THE podcast for those who want to learn about the government market from the contracting officer's perspective. Kevin Jans and Paul Schauer, both former federal contracting officers, explain the rules, processes and the "why" behind government contracts. They know because they've done it.
447 - Professional Compensation Plans with Joe Luetke
The government buys lots of services…but not all service contracts work the same way. There are personal services, non-personal services, Service Contract services, advisory services, and so on. We have a whole podcast playlist just for service contracts.One common type of services is Professional Services. These services are defined as having a “recognized status based upon acquiring professional knowledge through prolonged study.” In other words, these are skilled services that require expertise, education, and/or time to master. The level of expertise, education and time can impact how much a “professional” is paid for said services. How then does the government know what a reasonable rate is for these services?Enter: The Evaluation of Compensation for Professional Employees (52.222-46).This clause is critical for evaluating professional services. As the government continues to rely on professional expertise of contractors, both government and industry need to understand the requirement for, and application of, this clause. In this episode, Kevin is joined by Joe Luetke from Skyway to explain the why, how and what of the Professional Compensation clause.
3/1/2024 • 2 minutes, 35 seconds
446 - What are "Open and Frank" Discussions? (Part 2)
Communication between government and industry matters throughout the acquisition process. In last week’s episode, we dug into a common misconception that gets in the way of effective communication – namely a lack of clear agreement on what is fair game (or not) to communicate about. In the FAR, the phrase “open and frank communication” is one of the phrases used to describe that effective dialogue between both sides.In the last episode, Kevin and Paul covered the things that the government does that get in the way of open and frank communication. If you haven’t listened to episode 445, please go back and listen to that one first. This one will make a lot more sense that way. In this episode, they cover the other side of the open and frank communication: meaning the things that industry does (sometimes without knowing it) that gets in the way of open and frank communications. And like in the last episode, we provide some frameworks to help both sides increase these “open and frank communication” throughout each of the Acquisition Time Zones®.
2/23/2024 • 2 minutes, 34 seconds
445 - What are "Open and Frank" Discussions? (Part 1)
Communication between government and industry matters throughout the acquisition process. In this episode Kevin and Paul dig into another common misconception that gets in the way of effective communication – namely a lack of clear agreement on what is fair game (or not) to communicate about. In the FAR, the phrase “open and frank communication” is one of the phrases used to describe that effective dialogue between both sides. Ok, while we can appreciate that “open and frank communication” is something we would want…what exactly does that mean? How open is too open? How frank is too frank? When can we be both open and frank. These are burning questions because the reality is that we cannot ALWAYS have open and/or frank communication about everything. In this episode, Kevin and Paul outline some of the conditions that get in the way of open and frank communication – and how to remove them. They also provide some frameworks to help both sides increase these “open and frank communication” throughout each Acquisition Time Zones®.
2/16/2024 • 2 minutes, 26 seconds
444 - How Does Pricing Affect the Contract? (w/ Heather Teed)
If we’re going to buy something, we need to know how much it will cost. D’uh, right? The contract defines the terms and conditions of the purchase, while the price determines the value and/or cost of the goods or services being bought. Easy. This is true in GovCon as much as it is in our personal lives.In GovCon however, the pricing process is sometimes seen as a separate and often detached element of a proposal, and even of the contract. One reason for this potentially wide separation between the pricing process and the rest of contract is due to a lack of context on how these elements interact. It’s critical to understand how the pricing elements align with, and have an impact on, not just the delivering the requirement under Section C, but how the pricing impacts the entire contract.In this episode, Kevin invited Heather Teed (a proposal pricing strategist who knows this area well) to help him explain how the pricing elements inter-relate with all the sections of a contract – not just sections B, C and L.Side note: If you’re not familiar with the contract sections, check out the episode we did on the Uniform Contract Format (episode 041).
2/9/2024 • 2 minutes, 37 seconds
443 - What is Pre-Acquisition? (part 1)
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
2/2/2024 • 2 minutes, 42 seconds
442 - What are Foreign Military Sales?
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
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!
11/17/2023 • 2 minutes, 15 seconds
432 - Protestor Types
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!
11/3/2023 • 26 minutes, 58 seconds
430 - Advisory Multi-Step Process
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!
10/27/2023 • 2 minutes, 22 seconds
429 - Advisory Downselect with Trevor Wagner
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!
10/20/2023 • 2 minutes, 31 seconds
428 - Thresholds
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!
10/13/2023 • 2 minutes, 9 seconds
427 - Consent to Subcontract (Part 2 of 2)
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!
10/6/2023 • 1 minute, 23 seconds
426 - Oral Proposals Part 2
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!
9/29/2023 • 1 minute, 11 seconds
425 – Small Business Dynamic Search Database w/ Shelley Hall
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!
9/22/2023 • 1 minute, 24 seconds
424 - Problem Solved
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!
9/15/2023 • 57 seconds
423 – What’s the Problem? *Full Free Episode*
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!
9/8/2023 • 19 minutes, 16 seconds
422 - Oral Proposals
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!
9/1/2023 • 58 seconds
421 - Pre vs Post Award Protest
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!
8/25/2023 • 54 seconds
420 - What is OASIS+?
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!
8/17/2023 • 1 minute, 28 seconds
419 - What is SETA Support?
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!
8/7/2023 • 1 minute, 15 seconds
418 – SMBs in GovCon (or Not)
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!
7/31/2023 • 1 minute, 7 seconds
417 - Notice of Intent to Bid
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!
7/24/2023 • 41 seconds
416- Unduly Restrictive Requirements w/ Shelley Hall
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!
7/19/2023 • 1 minute, 5 seconds
415 - Consent to Subcontract
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!
7/10/2023 • 1 minute, 9 seconds
414 - AI and GovCon
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!
6/30/2023 • 54 seconds
413 - What is a PPQ?
