What makes a small business "small"?
Great question.  When dealing with the federal government, and most state and local entities, your qualification as a small business depends on what you do and how you are classified …

The recently approved WOSB (Woman Owned Small Business) or as it is commonly being referred to 8m (gotta love the irony with that one huh?) is presenting some opportunities – but not the way you …

Secret Agencies
We are not talking about NSA, CIA or any other spy agencies, we are talking about unknown agencies would drive right past their office and not know they were there. I should know, I …

How to Identify Your Competition’s Vulnerable Accounts…
Have you done a competitive analysis to see how your competition is adapting to current market conditions? Probably not. Only about 4% of companies actually break down their competition …

3 Steps to doubling Your Profits in 180 days…
Did you know 20% of your clients make up 80% of your profits? These are your “A” list customers. Did you know that 80% of your internal …

Mythbuster: FedBizOps
Myth: Is the best place to find new opportunities really FedBizOps? If you go there right now you will find around 38,400 opportunities. Huge, right? Look closer… those 38,400 are categorized in one of …

And it is indeed a happy new year for federal contractors who were positioned to pounce on “Use it or Lose it” spending. While we executed a last minute proposal for $525k that was chump …

85% of federal opportunities have less than 4 competitors…

We recently compiled a federal intelligence report for our utility construction client located on the east coast… Over the past two years $3.9 Billion was spent with contractors on various forms of utility construction for the federal government and ¼ of the opportunities had only ONE response. 85% of the 11657 of the contracts awarded had less than 4 responses. That’s $2.7 B in awards that had less than 4 competitors.

What do a Blood Pressure Kiosk, a Lobster Tank and Coca-Cola have in common? They, along with thousands of other purchases, were all executed by the very same contracting officer in the federal government…

The Buzz about BRAC
Holy smokes!  If your business is in Maryland and you think you missed the BRAC (Base Realignment and Closure) boat- think again.  A friend of mine forwarded the presentation from the GOVCON …

Ever get an e-mail response that starts like this? “Thanks for the information. I wish that I had known about this company last month…

Next time you lose, ask for a Formal Debrief. Not only will you receive valuable insight into what you might have missed, if you are willing to listen, you will also be provided with inside information regarding the internal processes of both the agency and the contracting office.

Make it easy
Contracting officers are busy people.  One thing all procurement people look for is an easy way to fulfill the obligations of the contract.  If you don’t have a contract vehicle, that means a …