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October 13, 2019
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)The line above has been part of almost every podcast intro for the last 5 years. We know the name has confused a lot of people.  In addition, we sometimes talk about Skyway Acquisition, which further confuses things.For today's episode Kevin and Paul attempt to clarify why they started the podcast and why they still release an episode every week.  You'll also learn about the connection to the Skyway Community, how a podcast pays its bills, and where we're heading in the future.  _________If you enjoy our podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.Whether you are brand new to GovCon, just got your first contract, or you are already a successful government contractor, being a Skyway Community member will guide you to the next level.With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect place for anyone who is serious about winning more contracts.Give us a call at 877-884-5280 or check us out at skywaymember.com. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
October 7, 2019
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Past performance is always an important factor in Government award decisions, but just having past performance isn't enough.Kevin and Paul dive into past performance once again, this time to clarify that the real value of past performance is how you apply it to the job at hand. _________If you enjoy our podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.Whether you are brand new to GovCon, just got your first contract, or you are a successful government contractor, being a Skyway Community member will guide you to the next level.With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect place for anyone who is serious about winning more contracts.Give us a call at 877-884-5280 or check us out at skywaymember.com. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts. 
September 29, 2019
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Kevin and Paul discuss the impact of scale on government contracts. Learn how contract size and scope can impact small and large businesses as well as government acquisition and program offices.   _________If you enjoy our podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.Whether you are brand new to GovCon, just got your first contract, or you are a successful government contractor, being a Skyway Community member will guide you to the next level.With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect place for anyone who is serious about winning more contracts.Give us a call at 877-884-5280 or check us out at skywaymember.com. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts. 
September 22, 2019
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Kevin and Paul expand on a blog written by Michael Derrios (Head of Contracting/Senior Procurement Executive at U.S. Coast Guard) about ghosting - the practice of withdrawing from communication without explanation. The power of open communication is a regular topic on this podcast.  This week focuses on the value created when the government releases a Request for Information (RFI) and provides specific feedback on industry responses.     __________If you enjoy our podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.Whether you are brand new to GovCon, just got your first contract, or you are a successful government contractor, being a Skyway Community member will guide you to the next level.With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect place for anyone who is serious about being a government contractor.Give us a call at 877-884-5280 or check us out at skywaymember.com. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts. 
September 15, 2019
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Paul welcomes special guest Larry Leffler of Leffler Consulting (https://www.lefflerconsulting.com) to discuss the federal budget process. Listen and learn:When does the budgeting process start? Who is involved in the budgeting process? How does a program budget request feed the system to result in funds being appropriated and authorized?How do agencies/offices/programs prioritize the budget that is allowed to them?What happens if a program doesn't start on time?What happens if their is a program overrun?  (or underrun?)How does the way a budget request is structured and worded impact the program's flexibility in spending these dollars?     __________If you enjoy our podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.Whether you are brand new to GovCon, just got your first contract, or you are a successful government contractor, being a Skyway Community member will guide you to the next level.With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect place for anyone who is serious about being a government contractor.Give us a call at 877-884-5280 or check us out at skywaymember.com. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts
September 8, 2019
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Can a contractor evaluate your proposal? Tricky question. Kevin and Paul explain how this common practice can lead to organizational conflict of interest issues, what happens if OCI isn't addressed, and why the government needs contractors to participate in the evaluation process.    __________If you enjoy our podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.Whether you are brand new to GovCon, just got your first contract, or you are a successful government contractor, being a Skyway Community member will guide you to the next level.With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect place for anyone who is serious about being a government contractor.Give us a call at 877-884-5280 or check us out at skywaymember.com. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
September 2, 2019
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)What is an ACRN? Yes, another confusing Government acquisition term. ACRN is an acronym for Accounting Classification Reference Number.  Kevin and Paul explain how ACRNs are used and why both Government and Industry need to pay attention to ACRNs in order to keep the contracting (and billing) process moving along efficiently.     __________If you enjoy our podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a government contracting business. We speak GovCon.Whether you are brand new to GovCon, just got your first contract, or you are a successful government contractor, being a Skyway Community member will guide you to the next level.With our extensive tools and training, exclusive member discounts on consulting support, and a supportive and active community of peers to help you along the way, the Skyway Community is the perfect place for anyone who is serious about being a government contractor.Give us a call at 877-884-5280 or check us out at skywaymember.com. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help government and industry acquisition professionals understand more about how the other side thinks. As former government Contracting Officers who have also walked in industry's shoes, Kevin and Paul share their perspectives in support of the podcast mission:  Make government contracts better, one contract at a time. Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.  