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!
6/23/2023 • 56 seconds
412 - What is PALT?
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!
6/17/2023 • 1 minute, 33 seconds
411 - What is HTRO?
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!
6/9/2023 • 1 minute, 7 seconds
410 - What is a Bridge Contract?
**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!
6/5/2023 • 52 seconds
409 - Post-Award Pitfalls
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.
5/26/2023 • 1 minute, 13 seconds
408 - The Debt Ceiling and GovCon
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.
5/15/2023 • 23 minutes, 13 seconds
407 - What is an IDIQ Off-Ramp?
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.
5/14/2023 • 52 seconds
406 - What is Best Value?
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.
5/8/2023 • 48 seconds
405 - The Written Debrief
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.
5/1/2023 • 1 minute, 5 seconds
New Episodes of The Contracting Officer Podcast
4/24/2023 • 1 minute, 50 seconds
400 - The Quatercentenary (400th Episode!)
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 [email protected] 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.
3/28/2023 • 14 minutes, 42 seconds
399 - The Three Doers
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 [email protected] 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.
1/1/2023 • 28 minutes, 53 seconds
398 - Contract Closeout (with Joe Luetke)
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.
12/18/2022 • 22 minutes, 39 seconds
397 - The 3 Deciders w/Brian Burns
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.
12/4/2022 • 27 minutes, 22 seconds
396 - What is a Red Team Review?
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 [email protected] 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.
11/20/2022 • 22 minutes, 14 seconds
395 - OTAs and Consortia (with Mica Dolan)
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 [email protected] 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.
11/7/2022 • 34 minutes, 10 seconds
394 - Three sides of the GovCon Triangle
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 [email protected] 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.
10/24/2022 • 25 minutes, 32 seconds
393 - Contracting for Innovation with Alan Apple
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 [email protected] LinkedIn CO Podcast Group: https://www.linkedin.com/groups/6796606/ Facebook Government Contracting Network Group: https://www.facebook.com/groups/GovernmentContractingNetwork
10/10/2022 • 31 minutes, 21 seconds
CO's Point of View Training - Oct 14 @ 1:00pm
10/3/2022 • 52 seconds
392 - Thresholds and Objectives
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 [email protected] 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.
9/19/2022 • 28 minutes, 19 seconds
Live Training - September 16th @ 1:00pm ET
Details here: https://skywayacq.com/copov/
9/9/2022 • 37 seconds
391 - RFP Questions - Timing Matters!
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 [email protected] 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.
8/21/2022 • 29 minutes, 35 seconds
390 - Amend vs Modify
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 [email protected] 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.
7/24/2022 • 28 minutes, 9 seconds
Did you know Skyway provides live training?
7/3/2022 • 32 seconds
389 - Responsive vs Responsible
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 [email protected] 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.
6/26/2022 • 22 minutes, 4 seconds
388 - It is your decision
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 [email protected] 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.
6/13/2022 • 23 minutes, 15 seconds
We help clarify gov speak
6/5/2022 • 38 seconds
387 - Contracting Officer Direction w/Angela Jacobs
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 [email protected] 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.
5/29/2022 • 19 minutes, 58 seconds
Skyway Consulting Story
5/23/2022 • 30 seconds
386 - What is commercial in the government's eyes?
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 [email protected] 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.
5/16/2022 • 20 minutes, 9 seconds
Would you like to have us on call?
5/9/2022 • 28 seconds
385 - What is a Tech Eval?
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 [email protected] 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.
5/2/2022 • 19 minutes, 31 seconds
Can you relate?
4/24/2022 • 44 seconds
384 - What is the Economy Act?
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 [email protected] 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.
4/18/2022 • 19 minutes, 30 seconds
What we do when we aren't podcasting
4/10/2022 • 45 seconds
383 - The Process to Relationship Ratio (80-20 Rule Revisited)
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 [email protected] 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.
4/3/2022 • 27 minutes, 16 seconds
Do you need more context?
3/29/2022 • 16 seconds
382 - A different view of the Acquisition Time Zones (with Brian Burns)
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 [email protected] 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.
3/21/2022 • 23 minutes, 27 seconds
Do you have enough context?
3/7/2022 • 16 seconds
381 - Where do RFPs come from?
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 [email protected] 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.
3/7/2022 • 24 minutes, 19 seconds
Do you know what we do when we aren't podcasting?
2/21/2022 • 17 seconds
380 - What is an OTA?
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 [email protected] 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.
2/21/2022 • 20 minutes, 57 seconds
New Podcast Playlist
2/7/2022 • 19 seconds
379 - Flexible Workspace Contracts
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 [email protected] 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.
2/6/2022 • 18 minutes, 44 seconds
378 - What is Contract Scope?
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 [email protected] 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.
1/24/2022 • 22 minutes, 8 seconds
Podcast Update
1/17/2022 • 14 seconds
377 - How are MAC IDIQs used?
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 [email protected] 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.
1/10/2022 • 30 minutes, 22 seconds
376 - What time is it? (Refresher)
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 [email protected] 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.
1/3/2022 • 31 minutes, 13 seconds
375 - Where Are You? (Refresher)
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 [email protected] 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.
12/27/2021 • 21 minutes, 18 seconds
374 - Unsolicited Proposals
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 [email protected] 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.
12/19/2021 • 24 minutes, 53 seconds
373 - Cost and Rates (with Wayne LeLand)
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 [email protected] 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.
12/13/2021 • 29 minutes, 47 seconds
372 - The Execution Time Zones - Overview
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 [email protected] 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.
12/5/2021 • 18 minutes, 41 seconds
371 - Who are you? (Refresher)
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 [email protected] 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.
11/28/2021 • 21 minutes, 25 seconds
370 - To Compete or Not Compete
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 [email protected] 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.
