious about winning more contracts.Give us a call at 877-884-5280 or check us out at skywaymember.com. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts. 

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Sometimes it is difficult for the Government acquisition machine to operate as efficiently as the commercial world's.  (Understatement of the year...it is difficult almost all the time)Kevin and Paul discuss an acquisition that started well, with the Air Force creating an acquisition strategy that would allow them to select the best combination of proposals that satisfied all their requirements - and ended with a GAO protest decision to deny the Air Force "leeway" to conduct tradeoffs on paired proposals.  We applaud both the Air Force, for putting together a plan to get the best possible result for the mission, and the protester, for raising their hand in a timely manner when the RFP didn't clearly explain how an offeror could present a winning offer.  It's unfortunate that this had to end up with a GAO protest.  We hope this story will help both Government and industry become more sensitive to the need for open communication to resolve conflicts early without having to resort to the GAO.  _________If you enjoy our podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.Whether you are brand new to GovCon, just got your first contract, or you are already a successful government contractor, being a Skyway Community member will guide you to the next level.With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect place for anyone who is serious about winning more contracts.Give us a call at 877-884-5280 or check us out at skywaymember.com. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.  

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)This week we welcome special guest Michael Derrios, currently the Senior Procurement Executive and Head of Contracting Activity for the United States Coast Guard.  Mr. Derrios shares his insight on the challenges that Contracting Officers face due to their unique power to obligate the Government, as well as the scrutiny that power brings from both internal and external entities.Listen and learn as Paul and Michael discuss the differences between personal and positional power and share their perspectives on the skills and qualities that are required to succeed as a Contracting Officer.  For more on this topic, check out his blog here: https://www.michaelderrios.com/post/the-power-of-the-pen.  _________If you enjoy our podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.Whether you are brand new to GovCon, just got your first contract, or you are already a successful government contractor, being a Skyway Community member will guide you to the next level.With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect place for anyone who is serious about winning more contracts.Give us a call at 877-884-5280 or check us out at skywaymember.com. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts. 

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Kevin and Paul discuss the SBIR program, a great way for small businesses to enter the government market or to grow their capabilities.  It's also an exciting way for the Government to streamline the acquisition process for innovative concepts.  The Air Force has used "Pitch Days" to award SBIR contracts on the spot with their credit cards.  _________If you enjoy our podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.Whether you are brand new to GovCon, just got your first contract, or you are already a successful government contractor, being a Skyway Community member will guide you to the next level.With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect place for anyone who is serious about winning more contracts.Give us a call at 877-884-5280 or check us out at skywaymember.com. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.   

Contract administration is like flossing your teeth.  Best to do it on a regular basis.  If you skip it for a while you may not notice any pain right away, but you can bet that there will be pain later.  A little time and money spent now prevents major expenditures down the road.  Kevin and Paul discuss the kinds of pain you can largely avoid through regular "contract hygiene".  _________If you enjoy our podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.Whether you are brand new to GovCon, just got your first contract, or you are already a successful government contractor, being a Skyway Community member will guide you to the next level.With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect place for anyone who is serious about winning more contracts.Give us a call at 877-884-5280 or check us out at skywaymember.com. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)What does a COTR do?  What can a COR direct a contractor to do? What is outside the scope of their authority?  In this special holiday encore episode you’ll learn the answers to these questions and more as Kevin and Paul discuss the role of Contracting Officer Technical Representatives (sometimes known as Contracting Officer Representatives).  Gain new knowledge or refresh your understanding of why the Government appoints COTRs and CORs and why it is important for both Government and Industry to understand their responsibilities, authority, and limitations.  ———— If you enjoy our podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.Whether you are brand new to GovCon, just got your first contract, or you are already a successful government contractor, being a Skyway Community member will guide you to the next level.With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect place for anyone who is serious about winning more contracts.Give us a call at 877-884-5280 or check us out at skywaymember.com. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)In this holiday encore presentation of a foundational episode,  Kevin and Paul explain  the  role of a Contracting Officer along with some detail on how they are appointed.  You'll also learn about the different types of contracting officers. (with some personal experience mixed in, of course) This episode was originally released as episode #9, way back when the Contracting Officer Podcast was brand new and we were brand new podcasters.  We hope you enjoy this holiday season and also enjoy hearing how far the podcast has come over the last 5 years thanks to your feedback.  We never get tired of hearing from you.  Send a note to hosts@contractingofficerpodcast.com with your comments, questions, or concerns.  Thanks!_________If you enjoy our podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.Whether you are brand new to GovCon, just got your first contract, or you are already a successful government contractor, being a Skyway Community member will guide you to the next level.With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect place for anyone who is serious about winning more contracts.Give us a call at 877-884-5280 or check us out at skywaymember.com. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)It's a common human tendency. When things are going well, we become complacent to the reality of why they are going well and what risks could materialize if things stop going well.  Kevin and Paul discuss this tendency in the context of Government acquisition. What happens if the Government relies on the same acquisition strategy over and over "because it works"?  Why should contractors focus on more than relationships to continue winning at an agency?  Listen and learn the answers to these questions and more. Ignorance is Bliss_________If you enjoy our podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.Whether you are brand new to GovCon, just got your first contract, or you are already a successful government contractor, being a Skyway Community member will guide you to the next level.With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect place for anyone who is serious about winning more contracts.Give us a call at 877-884-5280 or check us out at skywaymember.com. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)What is the advantage of being in a HUBZone? (Historically Underutilized Business Zone) Kevin and Paul gave an overview of the HUBZone program in Episode 178.  Today they dive deeper into this special niche for small businesses.  Listen and learn how FAR 19.1305 gives contracting officers the ability to set certain acquisitions aside exclusively for qualified HUBZone small businesses and in some circumstances even award on a sole source basis. You'll also gain insight into why just being a HUBZone small business concern isn't enough to gain the Government's interest.  _________If you enjoy our podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.Whether you are brand new to GovCon, just got your first contract, or you are already a successful government contractor, being a Skyway Community member will guide you to the next level.With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect place for anyone who is serious about winning more contracts.Give us a call at 877-884-5280 or check us out at skywaymember.com. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts. 

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Use past performance to your advantage? When you read that, did you think of how Government contractors can use past performance?  Or how Government Contracting Officers and acquisition teams can use past performance?  Maybe because it is a required source selection evaluation factor, past performance is often given the least importance and doesn't really impact many award decisions.  Kevin and Paul discuss why past performance almost always matters, regardless of acquisition strategy.  Learn how both Government and industry can tap the power of past performance for better acquisition outcomes.  (otherwise known as "making Government contracts better, one contract at a time!")_________If you enjoy our podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.Whether you are brand new to GovCon, just got your first contract, or you are already a successful government contractor, being a Skyway Community member will guide you to the next level.With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect place for anyone who is serious about winning more contracts.Give us a call at 877-884-5280 or check us out at skywaymember.com. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)  This is a special holiday encore presentation of a previously released podcast.  Kevin and Paul discuss the power of succinct writing set up by a quote from Mark Twain, “If I had more time, I would have written a shorter letter”.  Government Requests for Proposals and the proposals submitted in response are well known for “dense” content.  Learn tips on how to purge your writing of unnecessary content that obscures the intended message and how this can help both Government and Industry save time and money.  …yes…we know…Twain wasn’t the first.  The earliest recorded use of the concept "If I Had More Time, I Would Have Written a Shorter Letter" comes from French mathematician and philosopher Blaise Pascal's work "Lettres Provinciales" in 1657.  It has been attributed to many others since.  __________If you enjoy our podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.Whether you are brand new to GovCon, just got your first contract, or you are already a successful government contractor, being a Skyway Community member will guide you to the next level.With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect place for anyone who is serious about winning more contracts.Give us a call at 877-884-5280 or check us out at skywaymember.com. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Subcontracting in the Government world can be a complicated process. We've talked about small business goals and set-asides among many other subcontracting topics. Today we tackle second-tier subcontractors.What is a second-tier sub? How can they be viewed differently on services contracts vs. product or solution contracts? Why would the Government limit second-tier subs? Why would industry use a second-tier sub?Listen and learn the answers to these questions and more._________If you enjoy our podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.Whether you are brand new to GovCon, just got your first contract, or you are already a successful government contractor, being a Skyway Community member will guide you to the next level.With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect place for anyone who is serious about winning more contracts.Give us a call at 877-884-5280 or check us out at skywaymember.com. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission: Make government contracts better, one contract at a time.Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Today we welcome Mike LeJeune from RSM Federal and host of the Game Changers for Government Contractors podcast.  Mike and Paul discuss sales strategies for winning your first government contract as well as common mistakes that contractors make while attempting to win a government contract award.      _________If you enjoy this podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.Whether you are brand new to GovCon, just got your first contract, or you are already a successful government contractor, being a Skyway Community member will guide you to the next level.With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect place for anyone who is serious about winning more contracts.Give us a call at 877-884-5280 or check us out at skywaymember.com. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)GovCon isn't static.  Many of the common themes of the podcast, like context and communication, never change.  But sometimes the specifics of how you get the job done change, and in this case it is long overdue.  The federal government is transitioning and consolidating legacy GovCon websites to the new SAM.gov by the end of Q4 in FY2020.  The incremental transition began with the standup of beta.SAM.gov in 2017.  Although a few sites have already migrated to beta.SAM.gov, many in the GovCon world have not been impacted yet.  On November 8th, 2019 that will change.  FBO.gov is migrating to beta.SAM.gov.  FBO.gov (AKA FedBizOpps) is the Governmentwide point of entry (GPE), the single point where Government business opportunities greater than $25k can be accessed by the public. This change will impact nearly everyone in the Government acquisition world.     _________If you enjoy this podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.Whether you are brand new to GovCon, just got your first contract, or you are already a successful government contractor, being a Skyway Community member will guide you to the next level.With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect place for anyone who is serious about winning more contracts.Give us a call at 877-884-5280 or check us out at skywaymember.com. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)We talked about colors of money way back in Episode 19, including the limitations that are attached to each color regarding purpose and availability.  Today Kevin and Paul take a different route and discuss the stages that Government money travels through regardless of color.  Listen and learn the nuances of terms like committed, obligated, expired, and cancelled...and how they impact the acquisition and contract execution process.  _________If you enjoy this podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.Whether you are brand new to GovCon, just got your first contract, or you are already a successful government contractor, being a Skyway Community member will guide you to the next level.With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect place for anyone who is serious about winning more contracts.Give us a call at 877-884-5280 or check us out at skywaymember.com. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Can the Government negotiate with an individual offeror after the selection process has begun but before awarding a contract?  You may be surprised to learn that the answer is yes!Kevin and Paul discuss a source selection technique called "select to negotiate".  This process is allowable during task order competitions on multiple award IDIQs.  Learn why contractors fear this source selection strategy and how Government acquisition offices can use it to create a positive outcome for all. _________If you enjoy our podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.Whether you are brand new to GovCon, just got your first contract, or you are already a successful government contractor, being a Skyway Community member will guide you to the next level.With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect place for anyone who is serious about winning more contracts.Give us a call at 877-884-5280 or check us out at skywaymember.com. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts. 

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)The line above has been part of almost every podcast intro for the last 5 years.  We know the name has confused a lot of people.  In addition, we sometimes talk about Skyway Acquisition, which further confuses things.For today's episode Kevin and Paul attempt to clarify why they started the podcast and why they still release an episode every week.  You'll also learn about the connection to the Skyway Community, how a podcast pays its bills, and where we're heading in the future.  _________If you enjoy our podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.Whether you are brand new to GovCon, just got your first contract, or you are already a successful government contractor, being a Skyway Community member will guide you to the next level.With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect place for anyone who is serious about winning more contracts.Give us a call at 877-884-5280 or check us out at skywaymember.com. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Past performance is always an important factor in Government award decisions, but just having past performance isn't enough.Kevin and Paul dive into past performance once again, this time to clarify that the real value of past performance is how you apply it to the job at hand.  _________If you enjoy our podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.Whether you are brand new to GovCon, just got your first contract, or you are a successful government contractor, being a Skyway Community member will guide you to the next level.With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect place for anyone who is serious about winning more contracts.Give us a call at 877-884-5280 or check us out at skywaymember.com. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts. 

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Kevin and Paul discuss the impact of scale on government contracts.  Learn how contract size and scope can impact small and large businesses as well as government acquisition and program offices.   _________If you enjoy our podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.Whether you are brand new to GovCon, just got your first contract, or you are a successful government contractor, being a Skyway Community member will guide you to the next level.With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect place for anyone who is serious about winning more contracts.Give us a call at 877-884-5280 or check us out at skywaymember.com. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts. 

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Kevin and Paul expand on a blog written by Michael Derrios (Head of Contracting/Senior Procurement Executive at U.S. Coast Guard) about ghosting - the practice of withdrawing from communication without explanation.  The power of open communication is a regular topic on this podcast.  This week focuses on the value created when the government releases a Request for Information (RFI) and provides specific feedback on industry responses.     __________If you enjoy our podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.Whether you are brand new to GovCon, just got your first contract, or you are a successful government contractor, being a Skyway Community member will guide you to the next level.With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect place for anyone who is serious about being a government contractor.Give us a call at 877-884-5280 or check us out at skywaymember.com. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts. 

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Paul welcomes special guest Larry Leffler of Leffler Consulting (https://www.lefflerconsulting.com) to discuss the federal budget process.  Listen and learn:When does the budgeting process start? Who is involved in the budgeting process? How does a program budget request feed the system to result in funds being appropriated and authorized?How do agencies/offices/programs prioritize the budget that is allowed to them?What happens if a program doesn't start on time?What happens if their is a program overrun?  (or underrun?)How does the way a budget request is structured and worded impact the program's flexibility in spending these dollars?     __________If you enjoy our podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.Whether you are brand new to GovCon, just got your first contract, or you are a successful government contractor, being a Skyway Community member will guide you to the next level.With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect place for anyone who is serious about being a government contractor.Give us a call at 877-884-5280 or check us out at skywaymember.com. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Can a contractor evaluate your proposal? Tricky question. Kevin and Paul explain how this common practice can lead to organizational conflict of interest issues, what happens if OCI isn't addressed, and why the government needs contractors to participate in the evaluation process.     __________If you enjoy our podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.Whether you are brand new to GovCon, just got your first contract, or you are a successful government contractor, being a Skyway Community member will guide you to the next level.With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect place for anyone who is serious about being a government contractor.Give us a call at 877-884-5280 or check us out at skywaymember.com. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)What is an ACRN? Yes, another confusing Government acquisition term.  ACRN is an acronym for Accounting Classification Reference Number.  Kevin and Paul explain how ACRNs are used and why both Government and Industry need to pay attention to ACRNs in order to keep the contracting (and billing) process moving along efficiently.     __________If you enjoy our podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.Whether you are brand new to GovCon, just got your first contract, or you are a successful government contractor, being a Skyway Community member will guide you to the next level.With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect place for anyone who is serious about being a government contractor.Give us a call at 877-884-5280 or check us out at skywaymember.com. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.  

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Kevin and Paul torture yet another metaphor, this time using storm surge to discuss the wave upon wave of contracting activities that tend to stack up at the end of the government fiscal year.  Learn why the surge can happen and strategies for both industry and government professionals to deal with it.    __________If you enjoy our podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a business with government contracts. We speak GovCon.Whether you’re brand new to GovCon, just got your first contract, or you are already a successful government contractor becoming a Skyway Community member will guide you to the next level.With our extensive course library, monthly training, exclusive member discounts, access to tools and supportive and active peers to help you along the way, the Skyway Community is the perfect place for anyone looking to thrive as a government contractor.Give us a call at 877-884-5280 or check us out at skywaymember.com. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Paul welcomes USAF Major Dan Finkenstadt to the podcast to discuss knowledge-based services. (KBS) Dan has had a long career in the acquisition world and is currently at UNC Chapel Hill working on his PhD.  His research is focused on measuring perceptions of quality and value in knowledge-based services in an effort to improve how the government buys and monitors those services.  Learn about the challenges involved in acquiring KBS and how focusing on the three Rs (Recruiting, Retention, and Replacement) is a promising way to improve acquisition and execution outcomes.   __________If you enjoy our podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a business with government contracts. We speak GovCon.Whether you’re brand new to GovCon, just got your first contract, or you are already a successful government contractor becoming a Skyway Community member will guide you to the next level.With our extensive course library, monthly training, exclusive member discounts, access to tools and supportive and active peers to help you along the way, the Skyway Community is the perfect place for anyone looking to thrive as a government contractor.Give us a call at 877-884-5280 or check us out at skywaymember.com. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)The question was "How do I get to the decision maker?".  Before we can answer that one we have to ask (and answer) a few other questions.Kevin and Paul discuss the questions that have to be covered before "getting to the decision maker": what decisions have to be made? when are they made? who can influence the decision?    Learn how to shape decisions in your favor and why open communication about decision making can ease the acquisition process.  Stay tuned: we're going to be changing the name of the podcast in the near future to better link the podcast topics to the members only content in the Skyway community.  The style, tone, and content will be the same.  We'll just have a fancy new name.   __________If you enjoy our podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a business with government contracts. We speak GovCon.Whether you’re brand new to GovCon, just got your first contract, or you are already a successful government contractor becoming a Skyway Community member will guide you to the next level.With our extensive course library, monthly training, exclusive member discounts, access to tools and supportive and active peers to help you along the way, the Skyway Community is the perfect place for anyone looking to thrive as a government contractor.Check it out at skywaymember.com. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Back in the "good old days" of acquisition reform, 20 plus years ago, FAR Part 12 was born with the intent of making it easier to buy commercial products.  Kevin and Paul discuss a helpful addition to FAR Part 12 that now allows the use of the Time and Materials contract type.  Stay tuned: we're going to be changing the name of the podcast in the near future to better link the podcast topics to the members only content in the Skyway community.  The style, tone, and content will be the same.  We'll just have a fancy new name.  __________If you’ve enjoyed today’s episode the Contracting Officer Podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running your government contracting business. So whether you are just getting your first subcontract, or you are a successful government contractor, being a Skyway Community member will help you get to the next level.With our extensive course library, weekly and monthly training, exclusive member only discounts, access and tools, and a supportive and active Community to help you along the way with feedback, encouragement and advice, the Skyway Community is the perfect place for anyone looking to grow as a successful government contractor. Check it out at skywaymember.com. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.   

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Price to win? Why would anyone price to lose? Paul discusses the purpose of and methodology behind Price-to-Win (PTW) with Michael McNulty of McNulty  & Associates.  mcnultyinc.com  Learn how PTW is accomplished, what information it provides to decision-makers, and how it can benefit any competitive bid.McNulty & Associates is veteran-owned small business founded in 2003.  They provide custom PTW analysis and related competitive research services to leading government and defense firms, including 9 of the top 10 on Washington Technology’s Top 100 ranking and 15 of the top 20! Also a quick head's up: we're going to be changing the name of the podcast in the near future to better reflect our topics and audience.  Stay tuned! __________If you’ve enjoyed today’s episode the Contracting Officer Podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running your government contracting business. So whether you are just getting your first subcontract, or you are a successful government contractor, being a Skyway Community member will help you get to the next level.With our extensive course library, weekly and monthly training, exclusive member only discounts, access and tools, and a supportive and active Community to help you along the way with feedback, encouragement and advice, the Skyway Community is the perfect place for anyone looking to grow as a successful government contractor. Check it out at skywaymember.com. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts. 

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Kevin and Paul respond to a Skyway Community member's question about fall out money.  What is "end of year money" or "fall out money"?  Why does it happen?  How do I get it?  Listen and learn the answers to these questions and more.  Also a quick head's up: we're going to be changing the name of the podcast in the near future to better reflect our topics and audience.  Stay tuned! __________If you’ve enjoyed today’s episode the Contracting Officer Podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running your government contracting business. So whether you are just getting your first subcontract, or you are a successful government contractor, being a Skyway Community member will help you get to the next level.With our extensive course library, weekly and monthly training, exclusive member only discounts, access and tools, and a supportive and active Community to help you along the way with feedback, encouragement and advice, the Skyway Community is the perfect place for anyone looking to grow as a successful government contractor. So check it out at skywaymember.com. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Three contracting officers walk into a bar...Have you heard that one?  What do you think of when someone says "let's talk to the contracting officer" or "it's in the purchasing manager's hands"?  Happy thoughts? Confidence?  Dread?Kevin and Paul discuss the stereotypes associated with the contracting, subcontracting, and purchasing/supply chain profession.  Learn how to recognize the signs that you're becoming a stereotype or dealing with a stereotype and how to overcome (and even conquer) the perception. __________This episode is brought to you by Skyway Acquisition.  To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts.  Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com or call 877-884-5280. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.   

