http://government.onvia.com Articles and tips on how your business can win more government contracts. Sat, 03 May 2008 00:25:42 +0000 http://backend.userland.com/rss092 en If you’ve been doing business with the government for any length of time, you’ve probably noticed that the government market is very competitive. Niche companies often know exactly who their competitors are and may be constantly jockeying for position with one or two key players. Companies offering a ... http://government.onvia.com/?p=245 One of the first things contractors are usually told when they want to start selling to the government is to investigate the General Services Administration (GSA). We’ve discussed GSA schedules and the drawbacks of GSA contracts in previous posts, but how can a contractor (especially one who is new ... http://government.onvia.com/?p=244 The National Contract Management Association (NCMA) has declared the week of April 13 – 19, 2008 to be Contract Management Week. The NCMA announced Contract Management Week in an effort to recognize the thousands of hard-working individuals working on both the contracting and procurement sides of contract management. ... http://government.onvia.com/?p=243 A small business owner recently wrote in to Fortune Small Business’ “Ask FSB” column asking for advice on penetrating the federal market. She was the owner of a software-as-a-service company that was looking for some best practices to start their government contracting efforts. Fortune Small Business tapped Onvia, ... http://government.onvia.com/?p=242 In 2005, the Office of Management and Budget released a mandate requiring all federal agencies to switch from Internet Protocol version 4 to version 6. As the June 2008 deadline for the switch approaches, the mandate provides an excellent example of how government technology mandates are a jumping-off point ... http://government.onvia.com/?p=241 What’s Your Government Bid Strategy? A lot of businesses enter the government contracting arena with the expectation of the “$1000 mousetrap” – that is, the idea that government work is a cash cow that can be milked by exorbitant over-pricing. They are often given a rude awakening when they find ... http://government.onvia.com/?p=240 Privity of contract is something that affects every government subcontractor, even if it never really comes up. Knowing your rights under contract privity will be crucial if a subcontract dispute ever arises. Simply put, privity is a legal term having to do with the contractual ties between parties; if privity ... http://government.onvia.com/?p=213 As the economy slows down, it seems like everyone’s battening down the hatches for a recession. There’s a lot of doom and gloom in the press right now about reduced spending in 2008. The recent economic downturn has spooked a lot of people, many of whom are wondering: ... http://government.onvia.com/?p=239 For a small business, starting to pursue federal contracts can seem like an impossible task. A lot of complicated rules govern federal contracts, and for a small business owner who’s been pursuing private-sector contracts, the prospect of facing the added paperwork and documentation requirements of the federal government is ... http://government.onvia.com/?p=238 Ethics in Government Service In December 2007, new FAR regulations were enacted requiring businesses performing certain contracts to have a written business code of ethics. All federal contracts over $5 million must now contain a clause requiring the contractors to have concrete ethics policies in place, as well as internal ... http://government.onvia.com/?p=237 In 2007, the Small Business Research Board conducted a study on how U.S. small businesses use the Internet and eCommerce. The SBRB/Business Today Small Business eCommerce Study surveyed over 550 small businesses nationwide on their current and projected Internet sales and eCommerce activities. Overall, 42.7% of study participants ... http://government.onvia.com/?p=236 Participating in a subcontracting job can be a positive work experience, building up your resume as well as new industry contacts. It can also be a nightmarish mess of roadblocks, misunderstandings, and disputes. A big part of what can make or break your subcontracting experience is put in ... http://government.onvia.com/?p=235 The American Institute of Architects recently released a 58-page report titled Local Leaders in Sustainability: A Study of Green Building Programs in Our Nation’s Communities. The report covers data collected by the AIA from 606 U.S. cities, all with populations over 50,000. Of those cities, ninety-two have active ... http://government.onvia.com/?p=234 It’s happened to every government contractor. The perfect contract opportunity arises, but by the time you hear about it, there’s barely enough time to complete the proposal, let alone build the relationships necessary to give the agency an idea of the value your business can provide. The fact ... http://government.onvia.com/?p=233 Writing your government proposal may not feel much like writing a novel or newspaper article, but one adage remains true for just about every kind of writing imaginable: it’s almost impossible to properly edit your own writing. You’ve