11/21/2021 • 18 minutes, 29 seconds
369 - What are Assisted Acquisition Services (with Kim Yates)
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 [email protected] 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.
11/14/2021 • 26 minutes, 37 seconds
368 - What is privity of contract?
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 [email protected] 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.
11/8/2021 • 17 minutes, 36 seconds
367 - How do Government Contractors Get Paid?
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 [email protected] 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.
11/1/2021 • 21 minutes, 51 seconds
366 - The CPARs Process (with Shelley Hall)
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 [email protected] 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.
10/25/2021 • 26 minutes, 13 seconds
365 - Marketing to the Government (w/Mark Amtower)
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 [email protected] 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.
10/17/2021 • 26 minutes, 8 seconds
364 - What is Best in Class Contracting?
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 [email protected] 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.
10/11/2021 • 25 minutes, 8 seconds
363 - What is a Show Cause Notice?
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 [email protected] 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.
10/4/2021 • 21 minutes, 2 seconds
362 - Insurance for Government Contractors (with Rick Roman)
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 [email protected] 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.
9/26/2021 • 27 minutes, 5 seconds
361 - Past Performance Hurricane Prep
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 [email protected] 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.
9/20/2021 • 23 minutes, 43 seconds
360 - Only the Contracting Officer…
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 [email protected] 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.
9/12/2021 • 23 minutes, 11 seconds
359 - What Is a Down-Select? (Refresher)
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 [email protected] 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.
9/5/2021 • 23 minutes, 18 seconds
358 - Unequal Exchanges
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 [email protected] 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
8/29/2021 • 18 minutes, 22 seconds
357 - Standard Operating Procedures w/Troy Small
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 [email protected] 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.
8/22/2021 • 22 minutes, 28 seconds
356 - What is the Bona Fide Need Rule?
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 [email protected] 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.
8/15/2021 • 17 minutes, 14 seconds
355 - What is a Cure Notice?
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 [email protected] 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.
8/9/2021 • 20 minutes, 37 seconds
354 - Know Your Option Clauses
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 [email protected] 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.
8/2/2021 • 20 minutes, 2 seconds
353 - The Contracting Officer is the Umpire
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 [email protected] 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.
7/26/2021 • 18 minutes, 37 seconds
352 - Is Contract Administration Underappreciated?
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 [email protected] 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.
7/19/2021 • 19 minutes, 28 seconds
351 - What is an Option?
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 [email protected] 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.
7/11/2021 • 20 minutes, 32 seconds
350 - Flossing Your Contracts (Refresher)
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 [email protected] 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.
7/4/2021 • 28 minutes, 13 seconds
349 - Post-Award Conferences and Contract Kickoffs
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 [email protected] 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.
6/28/2021 • 19 minutes, 56 seconds
348 - What is a Small Business Set-Aside?
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 [email protected] 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.
6/20/2021 • 23 minutes, 56 seconds
347 - What is a Black Hat Review? w/Brian Lindholm
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 [email protected] 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.
6/14/2021 • 30 minutes, 49 seconds
346 - What is a Contract Vehicle?
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 [email protected] 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.
6/6/2021 • 20 minutes, 51 seconds
345 - But That Clause Isn't in my Contract! (Refresher)
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 [email protected] 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.
5/30/2021 • 20 minutes, 51 seconds
344 - Four types of past performance with Vicky Strycharske
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 [email protected] 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.
5/24/2021 • 32 minutes, 55 seconds
343 - Four Ways the Government Buys
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 [email protected] 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.
5/16/2021 • 24 minutes, 40 seconds
342 - Colors of Money
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 [email protected] 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.
5/10/2021 • 25 minutes, 48 seconds
341 - RFI, DRFP, RFP - What's the difference?
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 [email protected] 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.
5/3/2021 • 26 minutes, 12 seconds
340 - Hunting, Fishing, & Farming with William Randolph
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 [email protected] 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.
4/26/2021 • 31 minutes, 22 seconds
339 - Small Business Subcontracting Plans
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 [email protected] 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.
4/18/2021 • 22 minutes, 26 seconds
338 - Is Your Price Reasonable & Realistic?
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 [email protected] 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.
4/11/2021 • 23 minutes, 29 seconds
337 - What is a Wrap Rate? (Refresher)
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 [email protected] 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.
4/4/2021 • 18 minutes, 56 seconds
336 - LPTA Update
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 [email protected] 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.
3/28/2021 • 24 minutes, 9 seconds
335 - Getting Back to Zero
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 [email protected] 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.
3/22/2021 • 18 minutes, 45 seconds
334 - Teaming Agreements, Joint Ventures, and Mentor-Protege with Koprince Law
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 [email protected] 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.
3/14/2021 • 26 minutes, 15 seconds
333 - Excessive Pass-Through Charges
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 [email protected] 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.
3/7/2021 • 18 minutes, 13 seconds
332 - The Selection Zone
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 [email protected] 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.
3/1/2021 • 23 minutes, 5 seconds
331 - The GovCon Acquisition Cube
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 [email protected] 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.
2/22/2021 • 20 minutes, 14 seconds
330 - Doing Business With The VA (w/David Geary)
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 [email protected] 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.
2/14/2021 • 22 minutes, 25 seconds
329 - Four Categories of Government Acquisition
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 [email protected] 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.
2/8/2021 • 19 minutes, 45 seconds
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Go to skywaymember.com or call us at 877-884-5280 to get access to our team now.
2/1/2021 • 30 seconds
328 - The RFP Zone
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 [email protected] 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.
2/1/2021 • 26 minutes, 55 seconds
327 - What is an Independant Monitor?
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 [email protected] 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.
1/25/2021 • 18 minutes, 37 seconds
326 - Navigating Contract Changes with Shiva Hamidinia
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. [email protected]_________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 [email protected] 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.