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) The Contractor Performance Assessment Reporting System (CPARS) has been designated as the Federal Government-wide solution for collection of contractor performance information. In this rebroadcast of an early foundational episode, Paul discusses CPARS with special guest Shelley Hall. (retired contracting officer and current Skyway Acquisition team member) Learn how information is collected through CPARS and shared through other tools.  Past performance is evaluated in every Government source selection.  Positive ratings are key to continued awards.  Learn how to challenge inaccurate ratings and why it is important for both Government and Industry to ensure that CPARS contains factual and fair assessments of contractor performance.   ———— This episode is brought to you by Skyway Acquisition.  To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts.  Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com or call 877-884-5280. __________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)We're all busy.  That doesn't mean we're all productive.  Kevin and Paul discuss a strategy many leaders use to focus on high priority tasks and carve through the busyness:  The 6 Month Rule.  The strategy comes by many names and certainly wasn't invented here.  Listen and learn how to apply it to manage your workload and assess risk of action/inaction.    __________This episode is brought to you by Skyway Acquisition.  To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts.  Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com or call 877-884-5280. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Learn how recognize and use your company's competitive advantages to lock your competitors out of a competition.  Learn how government acquisition teams can use the lockout concept to devise a transparent, efficient, and mission-effective acquisition strategy.   __________This episode is brought to you by Skyway Acquisition.  To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts.  Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com or call 877-884-5280. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Kevin and Paul describe the symptoms of a preventable disease that often infects the incumbent contractor during a recompete: the dreaded incumbent-itis.  Many recompetes are lost because the incumbent contractor becomes overconfident and fails to recognize changes that have occurred during the period of performance of their current contract.  Learn how to recognize the symptoms and how both government and industry can prevent incumbent-itis from becoming a fatal infection.  __________This episode is brought to you by Skyway Acquisition.  To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts.  Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com or call 877-884-5280. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Kevin discusses real world application of the Acquisition Time Zones with Myran Hunter.  Myran is a capture manager at Huntington Ingalls Industries, Inc.The Acquisition Time Zones are a foundational concept of the Contracting Officer Podcast.  Each zone aligns to a phase of the government acquisition process. Listen and learn how Myran applies the Acquisition Time Zones to win new business through improved communications within his team.  (as well as many other benefits)The Acquisition Time Zones are, in chronological order:The Requirements Zone (Episode 012)The Market Research Zone (Episode 013)The Request for Proposal (or “RFP”) Zone (Episode 014)The Source Selection Zone (Episode 015)If you'd like to contact Myran directly, send a note to myran.hunter@hii-tsd.com.__________This episode is brought to you by Skyway Acquisition.  To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts.  Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com or call 877-884-5280. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts. 

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Kevin and Paul discuss the phenomenon of "happy ears".  (otherwise known to the world as confirmation bias)  Learn how our tendency to believe information that confirms our existing beliefs and ignore or rationalize information that conflicts with our thoughts impacts our lives and government acquisition, of course.   __________This episode is brought to you by bidprotestinsurance.com.  Protect your company from the financial risks created by a bid protest with bid protest insurance. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.   

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)In this encore presentation of one of the earliest Contracting Officer Podcast episodes, Kevin and Paul provide an overview of the Acquisition Time Zones.  The Acquisition Time Zones are a foundational concept of the podcast.  Each zone aligns to a phase of the government acquisition process.  The Acquisition Time Zones help our listeners understand how the content discussed in each podcast fits into the overall government acquisition process.  The Acquisition Time Zones are, in chronological order:The Requirements Zone (Episode 012)The Market Research Zone (Episode 013)The Request for Proposal (or “RFP”) Zone (Episode 014)The Source Selection Zone (Episode 015)This episode provides a brief overview of each zone. The episodes above dive into the details of when the zones begin and end, what types of communication are allowed, and what government and industry professionals are doing (and thinking) during each zone.  __________This episode is brought to you by Skyway Acquisition.  To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts.  Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com or call 877-884-5280. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Kevin and Paul discuss the FAR's preference for telecommuting.  (or working remotely in more modern lingo)Learn why the Government must be clear when documenting requirements for performance at a specific site and how industry can use remote (or onsite) workers to build a competitive advantage.    __________This episode is brought to you by Skyway Acquisition.  To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts.  Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com or call 877-884-5280. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Prior to negotiations it is common for both Government and industry contracts folks to get "clearance"  to negotiate a deal within a range of possible outcomes.Kevin and Paul discuss the FAR's requirement for documentation of prenegotiation objectives and how they are prepared.  Learn why this process can improve negotiation results and how it can all go wrong.   __________This episode is brought to you by Skyway Acquisition.  To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts.  Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com or call 877-884-5280. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Kevin and Paul return to CLINs to dig deeper into the Contracting Officer's responsibilities regarding CLIN structure.  Learn how "CLIN proliferation" impacts the acquisition and execution process and when new CLINs should be created.   __________This episode is brought to you by bidprotestinsurance.com.  Protect your company from the financial risks created by a bid protest with bid protest insurance. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.   

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Kevin and Paul provide a simplified overview of wrap rates including what cost components make up a labor billing rate and a walk-through of a sample calculation.  Learn why some cost components are able to be managed and how others are not negotiable.  __________This episode is brought to you by Skyway Acquisition.  To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts.  Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com or call 877-884-5280. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.  

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Government requests for proposals (RFPs) contain many explicit requirements.  They also include many "buried" requirements that, if not followed, result in non-compliance with the RFP instructions and potentially end a proposal's chance for award.   Kevin and Paul discuss proposal compliance and why losing on a "technicality" is still losing.  Learn why 100% compliance is mandatory and why the Government may or may not kick a proposal out of the running for award based on minor compliance issues.__________This episode is brought to you by Skyway Acquisition.  To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts.  Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com or call 877-884-5280. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Kevin and Paul discuss the common question "when should I contact the Contracting Officer during the acquisition process?".  Learn the most effective times for different parties from both government and industry to get to know each other and why untargeted communications can be counterproductive.  __________This episode is brought to you by Skyway Acquisition.  To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts.  Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com or call 877-884-5280. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Possibly the most common question posed to the podcast:  Why do RFPs take so long?Kevin and Paul build on earlier episodes on this topic and provide simple communication tips to improve acquisition outcomes for both Government and Industry.__________This episode is brought to you by Skyway Acquisition.  To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts.  Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts. 

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Kevin talks proposal automation with Skyway team member (and proposal professional) Wendy Frieman.  Learn why automation tools have become an essential part of the proposal development (and RFP development) process and which functions they can make easier for both Government and Industry.  ———— This episode is brought to you by bidprotestinsurance.com.  Protect your company from the financial risks created by a bid protest with bid protest insurance. __________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts. 

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Kevin and Paul review, refresh, and update the Acquisition Time Zones.  The Acquisition Time Zones are the way we (this podcast) describe the chronological phases of the government acquisition process. The Acquisition Time Zones help government and industry acquisition professionals and companies who are interested in the government market understand the complicated world of federal government acquisition. The Time Zones are, in chronological order:The Requirements ZoneThe Market Research ZoneThe Request for Proposal (or “RFP”) ZoneThe Source Selection Zone.__________This episode is brought to you by Skyway Acquisition.  To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts.  Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.   

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Kevin and Paul discuss the government's proposal evaluation process using yet another baseball analogy. (smile...you know you love baseball analogies)  Learn how open communication before the RFP is released helps both offerors and evaluators and how the government uses judgment to assign weaknesses, significant weaknesses, and deficiencies while rating proposals.  __________This episode is brought to you by Skyway Acquisition.  To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts.  Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.  

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)In the final episode of our mini-series on the “Fair Opportunity” process, Kevin and Paul discuss how the government can award a "sole source" task order within the bounds of the fair opportunity toolbox.   __________This episode is brought to you by Skyway Acquisition.  To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts.  Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.   

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Imagine reading your contract closely to determine how to approach a potential issue, only to find out that you are held to the requirements of a clause that isn't written into the contract.  Kevin and Paul discuss the Christian Doctrine, which holds that mandatory clauses that express a significant or “deeply ingrained strand of public procurement policy” will be considered to be in the contract by operation of law, even if they are omitted.__________This episode is brought to you by bidprotestinsurance.com.  Protect your company from the financial risks created by a bid protest with bid protest insurance.  ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts. 

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Kevin and Paul dig deep into the acquisition process and explain how a bid is often won or lost far before proposals are ever written or evaluated.  Learn why contractors must work to win the "opening" before contemplating "closing" the sale and how government acquisition personnel can use the opening phase to streamline the process.       __________This episode is brought to you by Skyway Acquisition.  To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts.  Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.   

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)This is Part 3 of our mini-series on the “Fair Opportunity” process. Winning the IDIQ contract was the first step. This is the step that counts. Kevin and Paul explain how orders are COMPETED between IDIQ contract holders.  Bottom line, all orders must give a “fair opportunity” for IDIQ contract holders to compete.  But what is "fair" can be different here than in traditional FAR Part 15 competitions.  __________This episode is brought to you by Skyway Acquisition.  To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts.  Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.   

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Kevin and Paul discuss the concept of "the complex sale" and the complex buy on the other side of the equation.  Learn how industry can leverage the power of the complex sale and how government acquisition teams can use existing acquisition regulations to make government contracting better, one contract at a time.      __________This episode is brought to you by Skyway Acquisition.  To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts.  Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts. 

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)This is Part 2 of our mini-series on the “Fair Opportunity” process.  Kevin and Paul discuss the ordering process for task orders and delivery orders under Indefinite Delivery, Indefinite Quantity (IDIQ) contracts.  FAR 16.505(a) lays out the rules which are incorporated into your contract via 52.216-18 & -19.Learn how the ordering process can streamline government procurement and why some multiple award IDIQ contracts are no more efficient than a full FAR Part 15 competition.    __________This episode is brought to you by bidprotestinsurance.com.  Protect your company from the financial risks created by a bid protest with bid protest insurance.  ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Kevin and Paul discuss how the impacts of yet another government shutdown flow far beyond the thousands of people out of work.  Learn why the long term impacts can be greater than the short term pain and explore a few of the tools that government acquisition offices may use to keep things from coming off the rails during and after the shutdown.      __________This episode is brought to you by Skyway Acquisition.  To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts.  Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.   

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Kevin welcomes special guest Brian Burns to discuss "the technical vs. the business sale" as it relates to the federal government market.  Brian is the CEO of the B2B Network of Podcasts and the host of multiple podcasts including The Brutal Truth About Sales & Selling Podcast.  (b2brevenue.com)Both government and industry acquisition professionals will learn how to make government contracting better one contract at a time by recognizing the importance of the technical sale and the business sale.  To quote Brian: "If you're not driving the demand, you're not going to get the award".  For government buyers, this quote can be flipped to "If you don't know the market, you're not going to make the best buy to support your mission".      __________This episode is brought to you by Skyway Acquisition.  To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts.  Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com.___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts. 

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)This is Part 1 of our mini-series on the “Fair Opportunity” process.  Kevin and Paul discuss the difference between FAR Part 15 and FAR Part 16.5 competitions beginning with an overview of Indefinite Delivery, Indefinite Quantity (IDIQ) contracts.  Learn why the flexibility offered by multiple award IDIQ contracts has increased their popularity and how that flexibility has been used successfully and sometimes not so successfully.     __________This episode is brought to you by bidprotestinsurance.com.  Protect your company from the financial risks created by a bid protest with bid protest insurance.  ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.   

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Get ready to tackle the confusing world of MAS (Multiple Award Schedule), GWAC (Governmentwide Acquisition Contract), and MAC (Multiple Award IDIQ Contract) acquisitions.  Kevin welcomes special guest Vicky Strycharske to discuss these increasing common contract arrangements.  Vicky is a regular guest, former contracting officer, and also a Skyway team member who specializes in GSA schedule and MAS/GWAC/MAC issues.Learn how these contracts differ from standard FAR Part 15 acquisitions, how they differ from each other, and why these differences can help streamline Government acquisitions.__________This episode is brought to you by Skyway Acquisition.  To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts.  Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com.___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.   

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)It’s time to re-compete your contract. You’re the incumbent, so this is going to be easy, right?  In this holiday encore presentation of an earlier episode, Kevin and Paul discuss the advantages and challenges that come with incumbency on a Government contract.  Learn why many incumbents lose their re-competes and how Government acquisition team members can recognize bias towards (or against) incumbents.  __________This episode is brought to you by Skyway Acquisition.  To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts.  Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com.___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)In this encore presentation of an earlier episode, Kevin and Paul discuss the Government’s preference (or lack of preference) for specific small business categories during the acquisition process.  Learn how open communication can help Government acquisition teams award set-aside contracts faster and how Industry can leverage the Government’s small business goals to create a competitive advantage.   __________This episode is brought to you by Skyway Acquisition.  To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts.  Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit skywaymember.com.___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.  

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Just when you think you understand the rules…Kevin and Paul provide an update to Episode 210 where FAR 52.219-14, Limitations on Subcontracting, was discussed.  Within months of that episode’s release a deviation to the FAR was issued that impacts the application (though not the concept) of the clause and other related clauses.Listen and learn how deviations to FAR clauses can quickly change the acquisition landscape.      __________This episode is brought to you by Skyway Acquisition.  To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts.  Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com.___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.   

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Kevin and Paul discuss the common practice of hiring, or at least planning to hire, the incumbent contractor’s employees when you win a bid for a service contract.  Listen and learn the benefits and pitfalls of this strategy from both the Government’s and Industry’s perspectives.    __________This episode is brought to you by bidprotestinsurance.com.  Protect your company from the financial risks created by a bid protest with bid protest insurance.  ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.   

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Do the words cost and price mean the same thing to you?  In most of your life the answer is probably yes.  In the business world (and Government acquisition world) they are quite different.  Confusing the two can cause real problems.In this encore presentation of an early episode, Paul discusses the important distinction between cost and price with regular guest Wendy Frieman.  Learn the general elements of “cost”, the complexity of cost estimation, and why  pricing is more than just building up the costs.       ———— This episode is brought to you by Skyway Acquisition.  To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts.  Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com.__________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.   

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Inspired by a question posted in Skyway’s “Ask a Contracting Officer” forum, Kevin and Paul discuss the concept of “shaping” and its practical and actual limits.  Besides the obvious benefits to industry, learn why shaping can help the Government achieve better acquisition outcomes.  __________This episode is brought to you by Skyway Acquisition.  To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts.  Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com.___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.   

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Kevin welcomes special guest Steve Goldsby, founder and CEO of ICS Inc., to talk about three key activities that industry can undertake in order to win more business.  Learn how these keys can help lower costs and reduce workload as you win.  You’ll also learn how the Government can help while achieving more successful acquisition outcomes and reducing their own workload. __________This episode is brought to you by Skyway Acquisition.  To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts.  Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com.___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.   

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Kevin and Paul discuss the power of succinct writing set up by a quote from Mark Twain, “If I had more time, I would have written a shorter letter”.  Government Requests for Proposals and the proposals submitted in response are well known for “dense” content.  Learn tips on how to purge your writing of unnecessary content that obscures the intended message and how this can help both Government and Industry save time and money.  …yes…we know…Twain wasn’t the first.  The earliest recorded use of the concept "If I Had More Time, I Would Have Written a Shorter Letter" comes from French mathematician and philosopher Blaise Pascal's work "Lettres Provinciales" in 1657.  It has been attributed to many others since.  __________This episode is brought to you by Skyway Acquisition.  To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts.  Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com.___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.   

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Kevin and Paul discuss FAR 52.219-14, Limitations on Subcontracting.  Learn why small businesses are generally required to perform the majority of the work themselves when awarded a contract under a small business set-aside.  (and when they’re not required to…)This clause, and others like it, may not be an obvious requirement in the RFP.  The requirements it levies on the small business awardee can be the primary driver of your bid/no-bid decision.  Don’t be surprised by it!       __________This episode is brought to you by Skyway Acquisition.  To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts.  Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com.___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.   

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Kevin welcomes special guest Vicky Strycharske to discuss GSA schedules.  Vicky is a regular guest, former contracting officer, and also a Skyway team member who specializes in GSA schedule issues.Learn how GSA schedules help both Government and Industry to more efficiently conduct business and why submitting a proposal and being awarded a GSA schedule contract can be a heavy burden.  Is it worth the effort?  Listen and learn.   __________This episode is brought to you by Skyway Acquisition.  To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts.  Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com.___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.   

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Kevin and Paul return to the topic of source selections and discuss one side of the “best value continuum”.  Low Price, Technically Acceptable (LPTA) is a source selection process  that is appropriate when best value is expected to result from selection of the technically acceptable proposal with the lowest evaluated price.Learn how the efficiency of the LPTA process can benefit both Government and Industry (when used appropriately) and the limitations that come with this type of source selection.       __________This episode is brought to you by Skyway Acquisition.  To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts.  Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com.___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.   

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)So you decide to submit a response to a Government Request for Information (RFI).  What happens next? What if it was submitted after the due date?Kevin and Paul answer these questions and talk through the ways in which an RFI response can impact a Government acquisition. Learn how RFI responses can open eyes to unknown or unexpected solutions to Government requirements or even create new requirements.  You’ll also learn how to submit a response that will be completely ignored!        __________This episode is brought to you by Skyway Acquisition.  To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts.  Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com.___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.   

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) We’ve debated the 80/20 rule many times on the podcast and discussed how the ratio between process and relationships required to win Government work is loosely related to the size and complexity of the acquisition. Today Kevin talks business development and the power of relationships with Bill Naughton, the Director, Federal Markets - Water & Wastewater, at United Federal Water Services, a Division of SUEZ Water in North America. Bill gives an overview of utility privatization, the unique challenges Government and industry face in this niche, and the extent to which he goes to build the relationships necessary to even compete for this business. Ever heard of a 50 year Government contract? Listen and learn! __________ This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com. ___________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) When determining a fair and reasonable price it can be fairly straightforward to imagine a price ceiling beyond which the price is no longer realistic. Kevin and Paul discuss a less common cut line: the price floor. Learn what can happen when a contractor bids a price below the floor and why the Government should use open communication to better understand the range of prices for solutions that will satisfy their requirements. __________ This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com. ___________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Why can’t the Government just stick with their current services contractors or system developers? Why do they always want to change? Kevin and Paul discuss the differences between the business-to-business (B2B) market and the business-to-government (B2G) market. Learn why the Government can’t always just continue to buy from the same source, even if they’re completely happy with current performance. __________ This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com. ___________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Kevin welcomes special guest Brian Butler to discuss the power of building relationships in the government contracting world. Brian Butler is President and CEO of Vistra Communications (www.consultvistra.com), a communications strategy and professional solutions agency providing communications and management solutions to corporate, government and nonprofit organizations. A retired and decorated career military officer, Brian has provided Public Relations, Strategic Communications, Marketing, and Management Consulting services to senior leaders and their organizations for nearly three decades. Prior to founding Vistra, Brian provided Strategic Communications counsel to senior leaders at U.S. Central Command in Tampa, FL. He also served in a director-level policy position on the Homeland Security Council (HSC) in the White House. Listen and learn from Brian’s experiences with the 80/20 rule, our favorite way to describe the relative importance and balance between process and relationships in a specific acquisition. __________ This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from our team of former COs, including the ability to get the perspective of our whole team in Ask A Contracting Officer Forum, get specialized training from our on-demand webinars and articles, targeting support through our RFP Score™ assessment tool, as well as our consulting from our team of former COs who help solve your unique puzzles. To learn more, visit skywaymember.com. ___________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) In this special holiday encore episode Kevin welcomes Skyway team members Shelley Hall (a former Contracting Officer) and Christi Gilbert (an Industry contracts manager) for a roundtable discussion about CPARS. Learn why CPARS have increased in importance over the last few years and what you should do if you receive an unfavorable CPARS. __________ This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from our team of former COs, including the ability to get the perspective of our whole team in Ask A Contracting Officer Forum, get specialized training from our on-demand webinars and articles, targeting support through our RFP Score™ assessment tool, as well as our consulting from our team of former COs who help solve your unique puzzles. To learn more, visit skywaymember.com. ___________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Kevin and Paul wrap up this mini-series about different types of rates in the Government acquisition and contracting world. Episode 183 began the discussion with Provisional Billing Rates. Episode 192 continued with Forward Pricing Rates. Today the discussion turns to final indirect cost rates. Learn who determines final rates, why final rates can take quite a long time to be negotiated and “finalized”, and why that time lag can create challenges for both Government and Industry. __________ This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit skywaymember.com. ___________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