August 25, 2019
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Kevin and Paul torture yet another metaphor, this time using storm surge to discuss the wave upon wave of contracting activities that tend to stack up at the end of the government fiscal year. Learn why the surge can happen and strategies for both industry and government professionals to deal with it.    __________If you enjoy our podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a business with government contracts. We speak GovCon.Whether you’re brand new to GovCon, just got your first contract, or you are already a successful government contractor becoming a Skyway Community member will guide you to the next level.With our extensive course library, monthly training, exclusive member discounts, access to tools and supportive and active peers to help you along the way, the Skyway Community is the perfect place for anyone looking to thrive as a government contractor.Give us a call at 877-884-5280 or check us out at skywaymember.com. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
August 18, 2019
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Paul welcomes USAF Major Dan Finkenstadt to the podcast to discuss knowledge-based services. (KBS) Dan has had a long career in the acquisition world and is currently at UNC Chapel Hill working on his PhD. His research is focused on measuring perceptions of quality and value in knowledge-based services in an effort to improve how the government buys and monitors those services.  Learn about the challenges involved in acquiring KBS and how focusing on the three Rs (Recruiting, Retention, and Replacement) is a promising way to improve acquisition and execution outcomes.   __________If you enjoy our podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a business with government contracts. We speak GovCon.Whether you’re brand new to GovCon, just got your first contract, or you are already a successful government contractor becoming a Skyway Community member will guide you to the next level.With our extensive course library, monthly training, exclusive member discounts, access to tools and supportive and active peers to help you along the way, the Skyway Community is the perfect place for anyone looking to thrive as a government contractor.Give us a call at 877-884-5280 or check us out at skywaymember.com. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
August 11, 2019
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)The question was "How do I get to the decision maker?". Before we can answer that one we have to ask (and answer) a few other questions.Kevin and Paul discuss the questions that have to be covered before "getting to the decision maker": what decisions have to be made? when are they made? who can influence the decision?    Learn how to shape decisions in your favor and why open communication about decision making can ease the acquisition process.  Stay tuned: we're going to be changing the name of the podcast in the near future to better link the podcast topics to the members only content in the Skyway community.  The style, tone, and content will be the same.  We'll just have a fancy new name.   __________If you enjoy our podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running a business with government contracts. We speak GovCon.Whether you’re brand new to GovCon, just got your first contract, or you are already a successful government contractor becoming a Skyway Community member will guide you to the next level.With our extensive course library, monthly training, exclusive member discounts, access to tools and supportive and active peers to help you along the way, the Skyway Community is the perfect place for anyone looking to thrive as a government contractor.Check it out at skywaymember.com. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
August 4, 2019
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Back in the "good old days" of acquisition reform, 20 plus years ago, FAR Part 12 was born with the intent of making it easier to buy commercial products. Kevin and Paul discuss a helpful addition to FAR Part 12 that now allows the use of the Time and Materials contract type.  Stay tuned: we're going to be changing the name of the podcast in the near future to better link the podcast topics to the members only content in the Skyway community.  The style, tone, and content will be the same.  We'll just have a fancy new name.  __________If you’ve enjoyed today’s episode the Contracting Officer Podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running your government contracting business. So whether you are just getting your first subcontract, or you are a successful government contractor, being a Skyway Community member will help you get to the next level.With our extensive course library, weekly and monthly training, exclusive member only discounts, access and tools, and a supportive and active Community to help you along the way with feedback, encouragement and advice, the Skyway Community is the perfect place for anyone looking to grow as a successful government contractor. Check it out at skywaymember.com. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.   
July 29, 2019
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Price to win? Why would anyone price to lose? Paul discusses the purpose of and methodology behind Price-to-Win (PTW) with Michael McNulty of McNulty  & Associates.  mcnultyinc.com  Learn how PTW is accomplished, what information it provides to decision-makers, and how it can benefit any competitive bid.McNulty & Associates is veteran-owned small business founded in 2003.  They provide custom PTW analysis and related competitive research services to leading government and defense firms, including 9 of the top 10 on Washington Technology’s Top 100 ranking and 15 of the top 20! Also a quick head's up: we're going to be changing the name of the podcast in the near future to better reflect our topics and audience.  Stay tuned! __________If you’ve enjoyed today’s episode the Contracting Officer Podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running your government contracting business. So whether you are just getting your first subcontract, or you are a successful government contractor, being a Skyway Community member will help you get to the next level.With our extensive course library, weekly and monthly training, exclusive member only discounts, access and tools, and a supportive and active Community to help you along the way with feedback, encouragement and advice, the Skyway Community is the perfect place for anyone looking to grow as a successful government contractor. Check it out at skywaymember.com. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts. 
July 21, 2019
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Kevin and Paul respond to a Skyway Community member's question about fall out money. What is "end of year money" or "fall out money"?  Why does it happen?  How do I get it?  Listen and learn the answers to these questions and more.  Also a quick head's up: we're going to be changing the name of the podcast in the near future to better reflect our topics and audience.  Stay tuned! __________If you’ve enjoyed today’s episode the Contracting Officer Podcast, we invite you to check out the Skyway Community at skywaymember.com. The Skyway Community is the essential resource for anyone at any stage of starting, growing and running your government contracting business. So whether you are just getting your first subcontract, or you are a successful government contractor, being a Skyway Community member will help you get to the next level.With our extensive course library, weekly and monthly training, exclusive member only discounts, access and tools, and a supportive and active Community to help you along the way with feedback, encouragement and advice, the Skyway Community is the perfect place for anyone looking to grow as a successful government contractor. So check it out at skywaymember.com. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
July 14, 2019
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Three contracting officers walk into a bar...Have you heard that one? What do you think of when someone says "let's talk to the contracting officer" or "it's in the purchasing manager's hands"?  Happy thoughts? Confidence?  Dread?Kevin and Paul discuss the stereotypes associated with the contracting, subcontracting, and purchasing/supply chain profession.  Learn how to recognize the signs that you're becoming a stereotype or dealing with a stereotype and how to overcome (and even conquer) the perception. __________This episode is brought to you by Skyway Acquisition.  To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts.  Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com or call 877-884-5280. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.   
July 7, 2019
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) The Contractor Performance Assessment Reporting System (CPARS) has been designated as the Federal Government-wide solution for collection of contractor performance information. In this rebroadcast of an early foundational episode, Paul discusses CPARS with special guest Shelley Hall. (retired contracting officer and current Skyway Acquisition team member) Learn how information is collected through CPARS and shared through other tools.  Past performance is evaluated in every Government source selection.  Positive ratings are key to continued awards.  Learn how to challenge inaccurate ratings and why it is important for both Government and Industry to ensure that CPARS contains factual and fair assessments of contractor performance.   ———— This episode is brought to you by Skyway Acquisition.  To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts.  Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com or call 877-884-5280. __________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
June 30, 2019
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)We're all busy. That doesn't mean we're all productive.  Kevin and Paul discuss a strategy many leaders use to focus on high priority tasks and carve through the busyness:  The 6 Month Rule.  The strategy comes by many names and certainly wasn't invented here.  Listen and learn how to apply it to manage your workload and assess risk of action/inaction.    __________This episode is brought to you by Skyway Acquisition.  To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts.  Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com or call 877-884-5280. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts
June 23, 2019
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Learn how recognize and use your company's competitive advantages to lock your competitors out of a competition. Learn how government acquisition teams can use the lockout concept to devise a transparent, efficient, and mission-effective acquisition strategy.   __________This episode is brought to you by Skyway Acquisition.  To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts.  Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com or call 877-884-5280. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
June 16, 2019
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Kevin and Paul describe the symptoms of a preventable disease that often infects the incumbent contractor during a recompete: the dreaded incumbent-itis. Many recompetes are lost because the incumbent contractor becomes overconfident and fails to recognize changes that have occurred during the period of performance of their current contract.  Learn how to recognize the symptoms and how both government and industry can prevent incumbent-itis from becoming a fatal infection.  __________This episode is brought to you by Skyway Acquisition.  To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts.  Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com or call 877-884-5280. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
June 9, 2019
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Kevin discusses real world application of the Acquisition Time Zones with Myran Hunter. Myran is a capture manager at Huntington Ingalls Industries, Inc.The Acquisition Time Zones are a foundational concept of the Contracting Officer Podcast.  Each zone aligns to a phase of the government acquisition process. Listen and learn how Myran applies the Acquisition Time Zones to win new business through improved communications within his team.  (as well as many other benefits)The Acquisition Time Zones are, in chronological order:The Requirements Zone (Episode 012)The Market Research Zone (Episode 013)The Request for Proposal (or “RFP”) Zone (Episode 014)The Source Selection Zone (Episode 015)If you'd like to contact Myran directly, send a note to myran.hunter@hii-tsd.com.__________This episode is brought to you by Skyway Acquisition.  To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts.  Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com or call 877-884-5280. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts. 