1/18/2021 • 28 minutes, 51 seconds
325 - The Market Research Zone
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.
1/11/2021 • 26 minutes, 56 seconds
324 - Small Business Goals (REFRESHER)
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.
1/3/2021 • 21 minutes, 24 seconds
323 - What is a Mid-Size Business? (REFRESHER)
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.
12/28/2020 • 30 minutes, 25 seconds
322 - What is a Down-Select?
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.
12/21/2020 • 23 minutes, 18 seconds
321 - What is a NSN? with Steve Lucianetti
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.
12/14/2020 • 26 minutes, 3 seconds
320 - The Requirements Zone
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.
12/7/2020 • 23 minutes, 31 seconds
319 - What is an IDIQ contract? (REFRESHER)
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.
11/29/2020 • 25 minutes, 57 seconds
318 - Gas Gauge
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.
11/23/2020 • 25 minutes, 58 seconds
317 - Acquisition and Execution Time Zones
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.
11/16/2020 • 19 minutes, 42 seconds
316 - What is Certified Cost or Pricing Data?
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.
11/9/2020 • 26 minutes, 19 seconds
315 - RFP Questions w/Wendy Frieman
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.
11/2/2020 • 31 minutes, 53 seconds
314 - Contract Types - Fixed Price vs. Cost Type
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.
10/25/2020 • 29 minutes, 31 seconds
313 - What is Accurate Complete and Current
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.
10/18/2020 • 21 minutes, 43 seconds
312 - Pre-Award Clearance and the National Pre-Award Registry (with Shelley Hall)
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.
10/11/2020 • 16 minutes, 27 seconds
Government Contracting Fundamentals Course
10/5/2020 • 1 minute, 43 seconds
311 - What is a BAA?
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.
10/4/2020 • 24 minutes, 32 seconds
310 - SDVOSB Set-Asides
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.
9/28/2020 • 20 minutes, 56 seconds
309 - What is a Proposal Outline? (Step 4 of 4) with Vicki Strycharske
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.
9/21/2020 • 26 minutes, 7 seconds
308 - Why Do Unrealistically Low Prices Win?
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.
9/14/2020 • 30 minutes, 46 seconds
307 - Fall Out Money (Encore)
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.
9/7/2020 • 21 minutes, 56 seconds
306 - What is Suspension or Debarment in GovCon?
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.
8/31/2020 • 24 minutes, 21 seconds
305 - The Educated Customer
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.
8/23/2020 • 28 minutes, 26 seconds
304 - Which Regulations Should I Follow?
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.
8/17/2020 • 25 minutes, 34 seconds
303 - Why SBIRs? (with Geoff Orazem from Federal Foundry)
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.
8/10/2020 • 31 minutes, 15 seconds
302 - The Fresh Air Test
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.
8/3/2020 • 22 minutes, 21 seconds
301 - What is a Micro-Purchase?
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.
7/27/2020 • 24 minutes, 4 seconds
300 - It's all about Context (and Communication)
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.
7/20/2020 • 26 minutes, 24 seconds
299 - The Proposal Kickoff Meeting (Step 3 of 4) with Vicki Strycharske
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.
7/13/2020 • 28 minutes, 22 seconds
298 - Incumbentitis - ENCORE
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.
7/6/2020 • 25 minutes, 51 seconds
297 - What is a Letter Contract?
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.
6/29/2020 • 26 minutes, 10 seconds
296 - What is a Contracting Officer? (Redux)
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.
6/22/2020 • 25 minutes, 5 seconds
295 - Buried Treasure
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.
6/15/2020 • 24 minutes, 21 seconds
294 - What is a “Competent” Contractor?
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.
6/8/2020 • 20 minutes, 5 seconds
293 - Past Performance Advantage (Part 4)
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.
6/1/2020 • 13 minutes, 13 seconds
292 - ENCORE - No Change Please
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.
5/25/2020 • 25 minutes, 50 seconds
291 - What is the Defense Production Act? What is a rated order?
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.
5/18/2020 • 23 minutes, 8 seconds
290 - Is This Classified?
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.
5/10/2020 • 25 minutes, 7 seconds
289 - GovCon Targeting (with Cameron and Amy from The Arbinger Institute)
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.
5/4/2020 • 23 minutes, 8 seconds
288 - The Protest Window
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.
4/27/2020 • 20 minutes, 35 seconds
287 - The Past Performance Advantage (Part 3)
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.
4/20/2020 • 29 minutes, 29 seconds
286 - ENCORE - Are Sole Source Contracts Easier?
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.
4/13/2020 • 29 minutes, 2 seconds
285 - CARES Documentation
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.
4/5/2020 • 21 minutes, 57 seconds
284 - Remote Contracting
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.
3/30/2020 • 31 minutes, 49 seconds
283 - Emergency Acquisitions - FAR Part 18 and COVID-19
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.
3/23/2020 • 23 minutes, 24 seconds
282 - Coronavirus and Contracts
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.
3/15/2020 • 22 minutes, 57 seconds
281 - 8(a) Graduation
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.
3/9/2020 • 21 minutes, 8 seconds
280 - Small Business Rules Update
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.
3/2/2020 • 20 minutes, 20 seconds
279 - What is Availability of Funds?
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.
2/23/2020 • 20 minutes, 10 seconds
278 - The Past Performance Advantage (Part 2)
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.
2/17/2020 • 22 minutes, 39 seconds
277 - Evaluation Criteria (with Charles Hargett)
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.
2/9/2020 • 29 minutes, 19 seconds
276 - I Don't Want Perfect Competition
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.
2/2/2020 • 27 minutes, 49 seconds
275 - Best Combination of Proposals
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.
1/27/2020 • 25 minutes, 38 seconds
274 - Personal vs Positional Power with Michael Derrios
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.
