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Are you ready for the peak season of MACs and GWACs?

Bob Lohfeld

By Bob Lohfeld

I’m sure everyone is familiar with the government’s annual buying cycle where purchases peak in the fourth quarter of the fiscal year, but did you know there’s a similar cycle for multiple award (MACs) and government wide acquisition contracts (GWACs)—and the cycle for these contracts peaks every 10 years.

For those who are deeply involved with MACs and GWACs, it will come as no surprise that 2015 and 2016 straddle the 10-year buying peak with more than a dozen major vehicles being competed…

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The challenging search for good procurement practices

Bob Lohfeld

By Bob Lohfeld

A year ago, headlines were all about IT procurement reform, with Congress threatening to impose new rules on government that promised to increase effectiveness and improve results.

This quickly gave way to more sage advice arguing that what we needed was not procurement reform, but instead, continual and incremental improvements in procurement processes and adoption of best procurement practices.

Today, I see little evidence that the government procurement market is converging on the best IT procurement practices. Instead, agencies appear to be adopting diverse…

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5 ways to grab your share of the fourth-quarter rush

Bob Lohfeld

By Bob Lohfeld

The government spends a third of its total annual budget in the final quarter of the fiscal year, and this is definitely a busy time for government contractors.

So as you enter the final quarter, there are some actions you can take to maximize your share of the government’s year-end spending. To do this, almost every customer-facing manager in your company needs to engage in your year-end sales campaign, and your internal sales support organization—especially your proposal team—needs to step up its op…

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