June 5, 2019
The Skyway Community Does These 3 Things
June 3, 2019
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Kevin and Paul discuss the phenomenon of "happy ears". (otherwise known to the world as confirmation bias)  Learn how our tendency to believe information that confirms our existing beliefs and ignore or rationalize information that conflicts with our thoughts impacts our lives and government acquisition, of course.   __________This episode is brought to you by bidprotestinsurance.com.  Protect your company from the financial risks created by a bid protest with bid protest insurance. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.   
May 26, 2019
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)In this encore presentation of one of the earliest Contracting Officer Podcast episodes, Kevin and Paul provide an overview of the Acquisition Time Zones. The Acquisition Time Zones are a foundational concept of the podcast.  Each zone aligns to a phase of the government acquisition process.  The Acquisition Time Zones help our listeners understand how the content discussed in each podcast fits into the overall government acquisition process.  The Acquisition Time Zones are, in chronological order:The Requirements Zone (Episode 012)The Market Research Zone (Episode 013)The Request for Proposal (or “RFP”) Zone (Episode 014)The Source Selection Zone (Episode 015)This episode provides a brief overview of each zone. The episodes above dive into the details of when the zones begin and end, what types of communication are allowed, and what government and industry professionals are doing (and thinking) during each zone.  __________This episode is brought to you by Skyway Acquisition.  To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts.  Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com or call 877-884-5280. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
May 20, 2019
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Kevin and Paul discuss the FAR's preference for telecommuting. (or working remotely in more modern lingo)Learn why the Government must be clear when documenting requirements for performance at a specific site and how industry can use remote (or onsite) workers to build a competitive advantage.    __________This episode is brought to you by Skyway Acquisition.  To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts.  Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com or call 877-884-5280. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
May 12, 2019
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Prior to negotiations it is common for both Government and industry contracts folks to get "clearance" to negotiate a deal within a range of possible outcomes.Kevin and Paul discuss the FAR's requirement for documentation of prenegotiation objectives and how they are prepared.  Learn why this process can improve negotiation results and how it can all go wrong.   __________This episode is brought to you by Skyway Acquisition.  To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts.  Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com or call 877-884-5280. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts
May 5, 2019
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Kevin and Paul return to CLINs to dig deeper into the Contracting Officer's responsibilities regarding CLIN structure. Learn how "CLIN proliferation" impacts the acquisition and execution process and when new CLINs should be created.   __________This episode is brought to you by bidprotestinsurance.com.  Protect your company from the financial risks created by a bid protest with bid protest insurance. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.   
April 28, 2019
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Kevin and Paul provide a simplified overview of wrap rates including what cost components make up a labor billing rate and a walk-through of a sample calculation. Learn why some cost components are able to be managed and how others are not negotiable.  __________This episode is brought to you by Skyway Acquisition.  To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts.  Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com or call 877-884-5280. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.  
April 22, 2019
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Government requests for proposals (RFPs) contain many explicit requirements. They also include many "buried" requirements that, if not followed, result in non-compliance with the RFP instructions and potentially end a proposal's chance for award.   Kevin and Paul discuss proposal compliance and why losing on a "technicality" is still losing.  Learn why 100% compliance is mandatory and why the Government may or may not kick a proposal out of the running for award based on minor compliance issues.__________This episode is brought to you by Skyway Acquisition.  To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts.  Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com or call 877-884-5280. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts
April 14, 2019
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Kevin and Paul discuss the common question "when should I contact the Contracting Officer during the acquisition process?". Learn the most effective times for different parties from both government and industry to get to know each other and why untargeted communications can be counterproductive.  __________This episode is brought to you by Skyway Acquisition.  To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts.  Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com or call 877-884-5280. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
April 7, 2019
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Possibly the most common question posed to the podcast: Why do RFPs take so long?Kevin and Paul build on earlier episodes on this topic and provide simple communication tips to improve acquisition outcomes for both Government and Industry.__________This episode is brought to you by Skyway Acquisition.  To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts.  Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts. 
March 31, 2019
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Kevin talks proposal automation with Skyway team member (and proposal professional) Wendy Frieman.  Learn why automation tools have become an essential part of the proposal development (and RFP development) process and which functions they can make easier for both Government and Industry.  ———— This episode is brought to you by bidprotestinsurance.com.  Protect your company from the financial risks created by a bid protest with bid protest insurance. __________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts. 
March 24, 2019
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Kevin and Paul review, refresh, and update the Acquisition Time Zones. The Acquisition Time Zones are the way we (this podcast) describe the chronological phases of the government acquisition process. The Acquisition Time Zones help government and industry acquisition professionals and companies who are interested in the government market understand the complicated world of federal government acquisition. The Time Zones are, in chronological order:The Requirements ZoneThe Market Research ZoneThe Request for Proposal (or “RFP”) ZoneThe Source Selection Zone.__________This episode is brought to you by Skyway Acquisition.  To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts.  Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.   