Episode #200! We look back at where the Contracting Officer Podcast came from, discuss what we’ve learned, and where we’re headed. Thanks for your support over 200 episodes! __________ This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com. ___________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) It’s time to re-compete your contract. You’re the incumbent, so this is going to be easy, right? Kevin and Paul discuss the advantages and challenges that come with incumbency on a Government contract. Learn why many incumbents lose their re-competes and how Government acquisition team members can recognize bias towards (or against) incumbents. __________ This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com. ___________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Kevin and Paul discuss the duality of relationships in the Government acquisition world. Does “having a friend” always help you or can your relationship actually be a negative force? Learn how properly cultivated relationships can improve the acquisition and contract execution process. __________ This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com. ___________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Contracting Officers must determine that a company is responsible before awarding a contract. How does a small company that has never done business with the Government convince the Contracting Officer that they are responsible? Kevin and Paul discuss FAR 19.601, Certificates of Competency and Determinations of Responsibility. Learn how a small business that has been determined to be non-responsible (due to a lack of documentation or history, among other things) can receive a Certificate of Competency from the Small Business Administration and why the Certificate is a powerful tool for new entrants to the Government Market. __________ This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com. ___________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) In this episode of a five part series, Kevin welcomes special guest Vicky Strycharske to discuss the second of four steps that Industry should take when an RFP is released by the Government - Building a Proposal Schedule. Episode 165 (Proposals - the First Four Steps) provided the overview. Episode 176 (Proposals - Reading the RFP) gave us the first step. We’ll cover the remaining steps in detail in future episodes. __________ This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com. ___________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) The Government uses contractors to conduct a wide array of support functions, including many jobs that were once performed by Government employees. Kevin and Paul discuss Inherently Government Functions and explain what types of jobs must be performed by Government employees and which roles can be contracted out. Learn why both Government and Industry can avoid confusion as well as acquisition and contract execution complications by understanding the roles in your specific situation. __________ This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com. ___________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Kevin and Paul discuss the Government’s preference (or lack of preference) for specific small business categories during the acquisition process. Learn how open communication can help Government acquisition teams award set-aside contracts faster and how Industry can leverage the Government’s small business goals to create a competitive advantage. __________ This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit skywaymember.com. ___________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) In this holiday encore episode, Kevin and Paul depart from the usual Contracting Officer Podcast topics and get a little “philosophical”. Well…not really. After a spirited “discussion” about how the ebb and flow of the economy in general impacts Government contractors we boiled it down to a basic principle: Lucky vs. Good. Kevin and Paul discuss the differences between lucky and good in the Government acquisition world and why both Government and Industry should recognize the impact of external forces on the competitive landscape. __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Kevin and Paul return to their conversation about different types of rates in the Government acquisition and contracting world. Episode 183 began the discussion with Provisional Billing Rates. Today’s topic is Forward Pricing Rates. Learn the differences between a Forward Pricing Rate Proposal (FPRP), Forward Pricing Rate Recommendation (FPRR), and Forward Pricing Rate Agreement (FRPA). You’ll also gain a better understanding of why rates are a moving target and why both Government and Industry benefit from the accurate estimation of future rates. __________ This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit skywaymember.com. ___________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) This is Part 3 (of 3) in our series on Qualifying Opportunities. Kevin and Paul wrap up their conversation about the questions that industry should ask themselves regarding their ability to respond to an RFP (or potential RFP). Learn why Industry can’t (and shouldn’t) respond to every solicitation and how resource limitations impact both the bid and execution process. __________ This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from our team of former COs, including the ability to get the perspective of our whole team in Ask A Contracting Officer Forum, get specialized training from our on-demand webinars and articles, targeting support through our RFP Score™ assessment tool, as well as our consulting from our team of former COs who help solve your unique puzzles. Personal memberships start at $50 with no contract. To learn more, visit skywaymember.com. ___________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Kevin and Paul discuss how and why a contract can end before it’s actual period of performance is complete. Learn why both Government and Industry may want to end a contract early and how communication can make the process less painful for all. __________ This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit skywaymember.com. ___________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Kevin discusses Blanket Purchase Agreements (BPAs), an often-misunderstood contracting arrangement, with Skyway team members (and former Contracting Officers) Shelley Hall and Steve Lucianetti. Learn how BPAs differ from most Government acquisition vehicles and why both Government and Industry professionals must understand the actual delivery commitment after signing a BPA. __________ This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit skywaymember.com. ___________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Profit can be a divisive issue in the Government market. How much is appropriate? How much is too much? In this encore presentation Kevin and Paul discuss why profit matters to both Government and Industry. Learn the statutory limits on profit and how the Government assesses how much profit is “fair”. You’ll also gain an appreciation of how profit potential drives decision making for industry and how the Government can attract the best companies to the Government market. __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) In Part 2 of our series on Qualifying Opportunities, Kevin and Paul dig into the questions that industry should ask themselves about their ability to respond to the RFP (or potential RFP). Learn why it is important for the Government to share details of their acquisition strategy and why industry must understand how their unique qualifications and capabilities map to that strategy. __________ This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from our team of former COs, including the ability to get the perspective of our whole team in Ask A Contracting Officer Forum, get specialized training from our on-demand webinars and articles, targeting support through our RFP Score™ assessment tool, as well as our consulting from our team of former COs who help solve your unique puzzles. Personal memberships start at $50 with no contract. To learn more, visit skywaymember.com. ___________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Many external factors impact both the Government’s ability to buy goods and services and Industry’s ability to sell them. Kevin and Paul discuss economic cycles and the Government’s business cycle in a way that only non-economists can. Learn why it is important for Government acquisition professionals to understand (at least at the top level) the macro and micro economic factors that are in play during their acquisition. Learn how Industry can help the Government account for external economic factors during the Acquisition and Execution Time Zones. __________ This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from our team of former COs, including the ability to get the perspective of our whole team in Ask A Contracting Officer Forum, get specialized training from our on-demand webinars and articles, targeting support through our RFP Score™ assessment tool, as well as our consulting from our team of former COs who help solve your unique puzzles. Personal memberships start at $50 with no contract. To learn more, visit skywaymember.com. ___________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Kevin and Paul discuss FedBizOps.gov. (FBO) FBO is Federal Business Opportunities. It’s where nearly every opportunity to do business with the Federal Government is posted online. (as required by FAR 5.102) Learn why industry should not be too excited to hear about an opportunity for the first time on FBO and why Government acquisition teams should consider posting more draft and imperfect documents on FBO. __________ This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from our team of former COs, including the ability to get the perspective of our whole team in Ask A Contracting Officer Forum, get specialized training from our on-demand webinars and articles, targeting support through our RFP Score™ assessment tool, as well as our consulting from our team of former COs who help solve your unique puzzles. Personal memberships start at $50 with no contract. To learn more, visit skywaymember.com. ___________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Kevin welcomes special guest Shaun So to the podcast to discuss Shaun’s experience in gaining 8a certification for The So Company. Learn how the 8a Program can help small businesses win Government business and why certification alone is not enough. We introduced the 8a program way back in Episode 95. This episode provides context on how it works in the real world. __________ This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from our team of former COs, including the ability to get the perspective of our whole team in Ask A Contracting Officer Forum, get specialized training from our on-demand webinars and articles, targeting support through our RFP Score™ assessment tool, as well as our consulting from our team of former COs who help solve your unique puzzles. Visit AskSkyway.com to learn more. __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Kevin and Paul discuss how Industry can “provisionally” bill their costs on cost-type contracts per FAR 42.701, which defines “billing rate”. Learn how provisional billing rates are established and how they are managed in order to “meet at the end”. __________ This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from our team of former COs, including the ability to get the perspective of our whole team in Ask A Contracting Officer Forum, get specialized training from our on-demand webinars and articles, targeting support through our RFP Score™ assessment tool, as well as our consulting from our team of former COs who help solve your unique puzzles. Personal memberships start at $50 with no contract. To learn more, visit skywaymember.com. ___________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Overwhelmed by the number of solicitations on FBO.gov? (That’s where the Federal Government posts solicitations and provides information to industry) Kevin and Paul discuss the process of qualifying opportunities. Learn how to make sure you’re spending your time bidding on the right solicitations for you. And Government folks, learn why it is important to provide enough information to allow Industry to properly qualify opportunities. (hint: less wasted effort for all) __________ This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from our team of former COs, including the ability to get the perspective of our whole team in Ask A Contracting Officer Forum, get specialized training from our on-demand webinars and articles, targeting support through our RFP Score™ assessment tool, as well as our consulting from our team of former COs who help solve your unique puzzles. Personal memberships start at $50 with no contract. To learn more, visit skywaymember.com. ___________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Kevin and Paul continue the conversation from Episode 175 (Technical Leveling) to answer the question “Can the Government discuss price with offerors during discussions?”. Learn how FAR 15.306(e) “Limits on Exchanges” gives wide latitude to the Government to include context on an offeror’s price without crossing the line into Technical Leveling and why it can play an important role in source selection outcomes. __________ This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from our team of former COs, including the ability to get the perspective of our whole team in Ask A Contracting Officer Forum, get specialized training from our on-demand webinars and articles, targeting support through our RFP Score™ assessment tool, as well as our consulting from our team of former COs who help solve your unique puzzles. Personal memberships start at $50 with no contract. To learn more, visit skywaymember.com. ___________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Writing a Request for Proposals (RFP) without understanding industry’s capabilities and the state of the market is like writing a novel for a stranger. The same goes for writing and submitting a proposal to a customer you don’t understand. (What does that even mean? Listen and Learn!) In this encore presentation Kevin and Paul take a different route through a couple foundational Contracting Officer Podcast topics: communication and targeting. Learn how communication between Government and Industry during the acquisition directly impacts the quality of RFPs and proposals and why targeting is important to each side. __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts. GET HELP FROM OUR TEAM OF FORMER CONTRACING OFFICERS AT http://askskyway.com

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Kevin welcomes special guest Stacey Coolican (a former Government Contracting Officer with over 20 years experience) to discuss the reasons why Government acquisition teams may use a formal Request for Information (RFI), what they expect to learn from RFI responses, and things that Industry should consider when contemplating a response to an RFI. __________ This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from our team of former COs, including the ability to get the perspective of our whole team in Ask A Contracting Officer Forum, get specialized training from our on-demand webinars and articles, targeting support through our RFP Score™ assessment tool, as well as our consulting from our team of former COs who help solve your unique puzzles. ___________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Kevin and Paul discuss a special kind of small business: the HUBZone small business concern. A HUBZone is a historically underutilized business zone designated by the Small Business Administration. If your small business is located in a HUBZone, you may qualify as a certified HUBZone Small Business Concern. Learn how this designation is a powerful competitive advantage and why Government Contracting Officers are incentivized to award contracts to HUBZone Small Business Concerns. (also an amazing way to leverage the FAR to streamline the acquisition process!) __________ This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from our team of former COs, including the ability to get the perspective of our whole team in Ask A Contracting Officer Forum, get specialized training from our on-demand webinars and articles, targeting support through our RFP Score™ assessment tool, as well as our consulting from our team of former COs who help solve your unique puzzles. Personal memberships start at $50 with no contract. To learn more, visit skywaymember.com. ___________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Kevin and Paul return to a favorite podcast topic: Debriefings. So much untapped opportunity for communication lies in debriefings. Learn why many debriefings put one side on offense or defense and how a third option (neither offensive or defensive) can help. __________ This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from our team of former COs, including the ability to get the perspective of our whole team in Ask A Contracting Officer Forum, get specialized training from our on-demand webinars and articles, targeting support through our RFP Score™ assessment tool, as well as our consulting from our team of former COs who help solve your unique puzzles. Personal memberships start at $50 with no contract. To learn more, visit skywaymember.com. ___________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts GET HELP FROM OUR TEAM OF FORMER CONTRACING OFFICERS AT http://askskyway.com

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) In the second of a five part series, Kevin welcomes special guest Vicki Strycharske to discuss the first of four steps that Industry should take when an RFP is released by the Government - Reading the RFP. Episode 165 (Proposals - the First Four Steps) provided the overview. We’ll cover the remaining steps in detail in future episodes. __________ This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from our team of former COs, including the ability to get the perspective of our whole team in Ask A Contracting Officer Forum, get specialized training from our on-demand webinars and articles, targeting support through our RFP Score™ assessment tool, as well as our consulting from our team of former COs who help solve your unique puzzles. ___________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

In this episode, Kevin and Paul explain what can and cannot be shared during the negotiation process while in the Source Selection Zone.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Kevin welcomes Skyway team members Shelley Hall (a former Contracting Officer) and Christi Gilbert (an Industry contracts manager) for a roundtable discussion about CPARS. Learn why CPARS have increased in importance over the last few years and what you should do if you receive an unfavorable CPARS. __________ This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from our team of former COs, including the ability to get the perspective of our whole team in Ask A Contracting Officer Forum, get specialized training from our on-demand webinars and articles, targeting support through our RFP Score™ assessment tool, as well as our consulting from our team of former COs who help solve your unique puzzles. To learn more, visit skywaymember.com. ___________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts. GET HELP FROM OUR TEAM OF FORMER CONTRACING OFFICERS AT http://askskyway.com

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Kevin welcomes Skyway team members (and former Contracting Officers) Shelley Hall and Steve Lucianetti for a roundtable discussion about what types of issues are worth fighting for and which issues are generally a waste of time. Learn how the same issue can have merit, or not, based on when it is surfaced during the acquisition and execution time zones. __________ This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from our team of former COs, including the ability to get the perspective of our whole team in Ask A Contracting Officer Forum, get specialized training from our on-demand webinars and articles, targeting support through our RFP Score™ assessment tool, as well as our consulting from our team of former COs who help solve your unique puzzles. To learn more, visit skywaymember.com. ___________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts. GET HELP FROM OUR TEAM OF FORMER CONTRACING OFFICERS AT http://askskyway.com

In this special episode Marlon Clayton, CEO of MLC Solutions tells his story of growing his business as a government contractor.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Kevin and Paul explain one of the reasons why the Government has a difficult time buying new technologies. __________ This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from our team of former COs, including the ability to get the perspective of our whole team in Ask A Contracting Officer Forum, get specialized training from our on-demand webinars and articles, targeting support through our RFP Score™ assessment tool, as well as our consulting from our team of former COs who help solve your unique puzzles. Personal memberships start at $50 with no contract. To learn more, visit skywaymember.com. ___________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Kevin and Paul discuss the concept of Arm’s Length Transactions and how it applies to the Government market. Learn why an arrangement between two parties that is acceptable in the commercial world may be considered a problem in the Government market. _________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Kevin discusses equitable adjustments with special guest Gene Lavastida. __________ This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from our team of former COs, including the ability to get the perspective of our whole team in Ask A Contracting Officer Forum, get specialized training from our on-demand webinars and articles, targeting support through our RFP Score™ assessment tool, as well as our consulting from our team of former COs who help solve your unique puzzles. Personal memberships start at $50 with no contract. To learn more, visit skywaymember.com. ___________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Kevin and Paul compare the advantages and disadvantages of Pre-Award and Post-Award Debriefs. __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Kevin and Paul discuss FAR 3.2: Contractor Gratuities to Government Personnel. Learn why common behaviors in the commercial world are not allowed in the Government market and how you can get in a whole mess of trouble if you don’t understand the differences. __________ This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from our team of former COs, including the ability to get the perspective of our whole team in Ask A Contracting Officer Forum, get specialized training from our on-demand webinars and articles, targeting support through our RFP Score™ assessment tool, as well as our consulting from our team of former COs who help solve your unique puzzles. Personal memberships start at $50 with no contract. To learn more, visit skywaymember.com. ___________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Who makes the decision to purchase something for the Government? The answer depends on many factors, but is usually quite different from how an acquisition decision is made in your personal life or the non-Government world. Kevin and Paul discuss the 3 main “deciders” in Government acquisition and relate them to easily recognizable roles: money, needs, and the authority/ability to make a transaction. Learn who has the power in each Acquisition Timezone and why it is important for both Government and Industry to recognize how the power can shift. __________ This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from our team of former COs, including the ability to get the perspective of our whole team in Ask A Contracting Officer Forum, get specialized training from our on-demand webinars and articles, targeting support through our RFP Score™ assessment tool, as well as our consulting from our team of former COs who help solve your unique puzzles. Personal memberships start at $50 with no contract. To learn more, visit skywaymember.com. ___________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Kevin and Paul discuss the variables that impact Industry’s ability to provide resources (meaning people) to meet the Government’s requirements. These issues impact both service contracts and development contracts - anywhere that contractors must hire employees. Learn how both the Government and Industry sometimes contribute to problems hiring and maintaining employees throughout the execution of a contract and tips for how to avoid these problems. As always, communication between Government and Industry is key to recognizing when staffing problems may be encountered during the acquisition and execution zones. __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Kevin welcomes special guest Vicki Strycharske to discuss the first 4 steps that Industry should take when an RFP is released by the Government. __________ This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from our team of former COs, including the ability to get the perspective of our whole team in Ask A Contracting Officer Forum, get specialized training from our on-demand webinars and articles, targeting support through our RFP Score™ assessment tool, as well as our consulting from our team of former COs who help solve your unique puzzles. Personal memberships start at $50 with no contract. To learn more, visit skywaymember.com. ___________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Kevin and Paul discuss communications between the Government and Industry, focusing on the period before the RFP is released and proposals are submitted. You might be surprised what FAR 15.201 REALLY says about the type of information that can, and should, be shared. __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Kevin and Paul dive into one of the most exciting topics ever dared on the podcast: the contents of a contract file! Grab a cup of coffee and enjoy… This topic is another in the line of “why does Government acquisition take so long?”. We review FAR 4.803 and explain the importance of maintaining complete files for both Government and Industry. (it isn’t always apparent at the time to the “filer”) __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) In this ENCORE presentation, Kevin and Paul introduce the Execution Time Zones - a helpful way to envision where and how certain topics fit into the Government contracting world. (execution as in “contract performance”, not as in…you know, the other connotation) The Execution Zones are the post-award companions to the Acquisition Time Zones and are referenced in many episodes. Much like the Acquisition Time Zones, the Execution Zones are cyclical, but using contract award as the “beginning” is the easiest way to think about them. Starting with contract award, we enter the Honeymoon Zone. Learn what happens during the first days and weeks after contract award and why a contract kickoff meeting is valuable for both sides. Following the Honeymoon Zone, the continuum moves through the Performance Zone, the Re-Compete Zone, and the Wrap-up Zone before circling back to the Honeymoon Zone for the next contract. Learn when to begin the capture and business development process for your next award. Learn when Government acquisition experts begin their market research. The basic flow of contract execution and administration is explained. This episode is a quick overview of each zone - be sure to listen to the zone-specific episodes for deeper insight. __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Kevin holds a roundtable (or round-Skype) discussion with Christi Gilbert (an industry contracts/proposal manager) and Steve Lucianetti (a former Government Contracting Officer) to learn their opinions on why protests happen and the conditions under which industry should submit a protest. (if you’re not familiar with protests in the Government acquisition world, check out Episode 23 “What is a Protest?”) —————— This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from our team of former COs, including the ability to get the perspective of our whole team in Ask A Contracting Officer Forum, get specialized training from our on-demand webinars and articles, targeting support through our RFP Score™ assessment tool, as well as our consulting from our team of former COs who help solve your unique puzzles. Personal memberships start at $50 with no contract. To learn more, visit skywaymember.com. __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Kevin and Paul review the basic elements required to create a legal contract. This is the first of a series that will examine each element in detail. DISCLAIMER: We are NOT lawyers. This stuff is complicated. If you’re in a dispute about the legality of a contract, please consult an attorney. __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Kevin and Paul discuss the value of communicating schedule changes as early as possible. Changes that aren’t clearly communicated can cause the delays to compound as they ripple through your schedule. Early communication helps to align expectations and minimize impacts. —————— This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from our team of former COs, including the ability to get the perspective of our whole team in Ask A Contracting Officer Forum, get specialized training from our on-demand webinars and articles, targeting support through our RFP Score™ assessment tool, as well as our consulting from our team of former COs who help solve your unique puzzles. Personal memberships start at $50 with no contract. To learn more, visit skywaymember.com. __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