spent so much time on the project, it’s difficult to separate ... http://government.onvia.com/?p=232 Many companies first look at public sector contracting while considering broadening their market. Whether you’re working in a highly competitive space or in a niche market, entering the public sector can open up a wealth of new client possibilities. However, contracting with the government involves a substantial investment ... http://government.onvia.com/?p=231 In recent years, the Government Accountability Office has increased focus on organizational conflicts of interest with government contractors. Government contractors should keep a close eye on potential conflicts of interest. If the agency discovers an organizational conflict of interest (COI) that the contractor hasn’t disclosed, it could delay ... http://government.onvia.com/?p=230 Government sales can seem intimidating. When people think of “the government” they often view it as a gigantic, faceless bureaucracy. The government is more strictly regulated than the private sector, which can also be daunting if you are unfamiliar with the regulations in question. These perceptions can ... http://government.onvia.com/?p=229 Breaking in to the government market can be difficult, especially for a smaller company. I’ve written before about partnering and teaming as a strategy for businesses without much government contract experience to expand their contracting resumes. Subcontracting with a prime on a government contract is another way to ... http://government.onvia.com/?p=228 Working with the federal government has its advantages and disadvantages, but one major advantage is the consistency of regulations at the federal level. Contracting in the highly regulated federal sector involves a clear and uniform body of rules and regulations to be followed. An experienced federal contractor can ... http://government.onvia.com/?p=227 Working in a niche market has its advantages. Having fewer competitors means a niche business can spend less time protecting its market share and more time discovering new sales opportunities. On the other hand, niche companies are often frustrated when demand for their products or services doesn’t match ... http://government.onvia.com/?p=226 In the last several years, the federal government has been making a huge effort to improve the quality of small business contracts and subcontracts, and Department of Homeland Security jobs are no exception. Even though all large Department of Homeland Security jobs require the contractor to submit a subcontracting ... http://government.onvia.com/?p=225 I frequently get calls from contractors who are interested in contracting with the government, but don’t know where to start. Many contractors worry that their lack of experience with government contracts could keep them from ever breaking into public-sector work. It’s true that performance on past government projects ... http://government.onvia.com/?p=224 If you’re pursuing government contracts at the federal level, you’ve most likely come across a Department of Defense (DoD) contract or two. Defense contracts count for billions of dollars of contractor revenue each year, so they are definitely worth pursuing. Working with the Department of Defense will usually ... http://government.onvia.com/?p=223 In October, I sat down with Fortune Small Business magazine to share my small business marketing and contracting expertise. FSB contacted me, along with two other contracting experts, to give advice to growing remote-communications company Nomad Technologies. 60% of Nomad’s clients are government agencies, but company founders were ... http://government.onvia.com/?p=222 Part 19 of the FAR is devoted to regulations for the Small Business Subcontracting Program and subcontracting plans. Basically, it says that for any contract over the simplified acquisition threshold, the contractor receiving the award must agree to make provisions for subcontracting by small business, veteran-owned small business, service-disabled ... http://government.onvia.com/?p=221 Did you know that clean-up efforts from Hurricane Katrina continue to this day, over two years after the hurricane struck? With the massive property damage sustained during natural disasters such as storms, floods and wildfires, disaster-related contracts are made available long after the initial push for relief efforts has ... http://government.onvia.com/?p=220 Business intelligence from a government information company can help contractors get the information they need to compete for contracts, but doing the work to win the contract is still up to the contractor. Opening up a business to government contract work is a large and sometimes overwhelming task. ... http://government.onvia.com/?p=219 Companies that are considering becoming federal contractors should carefully weigh the toll a federal contract might take on their businesses before proceeding. If your company is looking for a way to find work that will quickly bring in cash, becoming a federal contractor may not be the right choice. ... http://government.onvia.com/?p=218 In my list of top ten blunders your government bid should avoid, the #1 blunder is using complex language. In any industry, there are