March 17, 2019
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Kevin and Paul discuss the government's proposal evaluation process using yet another baseball analogy. (smile...you know you love baseball analogies) Learn how open communication before the RFP is released helps both offerors and evaluators and how the government uses judgment to assign weaknesses, significant weaknesses, and deficiencies while rating proposals.  __________This episode is brought to you by Skyway Acquisition.  To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts.  Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.  
March 11, 2019
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)In the final episode of our mini-series on the “Fair Opportunity” process, Kevin and Paul discuss how the government can award a "sole source" task order within the bounds of the fair opportunity toolbox.  __________This episode is brought to you by Skyway Acquisition.  To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts.  Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.   
March 3, 2019
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Imagine reading your contract closely to determine how to approach a potential issue, only to find out that you are held to the requirements of a clause that isn't written into the contract. Kevin and Paul discuss the Christian Doctrine, which holds that mandatory clauses that express a significant or “deeply ingrained strand of public procurement policy” will be considered to be in the contract by operation of law, even if they are omitted.__________This episode is brought to you by bidprotestinsurance.com.  Protect your company from the financial risks created by a bid protest with bid protest insurance.  ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts. 
March 1, 2019
The Skyway Community is growing. Our customers are thriving by using our team of former Contracting Officers as their guide to navigate the nuances of government contracting.
February 24, 2019
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Kevin and Paul dig deep into the acquisition process and explain how a bid is often won or lost far before proposals are ever written or evaluated. Learn why contractors must work to win the "opening" before contemplating "closing" the sale and how government acquisition personnel can use the opening phase to streamline the process.       __________This episode is brought to you by Skyway Acquisition.  To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts.  Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.   
February 17, 2019
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)This is Part 3 of our mini-series on the “Fair Opportunity” process. Winning the IDIQ contract was the first step. This is the step that counts. Kevin and Paul explain how orders are COMPETED between IDIQ contract holders. Bottom line, all orders must give a “fair opportunity” for IDIQ contract holders to compete.  But what is "fair" can be different here than in traditional FAR Part 15 competitions.  __________This episode is brought to you by Skyway Acquisition.  To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts.  Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.   
February 10, 2019
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Kevin and Paul discuss the concept of "the complex sale" and the complex buy on the other side of the equation. Learn how industry can leverage the power of the complex sale and how government acquisition teams can use existing acquisition regulations to make government contracting better, one contract at a time.      __________This episode is brought to you by Skyway Acquisition.  To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts.  Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts. 
February 4, 2019
Office Hours are included for Personal Members who join by Feb 8. Go to http://skywaymember.com to get in.
February 3, 2019
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)This is Part 2 of our mini-series on the “Fair Opportunity” process. Kevin and Paul discuss the ordering process for task orders and delivery orders under Indefinite Delivery, Indefinite Quantity (IDIQ) contracts.  FAR 16.505(a) lays out the rules which are incorporated into your contract via 52.216-18 & -19.Learn how the ordering process can streamline government procurement and why some multiple award IDIQ contracts are no more efficient than a full FAR Part 15 competition.    __________This episode is brought to you by bidprotestinsurance.com.  Protect your company from the financial risks created by a bid protest with bid protest insurance.  ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
January 27, 2019
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Kevin and Paul discuss how the impacts of yet another government shutdown flow far beyond the thousands of people out of work. Learn why the long term impacts can be greater than the short term pain and explore a few of the tools that government acquisition offices may use to keep things from coming off the rails during and after the shutdown.      __________This episode is brought to you by Skyway Acquisition.  To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts.  Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.   
January 20, 2019
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Kevin welcomes special guest Brian Burns to discuss "the technical vs. the business sale" as it relates to the federal government market. Brian is the CEO of the B2B Network of Podcasts and the host of multiple podcasts including The Brutal Truth About Sales & Selling Podcast.  (b2brevenue.com)Both government and industry acquisition professionals will learn how to make government contracting better one contract at a time by recognizing the importance of the technical sale and the business sale.  To quote Brian: "If you're not driving the demand, you're not going to get the award".  For government buyers, this quote can be flipped to "If you don't know the market, you're not going to make the best buy to support your mission".      __________This episode is brought to you by Skyway Acquisition.  To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts.  Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com.___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts. 
January 13, 2019
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)This is Part 1 of our mini-series on the “Fair Opportunity” process. Kevin and Paul discuss the difference between FAR Part 15 and FAR Part 16.5 competitions beginning with an overview of Indefinite Delivery, Indefinite Quantity (IDIQ) contracts.  Learn why the flexibility offered by multiple award IDIQ contracts has increased their popularity and how that flexibility has been used successfully and sometimes not so successfully.     __________This episode is brought to you by bidprotestinsurance.com.  Protect your company from the financial risks created by a bid protest with bid protest insurance.  ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.   
January 7, 2019
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Get ready to tackle the confusing world of MAS (Multiple Award Schedule), GWAC (Governmentwide Acquisition Contract), and MAC (Multiple Award IDIQ Contract) acquisitions. Kevin welcomes special guest Vicky Strycharske to discuss these increasing common contract arrangements.  Vicky is a regular guest, former contracting officer, and also a Skyway team member who specializes in GSA schedule and MAS/GWAC/MAC issues.Learn how these contracts differ from standard FAR Part 15 acquisitions, how they differ from each other, and why these differences can help streamline Government acquisitions.__________This episode is brought to you by Skyway Acquisition.  To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts.  Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com.___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.   
December 30, 2018
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)It’s time to re-compete your contract. You’re the incumbent, so this is going to be easy, right? In this holiday encore presentation of an earlier episode, Kevin and Paul discuss the advantages and challenges that come with incumbency on a Government contract.  Learn why many incumbents lose their re-competes and how Government acquisition team members can recognize bias towards (or against) incumbents.  __________This episode is brought to you by Skyway Acquisition.  To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts.  Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com.___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts
December 24, 2018
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)In this encore presentation of an earlier episode, Kevin and Paul discuss the Government’s preference (or lack of preference) for specific small business categories during the acquisition process. Learn how open communication can help Government acquisition teams award set-aside contracts faster and how Industry can leverage the Government’s small business goals to create a competitive advantage.   __________This episode is brought to you by Skyway Acquisition.  To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts.  Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit skywaymember.com.___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.  
