This episode is brought to you by the Government Contract Pricing Summit, the groundbreaking pricing event bringing together government and industry!

If you are planning to attend a conference this year, this is the event you should consider. The GCP Summit runs June 21st -23rd in San Diego. You’ll want to be there…

For the first-class training and workshops

To learn from top experts

Meet like-minded peers

Earn CPE credits

Plus you can participate in a special episode of the Contracting Officer Podcast recorded live from the GCP Summit.

There is a special rate for CO Podcast listeners. Visit GCP Summit.com/podcast to find out about the savings and see the list of great speakers at the summit. This is a limited time offer so go check out GCP Summit.com/podcast today!

_____________________

What are Unallowable Costs? Just because a cost can be allocated to a contract doesn’t mean it can be billed directly to that contract. These costs are called “unallowable costs”.

Kevin and Paul discuss the concept of unallowable costs and some examples from FAR Part 31.201. Learn why some costs are not billable on Government contracts and why it is important to set up your accounting system to properly segregate allowable from unallowable costs.

___________

Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting, but it’s not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

Thanks again to our sponsor, The Government Contract Pricing Summit.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)

What is the Freedom of Information Act? (FOIA) The Freedom of Information Act is a law that gives you the right to access information from the federal government. It is often described as the law that keeps citizens in the know about their government. www.foia.gov

Kevin and Paul discuss how FOIA works and what kind of information is exempt from release under the act. Learn how Government employees deal with FOIA requests and why these requests can impact the schedule of completely unrelated acquisitions. FOIA can also be used by Industry to gain competitive intelligence.

FOIA is an important tool that allows citizens to better understand our Government and hold officials accountable for their actions. Unfortunately, it can also be used to sensationalize the mundane and otherwise waste taxpayer dollars. Use wisely!

————

If you need help with the Government market, join the Skyway Connection Community and get access to one-on-one insights, time-saving tools, and contract-centric training resources that will make sure you’re ready to take advantage of opportunities each time they knock.

The Skyway Connection© Community was created specifically to help small companies expand their knowledge and capabilities, and to increase their competitive position in federal government acquisitions. - Learn more at: https://skywayacquisition.com/connect

Membership benefits include:

Access to Skyway Insight© Webinars

Unlimited access to The RFP Score™

Access to Ask a Contracting Officer Forum™

Priority Access to Skyway Team for Skyway Insight, capture, proposal support

__________

Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)

A unique feature of small business set-aside source selections is the Contracting Officer is required to identify the “apparently successful offeror” to all offeror prior to award. This preaward notice invites the offeror to challenge the size status or small business status of the apparent winner if the offerors have concerns.

Kevin and Paul discuss the requirements of FAR 15.503(a)(2), the value it provides the Government, and why Industry should be prepared to quickly respond to this preaward notice. (it’s more interesting than it seems…seriously)

————

If you need help with the Government market, join the Skyway Connection Community and get access to one-on-one insights, time-saving tools, and contract-centric training resources that will make sure you’re ready to take advantage of opportunities each time they knock.

The Skyway Connection© Community was created specifically to help small companies expand their knowledge and capabilities, and to increase their competitive position in federal government acquisitions. - Learn more at: https://skywayacquisition.com/connect

Membership benefits include:

Access to Skyway Insight© Webinars

Unlimited access to The RFP Score™

Access to Ask a Contracting Officer Forum™

Priority Access to Skyway Team for Skyway Insight, capture, proposal support

__________

Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)

A unique feature of small business set-aside source selections is the Contracting Officer is required to identify the “apparently successful offeror” to all offeror prior to award. This preaward notice invites the offeror to challenge the size status or small business status of the apparent winner if the offerors have concerns.

Kevin and Paul discuss the requirements of FAR 15.503(a)(2), the value it provides the Government, and why Industry should be prepared to quickly respond to this preaward notice. (it’s more interesting than it seems…seriously)

————

If you need help with the Government market, join the Skyway Connection Community and get access to one-on-one insights, time-saving tools, and contract-centric training resources that will make sure you’re ready to take advantage of opportunities each time they knock.

The Skyway Connection© Community was created specifically to help small companies expand their knowledge and capabilities, and to increase their competitive position in federal government acquisitions. - Learn more at: https://skywayacquisition.com/connect

Membership benefits include:

Access to Skyway Insight© Webinars

Unlimited access to The RFP Score™

Access to Ask a Contracting Officer Forum™

Priority Access to Skyway Team for Skyway Insight, capture, proposal support

__________

Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

Listen and Learn…What is a small business set-aside? Why would the Government allow only small businesses to bid on some opportunities?

In this ENCORE presentation, Kevin and Paul discuss the different types of small business set-asides and why they are important for both large and small businesses to understand. Learn how the Government can benefit from utilizing more small businesses and some of the pitfalls that can trip up a small business set-aside acquisition. Learn how small businesses can influence Government acquisition offices to set business aside for small businesses only and why large businesses should pay careful attention to business size standards for every acquisition.