certain terms that are used every day by those in the know, but may be incomprehensible to people on the outside. Even though a ... http://government.onvia.com/?p=217 A California Contractor Dilemma On November 5th, California Governor Arnold Schwarzenegger ordered massive spending cuts across all state departments. Due in part to the burst of the housing market bubble, California’s deficit for 2008 is projected to be as high as $10 billion. In efforts to combat the rising ... http://government.onvia.com/?p=216 Government Contracting Best Practices regulars have probably noticed that things have been a little slow around here in the past few weeks. We’ve had our hands full here at Onvia, but starting next week, Government Contracting Best Practices will be back to its regular post schedule. In the ... http://government.onvia.com/?p=215 When managing a government contract, the personnel you’ll be dealing with are much more closely regulated than they are in the private sector. The Federal Acquisition Regulation is fairly strict on which contracting officials have what authority. Here’s a quick run-down of the different agency personnel commonly associated ... http://government.onvia.com/?p=214 If you’ve read my post on broadening your market vs. deepening your market, you’re familiar with some of the pros and cons that come with expanding your client base or exploring new products and territories. Growing your business usually involves some risk, and it can be difficult to know ... http://government.onvia.com/?p=212 The National Institute of Governmental Purchasing (NIGP) is a non-profit organization that supports government buyers and other public sector professionals. Through a combination of research, consulting, and advocacy, the NIGP strives to support and improve the government procurement process. While most of the NIGP’s services are focused on government agencies, ... http://government.onvia.com/?p=211 Just like an increasing number of private sector companies, many government agencies have e-commerce sites. These e-commerce sites can provide support for procurement functions such as requesting bid packages or submitting bids or invoices. What online functions are offered will vary from agency to agency. Advantages of ... http://government.onvia.com/?p=210 Effective proposal writing is rarely a one-person task. Your proposal writing team may include writers and researchers from different departments, all with their own areas of expertise. No matter how many people make up your proposal writing team, your proposal, in its finished state, will be one document ... http://government.onvia.com/?p=209 Selling Your Brand Building brand awareness is an important part of any marketing or PR strategy. It can be frustrating to do, since unlike a more direct lead-generation campaign, it’s difficult to measure return on investment. The real value of brand awareness comes from differentiating your business from the ... http://government.onvia.com/?p=208 I’ve written before about procurement conferences and the benefits of attending them. Not only do conferences offer an opportunity to hear leading government contractors and contracting authorities give their expert advice, they are also a great way to network with other government contractors. The National Contract Management Association has been ... http://government.onvia.com/?p=207 When subcontracting on government jobs, your subcontracting agreement is entirely with the prime; contractually you have no relationship with the government at all. In many ways, this puts you at an advantage. Dealings with government agencies are very carefully regulated, and can involve a lot of red tape, ... http://government.onvia.com/?p=206 Contracting can get very competitive, and it’s easy to fall in the habit of viewing all contractors in your field as the competition. When it comes to federal or nationwide contracts, this can be especially true: competitors for large-scale contracts such as these could be coming from anywhere in ... http://government.onvia.com/?p=205 I recently came across a survey that uncovered some interesting data I’d like to share with you. The survey polled architecture and engineering professionals on their use of online lead sources such as FedBizOpps and Onvia. 74.1% of survey participants said that they regularly went to FedBizOpps to look for ... http://government.onvia.com/?p=204 In earlier posts I’ve talked about the fact that a big part of selling to the government is knowing how to speak contracting officials’ language. Having firm knowledge of the ins and outs of your products and services will go a long way, but it’s equally important to be ... http://government.onvia.com/?p=203 Risk Management in a Government Bid As you are writing your government bid, it may be tempting to bid your most optimistic figures for schedule and budget. However, even in the best of circumstances, problems occasionally crop up. A typical government bid package should contain contract clauses related to ... http://government.onvia.com/?p=202 How are you handling marketing in the private sector? If you’ve been focusing your efforts on marketing of late, you’ve probably come up with some dynamite sales collateral – brochures, fact