f you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Kevin discusses the role of the Proposal Manager with special guest Vicky Strycharske. Vicky is a former Army Contracting Officer with over 20 years on the industry side developing proposals for both small and large businesses. A proposal manager implements the proposal process, assigns tasks, ensures quality and leads the team to submit a compliant proposal on schedule. Learn why this role can make the difference between winning and losing a bid and how the role differs in small and large businesses. —————— This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from our team of former COs, including the ability to get the perspective of our whole team in Ask A Contracting Officer Forum, get specialized training from our on-demand webinars and articles, targeting support through our RFP Score™ assessment tool, as well as our consulting from our team of former COs who help solve your unique puzzles. Personal memberships start at $50 with no contract. To learn more, visit skywaymember.com. __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) This is an update to one of our earliest podcasts, Episode 16 “The Importance of Targeting”. We decided to refresh the content and take advantage of the improvements we’ve made in our audio over the past couple of years. Targeting is a critical element of winning bids in the federal market. Poor targeting creates many of the problems we discuss on the Contracting Officer Podcast – from miscommunication between buyer and seller, to adversarial debriefs, and yes, even to protests. Regardless of where you sit in the federal buying and selling process, it is critical that you understand the importance of targeting. In this updated episode we explain how to identify your Ideal Target Market by stitching together three elements of targeting: your Reachable Market, your Target Market and your Weight Class. —————— This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from our team of former COs, including the ability to get the perspective of our whole team in Ask A Contracting Officer Forum, get specialized training from our on-demand webinars and articles, targeting support through our RFP Score™ assessment tool, as well as our consulting from our team of former COs who help solve your unique puzzles. Personal memberships start at $50 with no contract. To learn more, visit skywaymember.com. __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) We’re happy to welcome back one of our favorite retired Contracting Officers, Shelley Hall. Shelley and Paul discuss the web of confusing requirements surrounding the Buy American Act (BAA), Trade Agreement Act (TAA), and Berry Amendment. Learn how these laws restrict Government purchases of most supplies originating from non-domestic sources and why bids & proposals can be eliminated from a competition if they aren’t compliant. Shelley also provides advice on how to deal with exceptions to RFP requirements relating to the BAA, TAA, and Berry Amendment. —————— This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from our team of former COs, including the ability to get the perspective of our whole team in Ask A Contracting Officer Forum, get specialized training from our on-demand webinars and articles, targeting support through our RFP Score™ assessment tool, as well as our consulting from our team of former COs who help solve your unique puzzles. Personal memberships start at $50 with no contract. To learn more, visit skywaymember.com. __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) “The debriefing is an opportunity to prevent protests, not cause them.” Kevin and Paul return to the topic of debriefings. Learn why debriefs are often a missed opportunity for both Government and Industry to improve future acquisition outcomes. —————— This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from our team of former COs, including the ability to get the perspective of our whole team in Ask A Contracting Officer Forum, get specialized training from our on-demand webinars and articles, targeting support through our RFP Score™ assessment tool, as well as our consulting from our team of former COs who help solve your unique puzzles. Personal memberships start at $50 with no contract. To learn more, visit skywaymember.com. __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Kevin and Paul explore the important distinctions between Personal Services contracts and the more common Non-Personal Services Contract. Learn why FAR 37.104 strictly limits the use of Personal Services contracts and why many service contracts create the appearance of personal services. —————— This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from our team of former COs, including the ability to get the perspective of our whole team in Ask A Contracting Officer Forum, get specialized training from our on-demand webinars and articles, targeting support through our RFP Score™ assessment tool, as well as our consulting from our team of former COs who help solve your unique puzzles. Personal memberships start at $50 with no contract. To learn more, visit skywaymember.com. __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Why do modifications to Government contracts take so long to process? (one of the great mysteries of life, to be sure!) Kevin interviews former Contracting Officers Steve Lucianetti and Tim Griggs, and sheds some light on the inner workings Government contract administration. Learn some of the most common reasons why modifications take longer than anticipated and how both Government and Industry can help to improve the process. (you won’t be surprised to hear that basic communication is high on the list…) —————— This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from our team of former COs, including the ability to get the perspective of our whole team in Ask A Contracting Officer Forum, get specialized training from our on-demand webinars and articles, targeting support through our RFP Score™ assessment tool, as well as our consulting from our team of former COs who help solve your unique puzzles. Personal memberships start at $50 with no contract. To learn more, visit skywaymember.com. __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Sometimes a contractor is unable to deliver the required goods or services according to the terms of their contract. If the reasons for delivery issues are truly out of the contractor’s control, and not due to their fault or negligence, the Government may consider this an “excusable delay”. Kevin and Paul discuss excusable delays (per FAR 49.401 and 52.249-14) and importance of documenting the causes of delays in order to avoid termination of the contract. —————— This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from our team of former COs, including the ability to get the perspective of our whole team in Ask A Contracting Officer Forum, get specialized training from our on-demand webinars and articles, targeting support through our RFP Score™ assessment tool, as well as our consulting from our team of former COs who help solve your unique puzzles. Personal memberships start at $50 with no contract. To learn more, visit skywaymember.com. __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) ____________ The Government Fiscal Year (GFY is the common acronym) runs 1 October through 30 September. The last month of the GFY has the potential for great drama because Government funds have an expiration date. (check out Ep. 019 “Colors of Money” for more on that) Kevin and Paul talk through what happens in Government acquisition offices at the end of the fiscal year and offer some simple recommendations for both Government and Industry to help reduce the panic and stress that September often brings. ___________________ This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from our team of former COs, including the ability to get the perspective of our whole team in Ask A Contracting Officer Forum, get specialized training from our on-demand webinars and articles, targeting support through our RFP Score™ assessment tool, as well as our consulting from our team of former COs who help solve your unique puzzles. Personal memberships start at $50 with no contract. To learn more, visit skywaymember.com. ____________________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) This episode is brought to you by Deltek. https://www.deltek.com/en/products/business-development/govwin Few contracts are executed without changes. (longer term or complex contracts anyway…) Government contracts generally contain a clause or clauses that allow the Government to make changes to some aspect of the contract terms. Learn what can be changed and why Industry has a responsibility to notify the Government of formal or even perceived changes. __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) We’ve covered the Government’s acquisition process in many different episodes. Today Kevin and Paul discuss Industry’s proposal writing process and focus on the control gates that are often called “Color Teams”. Learn why reviews are critical to meeting the proposal schedule and why it is important for small companies to understand the process. _____ This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from our team of former COs, including the ability to get the perspective of our whole team in Ask A Contracting Officer Forum, get specialized training from our on-demand webinars and articles, targeting support through our RFP Score™ assessment tool, as well as our consulting from our team of former COs who help solve your unique puzzles. Personal memberships start at $50 with no contract. To learn more, visit skywaymember.com. __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) This episode is brought to you by Deltek. https://www.deltek.com/en/products/business-development/govwin The first event after contract award is usually the contract kickoff meeting. Learn how this important meeting sets the tone for the entire contract period of performance and why both Government and Industry teams should use the kickoff to gain context. __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) One of the best shortcuts to learn and grow is to get perspective from people with different experiences than your own. We’re happy to welcome David Bartlow back to the podcast to give us the program manager’s perspective. Dave has 15 years of Government contracting experience with the Department of the Navy and multiple large and small government contractors. Throughout his career David has taken on the most challenging projects and has developed an expertise in applying programmatic discipline to unstructured initiatives or distressed programs. Paul and Dave discuss the ever present risk that both Government and Industry program managers face during project execution: scope creep. The contract requirements were written with best intentions, but it seems inevitable that more (or slightly different) work is desired than planned. Learn how to recognize scope creep and why it is hard for Industry to “just say no” to Government requests. We hope you enjoy the Program Manager’s perspective, joining the proposal manager’s and contract administrator’s perspectives on the podcast in the quest to help make Government contracts better, one contract at a time. __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) This episode is brought to you by Deltek. https://www.deltek.com/en/products/business-development/govwin Kevin and Paul discuss the importance of teaming decisions and how these decisions can impact winning and executing Government contracts. Learn how the Government can drive and should care about Industry teaming decisions and why Industry needs to treat teaming as a critical part of the bid strategy and contract performance process. __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) How does the Government determine that a price is fair and reasonable? Analysis! Kevin and Paul discuss the differences between price analysis and cost analysis (FAR 15.404-1) and why it is important to understand the requirements of each. Learn how the Government can leverage the power of competition and how Industry can help the Government streamline the price/cost analysis process. __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) This episode is brought to you by Deltek. https://www.deltek.com/en/products/business-development/govwin The Government market is constantly evolving. But some things never change. Kevin and Paul discuss what won’t change. Learn why both Government and Industry should be prepared to deal with these axioms. __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) This is an encore presentation of a very early episode. How much time does Industry need to prepare and submit a proposal? How much is not enough? How much is too much? What is Industry doing with that time? Failure to communicate can cause Industry to struggle to submit a compliant proposal on time, often leaving the Government with fewer high quality proposals to consider. Kevin and Paul tackle both sides of the proposal response time question and offer guidance on how to find a balance between the extremes of too little and too much time. __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) This episode is brought to you by Deltek. https://www.deltek.com/en/products/business-development/govwin Kevin and Paul discuss Small Business Goals. Learn where the goals come from, what happens when the goals aren’t met, and how both Government and Industry can use small business goals to target and make Government acquisition easier, one contract at a time! __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) What is a Sources Sought Synopsis? What about a Sources Sought Notice? Same thing? What is one of these things used for? Who uses this tool? When? Kevin and Paul discuss one of the market research techniques used by the Government to identify sources (meaning, vendors) who can satisfy Government requirements for a particular need. __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) This episode is brought to you by Deltek. https://www.deltek.com/en/products/business-development/govwin Kevin and Paul discuss the importance of identifying opportunities earlier than you need to. Learn why both Government and Industry can benefit through open communication early (even earlier than you think) in the acquisition process. __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Today we welcome special guest Kevin Lothridge, the CEO of the National Forensic Science Technology Center. Our Kevin Jans discusses teaming with Kevin Lothridge so that you can learn from his experience developing effective partnerships to succeed in this market and achieve better acquisition outcomes for both Government and Industry. __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Sometimes a contract needs to be modified after award. Some changes are administrative. Other changes may impact cost, schedule, or the requirements. In the Government acquisition world, this kind of change is usually called an Engineering Change Proposal.(ECP) Learn why ECPs aren’t usually easy or fast and how the relationship between the Government and Industry players can impact the negotiation of an ECP. _________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) This special encore episode is brought to you by the Government Contract Pricing Summit. www.GCPSummit.com/podcast What is the difference between a Firm Fixed Price contract and a Cost Reimbursable contract? If you’ve ever asked this question, this podcast is for you. We provide an overview of the 2 basic contract types used by the Government with examples of when they may be used and the risks each party assumes. (this is an encore presentation of one of our earliest episodes…enjoy!) ——————————— Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) This episode is brought to you by the Government Contract Pricing Summit. www.GCPSummit.com/podcast Commercial Off the Shelf? (COTS) Is that the same as a Commercial Item? Good question! Kevin and Paul explain COTS and how the already streamlined ruleset for commercial acquisition in FAR Part 12 is further streamlined if you’re buying (or selling) COTS. ——————————— Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) This episode is brought to you by the Government Contract Pricing Summit. www.GCPSummit.com/podcast Another year, another potential Government shutdown. What does this really mean for Government contractors? What does it mean for Government acquisition personnel? Kevin and Paul explain why a Government shutdown isn’t really a shutdown and describe the common impacts to Government contracts. Learn why communication (especially with the Contracting Officer) is essential for navigating the annual threat of a Government shutdown. ——————————— Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) This episode is brought to you by the Government Contract Pricing Summit. www.GCPSummit.com/podcast Writing a Request for Proposals (RFP) without understanding industry’s capabilities and the state of the market is like writing a novel for a stranger. The same goes for writing and submitting a proposal to a customer you don’t understand. (What does that even mean? Listen and Learn!) Kevin and Paul take a different route through a couple foundational Contracting Officer Podcast topics: communication and targeting. Learn how communication between Government and Industry during the acquisition directly impacts the quality of RFPs and proposals and why targeting is important to each side. __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) When is a cost-reimbursable contract not completely reimbursable? The Government’s obligation is limited to the estimated cost and/or current funding listed in the contract. (which sounds obvious, but is easily misunderstood once performance begins) Kevin and Paul discuss FAR 52.232-20 (Limitation of Cost) and FAR 52.232.22 (Limitation of Funds). Learn the notification requirements and thresholds that warrant Industry’s awareness and why tracking and reporting expenditures are crucial to avoiding unpleasant impacts to contract performance due to lack of available funding. __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Today we welcome back special guest Shelley Hall to discuss contract closeout. Paul and Shelley provide an overview of what happens between when a contract ends and when it is officially closed out. Learn why it is important for both sides to diligently keep records during contract performance to ease the closeout process. __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) This is an encore presentation of a topic that has made the news as our new President’s administration considers what can be done to streamline the Government’s acquisition processes. Simplified Acquisition Procedures! How can the Government buy commercial items efficiently? Good question! One streamlined acquisition process has now become an official part of the FAR. (after years as a “test program”) FAR 13.5 describes Simplified Acquisition Procedures (SAP) which allow Contracting Officers to skip or greatly simplify the process for buying commercial items when certain criteria are met. Kevin and Paul describe when and where SAP can be used and why it is important for both Government and Industry to understand and take advantage of this most useful FAR language. __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Before the Government can buy supplies and services from the open market they must consider “Required Sources”. Kevin and Paul discuss FAR Part 8’s required sources of supplies that must be considered by Government Contracting Officers at the beginning of the acquisition process. Learn how these apparent inefficiencies can actually speed up the buying process and why Industry must understand how the Government buys what you’re selling. (or you may be fishing in the wrong stream…) __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) In a bit of a departure from the normal CO Podcast topics, we get a little “philosophical”. Well…not really. After a spirited “discussion” about how the ebb and flow of the economy in general impacts Government contractors we boiled it down to a basic principle: Lucky vs. Good. Kevin and Paul discuss the differences between lucky and good in the Government acquisition world and why both Government and Industry should recognize the impact of external forces on the competitive landscape. _________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Episode 2 introduced our take on the 80/20 rule. The 80/20 Rule (of thumb) plays on Pareto’s Law by comparing the relative importance of relationships and processes in the Government market to their importance in commercial industry. We described how in many instances, winning Government business has more to do with process and following the rules than relationships between buyers and sellers. Kevin and Paul revisit the 80/20 rule to add context about how the importance of relationships is directly related to the size and complexity of the acquisition at hand. For the largest Government acquisitions, relationships are every bit as important as they are in the commercial world. __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Do the words cost and price mean the same thing to you? In most of your life the answer is probably yes. In the business world (and Government acquisition world) they are quite different. Confusing the two can cause real problems. Paul discusses the important distinction between cost and price with regular guest Wendy Frieman. Learn the general elements of “cost”, the complexity of cost estimation, and why pricing is more than just building up the costs. ———— If you need help with the Government market, become a Skyway Connection Community licensee and get access to one-on-one insights, time-saving tools, and contract-centric training resources that will make sure you’re ready to take advantage of opportunities each time they knock. The Skyway Connection© Community was created specifically to help companies expand their knowledge and capabilities, and to increase their competitive position in federal government acquisitions. - Learn more at: https://skywayacq.com/connect Membership benefits include: Access to Skyway Insight© Webinars Unlimited access to The RFP Score™ Access to Ask a Contracting Officer Forum™ Priority Access to Skyway Team for Skyway Insight, capture, proposal support __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Past performance is the bridge to the next contract, whether it is winning new work or just keeping the work you have. Learn when past performance matters to both Government and Industry (hint: the entire time) and why it is important for both sides to understand the definitions of “recent” and “relevant” as they relate to your acquisition or proposal. __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) It’s time to wrap up the Execution Zones with the final episode in the series: The Wrap Up Zone. (sorry…couldn’t resist that one) Kevin and Paul introduced the Execution Zones in Episode 84. The Execution Zones are a helpful way to envision where and how certain topics fit into the Government contracting world. The Execution Zones are the post-award companions to the Acquisition Time Zones and are referenced in many episodes. In chronological order, they are: 1) The Honeymoon Zone 2) The Performance Zone 3) The Recompete Zone 4) The Wrap-up Zone The work is done. The product is delivered. The services have ended. Your contract is over. The Wrap Up Zone is the culmination of the Execution Zones. It covers the time period from the end of the contract period of performance until the final closeout modification is signed. With service contracts, there is often a transition period between the incumbent and the new contractor when both are working simultaneously to ensure a clean hand off of the responsibilities. Learn how the Wrap Up Zone can impact the Government’s perception of a contractor and why a contract (and potential financial liability) is not over until the final closeout modification is signed. __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) One of the best shortcuts to learn and grow is to get perspective from people with different experiences than your own. With this in mind, we’re adding a bit of the program manager’s perspective to the podcast. Listen in on Paul’s conversation with special guest Dave Bartlow, a former Navy officer who now works as a project manager on the Industry side. Dave shares his experience managing subcontractors and project schedules. It’s no surprise that the discussion returns to one of our common themes: communication. (between Government and Industry as well as within a program) We hope you enjoy the Program Manager’s perspective, joining the proposal manager’s and contract administrator’s perspectives on the podcast in the quest to help make Government contracts better, one contract at a time. ———— If you need help with the Government market, become a Skyway Connection Community licensee and get access to one-on-one insights, time-saving tools, and contract-centric training resources that will make sure you’re ready to take advantage of opportunities each time they knock. The Skyway Connection© Community was created specifically to help companies expand their knowledge and capabilities, and to increase their competitive position in federal government acquisitions. - Learn more at: https://skywaymember.com Membership benefits include: Access to Skyway Insight© Webinars Unlimited access to The RFP Score™ Access to Ask a Contracting Officer Forum™ Priority Access to Skyway Team for Skyway Insight, capture, proposal support __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Kevin and Paul dive into contract terminations. (FAR Part 49) Learn the difference between termination for convenience (T4C) and termination for default (T4D) and why the FAR considers terminations to be a last resort. __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) It is likely that your contract will require some kind of modification over its period of performance. (unless it is for a simple commodity purchase) Modifications may have a large impact (to the specification, schedule, statement of work, etc.) or may make minor administrative changes with no impact to the work. Kevin and Paul discuss FAR Part 43 and provide an overview of the process and rules for modifying Government contracts. Learn the different types of modifications, who can authorize changes to the contract, and why Government and Industry negotiation “power” changes after contract award. __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Kevin discusses the challenges that small businesses face as they strive to win their first prime contract with Jim Duffey and Ted Atsinger from Greytek. Grektek is a Service Disabled Veteran Owned Small Business (SDVOSB) that specializes in organizational risk, security education & training, and intelligence services. Learn some of the differences between commercial and Government customers from a small business perspective. The conversation with Greytek also reveals pitfalls that first time primes may deal with in targeting new work that fits their skills and weight class and in preparing proposals for Government competitions. __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Who makes the decision to purchase something for the Government? The answer depends on many factors, but is usually quite different from how an acquisition decision is made in your personal life or the non-Government world. Kevin and Paul discuss the 3 main “deciders” in Government acquisition and relate them to easily recognizable roles. Money, needs, and the authority/ability to make a transaction. Learn who has the power in each Acquisition Timezone and why it is important for both Government and Industry to recognize how the power can shift. __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) The Recompete Zone is here! Are you ready to compete just to keep doing the work you’re already doing? A unique feature of the Government Acquisition world is the requirement to fairly compete new contracts, even if the requirement is unchanged from a current effort and the Government is entirely satisfied with the current contractor’s performance. Kevin and Paul introduced the Execution Zones in Episode 84. The Execution Zones are a helpful way to envision where and how certain topics fit into the Government contracting world. The Execution Zones are the post-award companions to the Acquisition Time Zones and are referenced in many episodes. In chronological order, they are: 1) The Honeymoon Zone 2) The Performance Zone 3) The Recompete Zone 4) The Wrap-up Zone The Performance Zone and the Recompete Zone don’t have a clear line between them. In most cases they occur simultaneously for at least some period. Learn why both Government and Industry can be dual-hatted during the Recompete Zone and how this zone parallels the Acquisition Time Zones. __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Welcome back special guest Christi Gilbert! Kevin and Christi discuss subcontract management, specifically relating to service contracts. Learn why Industry’s subcontract managers are similar to Government Contracting Officers. You’ll also gain an understanding of how incremental funding and the Limitation of Funds clause (FAR 52.232-22) impact subcontract administration and why this drives costs for Industry. (which ultimately costs the Government, and you as a taxpayer) ———— If you need help with the Government market, become a Skyway Connection Community licensee and get access to one-on-one insights, time-saving tools, and contract-centric training resources that will make sure you’re ready to take advantage of opportunities each time they knock. The Skyway Connection© Community was created specifically to help companies expand their knowledge and capabilities, and to increase their competitive position in federal government acquisitions. - Learn more at: https://skywaymember.com Membership benefits include: Access to Skyway Insight© Webinars Unlimited access to The RFP Score™ Access to Ask a Contracting Officer Forum™ Priority Access to Skyway Team for Skyway Insight, capture, proposal support __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) FAR Part 16.401 describes incentive contracts. Incentives fall into 3 general categories: cost, performance, and schedule. Kevin and Paul discuss delivery incentives (FAR 16.402-3) and provide an overview of how delivery incentives can be used. You want it fast, you’ll get it fast! Don’t forget the law of unintended consequences when using any kind of incentives. Learn why faster isn’t always better, even if the cost and performance stay the same. And always remember, communication is key when structuring incentives to ensure that both parties’ needs are met. __________ If you need help with the Government market, become a Skyway Connection Community licensee and get access to one-on-one insights, time-saving tools, and contract-centric training resources that will make sure you’re ready to take advantage of opportunities each time they knock. The Skyway Connection© Community was created specifically to help companies expand their knowledge and capabilities, and to increase their competitive position in federal government acquisitions. - Learn more at: https://skywaymember.com Membership benefits include: Access to Skyway Insight© Webinars Unlimited access to The RFP Score™ Access to Ask a Contracting Officer Forum™ Priority Access to Skyway Team for Skyway Insight, capture, proposal support __________________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) This is an encore presentation of our overview of Incentive Contracts. Look for separate episodes that dive into the details of cost, schedule, and performance incentives. Incentive contracts are designed to help the Government acquire goods and services at a lower cost or with improved delivery or technical performance. These contracts provide the opportunity for creativity in crafting incentives and also great peril if the incentives aren’t perfectly aligned with the Government’s intent. In this episode Kevin and Paul explain the basic types of incentives and provide examples of how they can help both the Government and Industry if used wisely. But look out….the law of unintended consequences can be devastating if the delicate balance of cost, schedule, and performance is not considered with every incentive. ———— If you need help with the Government market, become a Skyway Connection Community licensee and get access to one-on-one insights, time-saving tools, and contract-centric training resources that will make sure you’re ready to take advantage of opportunities each time they knock. The Skyway Connection© Community was created specifically to help companies expand their knowledge and capabilities, and to increase their competitive position in federal government acquisitions. - Learn more at: https://skywaymember.com Membership benefits include: Access to Skyway Insight© Webinars Unlimited access to The RFP Score™ Access to Ask a Contracting Officer Forum™ Priority Access to Skyway Team for Skyway Insight, capture, proposal support __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) This special episode is a recording of Kevin and Paul live at the Government Contract Pricing Summit. Listen as they discuss a critical skill for Industry and Government acquisition professionals: Targeting! Yes, both sides can target to help improve the efficiency of the Government acquisition process. (and we all know we need to be more efficient) Remember this is a live recording, background noise, mic bumps, and all! ———— If you need help with the Government market, become a Skyway Connection Community licensee and get access to one-on-one insights, time-saving tools, and contract-centric training resources that will make sure you’re ready to take advantage of opportunities each time they knock. The Skyway Connection© Community was created specifically to help companies expand their knowledge and capabilities, and to increase their competitive position in federal government acquisitions. - Learn more at: https://skywaymember.com Membership benefits include: Access to Skyway Insight© Webinars Unlimited access to The RFP Score™ Access to Ask a Contracting Officer Forum™ Priority Access to Skyway Team for Skyway Insight, capture, proposal support __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) What is a Task Order? How are task orders managed by Industry? What should Government acquisition teams understand about how task orders are managed by Industry. Kevin discusses task orders and IDIQ contracts with special guest Christi Gilbert. Learn common factors that can complicate task order management and how both Government and Industry can make their work lives easier through a common understanding that task orders must be managed as if they are separate, segregable contracts. ———— If you need help with the Government market, become a Skyway Connection Community licensee and get access to one-on-one insights, time-saving tools, and contract-centric training resources that will make sure you’re ready to take advantage of opportunities each time they knock. The Skyway Connection© Community was created specifically to help companies expand their knowledge and capabilities, and to increase their competitive position in federal government acquisitions. - Learn more at: https://skywaymember.com Membership benefits include: Access to Skyway Insight© Webinars Unlimited access to The RFP Score™ Access to Ask a Contracting Officer Forum™ Priority Access to Skyway Team for Skyway Insight, capture, proposal support __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) What is Government Furnished Property? (GFP) Kevin and Paul walk through the basics of GFP. Learn how Government agencies can potentially increase competition through the use of GFP and why Industry must take GFP management seriously to enable future wins. ———— If you need help with the Government market, become a Skyway Connection Community licensee and get access to one-on-one insights, time-saving tools, and contract-centric training resources that will make sure you’re ready to take advantage of opportunities each time they knock. The Skyway Connection© Community was created specifically to help companies expand their knowledge and capabilities, and to increase their competitive position in federal government acquisitions. - Learn more at: https://skywaymember.com Membership benefits include: Access to Skyway Insight© Webinars Unlimited access to The RFP Score™ Access to Ask a Contracting Officer Forum™ Priority Access to Skyway Team for Skyway Insight, capture, proposal support __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) The Contractor Performance Assessment Reporting System (CPARS) has been designated as the Federal Government-wide solution for collection of contractor performance information. Paul discusses CPARS with special guest Shelley Hall. Learn how information is collected through CPARS and shared through other tools. Past performance is evaluated in every Government source selection. Positive ratings are key to continued awards. Learn how to challenge inaccurate ratings and why it is important for both Government and Industry to ensure that CPARS contains factual and fair assessments of contractor performance. ———— If you need help with the Government market, become a Skyway Connection Community licensee and get access to one-on-one insights, time-saving tools, and contract-centric training resources that will make sure you’re ready to take advantage of opportunities each time they knock. The Skyway Connection© Community was created specifically to help companies expand their knowledge and capabilities, and to increase their competitive position in federal government acquisitions. - Learn more at: https://skywayacq.com/connect Membership benefits include: Access to Skyway Insight© Webinars Unlimited access to The RFP Score™ Access to Ask a Contracting Officer Forum™ Priority Access to Skyway Team for Skyway Insight, capture, proposal support __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Another excellent episode in our interview series! Kevin talks to Wendy Frieman, a professional proposal manager who also happens to hold the NCMA’s Certified Professional Contract Manager (CPCM) designation. We’re thrilled to bring Wendy’s experience and opinions to the podcast. Kevin and Wendy discuss the most critical, but often overlooked, part of the proposal process: document production. The best written proposal is worthless if it isn’t produced and delivered on time! Learn why even experienced Government and Industry acquisition professionals often underestimate the time it will take to generate all the paper, binders, and files that were required by the RFP. ———— If you need help with the Government market, become a Skyway Connection Community licensee and get access to one-on-one insights, time-saving tools, and contract-centric training resources that will make sure you’re ready to take advantage of opportunities each time they knock. The Skyway Connection© Community was created specifically to help companies expand their knowledge and capabilities, and to increase their competitive position in federal government acquisitions. - Learn more at: https://skywayacq.com/connect Membership benefits include: Access to Skyway Insight© Webinars Unlimited access to The RFP Score™ Access to Ask a Contracting Officer Forum™ Priority Access to Skyway Team for Skyway Insight, capture, proposal support __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Welcome to the Performance Zone! This is where the work gets done… Kevin and Paul introduced the Execution Zones in Episode 84. The Execution Zones are a helpful way to envision where and how certain topics fit into the Government contracting world. The Execution Zones are the post-award companions to the Acquisition Time Zones and are referenced in many episodes. In chronological order, they are: 1) The Honeymoon Zone 2) The Performance Zone 3) The Recompete Zone 4) The Wrap-up Zone Much like the Acquisition Time Zones, the Execution Zones are cyclical, but using contract award the as “beginning” is the easiest way to think about them. After the Honeymoon Zone we enter the Performance Zone. Contract performance is the bridge to the next contract and how customer satisfaction is built and maintained. The performance zone is actually the reason all the other Acquisition and Execution timezones exist - so the Government can buy something and so Industry can deliver. __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Cost proposals for Government contracts can be quite different than a proposal or quote in the commercial world. How do you build a price for a Government proposal? Kevin and Paul discuss the basic elements that make up a cost proposal. Depending on what is being acquired, contract type, and other variables you may have to provide details for every element of cost that is included in your price. Learn why the Government requires supporting information for these details and why it is important for the Government to understand the burden placed on contractors (and Government proposal evaluators!) with every supporting detail they request in the RFP. ———— If you need help with the Government market, become a Skyway Connection Community licensee and get access to one-on-one insights, time-saving tools, and contract-centric training resources that will make sure you’re ready to take advantage of opportunities each time they knock. The Skyway Connection© Community was created specifically to help companies expand their knowledge and capabilities, and to increase their competitive position in federal government acquisitions. - Learn more at: https://skywayacquisition.com/connect Membership benefits include: Access to Skyway Insight© Webinars Unlimited access to The RFP Score™ Access to Ask a Contracting Officer Forum™ Priority Access to Skyway Team for Skyway Insight, capture, proposal support __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Welcome to the Honeymoon Zone! Possibly the happiest time in a contract life cycle for both Government and Industry. (or you can read sarcasm into that sentence) Kevin and Paul introduced the Execution Zones in Episode 84. The Execution Zones are a helpful way to envision where and how certain topics fit into the Government contracting world. The Execution Zones are the post-award companions to the Acquisition Time Zones and are referenced in many episodes. In chronological order, they are: 1) The Honeymoon Zone 2) The Performance Zone 3) The Recompete Zone 4) The Wrap-up Zone Much like the Acquisition Time Zones, the Execution Zones are cyclical, but using contract award the as “beginning” is the easiest way to think about them. Starting with contract award, we enter the Honeymoon Zone. Learn what happens during the first days and weeks after contract award and why a contract kickoff meeting is valuable for both sides. As always, communication between Government and Industry counterpart is vital to successful contract performance. The Honeymoon Zone is where the standard is set for future communications that can make or break your program’s performance. __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Learn from a professional proposal manager! Kevin interviews Wendy Freidman, a veteran proposal manager who also happens to hold the NCMA’s Certified Professional Contract Manager (CPCM) designation. We’re thrilled to bring Wendy’s experience and “outside” view to the podcast. Kevin and Wendy discuss the difference between preparation and planning with regard to proposals for Government acquisitions. Learn how incomplete of communication regarding the release date for a Government Request for Proposal can create chaos for Industry and the very real people involved in proposal writing. Wendy shares deep insight into the distraction that RFP rumors can create for the Industry proposal team and why written direction from the Contracting Officer is priceless. ———— If you need help with the Government market, become a Skyway Connection Community licensee and get access to one-on-one insights, time-saving tools, and contract-centric training resources that will make sure you’re ready to take advantage of opportunities each time they knock. The Skyway Connection© Community was created specifically to help companies expand their knowledge and capabilities, and to increase their competitive position in federal government acquisitions. - Learn more at: https://skywayacquisition.com/connect Membership benefits include: Access to Skyway Insight© Webinars Unlimited access to The RFP Score™ Access to Ask a Contracting Officer Forum™ Priority Access to Skyway Team for Skyway Insight, capture, proposal support __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) This episode is brought to you by PROPRICER(TM), the #1 proposal pricing and cost analysis software used by federal agencies and small to large government contractors. PROPRICER’s Government Edition will simplify the Government’s cost analysis process and save time and effort. Visit www.PROPRICER.com\podcast to learn more or request a demonstration. ____________ FAR Part 16.401 describes incentive contracts. Incentives fall into 3 general categories: cost, performance, and schedule. Kevin and Paul discuss performance incentives (FAR 16.402-2) and provide an overview of how performance incentives are structured. Learn why it is critical to clearly communicate what performance is important and how that performance will be measured and assessed. Remember that the law of unintended consequences can wreak havoc on any incentive contract! Know what you’re really incentivizing. Be sure to understand the additional costs involved in managing incentives. __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Ethics never goes out of style…except maybe in election years. If you’re a Government contractor, the FAR mandates that you comply with basic business ethics principles. Kevin and Paul discuss the requirements levied by FAR 52.203-13, “Contractor Code of Business Ethics and Conduct”. Learn when this clause applies (and doesn’t apply) as well as why the Government requires Industry to follow these standards. ———— If you need help with the Government market, become a Skyway Connection Community licensee and get access to one-on-one insights, time-saving tools, and contract-centric training resources that will make sure you’re ready to take advantage of opportunities each time they knock. The Skyway Connection© Community was created specifically to help companies expand their knowledge and capabilities, and to increase their competitive position in federal government acquisitions. - Learn more at: https://skywayacquisition.com/connect Membership benefits include: Access to Skyway Insight© Webinars Unlimited access to The RFP Score™ Access to Ask a Contracting Officer Forum™ Priority Access to Skyway Team for Skyway Insight, capture, proposal support __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) The latest in our continuing series on targeting. First we covered reachable market, target market, and your weight class. Targeting 201 we learned how to “be the prize”. In this episode we introduce the concept of “subtract, then multiply”. Kevin and Paul discuss the art and science of targeting. Learn how effective targeting increases the quality of opportunities available to industry and makes the Government’s selection process and administration of contracts more efficient. ———— If you need help with the Government market, become a Skyway Connection Community licensee and get access to one-on-one insights, time-saving tools, and contract-centric training resources that will make sure you’re ready to take advantage of opportunities each time they knock. The Skyway Connection© Community was created specifically to help small companies expand their knowledge and capabilities, and to increase their competitive position in federal government acquisitions. - Learn more at: https://skywayacquisition.com/connect Membership benefits include: Access to Skyway Insight© Webinars Unlimited access to The RFP Score™ Access to Ask a Contracting Officer Forum™ Priority Access to Skyway Team for Skyway Insight, capture, proposal support __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) This episode is brought to you by PROPRICER(TM), the #1 proposal pricing and cost analysis software used by federal agencies and small to large government contractors. PROPRICER’s Government Edition will simplify the Government’s cost analysis process and save time and effort. Visit www.PROPRICER.com\podcast to learn more or request a demonstration. Negotiations are an important part of the Government acquisition world. (and the rest of your life, of course) Kevin and Paul discuss the origin of “win-win” negotiations. Learn the important difference between competition and negotiation and why embracing the solution as “ours” leads to better outcomes. __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) This episode is brought to you by IB Supply. ibSupply.com is your one-stop source for timely delivery of best value products. As a preferred source of supply, and an award winning AbilityOne provider, ibSupply.com offers access to thousands of products with compliance filters for hassle-free procurement. With FREE shipping and next-day delivery options, ibSupply.com’s quality service is unmatched. Shop ibSupply.com today! ____________ FAR Part 16.401 describes incentive contracts. Incentives fall into 3 general categories: cost, performance, and schedule. Kevin and Paul discuss cost incentives (FAR 16.402-1) and provide an overview of how cost incentives are structured. Learn why profit is not necessarily the only motivator and how the law of unintended consequences can wreak havoc on any incentive contract. __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) This episode is brought to you by PROPRICER(TM), the #1 proposal pricing and cost analysis software used by federal agencies and small to large government contractors. Visit www.PROPRICER.com/podcast to learn more or request a demonstration of the NEW SERVICES CONTRACTOR EDITION. The SERVICES CONTRACTOR EDITION allows you to: Manipulate rates Set annual caps Create annual work schedules Ability to account for PTO and holidays, all while maintaining the accuracy of your rates throughout your cost proposal and much more! ____________ FAR 2.101 defines small business. Everything else is a large business. Most companies, however, are not very small yet not really large. Kevin and Paul discuss the many shades of “large small” businesses and “small large” businesses. Learn some of the challenges that companies on the cusp face as they transition from small to large in the Government’s eyes. Find out how the Government can target different sized “large” businesses during the market research and RFP zones. You’ll also gain an appreciation of the compliance burdens that large businesses face in the Government market. __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) This episode is brought to you by IB Supply. ibSupply.com is your one-stop source for timely delivery of best value products. As a preferred source of supply, and an award winning AbilityOne provider, ibSupply.com offers access to thousands of products with compliance filters for hassle-free procurement. With FREE shipping and next-day delivery options, ibSupply.com’s quality service is unmatched. Shop ibSupply.com today! ____________ Continuing our interview series, Kevin talks to Matt Jeffery, a former Government Contracting Officer who now works as a Contracts Manager for Ball Aerospace. Matt shares incredible insight gleaned from his experience at multiple Government Agencies as well as his time with Industry. Learn why communication and building relationships between Government and Industry remain the most important aspects of every Government acquisition program. __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) This episode is brought to you by IB Supply. ibSupply.com is your one-stop source for timely delivery of best value products. As a preferred source of supply, and an award winning AbilityOne provider, ibSupply.com offers access to thousands of products with compliance filters for hassle-free procurement. With FREE shipping and next-day delivery options, ibSupply.com’s quality service is unmatched. Shop ibSupply.com today! ____________ Kevin and Paul discuss the variables that impact Industry’s ability to provide resources (meaning people) to meet the Government’s requirements. These issues impact both service contracts and development contracts - anywhere that contractors must hire employees. Learn how both the Government and Industry sometimes contribute to problems hiring and maintaining employees throughout the execution of a contract and tips for how to avoid these problems. As always, communication between Government and Industry is key to recognizing when staffing problems may be encountered during the acquisition and execution zones. __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) This episode is brought to you by IB Supply. ibSupply.com is your one-stop source for timely delivery of best value products. As a preferred source of supply, and an award winning AbilityOne provider, ibSupply.com offers access to thousands of products with compliance filters for hassle-free procurement. With FREE shipping and next-day delivery options, ibSupply.com’s quality service is unmatched. Shop ibSupply.com today! ___________ The Government Fiscal Year (GFY is the common acronym) runs 1 October through 30 September. The last month of the GFY has the potential for great drama because Government funds have an expiration date. (check out Ep. 019 “Colors of Money” for more on that) Kevin and Paul talk through what happens in Government acquisition offices at the end of the fiscal year and offer some simple recommendations for both Government and Industry to help reduce the panic and stress that September often brings. __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) This episode is brought to you by IB Supply. ibSupply.com is your one-stop source for timely delivery of best value products. As a preferred source of supply, and an award winning AbilityOne provider, ibSupply.com offers access to thousands of products with compliance filters for hassle-free procurement. With FREE shipping and next-day delivery options, ibSupply.com’s quality service is unmatched. Shop ibSupply.com today! ____________ Special guest Shelley Hall joins Paul for a tutorial on the 8(a) Business Development Program. The 8(a) Program is intended to help socially and economically disadvantaged entrepreneurs gain access to the economic mainstream of American society. Learn the requirements that must be met to be certified as an 8(a) company and how the program helps to develop small disadvantaged businesses. You’ll also gain perspective on how the preference given to 8(a) companies can result in fast and easy contract awards and how large businesses can benefit from the 8(a) program. __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) This episode is brought to you by IB Supply. ibSupply.com is your one-stop source for timely delivery of best value products. As a preferred source of supply, and an award winning AbilityOne provider, ibSupply.com offers access to thousands of products with compliance filters for hassle-free procurement. With FREE shipping and next-day delivery options, ibSupply.com’s quality service is unmatched. Shop ibSupply.com today! ____________ In this episode we continue our series of interviews with Contracting Officers. Kevin interviews Robert Crandell, a Contracting Officer at the Defense MicroElectronics Activity. Rob share the story of how and why he became a Federal Government Contracting Officer, the mission of his interesting acquisition office, as well as his list of “things I wish industry knew about being a Contracting Officer”. Learn new acquisition and contract administration strategies and how Contracting Officers’ personal decisions are sometimes limited by regulations. (No, they’re not just trying to make it hard on Industry!) __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) This episode is brought to you by PROPRICER(TM), the #1 proposal pricing and cost analysis software used by federal agencies and small to large government contractors. Visit www.PROPRICER.com/podcast to learn more or request a demonstration of the NEW SERVICES CONTRACTOR EDITION. The SERVICES CONTRACTOR EDITION allows you to: • Manipulate rates • Set annual caps • Create annual work schedules • Ability to account for PTO and holidays, all while maintaining the accuracy of your rates throughout your cost proposal and much more! ____________ A service contract directly engages the time and effort of a contractor to perform an identifiable task rather than to furnish an end item of supply. This could be maintenance, repair, housekeeping and base services, advisory and assistance services…the list is endless. Kevin and Paul discuss the nature of service contracts and how they differ from contracts for commodities or systems. Learn why the color of money (Episode 019) drives the structure and administration of service contracts. You’ll also gain an understanding of how the law of supply and demand can have devastating impact on a service contract if either Government or Industry tries to ignore it! __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) FAR Part 12 “Acquisition of Commercial Items” allows the Government to acquire commercial items using commercial procedures, or at least the Government’s version of commercial procedures. Kevin and Paul discuss the genesis of FAR Part 12 and share their experience acquiring everything from simple off-the-shelf goods to aircraft using FAR Part 12. You’ll learn what types of goods and services can be bought (and sold) using the acquisition policies contained in FAR Part 12. Learn how the Government’s policies and procedures are similar to the commercial marketplace and how they differ. FAR Part 12 can make the acquisition process faster and easier for both sides. Learn how the Government can reduce ‘paperwork” and entice new entrants to the Government market and how Industry can benefit from the use of FAR Part 12’s unique policies. ———— If you need help with the Government market, become a Skyway Connection Community licensee and get access to one-on-one insights, time-saving tools, and contract-centric training resources that will make sure you’re ready to take advantage of opportunities each time they knock. The Skyway Connection© Community was created specifically to help small companies expand their knowledge and capabilities, and to increase their competitive position in federal government acquisitions. - Learn more at: https://skywayacquisition.com/connect Membership benefits include: Access to Skyway Insight© Webinars Unlimited access to The RFP Score™ Access to Ask a Contracting Officer Forum™ Priority Access to Skyway Team for Skyway Insight, capture, proposal support __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Full and Open competition is the Government’s way of saying that all companies can compete. Many competitions are set aside for small businesses only or have other restrictions on who can compete. Full and open competition gives any responsible company a chance to win. Kevin and Paul discuss why it is important for both Government and Industry to understand when and why full and open competition is appropriate. In addition, learn why the Government’s acquisition planning and Industry’s targeting and shaping activities should begin by addressing whether or not full and open competition is the most beneficial acquisition strategy. ———— If you need help with the Government market, become a Skyway Connection Community licensee and get access to one-on-one insights, time-saving tools, and contract-centric training resources that will make sure you’re ready to take advantage of opportunities each time they knock. The Skyway Connection© Community was created specifically to help small companies expand their knowledge and capabilities, and to increase their competitive position in federal government acquisitions. - Learn more at: https://skywayacquisition.com/connect Membership benefits include: Access to Skyway Insight© Webinars Unlimited access to The RFP Score™ Access to Ask a Contracting Officer Forum™ Priority Access to Skyway Team for Skyway Insight, capture, proposal support __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) We’re here to help Government and Industry acquisition professionals understand more about how the other side thinks. As in any market, the Government contracting world is full of scams. We spend a lot of time on this podcast discussing how complicated doing business with the Federal Government can seem to beginners. We know that there are many upstanding consultants and companies that help new entrants to the Government market get started. (and some are free like the Procurement Technical Assistance Center (PTAC) and other Small Business Administration resources) There are also scam artists who misrepresent the complexity and costs and swindle aspiring Government contractors out of thousands of dollars. In this episode Paul sits down with special guest Shelley Hall to clarify that it does not cost ANYTHING to register to do business with the Federal Government. In addition, Paul and Shelley discuss a range of free resources available to Industry to simplify the process of registering and submitting a bid. You don’t have to pay to register in the System for Award Management (SAM) You don’t have to pay to get a Dun and Bradstreet No. (DUNS) You don’t have to pay to get a Commercial and Government Entity (CAGE) code You don’t have to pay to use Federal Business Opportunities (FBO) You don’t have to pay for a Taxpayer Information Number (TIN) You don’t have to pay to “get” a North American Industrial Classification System (NAICS) code You do not have to pay to get small business assistance You do not have to pay to get 8(a), HUBZone, SDVOSB, or EDWOSB status DON’T LET ANYONE TELL YOU OTHERWISE! ———— If you need help with the Government market, become a Skyway Connection Community licensee and get access to one-on-one insights, time-saving tools, and contract-centric training resources that will make sure you’re ready to take advantage of opportunities each time they knock. The Skyway Connection© Community was created specifically to help small companies expand their knowledge and capabilities, and to increase their competitive position in federal government acquisitions. - Learn more at: https://skywayacquisition.com/connect Membership benefits include: Access to Skyway Insight© Webinars Unlimited access to The RFP Score™ Access to Ask a Contracting Officer Forum™ Priority Access to Skyway Team for Skyway Insight, capture, proposal support __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) This episode is brought to you by PROPRICER(TM), the #1 proposal pricing and cost analysis software used by federal agencies and small to large government contractors. Visit www.PROPRICER.com\podcast to learn more or request a demonstration. Government Contracting Officers are required to make a determination that a contractor is “responsible” before awarding a contract. Part of this determination requires a review of the contractor’s financial capability. (FAR 9.104(a)) Kevin and Paul discuss why it is important for Government Contracting Officers to carefully review their bidder’s financial capabilities (especially for small businesses) and be cognizant of when an acquisition strategy may encourage companies to bid above their weight class. (which introduces risk). Industry should also understand how the Government evaluates financial responsibility and how to be prepared to pass this test. __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) We’re here to help Government and Industry acquisition professionals understand more about how the other side thinks. What is a Source Selection Evaluation Board (SSEB) Report? The Government evaluation team must document the results of their evaluation against the Request for Proposal’s (RFP) stated evaluation criteria. This documentation is often called the SSEB Report, which is presented to the Source Selection Authority (SSA) as the primary resource for the selection decision. Kevin and Paul discuss the FAR requirement for documentation of the evaluation decision and why it is important for the Government to justify their source selection decision and be prepared to share that justification with industry ———— If you need help with the Government market, join the Skyway Connection Community and get access to one-on-one insights, time-saving tools, and contract-centric training resources that will make sure you’re ready to take advantage of opportunities each time they knock. The Skyway Connection© Community was created specifically to help small companies expand their knowledge and capabilities, and to increase their competitive position in federal government acquisitions. - Learn more at: https://skywayacquisition.com/connect Membership benefits include: Access to Skyway Insight© Webinars Unlimited access to The RFP Score™ Access to Ask a Contracting Officer Forum™ Priority Access to Skyway Team for Skyway Insight, capture, proposal support __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) We’re here to help Government and Industry acquisition professionals understand more about how the other side thinks. What is an Acquisition Plan? The Government team is required to document their plan for acquiring goods and services. The plan can be simple for small, low dollar acquisitions but can grow to a massive document requiring high-level approvals for major system buys. Kevin and Paul discuss FAR 7.1 and provide an overview of acquisition plans. Learn why it is important for both sides to understand the plan and how improved communications can result in more successful program execution. ——— If you need help with the Government market, join the Skyway Connection Community and get access to one-on-one insights, time-saving tools, and contract-centric training resources that will make sure you’re ready to take advantage of opportunities each time they knock. The Skyway Connection© Community was created specifically to help small companies expand their knowledge and capabilities, and to increase their competitive position in federal government acquisitions. - Learn more at: https://skywayacquisition.com/connect Membership benefits include: Access to Skyway Insight© Webinars Unlimited access to The RFP Score™ Access to Ask a Contracting Officer Forum™ Priority Access to Skyway Team for Skyway Insight, capture, proposal support __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) We’re here to help Government and Industry acquisition professionals understand more about how the other side thinks. Kevin and Paul discuss the balance that both industry and the Government must consider as they plan how best to meet a requirement. Industry must decide whether or not outside vendors, suppliers, or subcontractors will be needed to meet the requirements of a Government solicitation. The Government must consider whether a particular requirement can be met solely by small businesses. Open communication between Government and Industry can help find the sweet spot between building the most efficient team and meeting regulations for small business utilization. This is a holiday encore presentation of a popular early episode. Back next week with brand new episodes! ———— If you need help with the Government market, join the Skyway Connection Community and get access to one-on-one insights, time-saving tools, and contract-centric training resources that will make sure you’re ready to take advantage of opportunities each time they knock. The Skyway Connection© Community was created specifically to help small companies expand their knowledge and capabilities, and to increase their competitive position in federal government acquisitions. - Learn more at: https://skywayacquisition.com/connect Membership benefits include: Access to Skyway Insight© Webinars Unlimited access to The RFP Score™ Access to Ask a Contracting Officer Forum™ Priority Access to Skyway Team for Skyway Insight, capture, proposal support __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) We’re here to help Government and Industry acquisition professionals understand more about how the other side thinks. Another installment of our continuing series of interviews with former Government Contracting Officers who share their personal “3 things I wish I had known when I worked for the Government”. Meet Floyd Smith, a friend of Kevin’s who is a retired Army Officer and former Contracting Officer who also worked at the Defense Contract Management Agency. Floyd retired in 2009 and now works on the Industry side of the Government acquisition world. Kevin sat down with Floyd to learn Floyd’s unique perspective on the gulf in understanding that often exists between Government and Industry acquisition professionals. ———— If you need help with the Government market, join the Skyway Connection Community and get access to one-on-one insights, time-saving tools, and contract-centric training resources that will make sure you’re ready to take advantage of opportunities each time they knock. The Skyway Connection© Community was created specifically to help small companies expand their knowledge and capabilities, and to increase their competitive position in federal government acquisitions. - Learn more at: https://skywayacquisition.com/connect Membership benefits include: Access to Skyway Insight© Webinars Unlimited access to The RFP Score™ Access to Ask a Contracting Officer Forum™ Priority Access to Skyway Team for Skyway Insight, capture, proposal support __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) This episode is brought to you by PROPRICER(TM), the #1 proposal pricing and cost analysis software used by federal agencies and small to large government contractors. Visit www.PROPRICER.com\podcast to learn more or request a demonstration. You’ll be glad you did! Kevin and Paul introduce the Execution Zones, helpful way to envision where and how certain topics fit into the Government contracting world. (execution as in “contract performance”, not as in…you know, the other connotation) The Execution Zones are the post-award companions to the Acquisition Time Zones and are referenced in many episodes. Much like the Acquisition Time Zones, the Execution Zones are cyclical, but using contract award the as “beginning” is the easiest way to think about them. Starting with contract award, we enter the Honeymoon Zone. Learn what happens during the first days and weeks after contract award and why a contract kickoff meeting is valuable for both sides. Following the Honeymoon Zone, the continuum moves through the Performance Zone, the Re-Compete Zone, and the Wrap-up Zone before circling back to the Honeymoon Zone for the next contract. Learn when to begin the capture and business development process for your next award. Learn when Government acquisition experts begin their market research. The basic flow of contract execution and administration is explained. This episode is a quick overview of each zone, so stay tuned for future episodes for deeper insight on each Execution Zone! __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) How does context influence perception in Government Acquisition? Kevin and Paul discuss context, the central concept behind the Contracting Officer Podcast, as it relates to the Government acquisition process and Government contracting in general. Without context, every conversation can lead to misunderstandings, open questions, guesses, and in the case of source selections: protests. Don’t assume that the people on the other side of the issue understand your position. Explain! Give them the context they need to ensure you aren’t talking past each other. Learn what Government and Industry professionals can do to improve communication through real life examples. ———— If you need help with the Government market, join the Skyway Connection Community and get access to one-on-one insights, time-saving tools, and contract-centric training resources that will make sure you’re ready to take advantage of opportunities each time they knock. The Skyway Connection© Community was created specifically to help small companies expand their knowledge and capabilities, and to increase their competitive position in federal government acquisitions. - Learn more at: https://skywayacquisition.com/connect Membership benefits include: Access to Skyway Insight© Webinars Unlimited access to The RFP Score™ Access to Ask a Contracting Officer Forum™ Priority Access to Skyway Team for Skyway Insight, capture, proposal support __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) How does a Contracting Officer decide which clauses are included in a contract? Does Industry have a choice in which clauses are in a contract? What does incorporated by reference mean? Listen and learn… Kevin and Paul discuss the process of clause selection and the reasons why Government contracts are so dense. Learn why some clauses are mandatory and some are optional, as well as the reasons why it is important for both sides to understand the difference. ———— If you need help with the Government market, join the Skyway Connection Community and get access to one-on-one insights, time-saving tools, and contract-centric training resources that will make sure you’re ready to take advantage of opportunities each time they knock. The Skyway Connection© Community was created specifically to help small companies expand their knowledge and capabilities, and to increase their competitive position in federal government acquisitions. - Learn more at: https://skywayacquisition.com/connect Membership benefits include: Access to Skyway Insight© Webinars Unlimited access to The RFP Score™ Access to Ask a Contracting Officer Forum™ Priority Access to Skyway Team for Skyway Insight, capture, proposal support __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) What does a COTR do? What can a COR direct a contractor to do? What is outside the scope of their authority? In this special encore episode you’ll learn the answers to these questions and more as Kevin and Paul discuss the role of Contracting Officer Technical Representatives (alternately known as Contracting Officer Representatives). Gain new knowledge or refresh your understanding of why the Government appoints COTRs and CORs and why it is important for both Government and Industry to understand their responsibilities, authority, and limitations. ———— If you need help with the Government market, join the Skyway Connection Community and get access to one-on-one insights, time-saving tools, and contract-centric training resources that will make sure you’re ready to take advantage of opportunities each time they knock. The Skyway Connection© Community was created specifically to help small companies expand their knowledge and capabilities, and to increase their competitive position in federal government acquisitions. - Learn more at: https://skywayacquisition.com/connect Membership benefits include: Access to Skyway Insight© Webinars Unlimited access to The RFP Score™ Access to Ask a Contracting Officer Forum™ Priority Access to Skyway Team for Skyway Insight, capture, proposal support __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) The Federal government uses the North American Industry Classification System (NAICS) (http://www.census.gov/eos/www/naics/) to classify businesses and collect statistical data related to the U.S. business economy. NAICS codes define companies of all types based on the activities in which they are primarily engaged. The Small Business Administration (SBA) uses the NAICS as a basis for its size standards, which determines whether a business is considered large or small for each applicable NAICS code. Paul discusses NAICS Codes with special guest Shelley Hall and explains what they are, how they are used, and why it is important for both Government and Industry to understand NAICS codes. Learn how misuse of NAICS codes can skew the Government’s market research and how Industry can use NAICS codes strategically to eliminate potential competitors. ———— If you need help with the Government market, join the Skyway Connection Community and get access to one-on-one insights, time-saving tools, and contract-centric training resources that will make sure you’re ready to take advantage of opportunities each time they knock. The Skyway Connection© Community was created specifically to help small companies expand their knowledge and capabilities, and to increase their competitive position in federal government acquisitions. - Learn more at: https://skywayacquisition.com/connect Membership benefits include: Access to Skyway Insight© Webinars Unlimited access to The RFP Score™ Access to Ask a Contracting Officer Forum™ Priority Access to Skyway Team for Skyway Insight, capture, proposal support __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