December 21, 2018
As we near the end of 2018, have you let another year go by without taking the next step beyond the podcast? Be proactive in 2019. Check out the Skyway Community. Every year you put it off is just giving you competitors a chance to catch you. Don't wait.
December 16, 2018
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Just when you think you understand the rules…Kevin and Paul provide an update to Episode 210 where FAR 52.219-14, Limitations on Subcontracting, was discussed. Within months of that episode’s release a deviation to the FAR was issued that impacts the application (though not the concept) of the clause and other related clauses.Listen and learn how deviations to FAR clauses can quickly change the acquisition landscape.      __________This episode is brought to you by Skyway Acquisition.  To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts.  Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com.___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.   
December 9, 2018
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Kevin and Paul discuss the common practice of hiring, or at least planning to hire, the incumbent contractor’s employees when you win a bid for a service contract. Listen and learn the benefits and pitfalls of this strategy from both the Government’s and Industry’s perspectives.    __________This episode is brought to you by bidprotestinsurance.com.  Protect your company from the financial risks created by a bid protest with bid protest insurance.  ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.   
December 3, 2018
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)This week Kevin and Paul explore another “only in the Government” acquisition scenario. What if you won a new services contract for the Government and were required to offer all the jobs to the employees of the predecessor contractor? Don’t be caught by surprise.  FAR 52.222-17, Non-displacement of Qualified Workers (May 2014) requires just that.  __________This episode is brought to you by Skyway Acquisition.  To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts.  Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com.___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.   
November 26, 2018
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Do the words cost and price mean the same thing to you?  In most of your life the answer is probably yes.  In the business world (and Government acquisition world) they are quite different.  Confusing the two can cause real problems.In this encore presentation of an early episode, Paul discusses the important distinction between cost and price with regular guest Wendy Frieman.  Learn the general elements of “cost”, the complexity of cost estimation, and why  pricing is more than just building up the costs.       ———— This episode is brought to you by Skyway Acquisition.  To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts.  Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com.__________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.   
November 19, 2018
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Inspired by a question posted in Skyway’s “Ask a Contracting Officer” forum, Kevin and Paul discuss the concept of “shaping” and its practical and actual limits. Besides the obvious benefits to industry, learn why shaping can help the Government achieve better acquisition outcomes.  __________This episode is brought to you by Skyway Acquisition.  To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts.  Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com.___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.   
November 12, 2018
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Kevin welcomes special guest Steve Goldsby, founder and CEO of ICS Inc., to talk about three key activities that industry can undertake in order to win more business. Learn how these keys can help lower costs and reduce workload as you win.  You’ll also learn how the Government can help while achieving more successful acquisition outcomes and reducing their own workload. __________This episode is brought to you by Skyway Acquisition.  To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts.  Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com.___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.   
November 8, 2018
Don't wait for the Epic Fail to call us for help
November 4, 2018
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Kevin and Paul discuss the power of succinct writing set up by a quote from Mark Twain, “If I had more time, I would have written a shorter letter”. Government Requests for Proposals and the proposals submitted in response are well known for “dense” content.  Learn tips on how to purge your writing of unnecessary content that obscures the intended message and how this can help both Government and Industry save time and money.  …yes…we know…Twain wasn’t the first.  The earliest recorded use of the concept "If I Had More Time, I Would Have Written a Shorter Letter" comes from French mathematician and philosopher Blaise Pascal's work "Lettres Provinciales" in 1657.  It has been attributed to many others since.  __________This episode is brought to you by Skyway Acquisition.  To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts.  Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com.___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.   
October 28, 2018
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Kevin and Paul discuss FAR 52.219-14, Limitations on Subcontracting. Learn why small businesses are generally required to perform the majority of the work themselves when awarded a contract under a small business set-aside.  (and when they’re not required to…)This clause, and others like it, may not be an obvious requirement in the RFP.  The requirements it levies on the small business awardee can be the primary driver of your bid/no-bid decision.  Don’t be surprised by it!       __________This episode is brought to you by Skyway Acquisition.  To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts.  Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com.___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.   
October 21, 2018
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Kevin welcomes special guest Vicky Strycharske to discuss GSA schedules. Vicky is a regular guest, former contracting officer, and also a Skyway team member who specializes in GSA schedule issues.Learn how GSA schedules help both Government and Industry to more efficiently conduct business and why submitting a proposal and being awarded a GSA schedule contract can be a heavy burden.  Is it worth the effort?  Listen and learn.   __________This episode is brought to you by Skyway Acquisition.  To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts.  Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com.___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.   
October 14, 2018
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Kevin and Paul return to the topic of source selections and discuss one side of the “best value continuum”. Low Price, Technically Acceptable (LPTA) is a source selection process  that is appropriate when best value is expected to result from selection of the technically acceptable proposal with the lowest evaluated price.Learn how the efficiency of the LPTA process can benefit both Government and Industry (when used appropriately) and the limitations that come with this type of source selection.       __________This episode is brought to you by Skyway Acquisition.  To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts.  Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com.___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.   
October 7, 2018
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)So you decide to submit a response to a Government Request for Information (RFI). What happens next? What if it was submitted after the due date?Kevin and Paul answer these questions and talk through the ways in which an RFI response can impact a Government acquisition. Learn how RFI responses can open eyes to unknown or unexpected solutions to Government requirements or even create new requirements.  You’ll also learn how to submit a response that will be completely ignored!        __________This episode is brought to you by Skyway Acquisition.  To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts.  Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com.___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.   
