Category Results for Tools & Tips

Whose job is business development and growth?

Spoiler alert: All staff members can contribute to BD and growth

If you’re in the government market selling professional services, whose job is business development (BD) and growth? Is it the job of sales and BD to fulfill it? Is it the responsibility of executives and senior management to perform it? Is it the job of everyone—including those dedicated to supporting customer contracts full-time—to support it? Companies have one of three opinions on this question. Some companies never involve their staff members and keep them blinded to the company’s BD and growth activities. Some companies include staff members on an as-needed basis, and some actively engage and reward staff for supporting BD and growth. While we respect each company’s right to determine the level of staff member involvement, we encourage companies to consider the following scenarios under which staff members can contribute to BD and growth and remind them that all indirect charge BD and growth activities must be given an … Continue reading Whose job is business development and growth?

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CIO-SP4 sets a record for protests!

IT services contract vehicle is in danger of being crushed by protests

Jason Miller, Executive Editor at Federal News Network, reached out to me about what went wrong with the CIO-SP4 procurement. I told him NIH should stop trying to restrict the number of award winners and instead open the vehicle to the maximum number of companies. It is time to stop treating this CIO-SP4 as a procurement and begin treating it as an open application where companies qualify to compete for task orders. Let’s get the maximum number of companies into the game and stop restricting market access to just a few lucky firms. Read Jason’s article to get all the details.CIO-SP4 IT services contract vehicle by Robert (Bob) Lohfeld, CEO & Founder, CF APMP Fellow Bob Lohfeld serves as CEO of Lohfeld Consulting Group. He has more than 30 years’ experience winning contracts in the government market and is recognized consistently for leadership in business development, capture management, and Strength-Based Winning™ … Continue reading CIO-SP4 sets a record for protests!

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Opportunity at a glance: OASIS Plus Multi-Agency Contract

On September 15, 2022, the Office of Professional Services and Human Capital (PSHC) released the eighth in a series of program updates to keep industry abreast of the latest news on the development of OASIS Plus (OASIS+). OASIS+ is an opportunity to expand upon the original OASIS successes.                   Who should bid and why you should bid This is an easy decision. OASIS+ will be one of the U.S. Government’s largest and most valuable Best-in-Class (BIC) Indefinite-Delivery Indefinite-Quantity (IDIQ) contract vehicles for the next 10 years. It’s likely to award more than $133.75B in task orders. In addition, OASIS+ has swim lanes for 8(a), Small Businesses, Full and Open/Unrestricted, HUBZone, Service-Disabled Veteran-Owned Small Businesses (SDVOSB), and Woman-Owned Small Businesses. Potential competition OASIS+ combines the One Acquisition Solution For Integrated Services Unrestricted (OASIS), Human Capital and Training Solutions (HCaTS), and Federal Strategic Sourcing … Continue reading Opportunity at a glance: OASIS Plus Multi-Agency Contract

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