Federal Compass - Waypoints

Lack of success, in addition to a lack of discipline and preparation, often compounds to create organizational fatigue around task order vehicles. Teams that are stretched thin and using cumbersome, antiquated tools and processes begin to view the volume and speed of task orders as something intimidating. This is not a BD team failure, it is an organizational failure and a by-product of teams lacking clear guidance on priorities. This growing frustration makes it easy to become dismissive and fall into a reactionary state.

A misconception in this market is that a large pipeline is often viewed as a healthy one. In reality, it is the composition of that pipeline and its downstream impact on resource availability that determines whether a pipeline is healthy. In the pursuit of achieving an arbitrary dollar amount, adherence to strategy can routinely be lost. This is often a trailing indicator that appears later in underwhelming evaluation results, or in wins that provide little long term enterprise value and may actively work against it. The hidden cost of chasing a number is the strain it places on two of the most essential and limited assets within a company. Time and resources.

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.

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?

If you visited our website, attended a webinar, or read one of our blogs, then you've heard we are built from industry feedback. That we identified 111 frustrations, questions and challenges, and used those as the blueprint for Federal Compass.

The Federal government has become one of the largest incubators for small businesses. A reliable and secure customer that sets aside a portion of the hundreds-of-billions of dollars spent every year to create a safe harbor for start-ups and growing companies. However, those gaudy topline numbers act as neon lights attracting newcomers and obscuring the complexities and nuances that exist within the Federal market.