A Guide to Federal Contracting: Principles and Practices demystifies the federal buying process, providing in one volume a succinct yet thorough treatment of federal contracting requirements or regulations. Bringing together concepts of business, law, politics, public and social policy, pricing, and contract placement and administration, Dan Lindner draws on 40 years of federal government experience to cover the vast spread of this important process that impacts our daily government operations. This completely updated second edition incorporates the nearly 16 regulatory changes that have occurred since the first edition was published and adds new subsections on Product Planning and Placement, Major Systems Acquisition, Cloud Computing, Cybersecurity, Other Transaction Agreements, Corporate Budget, and Work Breakdown Structure.
Game Changers will provide you with powerful tactics and strategies for winning government contracts. This book is a ground-breaking collaboration from 29 of the Nation's leading authorities on government sales. The concepts and strategies shared in this book are designed to educate, train, and give you a competitive edge over your competition. Each author has thoroughly tested and proven these tactics and strategies over decades of experience in the government market. This book is based on the wildly popular Podcast Game Changers for Government Contractors. The co-authors in this book are guests of the podcast, current and former government contractors, former contracting officers, and Nationally recognized experts in the government market. The strategies shared in this book have helped companies win over $20 Billion in government contracts. Each chapter in this book is crafted with numerous game changing concepts and strategies - regardless of the stage of your business. There are chapters for those new to government sales and chapters for more experienced companies already engaged in government contracting. Whether you are new to government sales or you've been in the trenches for years, you'll find concepts and recommendations to accelerate your business objectives. You will learn: ★ What it takes to win in the government market ★ How to find the right revenue mix between definitive contracts versus contract vehicles ★ How to properly communicate your past performance ★ How to grow fast in the government market ★ The GovCon small business growth model ★ How to scale your government business ★ Understanding joint ventures ★ What it takes to win SBIR & STTR contracts ★ Winning sole source contracts ★ Properly leveraging your 8(a) certification ★ Social selling in GovCon ★ Price to win strategies ★ Lean proposal management ★ Contract novation ★ Compensation for unanticipated costs and delays ★ Bouncing back from a losing streak ★ And more than 30 other concepts for growing your government business *** Published by RSM Federal The Art and Science of Government Sales Michael LeJeune - Author (Editor-in-Chief) - RSM Federal Joshua P. Frank - Author (Executive Editor) - RSM Federal Contributing Authors Mark Amtower - Amtower & Company Erin Andrew - Live Oak Bank Michele Atkinson - Cavalry Consulting Russ Barnes - Systro Solutions Carroll Bernard - Govology Judy Bradt - Summit Insight Tim Burt - Tim Burt Media Jenny Clark - Solvability Chris Bobbitt - Technical Assent Mario Burgos - Burgos Group Bellandra Foster - BBFoster Consulting Ashley Haass - The Daily Brief Jay McConville - Privia Mike McDermott - InquisIT Michael McNulty - McNulty and Associates Steve Meredith - SW PA Commission Matt Miller - EMA, Inc. David Neal - David Neal Consulting Maria Panichelli - Obermayer Rebmann Maxwell & Hippel LLP Linda Rawson - DynaGrace Enterprises Doug Reitmeyer - Government Construction Experts Rob Rosenberger - Blackdragon Matthew Schoonover - Koprince Law Kathleen Smith - CyberSecJobs.com Courtney Spaeth - growth[period] Carrie Ann Williams - Andana Consulting Eric "Doc" Wright - Vets2PM
The mission of the United States Army is to fight and win our nation's wars by providing prompt, sustained land dominance across the full range of military operations and spectrum of conflict in support of combatant commanders. Accomplishing this mission rests on the ability of the Army to equip and move its forces to the battle and sustain them while they are engaged. Logistics provides the backbone for Army combat operations. Without fuel, ammunition, rations, and other supplies, the Army would grind to a halt. The U.S. military must be prepared to fight anywhere on the globe and, in an era of coalition warfare, to logistically support its allies. While aircraft can move large amounts of supplies, the vast majority must be carried on ocean going vessels and unloaded at ports that may be at a great distance from the battlefield. As the wars in Afghanistan and Iraq have shown, the costs of convoying vast quantities of supplies is tallied not only in economic terms but also in terms of lives lost in the movement of the materiel. As the ability of potential enemies to interdict movement to the battlefield and interdict movements in the battlespace increases, the challenge of logistics grows even larger. No matter how the nature of battle develops, logistics will remain a key factor. Force Multiplying Technologies for Logistics Support to Military Operations explores Army logistics in a global, complex environment that includes the increasing use of antiaccess and area-denial tactics and technologies by potential adversaries. This report describes new technologies and systems that would reduce the demand for logistics and meet the demand at the point of need, make maintenance more efficient, improve inter- and intratheater mobility, and improve near-real-time, in-transit visibility. Force Multiplying Technologies also explores options for the Army to operate with the other services and improve its support of Special Operations Forces. This report provides a logistics-centric research and development investment strategy and illustrative examples of how improved logistics could look in the future.
WASHINGTON — The Army official who managed the Pentagon's largest contract in Iraq says he was ousted from his job when he refused to approve paying more than $1 billion in questionable charges to KBR..." (James Risen, New York Times, June 17, 2008) This book by that very Army official provides an eye-opening firsthand account of how the US Government hands over your tax dollars to support contractors like KBR and Halliburton, rather than supporting the troops. This authoritative and well-documented record of the LOGCAP contract in Iraq and Afghanistan is at the same time a study of US participation in Iraq and Afghanistan as well as the workings of government agencies and Congress. The first chapter sets the scene, briefly narrating the author's work on behalf of US military efforts, especially in Iraq. Subsequent chapters illustrate specific issues in contractor relations that resulted in unsafe conditions for the troops and blew millions of taxpayer dollars. Loyal and hard-working government officials and employees who tried to keep things on track were turned away and those who sought to rein in the free-for-all were sacked. The author reveals problems with KBR's provision of transportation, electricity, food and water. Other chapters are more analytic and evaluate Army logistics, Congressional oversight and the question of whether letting contracts for this kind of support is appropriate at all--the kind of problems that concern military policy leaders, defense analysts, public policy analysts and scholars in these areas, as well as the citizens in whose name this is all done.
Over the past decade, America's military and federal-civilian employees, as well as contractors, have performed vital and dangerous tasks in Iraq and Afghanistan. Contractors' support however, has been unnecessarily costly, and has been plagued by high levels of waste and fraud. The United States will not be able to conduct large or sustained contingency operations without heavy contractor support. Avoiding a repetition of the waste, fraud, and abuse seen in Iraq and Afghanistan requires either a great increase in agencies' ability to perform core tasks and to manage contracts effectively, or a disciplined reconsideration of plans and commitments that would require intense use of contractors. Failure by Congress and the Executive Branch to heed a decade's lessons on contingency contracting from Iraq and Afghanistan will not avert new contingencies. It will only ensure that additional billions of dollars of waste will occur and that U.S. objectives and standing in the world will suffer. Worse still, lives will be lost because of waste and mismanagement.