___________

Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting, but it’s not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

Listen and Learn…What is a small business set-aside? Why would the Government allow only small businesses to bid on some opportunities?

In this ENCORE presentation, Kevin and Paul discuss the different types of small business set-asides and why they are important for both large and small businesses to understand. Learn how the Government can benefit from utilizing more small businesses and some of the pitfalls that can trip up a small business set-aside acquisition. Learn how small businesses can influence Government acquisition offices to set business aside for small businesses only and why large businesses should pay careful attention to business size standards for every acquisition.

___________

Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting, but it’s not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

This episode is brought to you by PROPRICER(TM), the #1 proposal pricing and cost analysis software used by federal agencies and small to large government contractors. Visit www.PROPRICER.com\podcast to learn more or request a demonstration. You’ll be glad you did!

Listen and Learn… What does Price Reasonableness mean? The Government must make a determination that the price is fair and reasonable before awarding a contract. During source selections, prices are usually assessed to be reasonable, accurate, and complete before award.

Kevin and Paul discuss how price reasonableness is determined by the Government during source selections and negotiations. Learn why this subjective determination can be so difficult in the Government contracting world and why it is incumbent upon Industry to clearly explain their pricing strategy in enough detail for the Government to make this determination.

___________

Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting, but it’s not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

Thanks again to our sponsor, PROPRICER (tm).

If you work in the Government acquisition world, this podcast is for you.

What is an ACRN? Yes, another confusing Government acquisition term. ACRN is an acronym for Accounting Classification Reference Number.

Kevin and Paul explain how ACRNs are used and why both Government and Industry need to pay attention to ACRNs in order to keep the contracting (and billing) process moving along efficiently.

————

If you need help with the Government market, join the Skyway Connection Community and get access to one-on-one insights, time-saving tools, and contract-centric training resources that will make sure you’re ready to take advantage of opportunities each time they knock.

The Skyway Connection© Community was created specifically to help small companies expand their knowledge and capabilities, and to increase their competitive position in federal government acquisitions. - Learn more at: https://skywayacquisition.com/connect

Membership benefits include:

Access to Skyway Insight© Webinars

Unlimited access to The RFP Score™

Access to Ask a Contracting Officer Forum™

Priority Access to Skyway Team for Skyway Insight, capture, proposal support

__________

Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

If you work in the Government acquisition world, this podcast is for you.

The Federal Government proposal writing and source selection process is full of myth and mystery for the Industry players writing the proposals and the Government employees (and support contractors) who are responsible for evaluating proposals and selecting a winner.

Kevin and Paul play Mythbusters and tackle five common proposal and source selection “myths” to root out misperceptions in the acquisition process.

Listen and Learn the truth behind these common myths:

1) “The evaluators already know what we can do. We don’t have to explain it.” (2:20)

2) “The small details don’t matter” (6:00)

3) “Proposals are good marketing tool” (11:18)

4) “The “shotgun” sales approach is an effective way to win business” (15:08)

5) “You can win work you first find on fedbizops.gov after the RFP is released” (17:08)

————

If you need help with the Government market, join the Skyway Connection Community and get access to one-on-one insights, time-saving tools, and contract-centric training resources that will make sure you’re ready to take advantage of opportunities each time they knock.

The Skyway Connection© Community was created specifically to help small companies expand their knowledge and capabilities, and to increase their competitive position in federal government acquisitions. - Learn more at: https://skywayacquisition.com/connect

Membership benefits include:

Access to Skyway Insight© Webinars

Unlimited access to The RFP Score™

Access to Ask a Contracting Officer Forum™

Priority Access to Skyway Team for Skyway Insight, capture, proposal support

If you work in the Government acquisition world, this podcast is for you.

Why is targeting so important? How does it benefit both Government and Industry? In this “Follow-on” episode Kevin and Paul dig deeper into the concepts introduced in Episode 016, The Importance of Targeting”.

Learn “How to Be the Prize” the Government is looking for by understanding your Target Market and Reachable Market. For the Government folks, you’ll gain insight into why it is important to help Industry better target opportunities to save time and money for both sides.

If you need help with the Government market, join the Skyway Connection Community and get access to one-on-one insights, time-saving tools, and contract-centric training resources that will make sure you’re ready to take advantage of opportunities each time they knock.

The Skyway Connection© Community was created specifically to help small companies expand their knowledge and capabilities, and to increase their competitive position in federal government acquisitions. - Learn more at: https://skywayacquisition.com/connect

Membership benefits include:

Access to Skyway Insight© Webinars

Unlimited access to The RFP Score™

Access to Ask a Contracting Officer Forum™

Priority Access to Skyway Team for Skyway Insight, capture, proposal support