Government Business Strategies: Adapting to a $500 Billion New Normal

This thorough class is focused on the updated business of government contracting process, identifying your target market, learning and fine tuning the evolving strategies involved in being a prime contractor, a subcontractor, or a teaming partner; the mentor-protégé programs, evaluation of opportunities including Requests for Information, Requests for Quotes, Requests for Bids, Sole Source Contracts, the bid/no bid decision making process, purchase thresholds, simplified acquisitions and related legal issues. 

Topics Include

Business Strategies, Contractor Perspective:

• Large, Mid-Size and Small Business issues

• Working with the SBA and other agency officials who provide assistance in the marketing process.

• Overview of GSA Schedule Contracts, GWACs, and other large, IDIQ opportunities, and how to approach them as a prime, teaming partner or a subcontractor.

• How to leverage Sources Sought into opportunities

• Avoiding Conflict of Interest Issues

An Agency Perspective:

• What Agencies are Looking for When They Issue RFI’s and Sources Sought

• Market Research Requirements of Contracting Officers, Contract Specialists, and Program Officers

• Awareness of Ethical Rules and Restrictions

• Avoiding Unauthorized Commitments

Panel Discussion: Strategies and Tactics In A Time of Budget Tightening

• This discussion will address how agencies and their contractors area adjusting to budget tightening. Areas of discussion include:

• How do agencies determine how to allocate fewer budget dollars? How does that affect management of IDIQ contracts and BPAs?

• What agencies will preserve or expand their budgets, and how will that shape strategies moving forward?

• How do primes, subs, and team members adjust their partnering strategies in light of shrinking budgets?

Positioning Yourself: How to Leverage Your Position as a Prime, a Sub, a Teaming Partner, a GSA Contractor Teaming Arrangement Partner, or a Mentor/Protégé

• Relative Benefits and Drawbacks to Each Arrangement

• Key Provisions to Be Aware Of: Indemnity, Limitation of Liability, Termination, Warranty, Flow-Down Provisions

• Working with Different Agency Mentor-Protégé Arrangements

Compliance Hot Topics in Government Contracts:

• Organizational Conflicts of Interest

• Personal Conflicts of Interest

• Gifts/Gratuities

• Revolving Door Issues

• Procurement Integrity Act compliance

• Export Controls Compliance and FCPA

• Suspension and Debarment

• Mandatory Disclosure considerations