sheets, white papers – showing off your company’s value proposition. These tools can be used to market ... http://government.onvia.com/?p=201 If you’ve been awarded a long-term contract, chances are that sooner or later the contract term will expire and the contract will be up for renewal. While government agencies do tend to stick with an incumbent contractor if no serious problems have come up, having a contract come up ... http://government.onvia.com/?p=200 On August 17th, the Small Business Administration announced the release of its new Small Business Procurement Scorecard. The scorecard rates agencies’ progress in providing small business opportunities and is part of a larger movement in new procurement regulations toward accurately tracking small business contract data. The overall target for federal ... http://government.onvia.com/?p=199 Using Business Intelligence to Find your Ideal Contract Many subcontractors get the majority of their work from previously established relationships with prime government contractors. Prime contractors usually have a network of subcontractors who provide products and services that the prime needs to subcontract out on a regular basis. Maintaining ... http://government.onvia.com/?p=198 Most government contracts will include a quality control inspection and acceptance clause. Basically, a government agency has the right to inspect the goods and/or services being delivered to them prior to the contract completion. A quality control inspection clause protects the agency by allowing time to spot and ... http://government.onvia.com/?p=197 Let’s say you’re a government contractor with a few awarded government contracts under your belt. You’ve taken the time to build relationships with key decision-makers at government agencies, you’ve honed your RFP and proposal writing skills, and you’re confident that you can be the lowest bidder for the next ... http://government.onvia.com/?p=196 As a federal contractor, it’s important to know the laws that apply to you and your project. Not only could breaking these laws get you in serious trouble, demonstrating that you’re unfamiliar with federal contracting law will be a warning flag to any government agency you’re working with, and ... http://government.onvia.com/?p=195 I recently reviewed an article by Richard White, posted on fedmarket.com. He talks about how the State of California published the following list of proposal writing examples of statements that caused the state to reject the proposals. Here is the list of the statements you should exclude in your ... http://government.onvia.com/?p=194 If the competition happened to slip past you and they won a contract you were pursuing, a contract termination rebid is possible if the winning contractor defaults and fails to perform the terms of the contract. A default termination is what usually results if the contractor fails to perform in ... http://government.onvia.com/?p=193 One thing to keep in mind if you’re thinking about working with the government or you have a contract already is that the government has the power since it’s a sovereign entity. That means that the government can decide to change how many items are shipped or how they ... http://government.onvia.com/?p=192 In order to be competitive when bidding on a subcontract, pricing is a major factor that will come into play. Nevertheless, be sure not to sell yourself short and make sure you have all the essential subcontract pricing considerations under your belt. Here are some requirements, costs and other ... http://government.onvia.com/?p=191 Inventory control involves keeping a good balance - you’ll need to get rid of the items that are obsolete or unwanted, and keep your in-demand items in stock. There are plenty of inventory management methods to make sure that you meet your clients’ needs, especially if you’re a small business. ... http://government.onvia.com/?p=190 Many long-term DoD contracts specify surge quantities in order to help cover emergency situations. Surge requirements are excess quantities required (in addition to the basic order) that need to be readily delivered. Typically, a surge requirement is only utilized at times of war or when there is an unforeseen surge ... http://government.onvia.com/?p=189 Government Publications you Should Know About There are many government publications available to help your company do business with the US government. Many of the US government publications I am about to suggest can be ordered for a fee from the Government Printing Office. To avoid a fee, you can go ... http://government.onvia.com/?p=188 When it comes to writing a RFP response, some clients have expressed that they don’t wish to share detailed proprietary information within their proposals. However, keep in mind that the agencies are looking to find the best solution to their problem – and providing the agency with proprietary information ... http://government.onvia.com/?p=187 A client recently brought up a good point regarding agency communication rules and agency communication restrictions – such as cone of silence restrictions. Considering how important it is to network with agencies to generate interest in your services, you should know about the agencies’ communication rules and parameters (if any) ... http://government.onvia.com/?p=186 Tracking the development of a lead once it’s passed on to a sales representative or sales team can be a very difficult lead management task. Most businesses are so preoccupied with day-to-day business activities that accurate sales forecasting becomes too much work. However, if you’re strategically planning business, you’ll need ... http://government.onvia.com/?p=185 Finding the right prime to work with on a government project is a top priority if you’re a subcontractor. To find subcontract work with primes, you’ll need to know which primes currently hold government contracts and who their contact person is. Doing thorough research on your own will take ... http://government.onvia.com/?p=184 When responding to an RFP, have you ever wondered how strict the RFP requirements are? A recent case in Lucas County, Ohio, proves that even if you’re awarded a contract, it can be taken away if you didn’t fully meet the original specification requirements. New Era Builders Inc. of Cleveland ... http://government.onvia.com/?p=183 Checking up on your industry news should be a regular part of your week. You’re probably already receiving news on a regular basis from publications that focus on your industry, but are you staying on top of general procurement articles? If you think that general procurement news is not ... http://government.onvia.com/?p=182 Besides addressing all of the requirements that are described in the RFP or bid, the biggest tackle you’re going to have to figure out and write into your response is what motivates the agency’s government contract awards. In past articles, I’ve talked about the importance of building value. To ... http://government.onvia.com/?p=181 When pursuing federal contracts, you’ll need to build your knowledge of the government market so you can identify market changes, analyze annual federal spending and identify trends so you can pinpoint where you need to drive your sales efforts. The Federal Procurement Data System is one online stop where ... http://government.onvia.com/?p=180 Growing your business in a new direction usually means that you need to either expand your current client base or explore new products and territories. It can be a tough decision if you’re trying to decide on the best approach …should you try to expand your products / services into ... http://government.onvia.com/?p=179 I wrote a government marketing article last year about the many things that influence a government contract award – and how pricing isn’t everything. I’d like to bring this point up again because pricing tends to be a factor that many businesses focus on too much when time could be ... http://government.onvia.com/?p=178 In many cases, a prime contractor may ask your subcontracting company to fulfill the quality requirements of the contract. The reason behind this is the prime contractor is responsible for the quality of the goods supplied by the subcontractors or suppliers. It’s in the best interest of the ... http://government.onvia.com/?p=177 Many small businesses worry that, compared to government contracts for small business, the percentage of government contracts going to larger businesses is too high – and that the Small Business Administration isn’t doing much to prevent this from happening, or preserve government contracts for small business. The SBA recently released ... http://government.onvia.com/?p=176 You’ve probably heard of vendor lists – it’s a great way to get toward the front of the pack when it comes to upcoming government agency needs. But, there’s another form of ‘vendor list’ that you can register for that will help you get your name in front of the ... http://government.onvia.com/?p=175 As I mentioned before, the hardest part about approaching the government market is uncovering government business intelligence. In particular, you’ll find that you won’t be able to locate winning proposals from vendors. If you want to write your way to more contract awards, getting a hold of vendors’ winning proposals ... http://government.onvia.com/?p=174 Most often referred to as the “FAR”, the Federal Acquisition Regulation is a resource guide for government rules and procedures. The FAR is like the Bible for government contracting rules, processes, plus contract forms and clauses. If you’re doing business with the federal government or looking into it, you ... http://government.onvia.com/?p=173 In a previous posting on CAGE Codes and NAICS Codes, I went over the importance of knowing the government’s classification system. You’ll need to know and speak the government’s language if you’re planning on pursuing any of the contracts that are solicited. Knowing which NAICS codes and CAGE codes you ... http://government.onvia.com/?p=172 As a contract manager, you’re going to have to know the different types of contracts and how they are evaluated. I had someone ask about marketbaskets so I’ll go over them so you gain a better understanding of how to manage the contract. A marketbasket is a long-term contract that focuses ... http://government.onvia.com/?p=171 If your company works within the construction industry or you work with construction companies, it’s