How So Many Missed the Writing on the Wall
One of the most undeniable trends in the Federal contracting market over the past two decades has been the government’s continued adoption of task orders as the primary method for acquiring services. When taken in the aggregate, MAS, IDIQs, and GWACs have represented nearly all of the growth in major verticals within the market.
The difference between proactive and reactive is not intent, it is structure.
Proactive and reactive are buzzwords, things consultants say, but rarely do these words come in a context that makes sense. They are often discussed as abstract concepts, with no real conflict or gain fully described. And delivered as a critique that asks organizations to change for the sake of change, without understanding the return on that investment or the inherent risk.
The world of federal contracting is more competitive and more complicated than ever. Every day, federal contractors face a downpour of information: sprawling opportunity documents, daunting market analytics charts, and an ever-evolving network of agencies, potential teaming partners, and requirements. The challenge isn’t just accessing data- it’s making that data work for you without losing valuable time or your competitive edge.
Introduction
While essential platforms like SAM.gov, GSA eBuy, and SeaPort provide foundational access to government opportunities, solely depending on these disparate sources, and managing your processes with tools like Excel, can put you at a disadvantage in the highly competitive federal marketplace.
When pursuing the next opportunity, it’s [of course] important to understand the competitive landscape—who are the major players? how entrenched is the incumbent contractor? The answer to these questions lies in two fundamental areas of research 1) human intelligence, and 2) data-driven market intelligence. The only way to paint a complete picture of the competition around any opportunity requires both elements and requires them to work in concert.
Perhaps you’ve just passed $1 million in revenue and are gearing up for continued success, or just turning on the lights. Either way, you’re part of a massive ecosystem of small businesses operating within the federal contracting market. While the government has created an attractive market for entrepreneurs and start-ups, success is dependent on your ability to conquer a steep and intimidating learning curve.
For those in our audience who own or hold the top position within a government contractor, think about the following statement. When you’re in the boardroom, do you have the information you need for accountability and transparency? If you own a smaller company, you might be forced into the fray and have intimate knowledge of your business. For those managing more substantial companies, fire drills and meetings consume your day and prevent you from acquiring the necessary visibility. From carrying the weight of the world on their shoulders to feeling like they are alone on an island; company owners and CEOs face unique challenges that require the right information. Do you have the decision intelligence you need to navigate through the tough choices?
In fiscal year 2018, obligations through indefinite contracts represented 40% of all contract spending — an increase of nearly 4% over fiscal year 2016. For more than a decade, the government has promoted competition by continually shifting their buying power towards contract vehicles. Capturing prime positions on contract vehicles has become the critical component for contractor success in the federal contracting market. But it can be easy to overlook the reality that a win guarantees nothing more than a place at the table. A contractor’s ability to execute post-award determines success or failure. Below we discuss some of the most common pitfalls in the approach to pursuing and managing contract vehicles.
Few things are as rewarding as watching your company grow. Finding success is the ultimate recognition of the risk, investment, and countless hours of sweat equity it took to get here. And it is no easy task to break-in and generate sustainable growth in this market. Of course, there is a world of uncertainty looming just over the horizon as success inevitably leads to adversity. You’re approaching your graduation date or closing in on cracking the small business threshold of your NAICS. There has never been a more critical time for your business. Are you ready?