September 30, 2018
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) We’ve debated the 80/20 rule many times on the podcast and discussed how the ratio between process and relationships required to win Government work is loosely related to the size and complexity of the acquisition. Today Kevin talks business development and the power of relationships with Bill Naughton, the Director, Federal Markets - Water & Wastewater, at United Federal Water Services, a Division of SUEZ Water in North America. Bill gives an overview of utility privatization, the unique challenges Government and industry face in this niche, and the extent to which he goes to build the relationships necessary to even compete for this business. Ever heard of a 50 year Government contract? Listen and learn! __________ This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com. ___________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
September 23, 2018
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) When determining a fair and reasonable price it can be fairly straightforward to imagine a price ceiling beyond which the price is no longer realistic. Kevin and Paul discuss a less common cut line: the price floor. Learn what can happen when a contractor bids a price below the floor and why the Government should use open communication to better understand the range of prices for solutions that will satisfy their requirements. __________ This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com. ___________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
September 16, 2018
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Why can’t the Government just stick with their current services contractors or system developers? Why do they always want to change? Kevin and Paul discuss the differences between the business-to-business (B2B) market and the business-to-government (B2G) market. Learn why the Government can’t always just continue to buy from the same source, even if they’re completely happy with current performance. __________ This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com. ___________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
September 9, 2018
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Kevin welcomes special guest Brian Butler to discuss the power of building relationships in the government contracting world. Brian Butler is President and CEO of Vistra Communications (www.consultvistra.com), a communications strategy and professional solutions agency providing communications and management solutions to corporate, government and nonprofit organizations. A retired and decorated career military officer, Brian has provided Public Relations, Strategic Communications, Marketing, and Management Consulting services to senior leaders and their organizations for nearly three decades. Prior to founding Vistra, Brian provided Strategic Communications counsel to senior leaders at U.S. Central Command in Tampa, FL. He also served in a director-level policy position on the Homeland Security Council (HSC) in the White House. Listen and learn from Brian’s experiences with the 80/20 rule, our favorite way to describe the relative importance and balance between process and relationships in a specific acquisition. __________ This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from our team of former COs, including the ability to get the perspective of our whole team in Ask A Contracting Officer Forum, get specialized training from our on-demand webinars and articles, targeting support through our RFP Score™ assessment tool, as well as our consulting from our team of former COs who help solve your unique puzzles. To learn more, visit skywaymember.com. ___________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
September 2, 2018
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) In this special holiday encore episode Kevin welcomes Skyway team members Shelley Hall (a former Contracting Officer) and Christi Gilbert (an Industry contracts manager) for a roundtable discussion about CPARS. Learn why CPARS have increased in importance over the last few years and what you should do if you receive an unfavorable CPARS. __________ This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from our team of former COs, including the ability to get the perspective of our whole team in Ask A Contracting Officer Forum, get specialized training from our on-demand webinars and articles, targeting support through our RFP Score™ assessment tool, as well as our consulting from our team of former COs who help solve your unique puzzles. To learn more, visit skywaymember.com. ___________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
August 26, 2018
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Kevin and Paul wrap up this mini-series about different types of rates in the Government acquisition and contracting world. Episode 183 began the discussion with Provisional Billing Rates. Episode 192 continued with Forward Pricing Rates. Today the discussion turns to final indirect cost rates. Learn who determines final rates, why final rates can take quite a long time to be negotiated and “finalized”, and why that time lag can create challenges for both Government and Industry. __________ This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit skywaymember.com. ___________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
August 19, 2018
Episode #200! We look back at where the Contracting Officer Podcast came from, discuss what we’ve learned, and where we’re headed. Thanks for your support over 200 episodes! __________ This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com. ___________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
August 12, 2018
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) It’s time to re-compete your contract. You’re the incumbent, so this is going to be easy, right? Kevin and Paul discuss the advantages and challenges that come with incumbency on a Government contract. Learn why many incumbents lose their re-competes and how Government acquisition team members can recognize bias towards (or against) incumbents. __________ This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com. ___________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
August 5, 2018
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Kevin and Paul discuss the duality of relationships in the Government acquisition world. Does “having a friend” always help you or can your relationship actually be a negative force? Learn how properly cultivated relationships can improve the acquisition and contract execution process. __________ This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com. ___________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
July 29, 2018
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Contracting Officers must determine that a company is responsible before awarding a contract. How does a small company that has never done business with the Government convince the Contracting Officer that they are responsible? Kevin and Paul discuss FAR 19.601, Certificates of Competency and Determinations of Responsibility. Learn how a small business that has been determined to be non-responsible (due to a lack of documentation or history, among other things) can receive a Certificate of Competency from the Small Business Administration and why the Certificate is a powerful tool for new entrants to the Government Market. __________ This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com. ___________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
July 22, 2018
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) In this episode of a five part series, Kevin welcomes special guest Vicky Strycharske to discuss the second of four steps that Industry should take when an RFP is released by the Government - Building a Proposal Schedule. Episode 165 (Proposals - the First Four Steps) provided the overview. Episode 176 (Proposals - Reading the RFP) gave us the first step. We’ll cover the remaining steps in detail in future episodes. __________ This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com. ___________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
July 8, 2018
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Kevin and Paul discuss the Government’s preference (or lack of preference) for specific small business categories during the acquisition process. Learn how open communication can help Government acquisition teams award set-aside contracts faster and how Industry can leverage the Government’s small business goals to create a competitive advantage. __________ This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit skywaymember.com. ___________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
July 2, 2018
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) In this holiday encore episode, Kevin and Paul depart from the usual Contracting Officer Podcast topics and get a little “philosophical”. Well…not really. After a spirited “discussion” about how the ebb and flow of the economy in general impacts Government contractors we boiled it down to a basic principle: Lucky vs. Good. Kevin and Paul discuss the differences between lucky and good in the Government acquisition world and why both Government and Industry should recognize the impact of external forces on the competitive landscape. __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