important to know their language and the processes involved with building different structures. By mastering building and construction terms, you’ll demonstrate your understanding of the industry and that you’re committed to knowing your business or ... http://government.onvia.com/?p=170 Considering the power of larger companies competing in the government market, you may feel like you’re the underdog if you’re a small business, such as a veteran-owned business. Once you’re qualified as a veteran-owned business, you can even qualify for certain government contracts that are set aside only for ... http://government.onvia.com/?p=169 Often referred to as “micro purchasing” (sums under $2,500), credit card purchasing presents another sales opportunity in addition to government contracting. Did you know that 70% of government procurement transactions are micro purchases through credit cards? Just a few years ago, in 2003, the federal government spent $16.4 billion in ... http://government.onvia.com/?p=168 One of the quickest and easiest ways to bring awareness to your product or service is via email marketing. But thanks to CAN-SPAM and bad lists, getting a hold of the right email marketing lists of procurement decision makers and influencers can be tough. Email marketing lists are getting ... http://government.onvia.com/?p=167 Knowing the laws surrounding government contracts is essential if you’re managing or working on government contracts. Before you make the wrong move, make sure you know all the key Acts that are involved with government contracting. Albo & Oblon, L.L.P. provides some helpful information on their website regarding government contract ... http://government.onvia.com/?p=166 As a subcontractor, you’ve probably noticed that it’s hard to locate subcontractor contracts and other subcontracting information. While there are thousands of construction, architecture and engineering contracts announced, notifications of subcontractor contracts, on the other hand, are harder to find. In addition to networking and calling primes, the ideal ... http://government.onvia.com/?p=165 Government Contract Forecast: Planning, Marketing and Selling Ahead of Time Planning your sales pipeline is essential for any business in order to plan effective government sales and marketing strategies. Do you know how to find out about government procurement and government contract forecasts for the year? Thanks to the government’s business ... http://government.onvia.com/?p=164 Having a constant flow of sales leads will play a key part in planning and executing your sales revenue goals. It’s pretty easy to gain visibility into new RFPs and bids, but it’s harder to track renewing contracts, also known as term contracts. Although hard to uncover, term contract sales ... http://government.onvia.com/?p=163 The Go or No-Go Decision When pursuing government projects, you need to weigh your options closely before you begin writing a response for an RFP. If part of the contract doesn’t match your company’s best interests or you can’t deliver on part of the contract, the smartest move may be ... http://government.onvia.com/?p=160 Probably the most frustrating part of pursuing federal government contracts is trying to track down specific government information—especially details on past contracts. For example, what do you do when you want to know about the end dates of specific federal government contract jobs that you didn’t capture? How do ... http://government.onvia.com/?p=159 When it comes to marketing leads, the ones that are easiest to identify are bids, RFPs and quotes. It’s becoming easier to spot these opportunities thanks to email notifications and sales leads lists from a government business intelligence company. Most likely, your competitors will see these leads when they are ... http://government.onvia.com/?p=158 What combination of skills and competence is demanded of a contract manager? Simply looking at a resume of work experience will only take you so far. Typical Contract Management Skills A successful contract manager will develop contract management skills in more than one area, such as administration, contract law, accounting, management, ... http://government.onvia.com/?p=157 One type of subcontracting opportunity that may be overlooked by subcontractors is term contracts. Scouting out term contract opportunities can be hard since there are no reminders sent out by the purchasing office when the contract is up for renewal. The important thing is to identify your market opportunities ... http://government.onvia.com/?p=156 In addition to soliciting bids, quotes and RFPs for goods or services, the government also gives out money in the form of government grants. Usually, government grants are very specific in how the money is to be used. However, there is another form of funding provided by the Department of ... http://government.onvia.com/?p=155 Wouldn’t it be nice if you could find a handful of government personnel whose job it was to help you secure government contracts? If you need help nailing down the procurement process specifics of certain projects, you’ll be happy to know that there are other resources for you. A ... http://government.onvia.com/?p=154 When it comes