Cast: 079 Title: What is a Pre-Award Survey? Zone: Zone 3 & 4 (RFP & Source Selection) This episode is brought to you by the Government Contract Pricing Summit, the groundbreaking pricing event bringing together government and industry! If you are planning to attend a conference this year, this is the event you should consider. The GCP Summit runs June 21st -23rd in San Diego. You’ll want to be there… For the first-class training and workshops To learn from top experts Meet like-minded peers Earn CPE credits Plus you can participate in a special episode of the Contracting Officer Podcast recorded live from the GCP Summit. There is a special rate for CO Podcast listeners. Visit GCP Summit.com/podcast to find out about the savings and see the list of great speakers at the summit. This is a limited time offer so go check out GCP Summit.com/podcast today! ———————— Contracting Officers are required to make a determination that a contractor is “responsible” before awarding a contract. How do they do that if there is little (or no) publicly available information on a company? Answer: Conduct a Pre-Award Survey. Kevin and Paul discuss the Pre-Award Survey process including benefits and pitfalls for both Government and Industry. Learn why Industry should take responsibility for demonstrating they are capable of performing the work required by the contract and how to help the Government make a responsibility determination without resorting to a Pre-Award Survey. —— Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Government Contracting Officers are required to make a determination that a contractor is “responsible” before awarding a contract. (FAR 9.104) This determination requires a review of the contractor’s financial resources, performance record, and business capabilities. (among other things…) Kevin and Paul discuss why it is important for industry to understand how the Government evaluates responsibility and why Government Contracting Officers should be prepared to help small businesses pass this test. ———— If you need help with the Government market, join the Skyway Connection Community and get access to one-on-one insights, time-saving tools, and contract-centric training resources that will make sure you’re ready to take advantage of opportunities each time they knock. The Skyway Connection© Community was created specifically to help small companies expand their knowledge and capabilities, and to increase their competitive position in federal government acquisitions. - Learn more at: https://skywayacquisition.com/connect Membership benefits include: Access to Skyway Insight© Webinars Unlimited access to The RFP Score™ Access to Ask a Contracting Officer Forum™ Priority Access to Skyway Team for Skyway Insight, capture, proposal support __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) What happens if you don’t submit your proposal by the time specified in the RFP? Are you automatically eliminated? Can the Government accept and evaluate it anyway? Kevin and Paul discuss the final step of the proposal process…submitting it! Time has run out and the proposal is complete, ready or not. What happens if you’re late? FAR 15.208 covers submission, modification, revision, and withdrawal of proposals. Learn the rules for how the Government handles proposals between the due date and award of the resulting contract and why this can be a stressful time for both sides. ———— If you need help with the Government market, join the Skyway Connection Community and get access to one-on-one insights, time-saving tools, and contract-centric training resources that will make sure you’re ready to take advantage of opportunities each time they knock. The Skyway Connection© Community was created specifically to help small companies expand their knowledge and capabilities, and to increase their competitive position in federal government acquisitions. - Learn more at: https://skywayacquisition.com/connect Membership benefits include: Access to Skyway Insight© Webinars Unlimited access to The RFP Score™ Access to Ask a Contracting Officer Forum™ Priority Access to Skyway Team for Skyway Insight, capture, proposal support __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) What is a novation? How is it different than a name change? How do you know which one applies? Kevin and Paul discuss novations and change-of-name agreements and the procedures outlined in FAR 42.12. Learn how and when novations happen and why it is important to recognize that both assets and liabilities are transferred to the successor company. Remember that novations aren’t always required just because a company acquires another. ———— If you need help with the Government market, join the Skyway Connection Community and get access to one-on-one insights, time-saving tools, and contract-centric training resources that will make sure you’re ready to take advantage of opportunities each time they knock. The Skyway Connection© Community was created specifically to help small companies expand their knowledge and capabilities, and to increase their competitive position in federal government acquisitions. - Learn more at: https://skywayacquisition.com/connect Membership benefits include: Access to Skyway Insight© Webinars Unlimited access to The RFP Score™ Access to Ask a Contracting Officer Forum™ Priority Access to Skyway Team for Skyway Insight, capture, proposal support __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