1/20/2020 • 34 minutes, 49 seconds
273 - What is a SBIR?
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.
1/13/2020 • 20 minutes, 54 seconds
272 - Flossing Your Contracts
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.
1/6/2020 • 28 minutes, 18 seconds
271 - ENCORE - What is a COTR? What is a COR?
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.
12/29/2019 • 21 minutes, 29 seconds
270 - ENCORE - What is a Contracting Officer?
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 [email protected] 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.
12/23/2019 • 21 minutes, 32 seconds
269 - Ignorance is Bliss
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.
12/15/2019 • 23 minutes, 23 seconds
268 - HUBZone set-asides
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.
12/8/2019 • 20 minutes, 54 seconds
267 - The Past Performance Advantage (Part 1)
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
12/2/2019 • 26 minutes, 43 seconds
266 - ENCORE - Cut the Blah Blah
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.
11/24/2019 • 24 minutes, 17 seconds
265 - What is a second-tier sub?
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.
11/17/2019 • 24 minutes, 11 seconds
264 - Winning Your First Contract w/Mike LeJeune
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.
11/10/2019 • 29 minutes, 5 seconds
263 - beta.sam.gov
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.
11/4/2019 • 24 minutes, 7 seconds
262 - Stages of Money
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
10/27/2019 • 17 minutes, 21 seconds
261 - Select to Negotiate
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.
10/21/2019 • 27 minutes, 10 seconds
260 - Why is there still a Contracting Officer Podcast?
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.
10/13/2019 • 16 minutes, 58 seconds
259 - It’s Not What You Know, It’s How You Apply It
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.
10/7/2019 • 20 minutes, 44 seconds
258 - Is Bigger Better?
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.
9/29/2019 • 26 minutes, 38 seconds
257 - No Ghosting
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.
9/22/2019 • 23 minutes, 24 seconds
256 - Federal budget at ground level (with Larry Leffler)
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
9/15/2019 • 29 minutes, 46 seconds
255 - Can a Contractor Evaluate My Proposal?
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.
9/8/2019 • 18 minutes, 10 seconds
254 - What is an ACRN? (Encore)
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.
9/2/2019 • 26 minutes, 5 seconds
253 - Storm Surge
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.
8/25/2019 • 17 minutes, 32 seconds
252 - The Three Rs of Knowledge-Based Services Acquisition with Dan Finkenstadt
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.
8/18/2019 • 39 minutes, 35 seconds
251- How Do I Find The Decision Maker?
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.
8/11/2019 • 17 minutes, 32 seconds
250 - FAR Part 12 - Time & Materials
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.
8/4/2019 • 19 minutes, 33 seconds
249 - What is Price to Win? with Michael McNulty
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.
7/29/2019 • 37 minutes, 13 seconds
248 - Fall Out Money
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.
7/21/2019 • 22 minutes, 19 seconds
247 - Don’t Be a Stereotype
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.
7/14/2019 • 25 minutes, 32 seconds
246 - What is CPARS? with Shelley Hall (Encore)
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.
7/7/2019 • 31 minutes, 42 seconds
245 - The 6 Month Rule
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
6/30/2019 • 28 minutes, 57 seconds
244 - The Lockout
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.
6/23/2019 • 19 minutes, 58 seconds
243 - Incumbent-itis
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.
6/16/2019 • 26 minutes, 3 seconds
242 - Time Zone Capture (with Myran Hunter)
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 [email protected].__________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.
6/9/2019 • 34 minutes, 14 seconds
241 - Happy Ears
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.
6/3/2019 • 22 minutes, 36 seconds
240 - The Acquisition Time Zones (Encore)
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.
5/26/2019 • 18 minutes, 59 seconds
239 - Where Are You?
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.
5/20/2019 • 21 minutes, 4 seconds
238 - Negotiation Clearance
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
5/12/2019 • 26 minutes, 42 seconds
237 - Accounting by CLIN
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.
5/5/2019 • 23 minutes, 28 seconds
236 - What is a Wrap Rate?
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.
4/28/2019 • 18 minutes, 57 seconds
235 - It's a Technicality
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
4/22/2019 • 23 minutes, 25 seconds
234 - Who Are You?
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.
4/14/2019 • 21 minutes, 47 seconds
233 - What Drives RFP Delays?
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.
4/7/2019 • 28 minutes, 53 seconds
232 - Proposal Automation with Wendy Frieman
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.
3/31/2019 • 29 minutes, 26 seconds
231 - What Time is It?
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.
3/24/2019 • 31 minutes, 9 seconds
230 - The Proposal Strike Zone
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.
3/17/2019 • 21 minutes, 28 seconds
229 - Path to Fair Opportunity Part 4
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.
3/11/2019 • 18 minutes, 5 seconds
228 - The Christian Doctrine
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.
3/3/2019 • 21 minutes, 33 seconds
227 - Opening Vs. Closing
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.
2/24/2019 • 23 minutes, 45 seconds
226 - Path to Fair Opportunity Part 3
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.
2/17/2019 • 25 minutes, 39 seconds
225 - What is a Complex Sale?
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.
2/10/2019 • 25 minutes, 4 seconds
224 - Path to Fair Opportunity Part 2
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.
2/3/2019 • 18 minutes, 20 seconds
223 - Shutdown Recovery
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.
1/27/2019 • 20 minutes, 14 seconds
222 The Technical vs. the Business Sale w/Brian Burns
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.
1/20/2019 • 24 minutes, 58 seconds
221 - Path to Fair Opportunity Part 1
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.
1/7/2019 • 27 minutes, 32 seconds
219 - Encore - The Crucible of the Incumbent
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
12/30/2018 • 29 minutes, 48 seconds
218 - Encore - Small Business Set Aside Preference
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.
12/24/2018 • 21 minutes, 51 seconds
217 - Deviation to Limitations on Subcontracting
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.
