Click here to listen to Mark’s interview On January 7, 2020 on Amtower Off Center, host Mark Amtower interviewed Bob Lohfeld, Founder and CEO of Lohfeld Consulting Group and Kevin Plexico, Senior Vice President, Information Solutions of Deltek on identifying, pursuing, bidding and winning contracts. This was a wide-ranging discussion focused on: GWACs and their growth over the past five years response times for task orders shrinking “best in class” contracts category management how long out you should plan if you want to win a prime spot on a GWAC the impact of GWACs and IDIQs on small businesses Hosted by nationally-known speaker and consultant Mark Amtower, Amtower Off Center highlights the good, the bad, the ugly and the just plain silly of doing business in the government market. Every week experts join Mark for a lively discussion of current issues facing the government contractor community. Bob Lohfeld, … Continue reading GWACs, BICs, & Category Management: Where does Small Biz fit? | Amtower Off Center
In the past year, two major Government Wide Acquisition Contracts (GWACs), Alliant Small Business and CIO-SP3 Small Business, had major on-ramps. On February 14, 2018, the General Services Administration (GSA) announced it awarded 81 vendors small business contracts. On February 28, 2018, the National Institutes of Health Information Technology Acquisition and Assessment Center (NITAAC) made a Pre-Award Notice to 40 Service-Disabled Veteran-Owned Small Business (SDVOSB) vendors for the Chief Information Officer-Solutions and Partners 3 (CIO-SP3) Small Business Ramp On. NITAAC expects to award more contracts to vendors in other small business categories shortly. Statistics from the Alliant Small Business and CIO-SP3 SB GWACs tell us that the top 10 vendors will likely receive 50% of all contract awards, and approximately 10% of vendors will never see a single award, as summarized below: Alliant Small Business Summary (awarded $5 billion to 65 vendors from 2012 to February 2018) Top 10 vendors … Continue reading Congratulations, you won an IDIQ! Now what?
The Federal Government is encouraging agencies to use Best in Class (BIC) government wide acquisition contracts (GWACs) to better leverage their buying power. In a January 5, 2017 report, Improving Government Operations, Helping Agencies Be More Effective and Efficient, the General Services Administration (GSA) stated, “OMB named several government-wide contracts, including a GSA contract, as best-in-class federal contracting vehicles for procuring laptops and desktops. This initiative has already produced negotiated savings of up 27% on IT Schedule 70 contracts.” On April 12, 2017, the U.S. Office of Management and Budget (OMB) formalized GSA’s prompting by published a memorandum, Comprehensive Plan for Reforming the Federal Government and Reducing the Federal Civilian Workforce. In the memorandum, OMB Director Mike Mulvaney declared, “Agencies should consider leveraging…External service providers, including those providers on best-in-class contracts as part of the category management effort.” Since 2017, the government has encouraged agencies to use BIC GWACs to … Continue reading Best in Class (BIC) contract vehicles and why you need them
How difficult is it to collect proof points, metrics, resumes, or past performance related to an opportunity you’re trying to pursue? One way to improve access to your organization’s information assets and improve your win rate is by improving your internal Knowledge Management (KM) system(s). What is KM? Davenport defines KM as “the process of capturing, distributing, and effectively using knowledge.” KM is a key element in successful business development (BD). Effective capture, storage, integration, and analysis of information is essential to understand and defeat your competition, create a winning solution, and represent your company as a capable, best choice for the job. Consider all the information you capture and maintain as a company: · Resumes · Past performance · Metrics · Boilerplate · Templates · Checklists · Best practices · Success stories and kudos · Financial data · Certifications and awards · Graphics · Debriefs · Lessons learned · … Continue reading Creating a unified corporate focus on winning new business through knowledge management