to the government proposal writing process, you have to be very detailed. In fact, if you aren’t as detailed or thorough on some sections or the government RFP, it could cost you a contract. This is why learning how to write a government proposal and nailing down ... http://government.onvia.com/?p=153 How to Prepare for the 2007 Tornado Season In the U.S, the general shift to tornado season is from late winter through mid-summer. The 2007 tornado season is already here, and the federal government will need to prepare for heavy storms and tornadoes by releasing more disaster prevention and disaster ... http://government.onvia.com/?p=152 One of my associates is an email programs manager and there’s one HUGE benefit to email marketing: your cost per lead is very inexpensive. And, with email marketing, you can get a lot of traction! I’ve picked his brain a bit about some quick government marketing tips that anyone ... http://government.onvia.com/?p=151 Many government contracts are fixed-price; the price quoted in the proposal is final and should include all expenses. In some cases, however, it’s difficult or impossible to know exactly how much certain items or services are going to cost. In these situations, the government will usually use a ... http://government.onvia.com/?p=150 One of the toughest parts of seeking new business opportunities is uncovering the ones that aren’t as obvious. Sure, it’s easy to spot a new RFP coming out, but knowing where to find information on subcontracting term contracts, for example, is another story. If you’re planning on staying ahead ... http://government.onvia.com/?p=149 Due to the aftermaths of hurricanes, such as Katrina and Wilma, disaster recovery contracts and government disaster spending have been in the spotlight. Many small businesses want to get involved but feel frustrated with the idea of competing for federal government disaster recovery contracts and would rather help with smaller, ... http://government.onvia.com/?p=148 Advantages of Analyzing Government Purchasing Trends Learning about a government agency’s trends and analyzing their purchasing habits will pay dividends. Because the government market is so competitive, you will need to know as much about your customer as possible. The only way to analyze a government agency’s purchasing trends is to ... http://government.onvia.com/?p=147 Preparing an IFB Proposal One common misunderstanding government contractors have with IFB proposals is underestimating the process involved with submitting them. Although you don’t have to put together all of your own documents for your IFB submission, you will still need to approach it carefully, much like an RFP. An IFB ... http://government.onvia.com/?p=146 When employing contractors or other individuals to work with your company on federal government contracts, you’ll need to be familiar with Federal Contract Compliance programs. The U.S. Department of Labor supports the Office of Federal Contract Compliance Programs (OFCCP), which is responsible for ensuring that if an employer is ... http://government.onvia.com/?p=145 Pairing a marketing plan with your sales plan is a recipe for success – especially if that marketing plan involves building more face-to-face exposure to procurement officials from the public and private sector or joining an online procurement network. Business Matchmaking is supported in part by the Small Business ... http://government.onvia.com/?p=144 A client recently wrote in, asking to clarify what a Blanket Purchase Agreement is, and how to prepare a Blanket Purchase Order. I’ll backtrack a bit by going over what a Blanket Purchase Agreement (BPA) is, how it differs from other agreements and how to be considered for a ... http://government.onvia.com/?p=143 There are many benefits associated with doing business with the government (yes, even beyond the billion-dollar government budget allocated toward acquiring goods). In particular, there is a strong list of subcontracting benefits. Subcontracting Advantage - No Contractual Relationship with the Government Because you are delivering goods and services to a prime ... http://government.onvia.com/?p=142 For a government contractor, whether you’re trying to stay on top of industry issues, gain access to contract documents or review safety and risk management tips associated with your contracting work, a wealth of contracting websites and other resources is available to you online. The contracting websites listed below are resources ... http://government.onvia.com/?p=141 Uncover More Government Sales Leads Project specs and other government bid documents are a goldmine for many of the clients I speak with. They express frustration when trying to find the right government projects, since the legal ads are not very descriptive. The key to finding out if your service ... http://government.onvia.com/?p=140 A client recently brought up some points about responding to government RFPs and the purpose of routine RFPs. He asked, “Why do agencies put out an RFP for products and services if they have been working with a competitor of mine for years?” Why a Government Agency May Choose to Release ... http://government.onvia.com/?p=139 When searching for federal business