June 24, 2018
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Kevin and Paul return to their conversation about different types of rates in the Government acquisition and contracting world. Episode 183 began the discussion with Provisional Billing Rates. Today’s topic is Forward Pricing Rates. Learn the differences between a Forward Pricing Rate Proposal (FPRP), Forward Pricing Rate Recommendation (FPRR), and Forward Pricing Rate Agreement (FRPA). You’ll also gain a better understanding of why rates are a moving target and why both Government and Industry benefit from the accurate estimation of future rates. __________ This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit skywaymember.com. ___________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
June 17, 2018
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) This is Part 3 (of 3) in our series on Qualifying Opportunities. Kevin and Paul wrap up their conversation about the questions that industry should ask themselves regarding their ability to respond to an RFP (or potential RFP). Learn why Industry can’t (and shouldn’t) respond to every solicitation and how resource limitations impact both the bid and execution process. __________ This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from our team of former COs, including the ability to get the perspective of our whole team in Ask A Contracting Officer Forum, get specialized training from our on-demand webinars and articles, targeting support through our RFP Score™ assessment tool, as well as our consulting from our team of former COs who help solve your unique puzzles. Personal memberships start at $50 with no contract. To learn more, visit skywaymember.com. ___________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
June 10, 2018
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Kevin and Paul discuss how and why a contract can end before it’s actual period of performance is complete. Learn why both Government and Industry may want to end a contract early and how communication can make the process less painful for all. __________ This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit skywaymember.com. ___________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
June 3, 2018
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Kevin discusses Blanket Purchase Agreements (BPAs), an often-misunderstood contracting arrangement, with Skyway team members (and former Contracting Officers) Shelley Hall and Steve Lucianetti. Learn how BPAs differ from most Government acquisition vehicles and why both Government and Industry professionals must understand the actual delivery commitment after signing a BPA. __________ This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit skywaymember.com. ___________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
May 27, 2018
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Profit can be a divisive issue in the Government market. How much is appropriate? How much is too much? In this encore presentation Kevin and Paul discuss why profit matters to both Government and Industry. Learn the statutory limits on profit and how the Government assesses how much profit is “fair”. You’ll also gain an appreciation of how profit potential drives decision making for industry and how the Government can attract the best companies to the Government market. __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
May 20, 2018
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) In Part 2 of our series on Qualifying Opportunities, Kevin and Paul dig into the questions that industry should ask themselves about their ability to respond to the RFP (or potential RFP). Learn why it is important for the Government to share details of their acquisition strategy and why industry must understand how their unique qualifications and capabilities map to that strategy. __________ This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from our team of former COs, including the ability to get the perspective of our whole team in Ask A Contracting Officer Forum, get specialized training from our on-demand webinars and articles, targeting support through our RFP Score™ assessment tool, as well as our consulting from our team of former COs who help solve your unique puzzles. Personal memberships start at $50 with no contract. To learn more, visit skywaymember.com. ___________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
May 13, 2018
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Many external factors impact both the Government’s ability to buy goods and services and Industry’s ability to sell them. Kevin and Paul discuss economic cycles and the Government’s business cycle in a way that only non-economists can. Learn why it is important for Government acquisition professionals to understand (at least at the top level) the macro and micro economic factors that are in play during their acquisition. Learn how Industry can help the Government account for external economic factors during the Acquisition and Execution Time Zones. __________ This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from our team of former COs, including the ability to get the perspective of our whole team in Ask A Contracting Officer Forum, get specialized training from our on-demand webinars and articles, targeting support through our RFP Score™ assessment tool, as well as our consulting from our team of former COs who help solve your unique puzzles. Personal memberships start at $50 with no contract. To learn more, visit skywaymember.com. ___________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
May 6, 2018
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Kevin and Paul discuss FedBizOps.gov. (FBO) FBO is Federal Business Opportunities. It’s where nearly every opportunity to do business with the Federal Government is posted online. (as required by FAR 5.102) Learn why industry should not be too excited to hear about an opportunity for the first time on FBO and why Government acquisition teams should consider posting more draft and imperfect documents on FBO. __________ This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from our team of former COs, including the ability to get the perspective of our whole team in Ask A Contracting Officer Forum, get specialized training from our on-demand webinars and articles, targeting support through our RFP Score™ assessment tool, as well as our consulting from our team of former COs who help solve your unique puzzles. Personal memberships start at $50 with no contract. To learn more, visit skywaymember.com. ___________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
April 29, 2018
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Kevin welcomes special guest Shaun So to the podcast to discuss Shaun’s experience in gaining 8a certification for The So Company. Learn how the 8a Program can help small businesses win Government business and why certification alone is not enough. We introduced the 8a program way back in Episode 95. This episode provides context on how it works in the real world. __________ This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from our team of former COs, including the ability to get the perspective of our whole team in Ask A Contracting Officer Forum, get specialized training from our on-demand webinars and articles, targeting support through our RFP Score™ assessment tool, as well as our consulting from our team of former COs who help solve your unique puzzles. Visit AskSkyway.com to learn more. __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
April 22, 2018
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Kevin and Paul discuss how Industry can “provisionally” bill their costs on cost-type contracts per FAR 42.701, which defines “billing rate”. Learn how provisional billing rates are established and how they are managed in order to “meet at the end”. __________ This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from our team of former COs, including the ability to get the perspective of our whole team in Ask A Contracting Officer Forum, get specialized training from our on-demand webinars and articles, targeting support through our RFP Score™ assessment tool, as well as our consulting from our team of former COs who help solve your unique puzzles. Personal memberships start at $50 with no contract. To learn more, visit skywaymember.com. ___________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
April 15, 2018
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Overwhelmed by the number of solicitations on FBO.gov? (That’s where the Federal Government posts solicitations and provides information to industry) Kevin and Paul discuss the process of qualifying opportunities. Learn how to make sure you’re spending your time bidding on the right solicitations for you. And Government folks, learn why it is important to provide enough information to allow Industry to properly qualify opportunities. (hint: less wasted effort for all) __________ This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from our team of former COs, including the ability to get the perspective of our whole team in Ask A Contracting Officer Forum, get specialized training from our on-demand webinars and articles, targeting support through our RFP Score™ assessment tool, as well as our consulting from our team of former COs who help solve your unique puzzles. Personal memberships start at $50 with no contract. To learn more, visit skywaymember.com. ___________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