12/16/2018 • 19 minutes, 46 seconds
216 - Incumbent Capture
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.
12/9/2018 • 23 minutes, 35 seconds
214 - Cost Vs. Price w/Wendy
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.
11/26/2018 • 23 minutes, 32 seconds
213 - Shaping Over the Line
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.
11/19/2018 • 22 minutes, 18 seconds
212 - Three Keys to Winning w/ Steve Goldsby
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.
11/12/2018 • 34 minutes, 36 seconds
211 - Cut the Blah Blah
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.
11/4/2018 • 24 minutes, 18 seconds
210 - Limitations on Subcontracting
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.
10/28/2018 • 18 minutes, 23 seconds
209 - GSA Schedules (w/Vicky Strycharske)
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.
10/21/2018 • 25 minutes, 14 seconds
208 - What is LPTA?
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.
10/14/2018 • 27 minutes, 54 seconds
207 What Happens to my RFI Response?
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.
10/7/2018 • 27 minutes, 55 seconds
206 - Business Development and Relationships w/ Bill Naughton
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.
9/30/2018 • 25 minutes, 8 seconds
205 - The Price Floor
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.
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Kevin 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.
9/23/2018 • 29 minutes, 1 second
204 No Change Please
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.
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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.
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Kevin 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.
9/16/2018 • 25 minutes, 35 seconds
203 Relationships in Government Contracting w/Brian Butler
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.
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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.
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Kevin 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.
9/9/2018 • 26 minutes, 37 seconds
202 - ENCORE - Why CPARS Matter (with special guests from Skyway Acquisition)
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.
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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.
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Kevin 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.
9/2/2018 • 24 minutes, 30 seconds
201 - Final Rates
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.
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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.
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Kevin 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.
8/26/2018 • 29 minutes, 47 seconds
200 - Bicentennial
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!
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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.
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Kevin 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.
8/19/2018 • 32 minutes, 40 seconds
199 The Crucible of the Incumbent
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.
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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.
8/12/2018 • 29 minutes, 36 seconds
198 I Have a Friend
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.
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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.
8/5/2018 • 22 minutes, 49 seconds
197 Certificate of Competency
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.
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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.
7/29/2018 • 19 minutes, 41 seconds
196 Building a Proposal Schedule
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.
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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.
7/22/2018 • 27 minutes, 5 seconds
195 Inherently Governmental Functions
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.
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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.
7/15/2018 • 24 minutes, 58 seconds
194 Small Business Set Aside Preference
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.
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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.
7/8/2018 • 21 minutes, 41 seconds
193 ENCORE - Lucky vs. Good
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.
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Kevin 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.
7/2/2018 • 16 minutes, 11 seconds
192 Forward Pricing Rates
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.
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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.
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Kevin 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.
6/24/2018 • 23 minutes, 13 seconds
191 Qualifying Opportunities 3: Revenue & Resources
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.
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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.
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Kevin 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.
6/17/2018 • 26 minutes, 25 seconds
190 Contract Offramps
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.
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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.
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Kevin 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.
6/10/2018 • 24 minutes, 31 seconds
189 Blanket Purchase Agreements (With the Skyway Team)
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.
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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.
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Kevin 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.
6/3/2018 • 19 minutes, 38 seconds
188 ENCORE Let's Talk About Profit
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.
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Kevin 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.
5/27/2018 • 23 minutes, 5 seconds
187 Qualifying Opportunities (Part 2) - Response
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.
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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.
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Kevin 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.
5/20/2018 • 21 minutes, 45 seconds
186 Aquisition Economics
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.
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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.
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Kevin 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.
5/13/2018 • 19 minutes, 3 seconds
185 - FedBizOps
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.
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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.
5/6/2018 • 25 minutes, 32 seconds
184 - 8a Certification (with special guest Shaun So)
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.
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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.
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Kevin 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.
4/29/2018 • 24 minutes, 17 seconds
183 Provisional Billing Rates
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”.
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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.
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Kevin 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.
4/22/2018 • 22 minutes, 15 seconds
182 - Qualifying Opportunities (Part 1)
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)
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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.
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Kevin 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.
4/15/2018 • 25 minutes, 5 seconds
181 - Can I ‘Discuss’ Price?
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.
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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.
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Kevin 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.
4/8/2018 • 20 minutes, 50 seconds
180 - ENCORE - Don’t Write Novels For Strangers
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.
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Kevin 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
4/1/2018 • 17 minutes, 33 seconds
179 - Should Respond to the RFI?
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.
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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.
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Kevin 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.
3/25/2018 • 17 minutes, 8 seconds
178 - HUBZones
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!)
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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.
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Kevin 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
3/18/2018 • 20 minutes, 11 seconds
177 - Offensive vs. Defensive Debriefs
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.
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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
3/11/2018 • 20 minutes, 43 seconds
176 - Reading the RFP
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.
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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.
3/4/2018 • 14 minutes, 42 seconds
175 - Technical Leveling
In this episode, Kevin and Paul explain what can and cannot be shared during the negotiation process while in the Source Selection Zone.
2/25/2018 • 18 minutes, 40 seconds
174 - Why CPARS Matters
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.
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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.
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Kevin 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
2/18/2018 • 24 minutes, 16 seconds
173 Is This Worth Fighting For?
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.
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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.
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Kevin 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
2/12/2018 • 34 minutes, 12 seconds
MLC Solutions Success Story
In this special episode Marlon Clayton, CEO of MLC Solutions tells his story of growing his business as a government contractor.
2/5/2018 • 18 minutes, 51 seconds
172 Requirements Vs. Solutions
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.
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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.
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Kevin 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.
2/4/2018 • 22 minutes, 16 seconds
171 Arm's Length Transactions
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.
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Kevin 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.
