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Federal Year End: Position to Capture End-of-year Dollars

Now that we’ve entered the federal fourth quarter, government contractors often ask about the possibilities of capturing any potential end-of-year dollars. There may be an opportunity for 2022 dollars to be allocated in 2021 or there may be unspent budgets that must be spent before the fiscal year has concluded. Before you focus your attention …

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8(a) Mentoring & Joint Ventures: Keys To Success (And How To Avoid Top Mistakes)

You’ve been certified as a participant in the SBA’s 8(a) Program.  Congratulations–it’s not an easy (or quick) process!  But now that you’re an official 8(a) Program participant, how do you maximize your chances of winning 8(a) contracts?   For many 8(as), mentoring and joint ventures are a critical piece of the puzzle.  In my career as …

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3 Reasons GovCons need alternative financing for their contracts

There is a growing gravitation of commercial businesses engaging in government contracting these days. As they seek contract vehicles to help with access to opportunity, the question of their ultimate success usually comes into play. To be successful requires access to cashflow to keep your profit ahead of your expenses. The common challenge of the …

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Innovation in federal BD: The Players and Layers Methodology

Would it surprise you to know that there are FIVE LAYERS to every federal business opportunity?  For over 33 years, I’ve worked with established companies in every industry from the intelligence community to additive manufacturing. And every time I unpack this for seasoned business development professionals, their eyes light up. Here’s why. Once you know …

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It’s a Wrap: Determining Wrap Rates to Price Competitively

Budgets are tightening. Agencies are feeling the pinch by awarding more contracts on the basis of lowest price, combined with technical acceptability. When margins narrow, how do you develop viable proposals while maintaining company profits? (5) Your bid requires wrap rates, formulas that are critical to survival in this cost-competitive environment. Simply: The wrap rate …

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