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What Is The Bare Minimum I Need To Get A Government Contract?
June 8, 2020 | Business Development, Government
Photo by carnagenyc on Flickr As someone who specializes in helping companies do business with the government, I get asked a lot of questions about the quickest path to getting a contract. While not often phrased this way, one of the most questions I hear amounts to this: “What is the least amount of work my company needs to do to get a government contract?” The good news is that there is a simple answer: Register your company in the government’s System for Award Management (SAM) system, and you’re eligible to be awarded a contract. The bad news is that…
A Full Court Press on the Government Marketplace May Save Your Business
May 5, 2020 | Business Development, Government
Photo by Penn State on Flickr We have all see what the Coronavirus has done to our economy. No one, me included, saw this coming or understood the effects a pandemic could have on how we do business. While the states and Federal government continue to sort out when and how we should start opening up the economy, two facts remain: The Federal government is the largest customer in the world. Yes, the world! History has shown the Federal government spends more money than usual in hopes of reviving the economy during recessions. The CARES ACT shows this pandemic is…
GAO Report Mandates DHA To Implement Required Elements of the Current TRICARE Contract
February 18, 2020 | Business Development, Government
Currently, the Military Health System (MHS) is operating in the TRICARE 2017 (T-2017) contract. Recently, a report was released from the Government Accountability Office (GAO). This release indicates that DHA has only partially implemented six of the 13 elements required by the National Defense Authorization Act of 2017 (NDAA 2017) for T-2017. A full copy of this report can be found here. Partially Implemented Elements As a result, the GAO found six partially implemented elements which are as follows: Provider Networks Medical Management Telehealth Value-Based Methodologies Prevention and Wellness Incentives Beneficiary Involvement. Elements Not Yet Implemented However, the GAO found…
You Gotta Swing the Bat!
August 5, 2019 | Business Development, Government
Photo by Erik Drost on Flickr I've just started to follow baseball. My oldest daughter plays softball and loves to watch the Yankees so I've found myself watching more softball and baseball. I often hear her coaches say, "That was your pitch. Why didn't you swing?" I assume they are also implying, "you may not see the 'perfect' pitch so you must take some chances when the ball is delivered to the strike zone". Another obvious message is if you want to hit the ball, you gotta swing the bat! Doing My Homework I thought about that a bit and…
Not All Government Customers Are Created Equal
January 4, 2019 | Business Development, Government
Photo by dpbirds on Flickr When I first started doing business with the Federal government, I assumed they were one customer. Since they all followed the same rules, why wouldn't the process of winning business be the same, right? However, after I participated in some procurements, I found this not to be the case. Even each agency has different customers within their organization. In my experience, they are not all equal in the sense of being a good fit for the goods/services we were selling or our company's vision. I have listed below some experiences that showed me we were not a good…
Your Government Business Plan: How to Get Started–and Why Now is the Time
November 29, 2018 | Business Development, Government
It was March 2004. Our community had lost two of its three largest employers within one year of each other. Even for something as essential as health care, when people have no insurance and they have to choose between making the mortgage payment and a doctor's visit, the mortgage payment wins. We had to have a new line of business, and fast or cuts including my job were inevitable. A large Request for Proposal (RFP) for primary care and clinic management services with the Department of Veterans Affairs (VA) was just released for competition. Winning this opportunity would solve a…
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