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Defense Health Agency Announces Competitive Plans Demonstration Project

October 12, 2022 | Business Development, Government

The Defense Health Agency (DHA) was created as a subagency of the Department of Defense in 2013. The agency's key responsibilities include managing Military Treatment Facilities (MTFs) and administering TRICARE health plans. The 2021 National Defense Authorization Act (NDAA)  directed DHA to increase opportunities for beneficiary choice and competition, improve quality, and lower overall expenses. The legislation directs DHA to conduct pilot programs, including Competitive Plan Demonstrations (CPDs). CPDs will create contract opportunities for local providers in 23 specific market areas within the following states: Alabama California Connecticut Delaware Florida Georgia Louisiana Maryland Massachusetts New Jersey North Carolina Tennessee Texas…

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Make Your Government Sales “New Year’s Resolutions” Now 

October 4, 2022 | Business Development, Government

Photo by Kelly Sikkema on Unsplash In the world of government sales, the New Year starts on October 1. While you might be tempted to plan your government sales strategy based on a calendar year, I recommend making your “resolutions” now. You’ll have a three-month head start on your goals--and you’ll be much more likely to reach them. First, I want to disclaim that I’m not a fan of the word “resolution.” It’s defined as “a firm decision to do something,” but that doesn’t infer any commitment to action. Instead, I’m going to use the word “pledge,” which means “a solemn promise or…

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How “Automatic Thinking” Can Impact Your Government Sales Strategy

September 28, 2022 | Business Development, Government

Photo by Andrea Piacquadio: https://www.pexels.com/photo/photo-of-man-holding-black-eyeglasses-3760137/ I recently read about a phenomenon called “automatic thinking.” If you’ve ever heard the old adage “to a carpenter, everything looks like a nail,” you won’t be surprised to learn that it reminded me of doing business with the government. (What can I say? I think about work even when I’m not working.) First, let’s define automatic thinking: and it’s best understood through an example. Consider the thoughts you may have after someone looks at you “the wrong way.” You might race down the rabbit hole. “They’re angry at me,” “They don’t like me,” etc.…

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Acquiring a Company That Has Government Contracts? Here Are Some Things to Consider.

September 15, 2022 | Business Development, Government

Photo by MART PRODUCTION: https://www.pexels.com/photo/a-woman-in-black-suit-jacket-holding-a-poster-7414907/ One way to begin doing business with the government is to develop a strategy focusing on propensity data (who buys what you sell and how they buy it) and begin the process of building relationships with government buyers and teaming partners. Another strategy is to simply purchase a company that currently has those relationships and past success in generating business from the federal government.  I have experience with the latter approach as a consultant and--even more importantly--as someone whose company was sold about ten years ago. Personally, it was one of the best decisions I…

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My Business Coaching Practice: How I Can Help You Succeed

September 7, 2022 | Business Development, Government

Photo by Lisha Dunlap: https://www.pexels.com/photo/a-coach-looking-his-soccer-players-7611541/ I’ve observed plenty of good coaches, and some not-so-good ones, over the years both as the one being coached and the dad of kids being coached. What I’ve learned can be summarized in one simple truth: a great coach helps his players believe they’re more capable than they think and uses his or her experience to bring out their best. How they do this can vary, but it all comes down to the right balance of teaching, encouragement, and accountability. As a business coach, this is the same approach I take with my clients. I…

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RFIs, RFIs Everywhere–Yet No One Is Responding…

August 31, 2022 | Business Development, Government

Photo by Cytonn Photography: https://www.pexels.com/photo/person-holding-gray-twist-pen-and-white-printer-paper-on-brown-wooden-table-955389/ If you’ve been on SAM.gov lately, you’ve likely noticed an uptick in RFQs and RFPs. This is understandable given that the end of the government fiscal year is less than a month away and contracting officers are feverishly trying to award contracts against dollars obligated to their respective agencies. What might be surprising, however, is the number of RFIs being released--and how powerful they can be amid the frenzy of opportunities that exists during the fiscal year end. While it’s not necessary to respond to an RFI to be eligible for a subsequent RFQ/RFP release,…

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A GSA Schedule Might Be A Good Move For Your Company–But Be Cautious

August 24, 2022 | Business Development, Government

                        Photo by August de Richelieu: https://www.pexels.com/photo/lawyers-looking-at-documents-4427545/ Over the years, I’ve worked on government business strategies with several companies designated as GSA Schedule holders. A GSA Schedule, also known as the Federal Supply Schedule or Multiple Award Schedule (MAS), is a long-term contract with the federal government that simplifies the purchasing process. What you propose to offer your customers,  pricing, and terms and conditions are all pre-determined. The government can then choose to release requests for quotes and proposals against this schedule or simply issue purchase orders depending on…

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How Industry Days Can Help Your Business Understand Government Needs

August 17, 2022 | Business Development, Government

                        Photo by Product School on Unsplash Doing business with the government can seem complex. One way government agencies try to demystify the process is through Industry Days, which provide aspiring government contractors with insight into future needs and opportunities. Industry Days are often held prior to the release of a Request for Proposal (RFP), and include details about the goal of a given procurement opportunity, details about what will be requested, and the anticipated schedule. Businesses also have the chance to ask questions and build relationships with agency contacts.   Reverse Industry…

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J&A Postings Explained–and How You Can Leverage Them

August 3, 2022 | Business Development, Government

Photo by RODNAE Productions J&A Postings Explained--and How You Can Leverage Them Federal government contracts are usually quite competitive, with several factors evening the playing field for bidders. One exception, however, is "Justification and Approval" (J & A) announcements made on SAM.gov. By definition, a J & A limits competition due to one of these circumstances: National security, where the disclosure of the opportunity might compromise national security; Industrial mobilization, used in the case of a national emergency;  Public interest, where the Secretary of the Agency determines competition is not in the public interest; When there is "only one responsible…

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Interview with Monica Hayes, Part 5: Challenges Businesses Typically Face–and When to Call in Reinforcements

July 27, 2022 | Business Development, Government

The final excerpt from our interview series with Monica Hayes of Indiana Defense Network includes examples of the challenges her clients typically face in doing business with the government and her thoughts on when it's best to add bench strength to their team. [embed]https://www.youtube.com/watch?v=pTr1O3gaKmo[/embed] Click here to watch our interview with Monica in its entirety.

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MYTH: Government agencies only do business with large businesses.

FACT: Each government agency sets goals each year on how much money they will spend with small business concerns (traditional small business, woman owned small business, minority owned small business, veteran owned small business, hubzone etc). Some agencies have set their goal to award 30% of their dollars spent to some type of small business concern.

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