What to do now to win in FY21 Make a List and a Call Plan Who and what goes on that list? The names of people you met that you need to stay in contact with. This includes government personnel like contracting professionals, small business professionals, and individuals that work in the agencies you want… Read More »Let’s Get To Work!
Farmers use Autumn to plant crops that will be ready in the Spring. And in GovCon, companies also begin laying the groundwork for opportunities that open up in the Spring. Typically, Q1 of the new GovCon fiscal year, which starts in October, is when people begin the work of selecting their target agencies and opportunities… Read More »What Autumn and GovCon have in common
Last week I was talking to a business-owner about category management. And I promised I would write my assessment of the latest release of the ASTRO GWAC opportunity. I can sum up my conclusions very quickly. If you haven’t been tracking this opportunity since the draft was issued – move on. If you are not… Read More »ASTRO – It’s the Scorecard Silly!
When companies call me to find out if I can help them win government contracts, I have a standard set of questions that I ask. Each question is designed to tell me where they are in the development process most government contractors go through. Too many companies get stuck at the starting line because they… Read More »Would you award a $1M contract to someone you read about in a proposal?
CMMC certification guarantees? Be mindful. Ads that say words to the effect of “work with me and CMMC is guaranteed” have largely disappeared. That’s a good thing. Especially since contractor’s only have control over the first of the following three phases. Contractor’s prepare their systems for examination by the C3PAO C3PAO vendor examines contractor’s systems… Read More »CMMC
Section 833 of proposed FY 2021 National Defense Authorization Act includes language that aims to protect small businesses from adverse impacts tied to the implementation of Category Management. If you are a small business and have not already felt the impact of Category Management on your business, it is likely you will eventually be negatively… Read More »Category Management
An all too common sight As a GovCon educator, coach and strategist companies often come to me with their ideas. Most of these ideas are based on problems that are well known. This is good because it shows that companies have done their research and have found a gap that they can fill. But…are they… Read More »The Most Important Answer…
A little history. Back in 2016, before CMMC was a thing, I started following the insertion of various cyber security clauses that were added to the FAR and the DFARS. The FAR clause required basic cyber hygiene. The DFARS went further and required compliance with a variety of NIST standards. Since that time companies have… Read More »What will CMMC mean for your business
Prospects in the government that could give you government contracts all want to know six things about you before they are ready to even consider awarding you a contract. If you can answer these questions, your chances of getting their attention before a proposal is issued and of being known and trusted once proposals are… Read More »The Magic Six
Want to take some stress off of your proposal team? Create your proposal starting line-up There is a standard list of information that nearly every proposal requires. Proactive proposal teams collect this information and they build a proposal library of documents containing this information. The collect this information and place it in a proposal library… Read More »Proposal Starting Line-Up