This episode is brought to you by the Government Contract Pricing Summit, the groundbreaking pricing event bringing together government and industry! If you are planning to attend a conference this year, this is the event you should consider. The GCP Summit runs June 21st -23rd in San Diego. You’ll want to be there… For the first-class training and workshops To learn from top experts Meet like-minded peers Earn CPE credits Plus you can participate in a special episode of the Contracting Officer Podcast recorded live from the GCP Summit. There is a special rate for CO Podcast listeners. Visit GCP Summit.com/podcast to find out about the savings and see the list of great speakers at the summit. This is a limited time offer so go check out GCP Summit.com/podcast today! _____________________ What are Unallowable Costs? Just because a cost can be allocated to a contract doesn’t mean it can be billed directly to that contract. These costs are called “unallowable costs”. Kevin and Paul discuss the concept of unallowable costs and some examples from FAR Part 31.201. Learn why some costs are not billable on Government contracts and why it is important to set up your accounting system to properly segregate allowable from unallowable costs. ___________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting, but it’s not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts. Thanks again to our sponsor, The Government Contract Pricing Summit.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) What is the Freedom of Information Act? (FOIA) The Freedom of Information Act is a law that gives you the right to access information from the federal government. It is often described as the law that keeps citizens in the know about their government. www.foia.gov Kevin and Paul discuss how FOIA works and what kind of information is exempt from release under the act. Learn how Government employees deal with FOIA requests and why these requests can impact the schedule of completely unrelated acquisitions. FOIA can also be used by Industry to gain competitive intelligence. FOIA is an important tool that allows citizens to better understand our Government and hold officials accountable for their actions. Unfortunately, it can also be used to sensationalize the mundane and otherwise waste taxpayer dollars. Use wisely! ———— If you need help with the Government market, join the Skyway Connection Community and get access to one-on-one insights, time-saving tools, and contract-centric training resources that will make sure you’re ready to take advantage of opportunities each time they knock. The Skyway Connection© Community was created specifically to help small companies expand their knowledge and capabilities, and to increase their competitive position in federal government acquisitions. - Learn more at: https://skywayacquisition.com/connect Membership benefits include: Access to Skyway Insight© Webinars Unlimited access to The RFP Score™ Access to Ask a Contracting Officer Forum™ Priority Access to Skyway Team for Skyway Insight, capture, proposal support __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) A unique feature of small business set-aside source selections is the Contracting Officer is required to identify the “apparently successful offeror” to all offeror prior to award. This preaward notice invites the offeror to challenge the size status or small business status of the apparent winner if the offerors have concerns. Kevin and Paul discuss the requirements of FAR 15.503(a)(2), the value it provides the Government, and why Industry should be prepared to quickly respond to this preaward notice. (it’s more interesting than it seems…seriously) ———— If you need help with the Government market, join the Skyway Connection Community and get access to one-on-one insights, time-saving tools, and contract-centric training resources that will make sure you’re ready to take advantage of opportunities each time they knock. The Skyway Connection© Community was created specifically to help small companies expand their knowledge and capabilities, and to increase their competitive position in federal government acquisitions. - Learn more at: https://skywayacquisition.com/connect Membership benefits include: Access to Skyway Insight© Webinars Unlimited access to The RFP Score™ Access to Ask a Contracting Officer Forum™ Priority Access to Skyway Team for Skyway Insight, capture, proposal support __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

Listen and Learn…What is a small business set-aside? Why would the Government allow only small businesses to bid on some opportunities? In this ENCORE presentation, Kevin and Paul discuss the different types of small business set-asides and why they are important for both large and small businesses to understand. Learn how the Government can benefit from utilizing more small businesses and some of the pitfalls that can trip up a small business set-aside acquisition. Learn how small businesses can influence Government acquisition offices to set business aside for small businesses only and why large businesses should pay careful attention to business size standards for every acquisition. ___________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting, but it’s not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

This episode is brought to you by PROPRICER(TM), the #1 proposal pricing and cost analysis software used by federal agencies and small to large government contractors. Visit www.PROPRICER.com\podcast to learn more or request a demonstration. You’ll be glad you did! Listen and Learn… What does Price Reasonableness mean? The Government must make a determination that the price is fair and reasonable before awarding a contract. During source selections, prices are usually assessed to be reasonable, accurate, and complete before award. Kevin and Paul discuss how price reasonableness is determined by the Government during source selections and negotiations. Learn why this subjective determination can be so difficult in the Government contracting world and why it is incumbent upon Industry to clearly explain their pricing strategy in enough detail for the Government to make this determination. ___________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting, but it’s not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts. Thanks again to our sponsor, PROPRICER (tm).