1/28/2018 • 19 minutes, 51 seconds
170 Equitable Adjustments (with special guest Gene Lavastida)
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.
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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.
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Kevin 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.
1/21/2018 • 20 minutes, 15 seconds
169 - Pre vs. Post Award Debrief
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.
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Kevin 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.
1/14/2018 • 21 minutes, 4 seconds
168 Gratuities
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.
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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.
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Kevin 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.
1/7/2018 • 17 minutes, 33 seconds
167 - ENCORE - The 3 Deciders
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.
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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.
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Kevin 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.
12/31/2017 • 21 minutes, 53 seconds
166 - Encore - Staffing is not Just Staffing
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.
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Kevin 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.
12/24/2017 • 28 minutes, 47 seconds
165 Proposals - The First 4 Steps
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.
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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.
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Kevin 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.
12/17/2017 • 21 minutes
164 Communications Before Proposal Receipt
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.
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Kevin 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.
12/10/2017 • 31 minutes, 18 seconds
163 File This!
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”)
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Kevin 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.
12/3/2017 • 29 minutes, 59 seconds
162 ENCORE The Execution Time Zones
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.
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Kevin 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.
11/26/2017 • 30 minutes, 41 seconds
161 Should I Protest?
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?”)
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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.
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Kevin 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.
11/19/2017 • 25 minutes, 42 seconds
160 Is This a Contract?
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.
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Kevin 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.
11/12/2017 • 18 minutes, 47 seconds
159 Communicate Your Schedule
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.
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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.
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Kevin 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.
11/5/2017 • 26 minutes, 14 seconds
158 What is a Proposal Manager?
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.
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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.
10/29/2017 • 24 minutes, 4 seconds
157 Targeting 101 (Updated)
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.
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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.
10/22/2017 • 20 minutes, 22 seconds
156 Buy American? with Shelley Hall
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.
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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.
10/15/2017 • 22 minutes, 12 seconds
155 The Importance of the Debrief
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.
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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.
10/8/2017 • 24 minutes, 3 seconds
154 Personal vs. Non Personal Services
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.
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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.
10/2/2017 • 19 minutes, 37 seconds
153 Why Do Mods Take So Long?
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…)
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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.
9/24/2017 • 20 minutes, 54 seconds
152 Excusable Delays
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.
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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.
9/17/2017 • 16 minutes, 46 seconds
150 ENCORE The End of the Fiscal Year
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)
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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.
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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.
9/3/2017 • 19 minutes, 52 seconds
149 The Changes Clause
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.
8/28/2017 • 19 minutes
148 Proposal Color Teams
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.
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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.
8/20/2017 • 24 minutes, 39 seconds
Skyway Member Success Story
8/14/2017 • 17 minutes, 46 seconds
147 The Kickoff Meeting
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.
8/13/2017 • 26 minutes, 36 seconds
146 What is Scope Creep?
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.
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Kevin 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.
8/6/2017 • 29 minutes, 54 seconds
145 Why is Teaming Critical?
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.
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Kevin 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.
7/30/2017 • 20 minutes, 23 seconds
144 Cost Vs. Price Analysis
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.
7/23/2017 • 26 minutes, 51 seconds
143 GovCon Axioms
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.
7/16/2017 • 20 minutes, 20 seconds
142 ENCORE - Proposal Schedules
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.
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Kevin 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.
7/9/2017 • 20 minutes, 59 seconds
141 Small Business Goals
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!
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Kevin 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.
7/2/2017 • 22 minutes, 22 seconds
140 Sources Sought
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.
6/25/2017 • 13 minutes, 44 seconds
139 Be Early
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.
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Kevin 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.
6/17/2017 • 25 minutes, 36 seconds
138 Effective Teaming w/Kevin Lothridge
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.
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Kevin 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.
6/11/2017 • 20 minutes, 37 seconds
137 What is an ECP?
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.
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Kevin 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.
6/4/2017 • 21 minutes, 27 seconds
136 ENCORE - Contract Types
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!)
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Kevin 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.
5/28/2017 • 20 minutes, 49 seconds
135 What is COTS?
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.
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Kevin 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.
5/24/2017 • 22 minutes, 9 seconds
134 Another Government Shutdown?
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.
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Kevin 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.
5/21/2017 • 28 minutes, 33 seconds
133 Don't Write Novels For Strangers
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.
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Kevin 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.
5/14/2017 • 18 minutes, 15 seconds
132 Why does Profit matter?
5/7/2017 • 23 minutes, 43 seconds
131 Limitation of Costs or Funds
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.
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Kevin 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.
4/30/2017 • 23 minutes, 23 seconds
130 Contract Closeout
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.
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Kevin 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.
4/23/2017 • 24 minutes, 9 seconds
129 ENCORE - What Are Simplified Aquisition Procedures?
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.
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Kevin 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.
4/16/2017 • 15 minutes, 43 seconds
128 What Are Required Sources?
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…)
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Kevin 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.
4/9/2017 • 21 minutes, 59 seconds
127 Lucky vs. Good
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.
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Kevin 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.
4/2/2017 • 16 minutes, 9 seconds
126 The 80/20 Rule Revisited
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.
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Kevin 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.
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Kevin 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.
3/12/2017 • 25 minutes, 26 seconds
123 The Wrap Up Zone
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.
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Kevin 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.
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Kevin 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.
2/19/2017 • 25 minutes, 36 seconds
120 Contract Modifications
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.
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Kevin 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.
2/12/2017 • 30 minutes, 9 seconds
119 Transitioning from Sub to Prime (with special guests from Greytek)
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.
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Kevin 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.
2/5/2017 • 21 minutes, 30 seconds
118 The 3 Deciders
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.
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Kevin 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.
1/29/2017 • 21 minutes, 48 seconds
117 The Recompete Zone
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.
