
A small group of awardees on a given MAC will earn the lion’s share of the total value of all MAC awards. For example, the Top 15 MAC incumbents in FY17 earned nearly 21% of all MAC dollars spent. To further underscore this point, the top 10 businesses on Alliant Small Business and CIO-SP3 Small Business earned 50% of all contract dollars in FY17. So how do a select group of companies earn most of the dollars on a given MAC, and what can other companies learn from their success? 1. They understand their customers All the top MAC earners (Leidos, Booz Allen and Hamilton, CSRA, Northrop Grumman, CACI, etc.) have account managers, program managers, or business developers that are dedicated to maintaining good business relations with a specific segment of customers. They understand the customer’s objectives, operations, budgets, constraints, etc. They routinely meet with customers to learn about their … Continue reading Maximize your competitive edge to win more MAC task orders