If you work in the Government acquisition world, this podcast is for you. What is an ACRN? Yes, another confusing Government acquisition term. ACRN is an acronym for Accounting Classification Reference Number. Kevin and Paul explain how ACRNs are used and why both Government and Industry need to pay attention to ACRNs in order to keep the contracting (and billing) process moving along efficiently. ———— If you need help with the Government market, join the Skyway Connection Community and get access to one-on-one insights, time-saving tools, and contract-centric training resources that will make sure you’re ready to take advantage of opportunities each time they knock. The Skyway Connection© Community was created specifically to help small companies expand their knowledge and capabilities, and to increase their competitive position in federal government acquisitions. - Learn more at: https://skywayacquisition.com/connect Membership benefits include: Access to Skyway Insight© Webinars Unlimited access to The RFP Score™ Access to Ask a Contracting Officer Forum™ Priority Access to Skyway Team for Skyway Insight, capture, proposal support __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. The Federal Government proposal writing and source selection process is full of myth and mystery for the Industry players writing the proposals and the Government employees (and support contractors) who are responsible for evaluating proposals and selecting a winner. Kevin and Paul play Mythbusters and tackle five common proposal and source selection “myths” to root out misperceptions in the acquisition process. Listen and Learn the truth behind these common myths: 1) “The evaluators already know what we can do. We don’t have to explain it.” (2:20) 2) “The small details don’t matter” (6:00) 3) “Proposals are good marketing tool” (11:18) 4) “The “shotgun” sales approach is an effective way to win business” (15:08) 5) “You can win work you first find on fedbizops.gov after the RFP is released” (17:08) ———— If you need help with the Government market, join the Skyway Connection Community and get access to one-on-one insights, time-saving tools, and contract-centric training resources that will make sure you’re ready to take advantage of opportunities each time they knock. The Skyway Connection© Community was created specifically to help small companies expand their knowledge and capabilities, and to increase their competitive position in federal government acquisitions. - Learn more at: https://skywayacquisition.com/connect Membership benefits include: Access to Skyway Insight© Webinars Unlimited access to The RFP Score™ Access to Ask a Contracting Officer Forum™ Priority Access to Skyway Team for Skyway Insight, capture, proposal support

If you work in the Government acquisition world, this podcast is for you. Why is targeting so important? How does it benefit both Government and Industry? In this “Follow-on” episode Kevin and Paul dig deeper into the concepts introduced in Episode 016, The Importance of Targeting”. Learn “How to Be the Prize” the Government is looking for by understanding your Target Market and Reachable Market. For the Government folks, you’ll gain insight into why it is important to help Industry better target opportunities to save time and money for both sides. If you need help with the Government market, join the Skyway Connection Community and get access to one-on-one insights, time-saving tools, and contract-centric training resources that will make sure you’re ready to take advantage of opportunities each time they knock. The Skyway Connection© Community was created specifically to help small companies expand their knowledge and capabilities, and to increase their competitive position in federal government acquisitions. - Learn more at: https://skywayacquisition.com/connect Membership benefits include: Access to Skyway Insight© Webinars Unlimited access to The RFP Score™ Access to Ask a Contracting Officer Forum™ Priority Access to Skyway Team for Skyway Insight, capture, proposal support

If you work in the Government acquisition world, this podcast is for you. This episode is brought to you by PROPRICERTM, the #1 proposal pricing and cost analysis software used by federal agencies and small to large government contractors. Visit www.PROPRICER.com/podcast to learn more or request a demonstration. You’ll be glad you did! Why is acquisition planning so important? The GAO recently sustained a protest based on the agency’s failure to engage in reasonable advance planning. You can read the details here: https://skywayacquisition.com/skyway-co-insight/protest-sustained-due-to-agencys-failure-to-plan/ Kevin and Paul discuss why this could be huge for the Government acquisition world and why both Government acquisition offices and Industry should pay attention! It seems that the GAO has had enough excuses and is going to hold program and contracting offices accountable for ensuring adequate advance planning is done. Learn why this decision could be considered a good or bad development for you, whether you are the CO, the COR, the Government user, or Industry.

If you work in the Government acquisition world, this podcast is for you. This episode is brought to you by Unanet. Use Unanet for all Projects, People & Financials, or integrate seamlessly with other accounting and ERP systems. Unanet provides a ‘single source of truth’ and removes the barriers to sharing realtime information caused by using separate business systems. Visit unanet.com\podcast to learn more. What does Indefinite Delivery \ Indefinite Quantity mean for my contract? Did I really win any work? Or for the Government, how much can I buy and for how long? Kevin and Paul explain what IDIQ means and discuss the benefits and pitfalls of this common contract type. Learn how to leverage IDIQ contracts to make acquisition easier for both Government and for Industry. You’ll also hear cautionary tales of how misunderstanding of IDIQ contracts can wreck your program or company.

If you work in the Government acquisition world, this podcast is for you. This episode is brought to you by Unanet. Unanet provides a ‘single source of truth’ and removes the barriers to sharing realtime information caused by using separate business systems. Use Unanet for all Projects, People & Financials, or integrate seamlessly with other accounting and ERP systems. Visit unanet.com/podcast to learn more. When do you need an “approved” accounting system? What does “approved” actually mean? Who approves it? What is the difference between adequate, acceptable, and approved accounting systems? Kevin and Paul answer these questions and discuss the reasons why the Government requires contractors to build rigor into cost accounting systems in order to accumulate and allocate different cost elements. Learn how the requirements for accounting systems (and other business systems) scale as the size and complexity of contracts grows. Visit unanet.com/podcast to learn more.

If you work in the Government acquisition world, this podcast is for you. Proposal Managers have a unique view of the proposal process. Among other roles, proposal managers are key to ensuring that proposals are 100% compliant and submitted on time. Kevin and Paul field questions from proposal managers who participated in a recent webinar hosted by the Association of Proposal Management Professionals (APMP). Can a Contracting Officer apply proposal compliance rules differently across different proposals? Why should you know your Contracting Officer’s tendencies before you write your proposal? What do proposal page limitations tell us about the Government’s evaluation approach? Listen and learn…. This episode is brought to you by Skyway Acquisition Solutions. The Skyway Connection© Community was created specifically to help small companies expand their knowledge and capabilities, and to increase their competitive position in federal government acquisitions. - Learn more at: https://skywayacquisition.com/connect Membership benefits include: Access to Skyway Insight© Webinars Unlimited access to The RFP Score™ Access to Ask a Contracting Officer Forum™ Priority Access to Skyway Team for Skyway Insight, capture, proposal support

This episode is brought to you by PROPRICER, the #1 proposal pricing and cost analysis software used by federal agencies and small to large government contractors. Visit www.PROPRICER.com/podcast to learn more or request a demonstration. You’ll be glad you did! Listen and Learn… How is the source selection decision made? How does the Government pick the winner? Kevin and Paul discuss the final stage of the source selection: who won? Learn what information the source selection authority considers and how much flexibility remains once all the evaluations are complete. The source selection decision document (SSDD) summarizes the source selection authority’s rationale for the selection of the winner. Kevin and Paul explain why this most important document must be carefully written and why Industry should always ask to see it, win or lose. Thanks again to our sponsor, PROPRICER (tm).

Listen and Learn… What is Certified Cost and Pricing Data? Cost and pricing data is exactly what it sounds like. The key word here is “certified”. Kevin and Paul describe the circumstances where the Government requires contractors to “certify” that their cost and pricing data is current, accurate, and complete. Learn how to certify your cost and pricing data, when certified cost and pricing data is required (and when it is not), and what happens if your certified data isn’t current or is inaccurate or incomplete. (the dreaded “defective cert”) The Skyway Connection© Community was created specifically to help small companies expand their knowledge and capabilities, and to increase their competitive position in federal government acquisitions. - Learn more at: https://skywayacquisition.com/connect Membership benefits include: Access to Skyway Insight© Webinars Unlimited access to The RFP Score™ Access to Ask a Contracting Officer Forum™ Priority Access to Skyway Team for Skyway Insight, capture, proposal support

Listen and Learn… What is a Final Proposal Revision? (FPR) Kevin and Paul continue their dissection of the Government Source Selection process and discuss the process by which the Government allows revisions to Industry proposals after discussions. (also known as “exchanges with offerors after receipt of proposals” or more simply, negotiations) In ancient times the FPR was known as a “Best and Final Offer” or BAFO. Learn why it is important to understand how the Government evaluates FPRs and the peril that exists for Industry when writing their FPR. The Skyway Connection© Community was created specifically to help small companies expand their knowledge and capabilities, and to increase their competitive position in federal government acquisitions. - Learn more at: https://skywayacquisition.com/connect Membership benefits include: Access to Skyway Insight© Webinars Unlimited access to The RFP Score™ Access to Ask a Contracting Officer Forum™ Priority Access to Skyway Team for Skyway Insight, capture, proposal support

Listen and Learn… Who are the players on the Government acquisition team? Who are their Industry counterparts? Kevin and Paul discuss different roles on a Government acquisition team and an Industry proposal team. Many roles are similar, but others are unique. Learn what an acquisition consultant does and why a proposal manager is critical to the process. The Skyway Connection© Community was created specifically to help small companies expand their knowledge and capabilities, and to increase their competitive position in federal government acquisitions. - Learn more at: https://skywayacquisition.com/connect Membership benefits include: Access to Skyway Insight© Webinars Unlimited access to The RFP Score™ Access to Ask a Contracting Officer Forum™ Priority Access to Skyway Team for Skyway Insight, capture, proposal support

Listen and Learn… What is an RFI? What is a DRFP? What is an RFP? In this special Encore episode, Kevin and Paul describe RFIs (Request for Information), DRFPs (Draft Request for Proposals) and RFPs (Request for Proposals) and explain why and when they are used. The Skyway Connection© Community was created specifically to help small companies expand their knowledge and capabilities, and to increase their competitive position in Federal Government acquisitions. - Learn more at: https://skywayacquisition.com/connect Membership benefits include: Access to Skyway Insight© Webinars Unlimited access to The RFP Score™ Access to Ask a Contracting Officer Forum™ Priority Access to Skyway Team for Skyway Insight, capture, proposal support

Listen and Learn… How does the Government Source Selection Process work? Ever wonder what happens after proposals are submitted? How does the Government go about selecting a winner? Kevin and Paul discuss the FAR Part 15 source selection process from receipt of proposals through evaluation, competitive range determination, to proposal revisions and finally contract award. Learn why it “takes so long” for the Government to pick a winner and why Industry needs to understand process in order to better forecast revenue. The Skyway Connection© Community was created specifically to help small companies expand their knowledge and capabilities, and to increase their competitive position in federal government acquisitions. - Learn more at: https://skywayacquisition.com/connect Membership benefits include: Access to Skyway Insight© Webinars Unlimited access to The RFP Score™ Access to Ask a Contracting Officer Forum™ Priority Access to Skyway Team for Skyway Insight, capture, proposal support

Listen and Learn… What is an Industry Day? What goals should the Government accomplish during the event? How should Industry prepare for an Industry Day? Kevin and Paul describe what an Industry Day can be (and should be) and some common reasons why some Industry Days are less than effective. Learn why the Government should prepare for Industry Days with the end in mind and why Industry should attend for more than the continental breakfast. The Skyway Connection© Community was created specifically to help small companies expand their knowledge and capabilities, and to increase their competitive position in federal government acquisitions. - Learn more at: https://skywayacquisition.com/connect Membership benefits include: Access to Skyway Insight© Webinars Unlimited access to The RFP Score™ Access to Ask a Contracting Officer Forum™ Priority Access to Skyway Team for Skyway Insight, capture, proposal support

Listen and Learn… What is an Unauthorized Commitment? (UA) What makes it Unauthorized? What is a Ratification? Only a Government Contracting Officer can obligate the Government to acquire goods and/or services, but…..sometimes it sure seems like other Government employees are giving direction to Industry and sometimes the goods or services are delivered without proper authorization. Kevin and Paul describe common scenarios where this can happen and why it is important for both Government and Industry to understand the rules. (hint…a UA is not a good career move for either side) Some unauthorized commitments can be authorized after the fact through a ratification. But only if they meet the right criteria. Learn the Government’s process for authorizing those UAs that can be authorized and when the contractor is flat out of luck! The Skyway Connection© Community was created specifically to help small companies expand their knowledge and capabilities, and to increase their competitive position in federal government acquisitions. - Learn more at: https://skywayacquisition.com/connect Membership benefits include: Access to Skyway Insight© Webinars Unlimited access to The RFP Score™ Access to Ask a Contracting Officer Forum™ Priority Access to Skyway Team for Skyway Insight, capture, proposal support

Listen and Learn… Organizational Conflict of Interest (OCI) has become a very important issue for Government contractors as the Government’s perception of and sensitivity to OCI has changed over the last few years. Agencies have updated their policies regarding contractors who provide both support services and products/development. Kevin and Paul explain OCI and how Government and Industry can avoid conflicts that complicate the acquisition process and subsequent contract performance. Learn what an OCI is (and isn’t) and why it is important to tackle the issue early in the acquisition process. If you need help with the Government market, join the Skyway Connection Community and get access to one-on-one insights, time-saving tools, and contract-centric training resources that will make sure you’re ready to take advantage of opportunities each time they knock. The Skyway Connection© Community was created specifically to help small companies expand their knowledge and capabilities, and to increase their competitive position in federal government acquisitions. - Learn more at: https://skywayacquisition.com/connect Membership benefits include: Access to Skyway Insight© Webinars Unlimited access to The RFP Score™ Access to Ask a Contracting Officer Forum™ Priority Access to Skyway Team for Skyway Insight, capture, proposal support

Listen and Learn… In this Special Holiday ENCORE episode - Kevin and Paul discuss the Contracting Officer Podcast’s 80/20 rule. This is one of the earliest and most popular CO Podcasts, presented again “in case you missed it” because the concept shows up in so many episodes. The 80/20 Rule (of thumb) plays on Pareto’s Law (look it up…) by comparing the relative importance of relationships and processes in the Government market to their importance in commercial industry. If you need help with the Government market, join the Skyway Connection Community and get access to one-on-one insights, time-saving tools, and contract-centric training resources that will make sure you’re ready to take advantage of opportunities each time they knock. The Skyway Connection© Community was created specifically to help small companies expand their knowledge and capabilities, and to increase their competitive position in federal government acquisitions. - Learn more at: https://skywayacquisition.com/connect Membership benefits include: Access to Skyway Insight© Webinars Unlimited access to The RFP Score™ Access to Ask a Contracting Officer Forum™ Priority Access to Skyway Team for Skyway Insight, capture, proposal support

Listen and Learn… Unlike in commercial industry, the Government is required to notify bidders that they’ve lost a bid. Kevin and Paul explain what information the Government can and cannot share in the notification as well as why a more informative notification letter can save both sides time and money by helping to avert protests. Learn why the notification can be so devastating to industry and what the Government can do to help lesson the impact of bad news. If you need help with the Government market, join the Skyway Connection Community and get access to one-on-one insights, time-saving tools, and contract-centric training resources that will make sure you’re ready to take advantage of opportunities each time they knock. The Skyway Connection© Community was created specifically to help small companies expand their knowledge and capabilities, and to increase their competitive position in federal government acquisitions. - Learn more at: https://skywayacquisition.com/connect Membership benefits include: Access to Skyway Insight© Webinars Unlimited access to The RFP Score™ Access to Ask a Contracting Officer Forum™ Priority Access to Skyway Team for Skyway Insight, capture, proposal support

Cast: 052 Title: What Kevin and Paul Wish They Knew… Zone: Zoneless Listen and Learn… One Year of the Contracting Officer Podcast! In this special episode Kevin and Paul look back at the beginning of the CO Podcast and answer the most common question received from listeners: Why did you guys create the Contracting Officer Podcast? After many episodes of asking guests “What do you wish you had known when you began your career?” or “What do you wish the other side (either Government or Industry) knew about the difficulties encountered on your side?”, Kevin and Paul discuss “what they wish” from their early, mid, and later careers. Our thanks to every listener who provided encouragement, criticism, and topics for futures episodes. And thanks to all who simply listen and learn. One Year! We’re still amazed and grateful for the opportunity to help make Government contracting better, one contract at a time. (in our own little way) If you need help with the Government market, join the Skyway Connection Community and get access to one-on-one insights, time-saving tools, and contract-centric training resources that will make sure you’re ready to take advantage of opportunities each time they knock. The Skyway Connection© Community was created specifically to help small companies expand their knowledge and capabilities, and to increase their competitive position in federal government acquisitions. - Learn more at: https://skywayacquisition.com/connect Membership benefits include: Access to Skyway Insight© Webinars Unlimited access to The RFP Score™ Access to Ask a Contracting Officer Forum™ Priority Access to Skyway Team for Skyway Insight, capture, proposal support

Listen and Learn… How can the Government buy commercial items efficiently? Good question! One streamlined acquisition process has now become an official part of the FAR. (after years as a “test program”) FAR 13.5 describes Simplified Acquisition Procedures (SAP) which allow Contracting Officers to skip or greatly simplify the process for buying commercial items when certain criteria are met. Kevin and Paul describe when and where SAP can be used and why it is important for both Government and Industry to understand and take advantage of this most useful FAR language. If you need help with the Government market, join the Skyway Connection Community and get access to one-on-one insights, time-saving tools, and contract-centric training resources that will make sure you’re ready to take advantage of opportunities each time they knock. The Skyway Connection© Community was created specifically to help small companies expand their knowledge and capabilities, and to increase their competitive position in federal government acquisitions. - Learn more at: https://skywayacquisition.com/connect Membership benefits include: Access to Skyway Insight© Webinars Unlimited access to The RFP Score™ Access to Ask a Contracting Officer Forum™ Priority Access to Skyway Team for Skyway Insight, capture, proposal support

Listen and Learn… This is Part 2 of Kevin’s interview with Garth Arevalo, CEO of Lukos, LLC. In Part 1 they discussed the perspectives they gained after moving from the Government Contracting Officer role to the industry side. This episode provides valuable insight into the small business teaming process as well as the importance of being proactive in developing a new business pipeline. Garth also discusses some of the growing pains (and costs) that Lukos has experienced as they’ve won new business, become familiar with DCAA system reviews, and transitioned from primarily being a subcontractor to bidding as the prime contractor. Special thanks to our episode sponsor, www.govbizconnect.com If you need help with the Government market, join the Skyway Connection Community and get access to one-on-one insights, time-saving tools, and contract-centric training resources that will make sure you’re ready to take advantage of opportunities each time they knock. The Skyway Connection© Community was created specifically to help small companies expand their knowledge and capabilities, and to increase their competitive position in federal government acquisitions. - Learn more at: https://skywayacquisition.com/connect Membership benefits include: Access to Skyway Insight© Webinars Unlimited access to The RFP Score™ Access to Ask a Contracting Officer Forum™ Priority Access to Skyway Team for Skyway Insight, capture, proposal support

Listen and Learn… This episode is brought to you by PROPRICER, the Gold Standard for Cost Proposal and Government Evaluation Software. In this Special Episode, Kevin interviews Garth Arevalo, CEO of Lukos, LLC. Like Kevin, Garth is also a former Contracting Officer who spent time at Special Operations Command. Listen in on their conversation and learn about Garth’s journey from contracting officer to CEO of a small business as well as his “top 3 things I wish I had known when I was a contracting officer”. We enjoyed learning from Garth so much that we broke this episode into two parts. You’ll hear Part 2 next week in Episode 050.

