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!

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. <a href="https://skywayacq.com/access/" rel="nofollow" target="_blank">Click here</a> to access your Podcast 2.0 license and start listening today!

419 - What is SETA Support?

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!

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. <a href="https://skywayacq.com/access/" rel="nofollow" target="_blank">Click here</a> to access your Podcast 2.0 license and start listening today!

418 – SMBs in GovCon (or Not)

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!

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. <a href="https://skywayacq.com/access/" rel="nofollow" target="_blank">Click here</a> to access your Podcast 2.0 license and start listening today!

417 - Notice of Intent to Bid

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!

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. <a href="https://skywayacq.com/access/" rel="nofollow" target="_blank">Click here</a> to access your Podcast 2.0 license and start listening today!

416- Unduly Restrictive Requirements w/ Shelley Hall

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!

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. <a href="https://skywayacq.com/access/" rel="nofollow" target="_blank">Click here</a> to access The Podcast 2.0 license and start listening today!

415 - Consent to Subcontract

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

In this episode, Kevin 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. <a href="https://skywayacq.com/access/" rel="nofollow" target="_blank">Click here</a> to access the Podcast 2.0 license and start listening today!

414 - AI and GovCon

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!

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. <a href="https://skywayacq.com/join/" rel="nofollow" target="_blank">Click here</a> to access the Podcast 2.0 license and start listening today!

413 - What is PPQ?

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!

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. <a href="https://skywayacq.com/join/" rel="nofollow" target="_blank">Click here</a> to access The Podcast 2.0 license and start listening today!

412 - What is PALT?

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!

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. <a href="https://skywayacq.com/join/" rel="nofollow" target="_blank">Click here</a> to access the Podcast 2.0 license and start listening today!

411 - What is HTRO?

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

**The first 400 episodes are still free** Episodes 401 and beyond are inside The Skyway Community. <a href="https://skywayacq.com/join/" rel="nofollow" target="_blank">Click here</a> to access the Podcast 2.0 License and start listening today!

410 - What is a Bridge Contract?

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.

This podcast is an amazing learning tool! I recommend this podcast to everyone I work with.

Love this podcast!

Very informative and helpful, even for seasoned federal BD reps! Thank you

Lots of golden nuggets here!

Government Contracting Officer Podcast

Vicky Strycharske

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

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) 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 <a href="http://askskyway.com" rel="nofollow" target="_blank">askskyway.com</a>. ___________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

220 - MAS, GWACs, and MACs - Oh My! (with Vicky Strycharske)

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

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) This episode is brought to you by 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 <a href="http://www.PROPRICER.com" rel="nofollow" target="_blank">www.PROPRICER.com</a>\podcast to learn more or request a demonstration. Negotiations are an important part of the Government acquisition world. (and the rest of your life, of course) Kevin and Paul discuss the origin of “win-win” negotiations. Learn the important difference between competition and negotiation and why embracing the solution as “ours” leads to better outcomes. Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

101 Negotiations

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

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) 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.

144 Cost Vs. Price Analysis

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.

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 <a href="http://skywaymember.com" rel="nofollow" target="_blank">skywaymember.com</a>. 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 <a href="http://skywaymember.com" rel="nofollow" target="_blank">skywaymember.com</a>.  ___________ Kevin Jans and Paul Schauer created the Contracting Officer 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.

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

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) 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 <a href="http://skywaymember.com" rel="nofollow" target="_blank">skywaymember.com</a>. Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

194 Small Business Set Aside Preference

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.

002 What is the 80/20 Rule in government contracts?

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

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

157 Targeting 101 (Updated)

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

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

092 What is FAR Part 12

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

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) 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 <a href="http://SAM.gov" rel="nofollow" target="_blank">SAM.gov</a> by the end of Q4 in FY2020.  The incremental transition began with the standup of <a href="http://beta.SAM.gov" rel="nofollow" target="_blank">beta.SAM.gov</a> in 2017.  Although a few sites have already migrated to <a href="http://beta.SAM.gov" rel="nofollow" target="_blank">beta.SAM.gov</a>, many in the GovCon world have not been impacted yet.   On November 8th, 2019 that will change.  <a href="http://FBO.gov" rel="nofollow" target="_blank">FBO.gov</a> is migrating to <a href="http://beta.SAM.gov" rel="nofollow" target="_blank">beta.SAM.gov</a>.  <a href="http://FBO.gov" rel="nofollow" target="_blank">FBO.gov</a> (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 <a href="http://skywaymember.com" rel="nofollow" target="_blank">skywaymember.com</a>. 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 <a href="http://skywaymember.com" rel="nofollow" target="_blank">skywaymember.com</a>.  ___________ Kevin Jans and Paul Schauer created the Contracting Officer 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.

263 - beta.sam.gov

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

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) 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 <a href="http://askskyway.com" rel="nofollow" target="_blank">askskyway.com</a>. ___________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

217 - Deviation to Limitations on Subcontracting

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

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

182 - Qualifying Opportunities (Part 1)

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

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

120 Contract Modifications

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

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) 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 <a href="http://skywaymember.com" rel="nofollow" target="_blank">skywaymember.com</a>. 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 <a href="http://skywaymember.com" rel="nofollow" target="_blank">skywaymember.com</a>.  ___________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

250 - FAR Part 12 - Time & Materials

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

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) 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 <a href="http://askskyway.com" rel="nofollow" target="_blank">askskyway.com</a> 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.

236 - What is a Wrap Rate?

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

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

107 Pricing Primer

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

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) 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 <a href="http://bidprotestinsurance.com" rel="nofollow" target="_blank">bidprotestinsurance.com</a>.  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.

216 - Incumbent Capture

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...

021 Can I talk to the CO before the RFP comes out?

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

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) 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 <a href="http://skywaymember.com" rel="nofollow" target="_blank">skywaymember.com</a>. 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 <a href="http://skywaymember.com" rel="nofollow" target="_blank">skywaymember.com</a>.  ___________ Kevin Jans and Paul Schauer created the Contracting Officer 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.

280 - Small Business Rules Update

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

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) 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 <a href="http://askskyway.com" rel="nofollow" target="_blank">askskyway.com</a> 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

235 - It's a Technicality

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...

009 What is a Cost or Fixed Price Contract?

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