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Kevin 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.
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Kevin 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.
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Kevin 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.
11/6/2016 • 25 minutes, 12 seconds
105 What is a Proposal Manager? - With Wendy Friedman
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.
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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.
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Kevin 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.
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Kevin 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.
10/2/2016 • 20 minutes, 56 seconds
100 What are Cost Incentives?
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!
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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.
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Kevin 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.
9/26/2016 • 22 minutes, 57 seconds
099 What is a Mid-Size business?
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!
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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.
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Kevin 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.
9/18/2016 • 32 minutes, 24 seconds
098 What I Wish I Had Known with Matt Jeffery
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!
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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.
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Kevin 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.
9/11/2016 • 26 minutes, 50 seconds
097 Staffing is not Just Staffing
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!
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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.
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Kevin 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.
9/8/2016 • 30 minutes, 5 seconds
096 ENCORE - End of Fiscal Year
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!
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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.
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Kevin 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.
9/5/2016 • 22 minutes, 16 seconds
095 What is the 8a Program?
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!
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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.
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Kevin 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.
9/1/2016 • 23 minutes, 2 seconds
094 Contracting Officer Interview with Robert Crandell from DMEA
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!
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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!)
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Kevin 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.
8/29/2016 • 25 minutes, 8 seconds
093 What is a Services Contract?
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!
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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!
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Kevin 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.
089 What is a Financial Responsibility Determination?
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.
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Kevin 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.
7/24/2016 • 24 minutes, 22 seconds
087 What is a Source Selection Evaluation Board (SSEB) Report?
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!
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Kevin 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!
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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.
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Kevin 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.
5/15/2016 • 15 minutes, 18 seconds
078 What is a Contractor Responsibility Determination?
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!
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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.
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.
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Kevin 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.
3/28/2016 • 20 minutes, 42 seconds
071 What is Price Reasonableness?
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.
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Kevin 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.
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.
2/21/2016 • 27 minutes, 18 seconds
066 What is an IDIQ Contract?
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.
2/14/2016 • 28 minutes, 31 seconds
065 Do I Need An Approved Accounting System?
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.
2/8/2016 • 24 minutes, 37 seconds
064 Proposal Manager Questions About Source Selections
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).
049 What I Wish I Knew as a CO w/ Special Guest Garth Arevalo
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.
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.
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.
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.
7/26/2015 • 21 minutes, 41 seconds
036 What is an Option?
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.
032 What I Learned About Proposals With Vicky Strycharske - Part 2
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.
6/22/2015 • 25 minutes, 31 seconds
031 What I Learned About Proposals - Special Guest Vicky Strycharske - Part 1
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.
6/14/2015 • 27 minutes, 1 second
030 What is a Competitive Range Determination?
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.
6/7/2015 • 25 minutes, 31 seconds
029 What are Subcontracting and Teaming?
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.
6/1/2015 • 25 minutes, 33 seconds
028 What is a Small Business Set-Aside?
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.
5/24/2015 • 22 minutes, 8 seconds
027 Training and Education with Michael Fischetti (NCMA) – Part 2
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.
5/17/2015 • 26 minutes, 54 seconds
026 Training and Education with Michael Fischetti (NCMA) Part 1
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. ...
5/11/2015 • 30 minutes, 1 second
025 How much do proposals cost?
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...
5/4/2015 • 25 minutes, 44 seconds
024 Listener Q&A: What is Award Fee? Incremental funding? Certified Cost and Pricing Data?
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...
4/27/2015 • 26 minutes, 28 seconds
023 What is a Protest?
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...
4/20/2015 • 32 minutes, 52 seconds
022 What are Weighted Guidelines?
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...
4/13/2015 • 22 minutes, 58 seconds
021 Can I talk to the CO before the RFP comes out?
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...
4/5/2015 • 28 minutes, 41 seconds
020 Just send me a proposal...
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...
3/30/2015 • 22 minutes, 47 seconds
019 What are Colors of Money?
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...
3/23/2015 • 28 minutes, 50 seconds
018 Proposal evaluation
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....
3/16/2015 • 22 minutes, 11 seconds
017 Avoiding the competitive process (the J & A)
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...
3/9/2015 • 27 minutes, 41 seconds
016 The Importance of Targeting
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,...
3/2/2015 • 21 minutes, 37 seconds
015 The Source Selection Zone (Zone 4)
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...
2/23/2015 • 39 minutes
014 The RFP Zone (Zone 3)
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...
2/15/2015 • 34 minutes, 26 seconds
013 The Market Research Zone (Zone 2)
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...
2/9/2015 • 34 minutes, 6 seconds
012 The Requirement Zone (Zone 1)
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...
2/2/2015 • 31 minutes, 22 seconds
011 What are Section L&M Part 2
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...
1/25/2015 • 21 minutes, 36 seconds
010 What are Sections L & M? (Part 1)
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...
1/19/2015 • 31 minutes, 56 seconds
009 What is a Cost or Fixed Price Contract?
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...
1/12/2015 • 20 minutes, 44 seconds
008 RFI, DRFP, and RFP: What’s the difference?
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...
1/5/2015 • 28 minutes, 57 seconds
007 What is a Contracting Officer?
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...
12/29/2014 • 23 minutes, 11 seconds
006 Debriefing (Part 2)
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...
12/21/2014 • 26 minutes, 50 seconds
005 What is a Debriefing? (Part 1)
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...
12/15/2014 • 17 minutes, 25 seconds
004 Why do RFPs take so long?
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...
12/8/2014 • 17 minutes, 33 seconds
003 What are the Acquisition Time Zones?
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.
11/30/2014 • 18 minutes, 7 seconds
002 What is the 80/20 Rule in government contracts?
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.
11/30/2014 • 19 minutes, 40 seconds
001 Why We Created the CO Podcast
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.