Did you know that the Government can negotiate with Industry right in the middle of a competition? It’s true! In the Government world negotiations during the source selection process are called “discussions”. Kevin and Paul explain the process the Government uses for discussions. Unlike the commercial market, some topics are not al-lowed to be negotiated directly and there are limits to the information that can be shared. Learn why it is important for both sides to understand the rules and how effective discussions (negotiations!) can help make Government contracts better, one contract at a time. If you need help with the Government market, join the Skyway Connection Community and get access to one-on-one insights, time-saving tools, and contract-centric training resources that will make sure you’re ready to take advantage of opportunities each time they knock. The Skyway Connection© Community was created specifically to help small companies expand their knowledge and capabilities, and to increase their competitive position in federal government acquisitions. - Learn more at: https://skywayacquisition.com/connect Membership benefits include: Access to Skyway Insight© Webinars Unlimited access to The RFP Score™ Access to Ask a Contracting Officer Forum™ Priority Access to Skyway Team for Skyway Insight, capture, proposal support

There are endless calls to “fix Government acquisition” and “reduce bureaucracy” and “change or reduce Federal Procurement Policies”. Ready to scale that mountain? We aren’t either. In this episode Kevin and Paul discuss the impact that small improvements can have on large bureaucracies. Learn how choosing “now” over “perfect” and giving grace to those who “learn by doing” can improve your acquisition or proposal efforts. Simple examples are provided to illustrate how small changes, when repeated across an organization, can snowball into massive improvements in efficiency and productivity. (and the resulting savings in time and money) This topic was originally presented by the hosts of the CO Podcast at NCMA’s World Congress 2015. If you need help with the Government market, join the Skyway Connection Community and get access to one-on-one insights, time-saving tools, and contract-centric training resources that will make sure you’re ready to take advantage of opportunities each time they knock. The Skyway Connection© Community was created specifically to help small companies expand their knowledge and capabilities, and to increase their competitive position in federal government acquisitions. - Learn more at: https://skywayacquisition.com/connect Membership benefits include: Access to Skyway Insight© Webinars Unlimited access to The RFP Score™ Access to Ask a Contracting Officer Forum™ Priority Access to Skyway Team for Skyway Insight, capture, proposal support

This episode is brought to you by PROPRICER, the Gold Standard for Cost Proposal and Government Evaluation Software. Learn how they can help you here. Letter contracts are a special type of contract that allow the Gov-ernment to authorize a contractor to start work immediately when there isn’t time to negotiate every detail of the contract in time to meet the requirement. Kevin and Paul discuss the Letter Contract process and describe common pitfalls that both Government and Industry should under-stand.

Listen and Learn… Indefinite Contract? How can a contract be indefinite? Indefinite contracts can be used when the Government knows ex-actly what it wants to buy, but not how much they’ll need or when they’ll need it. Discover three types of Indefinite Delivery contracts and learn why they can limit administrative costs for both Industry and Government if used wisely. Kevin and Paul discuss common uses of indefinite contracts and why it is important to understand the meaning of “indefinite”. Learn why, for industry, an indefinite contract award can be a windfall or a disappointment. If you need help with the Government market, join the Skyway Connection Community and get access to one-on-one insights, time-saving tools, and contract-centric training resources that will make sure you’re ready to take advantage of opportunities each time they knock. The Skyway Connection© Community was created specifically to help small companies expand their knowledge and capabilities, and to increase their competitive position in federal government acquisitions. - Learn more at: https://skywayacquisition.com/connect Membership benefits include: Access to Skyway Insight© Webinars Unlimited access to The RFP Score™ Access to Ask a Contracting Officer Forum™ Priority Access to Skyway Team for Skyway Insight, capture, proposal support

Incentive contracts are designed to help the Government acquire goods and services at a lower cost or with improved delivery or technical performance. These contracts provide the opportunity for creativity in crafting incentives and also great peril if the incentives aren’t perfectly aligned with the Government’s intent. In this episode Kevin and Paul explain the basic types of incentives and provide examples of how they can help both the Government and Industry if used wisely. But look out….the law of unintended consequences can be devastating if the delicate balance of cost, schedule, and performance is not considered with every incentive. If you need help with the Government market, join the Skyway Connection Community and get access to one-on-one insights, time-saving tools, and contract-centric training resources that will make sure you’re ready to take advantage of opportunities each time they knock. The Skyway Connection© Community was created specifically to help small companies expand their knowledge and capabilities, and to increase their competitive position in federal government acquisitions. - Learn more at: https://skywayacquisition.com/connect Membership benefits include: Access to Skyway Insight© Webinars Unlimited access to The RFP Score™ Access to Ask a Contracting Officer Forum™ Priority Access to Skyway Team for Skyway Insight, capture, proposal support

What does “Color of Money” mean? In this special encore presentation of an important topic you’ll learn about different types of appropriations and how they impact acquisitions and the Government’s behavior. Kevin and Paul give examples of why the color of money matters and what goes on behind the scenes in a Government acquisition as a result of the appropriation type. Learn why the Government cares about the color of money and why Industry should. Why is September 30th such a busy time for acquisition offices? Give this podcast a listen to find out.

The Government Fiscal Year (GFY is the common acronym) runs 1 October through 30 September. The last month of the GFY has the potential for great drama because Government funds have an expiration date. (check out Ep. 019 “Colors of Money” for more on that) Kevin and Paul talk through what happens in Government acquisi-tion offices at the end of the fiscal year and offer some simple rec-ommendations for both Government and Industry to help reduce the panic and stress that September often brings. DON’T FORGET: Check out Kevin’s TEDx talk on September 5th! Kevin’s TEDx topic “Why the Micro-niche is Mighty” was created from his experience with The Contracting Officer Podcast and Skyway Acquisition. If you need help with the Government market, join the Skyway Connection Community and get access to one-on-one insights, time-saving tools, and contract-centric training resources that will make sure you’re ready to take advantage of opportunities each time they knock. The Skyway Connection© Community was created specifically to help small companies expand their knowledge and capabilities, and to increase their competitive position in federal government acquisitions. - Learn more at: https://skywayacquisition.com/connect Membership benefits include: Access to Skyway Insight© Webinars Unlimited access to The RFP Score™ Access to Ask a Contracting Officer Forum™ Priority Access to Skyway Team for Skyway Insight, capture, proposal support

Almost every Federal Government contract follows the same general format. Ever wonder why? (or wonder why anyone would have a podcast about it?) Kevin and Paul explain the FAR’s framework for contract format and how it leads to efficiency in the Government contracting process. We’re usually against FAR requirements that remove opportunities for judgment and creativity. Not this time! Learn how having a standard format for contracts helps both Gov-ernment and Industry navigate the acquisition and administration process by using a common basis for communication. (for more depth on the UCF, check out the webinar in the Skyway Acquisi-tion Community…https://skywayacquisition.com/connect) EXCITING NEWS: Check out Kevin’s TEDx talk on September 5th! http://tedxtampabay.com/tedxtampabay-presenters/ Kevin’s TEDx topic “Why the Micro-niche is Mighty” was created from his experience with The Contracting Officer Podcast and Skyway Acquisition. If you need help with the Government market, join the Skyway Connection Community and get access to one-on-one insights, time-saving tools, and contract-centric training resources that will make sure you’re ready to take advantage of opportunities each time they knock. The Skyway Connection© Community was created specifically to help small companies expand their knowledge and capabilities, and to increase their competitive position in federal government acquisitions. - Learn more at: https://skywayacquisition.com/connect Membership benefits include: Access to Skyway Insight© Webinars Unlimited access to The RFP Score™ Access to Ask a Contracting Officer Forum™ Priority Access to Skyway Team for Skyway Insight, capture, proposal support

Selecting the most appropriate contract type is an important step in a successful acquisition. This decision is made at the very beginning of the process but can haunt both the Government and Industry throughout the life of the contract if the contract type doesn’t match the needs of the program. Kevin and Paul discuss why the selection of contract type shouldn’t be taken lightly and give you insight into some of the problems you’ll encounter when contract type isn’t correctly aligned with the acquisition. If you need help with the Government market, join the Skyway Connection Community and get access to one-on-one insights, time-saving tools, and contract-centric training resources that will make sure you’re ready to take advantage of opportunities each time they knock. The Skyway Connection© Community was created specifically to help small companies expand their knowledge and capabilities, and to increase their competitive position in federal government acquisitions. - Learn more at: https://skywayacquisition.com/connect Membership benefits include: Access to Skyway Insight© Webinars Unlimited access to The RFP Score™ Access to Ask a Contracting Officer Forum™ Priority Access to Skyway Team for Skyway Insight, capture, proposal support

You’ve heard of sealed bids? How about Two-Step? No, not a type of dance… Two-Step Sealed bidding is a type of acquisition process that al-lows the Government to evaluate technical bids and request pricing from only those bidders who make the cut technically. (it’s a little more complicated than that, but not much) Kevin and Paul describe the bidding process and provide insight into why both the Government and Industry can benefit if used ap-propriately. If you need help with the Government market, join the Skyway Connection Community and get access to one-on-one insights, time-saving tools, and contract-centric training resources that will make sure you’re ready to take advantage of opportunities each time they knock. The Skyway Connection© Community was created specifically to help small companies expand their knowledge and capabilities, and to increase their competitive position in federal government acqui-sitions. - Learn more at: https://skywayacquisition.com/connect Membership benefits include: Access to Skyway Insight© Webinars Unlimited access to The RFP Score™ Access to Ask a Contracting Officer Forum™ Priority Access to Skyway Team for Skyway Insight, capture, pro-posal support

Ever heard of a logical follow-on? Kevin and Paul explain why logic is just one of the many factors that can influence the decision to award a non-competitive contract to an incumbent contractor.In addition, learn some of the pros and cons of follow-on contracts that both Government and Industry should understand during the acquisition process and execution of the contract. For more information and deeper insight, join the Skyway Connection Community and get access to one-on-one insights, time-saving tools, and CO-centric training resources to be ready to take advantage of opportunities each time they knock. The Skyway Connection© Community was created specifically to help small companies expand their knowledge and capabilities, and to increase their competitive position in federal government acquisitions. - Learn more at: https://skywayacquisition.com/connect Membership benefits include: Access to Skyway Insight© Webinars Unlimited access to The RFP Score™ Access to Ask a Contracting Officer Forum™ Priority Access to Skyway Team for Skyway Insight, capture, pro-posal support

What does a COTR do? What can a COR direct a contractor to do? What is outside the scope of their authority? Learn the answers to these questions and more as Kevin and Paul discuss the role of Contracting Officer Technical Representatives (also known as Contracting Officer Representatives). Gain new knowledge or refresh your understanding of why the Government appoints COTRs and CORs and why it is important for both Government and Industry to understand their responsibilities, authority, and limitations.

What does it mean if your contract has “options”? Kevin and Paul explain the reasons why options are used in Government contracts and how they impact proposals and source selections.Learn how the execution and administration of your contract is impacted by the use of options.

Kevin and Paul explain Contract Line Item Numbers (CLINs) and help listeners understand why they are used and why it is important for both Government and Industry to understand them. In addition, learn how the execution and administration of your contract is impacted by the contract’s CLIN structure. For more information and deeper insight, join the Skyway Connection Community and get access to one-on-one insights, time-saving tools, and CO-centric training resources to be ready to take advantage of opportunities each time they knock. The Skyway Connection© Community was created specifically to help small companies expand their knowledge and capabilities, and to increase their competitive position in federal government acquisitions. - Learn more at: https://skywayacquisition.com/connect Membership benefits include: Access to Skyway Insight© Webinars Unlimited access to The RFP Score™ Access to Ask a Contracting Officer Forum™ Priority Access to Skyway Team for Skyway Insight, capture, proposal support

In this special rebroadcast of one of the most popular early episodes, Kevin and Paul explain what Contracting Officers do. They define the role of the CO and provide detail on how they are appointed. They also describe the different types of contracting officersand why there are so many different names for a contracting officer. For more information and deeper insight, join the Skyway Connection Community and get access to one-on-one insights, time-saving tools, and CO-centric training resources to be ready to take advantage of opportunities each time they knock. The Skyway Connection© Community was created specifically to help small companies expand their knowledge and capabilities, and to increase their competitive position in federal government acquisitions. - Learn more at: https://skywayacquisition.com/connect Membership benefits include: Access to Skyway Insight© Webinars Unlimited access to The RFP Score™ Access to Ask a Contracting Officer Forum™ Priority Access to Skyway Team for Skyway Insight, capture, proposal support

Are Sole Source Awards Easier? In this episode Kevin and Paul debate this listener question. A Contracting Officer (and listener!) took issue with a comment from a previous episode regarding sole source contracts and provided not only a great idea but encouragement for us to expand on this topic. As a result we give you some context for the decisions that need to be made before a sole source award is considered and debate the pros and cons of sole source awards, both before and after award. As always, both Government and Industry perspectives are presented. For more information and deeper insight, join the Skyway Connection Community and get access to one-on-one insights, time-saving tools, and CO-centric training resources to be ready to take advantage of opportunities each time they knock. The Skyway Connection© Community was created specifically to help small companies expand their knowledge and capabilities, and to increase their competitive position in federal government acquisitions. - Learn more at: https://skywayacquisition.com/connect Membership benefits include: Access to Skyway Insight© Webinars Unlimited access to The RFP Score™ Access to Ask a Contracting Officer Forum™ Priority Access to Skyway Team for Skyway Insight, capture, proposal support

In Part 2 of this special episode, Kevin and Paul continue their conversation about proposals with Vicky Strycharske, Senior Proposal Manager at Skyway Acquisition Solutions. This is another “what I wish I knew”episode that covers nuances of the RFP and proposal writing process that weren’t apparent until we wrote many, many RFPs and submitted many, many proposals! This episode provides helpful tips for both Government and Industry as they go through the RFP and proposal process.

In this special episode, Kevin and Paul discuss proposals with Vicky Strycharske, Senior Proposal Manager at Skyway Acquisition Solutions. This is another “what I wish I knew” episode that covers nuances of the RFP and proposal writing process that weren’t apparent until we wrote many, many RFPs and submitted many, many proposals! This episode provides helpful tips for both Government and Industry as they go through the RFP and proposal process.

In this episode Kevin and Paul describe one step of the Government’s source selection process, Competitive Range Determinations. They explain the purpose of competitive range determinations, when the determination takes place, and why the Government would limit the competitive range during a source selection. As always, learn why both Industry and the Government should care about this useful tool in the Government’s acquisition toolbox.

In this episode Kevin and Paul discuss the balance that both industry and the Government must consider as they plan how best to meet a requirement. Industry must decide whether or not outside vendors, suppliers, or subcontractors will be needed to meet the requirements of a Government solicitation. The Government must consider whether a particular requirement can be met solely by small businesses. Open communication between Government and Industry can help find the sweet spot between building the most efficient team and meeting regulations for small business utilization.

In this episode Kevin and Paul discuss the purpose of small business set-asides. Why would the Government only allow small businesses to bid on some opportunities? Learn the different types of set-asides and why they are important for both large and small businesses to understand.

Part 2 of our interview with Michael Fischetti, Executive Director of the National Contract Management Association (NCMA). Part 1 focused on the training and education that contracts professionals receive, including questions of “depth or breadth” in the education of a CO and “specialist vs. generalist” in building your career. In this Part 2 we explore “non-FAR” based training and education opportunities and discuss the merits of spending time in both Government and industry.

A big welcome to our first guest on the Contracting Officer Podcast.   Michael Fischetti, Executive Director of the National Contract Management Association (NCMA), stopped by the official CO Podcast studio to discuss professionalism in contracting. ...

In this episode Kevin and Paul discuss the cost of writing a proposal in response to a Government RFP.  How much does it cost to write a proposal?  What drivers can increase or decrease the...

In this episode Kevin and Paul answer listeners’ questions. Specific topics are: What is an Award Fee Contract? What does “incremental funding” mean? What is “Certified Cost and Pricing Data? What is meant by the...

What is a Protest?  When Should I Protest?  What Can I Protest?  How Do I Submit a Protest? In this episode Kevin and Paul provide answers to these questions and more.   The discussion goes far...

What are weighted guidelines? In this episode Kevin and Paul discuss the Government’s use of a structured approach to determine fair and reasonable profit during sole source negotiations. They explain what weighted guidelines are and...

How much communication between the Government and Industry is necessary prior to release of the RFP?   In this episode Paul and Kevin the reasons why increased communications are critical to the Government acquisition process, leading...

How much time does an offeror need to submit a proposal? How much time is not enough? How much time is too much? What is the contractor doing with that time? As contracting officers, we...

What does “Color of Money” mean?   This episode explains different types of appropriations and how they impact acquisitions and the Government’s behavior.  Kevin and Paul give examples of why the color of money matters and...

Ever wonder what goes on behind the scenes of a Government source selection?  In this episode Kevin and Paul provide a glimpse behind the curtain and answer a listener’s questions about the source selection process....

J&A (Justification and Approval) is the common term used to describe the documentation required for a contracting officer to proceed with an acquisition using other than full and open competition.  (also known as sole source...

Targeting is a critical element of winning in the federal market. Poor targeting creates many of the problems we discuss on the Contracting Officer Podcast – from miscommunication between buyer and seller, to adversarial debriefs,...

The last in a 4 part series describing the Acquisition Time Zones in greater detail.  (see Episode 003 for an overview of the Time Zones) In this episode Kevin and Paul discuss what happens after...

The third in a 4 part series describing the Acquisition Time Zones in greater detail.  (see Episode 003 for an overview of the  Time Zones) In this episode Kevin and Paul describe what information must...

The second in a 4 part series describing the Acquisition Time Zones in greater detail.  (see Episode 003 for an overview of the  Time Zones) In this episode Kevin and Paul discuss the types of...

This is the first in a 4 part series describing the Acquisition Time Zones in greater detail.  (see Episode 003 for an overview of the  Time Zones) In this episode, Kevin and Paul describe how...

What is Section L?  What is Section M?  In this 2 part episode, Paul and Kevin explain how the Government provides proposal preparation and content instructions in Section L and provides the evaluation criteria that...

What is Section L?  What is Section M?  In this 2 part episode, Paul and Kevin explain how the Government provides proposal preparation and content instructions in Section L and provides the evaluation criteria that...

What is the difference between a Firm Fixed Price contract and a Cost Reimbursable contract?  If you’ve ever asked this question, this podcast is for you.  We provide an overview of the 2 basic contract...

In this cast, we provide an overview of the Request for Information (RFI), the Draft Request for Proposals (DRFP) and the Request for Proposals (RFP). Contracting Officers use all of these in different ways and...

In this cast, we explain the basics of what Contracting Officers do. We define the role of the CO, along with some detail on how they are appointed. We also describe the different types of...

One of the many unique elements of federal contracting is the Debriefing. In this cast, we continue our discussion on the nuances and lessons learned on the enigmatic debriefing. During Part 2, we cover some...

Zone:Zone 4 Listen and Learn…   One of the many unique elements of federal contracting is the Debriefing. In this cast, we explain what a debriefing is (and what it isn’t). We also describe the...

Ever wonder why it takes, or at least feels like it takes, so long to get an RFP out sometimes? In this session, we discuss what the government team is doing while contractors wait for...

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Kevin and Paul provide an overview of the Acquisition Time Zones.  The Acquisition Time Zones are a foundational concept of the podcast.  Each zone aligns to a phase of the government acquisition process.  The Acquisition Time Zones help our listeners understand how the content discussed in each podcast fits into the overall government acquisition process.  The Acquisition Time Zones are, in chronological order:The Requirements Zone (Episode 012)The Market Research Zone (Episode 013)The Request for Proposal (or “RFP”) Zone (Episode 014)The Source Selection Zone (Episode 015)This episode provides a brief overview of each zone. The episodes above dive into the details of when the zones begin and end, what types of communication are allowed, and what government and industry professionals are doing (and thinking) during each zone.  __________This episode is brought to you by Skyway Acquisition.  To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts.  Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com or call 877-884-5280. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

Listen and Learn… One often-overlooked difference between the federal market and the commercial market is that federal market sales are won more by process than by relationships. Contracting Officers (COs) cannot buy based on relationships alone. Relationships matter (see FAR Parts 3 and 9), but relationships are usually not the most important factor. The relationship is 20% of the decision. The other 80% is the competitive process.

Contracting officers need help. They are awash in information (and data), but are starving for insights on the contractors’ perspective. Since leaving our contracting officers positions, we see how some of our actions as COs, while well-intended, impacted companies in ways we did not know. We wish we knew then what we know now. We also created this podcast to offer COs some insights on the contractors’ perspective.