opportunities, you’ve probably run across FedBizOpps, a resource for federal government contracts over $25,000. Accessing their website allows you to search for federal government contracts from government agencies. Federal government agencies can even post their opportunities directly to the website. As a small business, ... http://government.onvia.com/?p=138 When working with government agencies, you will still need a calculated method of marketing just like when selling to the private sector. If you want to grow your government business, it isn’t enough to wait for the perfect project to come out and then plan on a contract renewal. ... http://government.onvia.com/?p=137 Organizing government leads probably isn’t at the top of your list of to-dos at work, especially considering that there are over 3,500 new government business opportunities published every day across the U.S. But, even if you go after a small number of government contracts, you will still need to ... http://government.onvia.com/?p=136 Before you consider subcontracting for a long-term contract, you should know all the rules of engagement specific to long-term contracts and work out the details with your prime contractor. Here are some elements that are specific to long-term contracts: Guaranteed Minimum – The government agrees to buy a minimum amount of ... http://government.onvia.com/?p=135 If you are just starting to look into government contract work, you may need local contract funding or small business government loan options to help you work the contract. Before you start looking for financial institutions to help you fund your end of the job, here are some tips to ... http://government.onvia.com/?p=134 What You Need to Know about ORCA As of January 2005, the FAR (Federal Acquisition Regulation) requires that as part of the government proposal submission process, you need to submit an online representations and certifications application—also known as ORCA. Instead of submitting a lot of paperwork, ORCA is the e-initiative that ... http://government.onvia.com/?p=133 If you started out trying to search for government contracts and RFPs for your business before you started working with a government business intelligence company, you know how much time and effort is required in order to find government contracts - especially the right government contracts. When you’re trying ... http://government.onvia.com/?p=132 Preparing to respond to a government RFP can be very time-consuming and intimidating if you don’t know what’s involved or how to best prepare for the proposal writing process. Before you even dig out a pencil or start typing out a draft of your government proposal, it’s important to get ... http://government.onvia.com/?p=131 While searching for government RFPs or RFQs, have you run across brand name specifications? If you have, it may leave your company feeling helpless to compete. However, don’t discount the project completely. There are a few things you can do to try to work around the brand name specification and ... http://government.onvia.com/?p=130 One thing you can count on as a small business is payment from the government after you complete your end of the contract. Thanks to the Prompt Payment Act, the government is required to pay small businesses contractors within 30 days after a government invoice is received. However, ... http://government.onvia.com/?p=129 The federal government has increased the number of opportunities for government subcontractors by bundling contracts: releasing large contracts with multiple different requirements and activities, instead of numerous smaller contracts. Federal agencies favor contract bundling options because they increase purchasing power and reduce overhead costs. Prime contracting opportunities are decreased, however, ... http://government.onvia.com/?p=128 Winning local government contracts can take a lot of work. Before you go to the trouble of pursuing a local contracting project, it is important to constantly review the positioning of your company, relevant to the government market. You will need to know what your small business may ... http://government.onvia.com/?p=127 How Your Business can Profit from Federal Government Grants When you think of federal government grants, certain types of grants may come to mind, such as research grants or educational grants. Because the federal government likes to spend money, and there are always things to improve, there are actually federal ... http://government.onvia.com/?p=126 If you’re researching information on how to learn more about government contract work, most likely you’ve heard of Procurement Technical Assistance Centers (PTACs). Whether you’re new to government contract work or want to brush up on your marketing or sales processes, you’re likely to find PTACs a great resource. ... http://government.onvia.com/?p=125 Defining government terms correctly is extremely important, especially when you are conversing with government buyers or other government officials. It is particularly important to know the definitions of government terms, and the difference between these terms, when you are writing a government proposal in response to an IFB, RFQ or ... http://government.onvia.com/?p=124