April 8, 2018
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Kevin and Paul continue the conversation from Episode 175 (Technical Leveling) to answer the question “Can the Government discuss price with offerors during discussions?”. Learn how FAR 15.306(e) “Limits on Exchanges” gives wide latitude to the Government to include context on an offeror’s price without crossing the line into Technical Leveling and why it can play an important role in source selection outcomes. __________ This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from our team of former COs, including the ability to get the perspective of our whole team in Ask A Contracting Officer Forum, get specialized training from our on-demand webinars and articles, targeting support through our RFP Score™ assessment tool, as well as our consulting from our team of former COs who help solve your unique puzzles. Personal memberships start at $50 with no contract. To learn more, visit skywaymember.com. ___________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
April 5, 2018
That's where we come in. To get help from our team of former CO's go to http://Skywaymember.com, or schedule a time to talk with me at http://AskSkyway.com
April 1, 2018
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Writing a Request for Proposals (RFP) without understanding industry’s capabilities and the state of the market is like writing a novel for a stranger. The same goes for writing and submitting a proposal to a customer you don’t understand. (What does that even mean? Listen and Learn!) In this encore presentation Kevin and Paul take a different route through a couple foundational Contracting Officer Podcast topics: communication and targeting. Learn how communication between Government and Industry during the acquisition directly impacts the quality of RFPs and proposals and why targeting is important to each side. __________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts. GET HELP FROM OUR TEAM OF FORMER CONTRACING OFFICERS AT http://askskyway.com
March 25, 2018
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Kevin welcomes special guest Stacey Coolican (a former Government Contracting Officer with over 20 years experience) to discuss the reasons why Government acquisition teams may use a formal Request for Information (RFI), what they expect to learn from RFI responses, and things that Industry should consider when contemplating a response to an RFI. __________ This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from our team of former COs, including the ability to get the perspective of our whole team in Ask A Contracting Officer Forum, get specialized training from our on-demand webinars and articles, targeting support through our RFP Score™ assessment tool, as well as our consulting from our team of former COs who help solve your unique puzzles. ___________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
March 18, 2018
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Kevin and Paul discuss a special kind of small business: the HUBZone small business concern. A HUBZone is a historically underutilized business zone designated by the Small Business Administration. If your small business is located in a HUBZone, you may qualify as a certified HUBZone Small Business Concern. Learn how this designation is a powerful competitive advantage and why Government Contracting Officers are incentivized to award contracts to HUBZone Small Business Concerns. (also an amazing way to leverage the FAR to streamline the acquisition process!) __________ This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from our team of former COs, including the ability to get the perspective of our whole team in Ask A Contracting Officer Forum, get specialized training from our on-demand webinars and articles, targeting support through our RFP Score™ assessment tool, as well as our consulting from our team of former COs who help solve your unique puzzles. Personal memberships start at $50 with no contract. To learn more, visit skywaymember.com. ___________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts
March 11, 2018
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Kevin and Paul return to a favorite podcast topic: Debriefings. So much untapped opportunity for communication lies in debriefings. Learn why many debriefings put one side on offense or defense and how a third option (neither offensive or defensive) can help. __________ This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from our team of former COs, including the ability to get the perspective of our whole team in Ask A Contracting Officer Forum, get specialized training from our on-demand webinars and articles, targeting support through our RFP Score™ assessment tool, as well as our consulting from our team of former COs who help solve your unique puzzles. Personal memberships start at $50 with no contract. To learn more, visit skywaymember.com. ___________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts GET HELP FROM OUR TEAM OF FORMER CONTRACING OFFICERS AT http://askskyway.com
March 4, 2018
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) In the second of a five part series, Kevin welcomes special guest Vicki Strycharske to discuss the first of four steps that Industry should take when an RFP is released by the Government - Reading the RFP. Episode 165 (Proposals - the First Four Steps) provided the overview. We’ll cover the remaining steps in detail in future episodes. __________ This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from our team of former COs, including the ability to get the perspective of our whole team in Ask A Contracting Officer Forum, get specialized training from our on-demand webinars and articles, targeting support through our RFP Score™ assessment tool, as well as our consulting from our team of former COs who help solve your unique puzzles. ___________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
February 26, 2018
In this bonus episode, I describe the two keys to success in the government market.
February 25, 2018
In this episode, Kevin and Paul explain what can and cannot be shared during the negotiation process while in the Source Selection Zone.
February 18, 2018
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Kevin welcomes Skyway team members Shelley Hall (a former Contracting Officer) and Christi Gilbert (an Industry contracts manager) for a roundtable discussion about CPARS. Learn why CPARS have increased in importance over the last few years and what you should do if you receive an unfavorable CPARS. __________ This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from our team of former COs, including the ability to get the perspective of our whole team in Ask A Contracting Officer Forum, get specialized training from our on-demand webinars and articles, targeting support through our RFP Score™ assessment tool, as well as our consulting from our team of former COs who help solve your unique puzzles. To learn more, visit skywaymember.com. ___________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts. GET HELP FROM OUR TEAM OF FORMER CONTRACING OFFICERS AT http://askskyway.com
February 12, 2018
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Kevin welcomes Skyway team members (and former Contracting Officers) Shelley Hall and Steve Lucianetti for a roundtable discussion about what types of issues are worth fighting for and which issues are generally a waste of time. Learn how the same issue can have merit, or not, based on when it is surfaced during the acquisition and execution time zones. __________ This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from our team of former COs, including the ability to get the perspective of our whole team in Ask A Contracting Officer Forum, get specialized training from our on-demand webinars and articles, targeting support through our RFP Score™ assessment tool, as well as our consulting from our team of former COs who help solve your unique puzzles. To learn more, visit skywaymember.com. ___________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts. GET HELP FROM OUR TEAM OF FORMER CONTRACING OFFICERS AT http://askskyway.com
February 5, 2018
Member Success Story
February 4, 2018
If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!) Kevin and Paul explain one of the reasons why the Government has a difficult time buying new technologies. __________ This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from our team of former COs, including the ability to get the perspective of our whole team in Ask A Contracting Officer Forum, get specialized training from our on-demand webinars and articles, targeting support through our RFP Score™ assessment tool, as well as our consulting from our team of former COs who help solve your unique puzzles. Personal memberships start at $50 with no contract. To learn more, visit skywaymember.com. ___________ Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.
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