For decades the General Services Administration’s Multiple Award Schedule system has provided a popular way for agencies to acquire commercial goods and services. It’s popular to the tune of $45 billion a year. Now GSA will consolidate 24 distinct schedules into one. Centre Law Group managing partner Barbara Kinosky joined Federal Drive with Tom Temin in studio to explain what it means to contractors and buyers.
From market research and contract writing assistance to online purchasing – eTools eliminate paperwork, speed acquisition time, and turn Contracting Officers (COs) into heroes for their agency.
When submitting bids, contractors should always double check their proposal submission methods, whether it be a designated portal, email, or any other method, and do so well before the deadline. GAO recently had the opportunity to examine proposal submission issues related to a US Navy procurement, and did not show sympathy for the contractor who experienced proposal submission issues right at the deadline.
With professional services growing as a percentage of federal contract dollars, agencies pay close attention to whom its bidders are offering.
Two common measures for sales effectiveness are win rate and pipeline conversion rate. Many confuse or conflate these concepts. “Win rate” has become a generic term used when managers or leaders are looking to quantify a seller or team’s success at closing deals. Win rate is a suitable metric for that purpose, but its value in predictive analytics and forecasting is limited. Sometimes when a business leader is inquiring about win rate, they really need a pipeline conversion rate.
Hindsight is 2020. You don’t want to look back at 2020 and regret missed opportunities. The new year brings a lot of uncertainties – but one thing IS certain. To win, you need to differentiate your company and your offers from the competition.
The GSA 8(a) Streamlined Technology Application Resource for Services (STARS) III multiple-award ID/IQ contract is the follow-on to STARS II, which was awarded to hundreds of companies in July of 2011.
GAO recently sustained protest to an agency’s FAR Part 13 procurement that relied exclusively on CPARS-generated assessment chart rating percentages to evaluate vendors’ past performance. The agency’s goal was to “maximize competition” by considering all past work, rather than just relevant work. While there is no FAR Part 13 regulatory prohibition on doing so, GAO found the CPARS charts incomplete and misleading and the evaluation inconsistent with the terms of the solicitation.
NOTE: This article first appeared on FCW.com.
The General Services Administration says its work to consolidate two dozen contract schedules into a single schedule is proceeding smoothly, with the agency expecting to publish a consolidated solicitation at the start of fiscal year 2020.
Several years back American, Express OPEN commissioned studies on what it takes for small contractors to succeed in GovCon. Two of the salient issues of the studies that still apply today are these: