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Learning from Our Mistakes

April 20, 2022 | Business Development, Government

One of the benefits of experience is that you learn not just what works, but what no longer works all that well. I’ve seen this in my work helping businesses develop and implement their government business plans. Our clients often use techniques and approaches that we used successfully in the past in securing our own government contracts. However, some of the methods we once used now go against everything we teach. Here are a few examples--and the lessons we now share with our clients as a result: Undervaluing our services. We got into government contracting because our local economy was…

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Army Seeks Credentialing Support Services

February 17, 2022 | Business Development, Government, Opportunity

Army Medical Command has a requirement to provide non-personal credentialing branch support services to the United States Army Reserve Command.  The procurement includes credentialing and Information Technology services.  Credentialing and privileging services consist of management and operations support, file management, document processing, prime source verification, national practitioner data bank, credentialing and Operational privileging, peer review, inter-facility credential transfer brief, and operational privileging. The Health Readiness Contracting Office, Joint Base San Antonio Fort Sam Houston, Texas is responsible for this procurement. They expect to release the RFP on or about March 3, 2022. Please reach out if you have any questions…

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Receiving a Debriefing Critical for Successful Government Contractors

February 15, 2022 | Business Development, Government

So you've decided to throw your hat in on a Request for Quotation (RFQ). You may not have done a whole lot of outreach to the government agency in question, but that's ok. This RFQ only has a few evaluation criteria. You estimate it will only take a few hours to write a thoughtful response, formulate pricing and update your past performance matrix. You decide to "Swing the Bat." More on "Swinging the Bat" can be found here. So you submitted, and you didn't win. Now what? You Lost You lost to someone who bid lower than you on a…

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Flight Standards Service – Translation Services – FAA

February 3, 2022 | Business Development, Government, Opportunity

Photo by Bill Abbott on Flickr The Federal Aviation Administration (FAA) has a requirement for translating submitted foreign language documents into English.  Document content will consist of confirmations of airmen identity and ratings, a notice of aircraft registration cancelation or non-issue, and related follow-up communications. They are currently conducting market research to determine who is capable of providing these services. If you are interested in providing these services you should respond in writing to the FAA by February 15th, 2022 Please reach out if you have any questions by contacting us here.

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Custom Software Developer and ECG Client Awarded GSA Schedule Contract

February 2, 2022 | Business Development, Government

Custom Application Developer, DB Services, was recently awarded a 20-year contract with the General Services Administration (GSA) to provide custom application development services and Claris FileMaker software licensing. To expand, they chose this pursuit to deliver custom application solutions as a certified Claris FileMaker, Salesforce, and AWS partner. "Our team has been providing digital transformations that make businesses more efficient for nearly twenty years," said Kevin Hammond, CEO of DB Services. "We are excited for this additional opportunity to provide innovative services and solutions to government agencies." Under Earnest Consulting Group's guidance, DB Services began working on its proposal submission…

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You Gotta Swing the Bat! – A Simple Go/No-Go RFP Response Approach

January 12, 2022 | Business Development, Government

I’ve just started to follow baseball. My oldest daughter plays softball and my son plays baseball. So, naturally,  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!" Nobody scores home runs looking. Doing My Homework I thought about that a bit and how…

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Language Services: Translation and Interpretation

January 4, 2022 | Business Development, Government, Opportunity

Photo by Jez on Flickr The National Institutes of Health's (NIH) Office of Equity, Diversity, and Inclusion (EDI) seeks small business sources that can provide Language and Translation Services. Interested parties should respond to the NIH with their availability and capability of providing such services. The goal is to provide meaningful access through multiple mediums to individuals who do not speak, read, or write in English as their primary language. They are looking for qualified small businesses that provide: Oral Language Assistance Translation of Written Materials Translation of Digital Information/Web Content Other Translation and Interpretation Support NIH anticipates the performance…

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Federal Long Term Care Insurance Program (FLTCIP) Services

December 21, 2021 | Business Development, Government, Opportunity

Photo by Jernej Furman on Flickr United States Office of Personnel Management(OPM) seeks to identify businesses capable of offering long-term care insurance and program administration of its group policy.  OPM is responsible for setting government-wide benefits and human resources policies, providing guidance to agencies, and procuring and managing the contractual relationships with carriers for various benefit programs. Long Term Care Insurance provides reimbursement of costs if an individual needs assistance in performing at least two Activities of Daily Living or needs supervision due to severe cognitive impairment. FLTCIP offers comprehensive coverage for reimbursing long-term care costs, regardless of whether long-term…

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Government Officials Can and Do Meet With New Government Contractors

December 15, 2021 | Business Development, Government

Photo by Amtec Photos on Flickr Seasoned government contractors know that government customers meet with industry to discuss their challenges and a possible solution. Often, businesses with little or no experience selling to the government do not understand the rules around these meetings and believe it is just banned altogether. What is shocking is some government buyers also believe this. The Office of Management and Budget (OMB) put out a series of "Myth-Busting" memos to help guide government program managers and contracting officers in working with industry to combat these and other misconceptions. While OMB drafted some of these memos…

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National Education and Awareness Social Marketing Campaign: Mental Health

December 14, 2021 | Business Development, Government, Opportunity

Photo by Official U.S. Navy Page on Flickr The Center for Disease Control and Prevention (CDC), National Occupational Safety and Health (NIOSH), is seeking information on a potential requirement for National Education and Awareness Social Marketing Campaign for Employer Efforts to Support the Mental Health of Health Workers. The purpose of seeking information is to complete market research on the types of small businesses (WOSB, 8(a), VOSB, HubZONE) that provide these types of services as well as the types of Government-Wide Acquisition Contracts (GWACs) they may have at their disposal. The contract will be for a period of twenty-four (24)…

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MYTH: Since the amount of goods and services the government buys is not affected by a economic downturn as private industry, the best time to begin selling to the government is during a recession.

FACT: Developing an effective government business development strategy usually takes years. Waiting until the economy is in recession to pull the trigger on a plan can doom it from the start as this strategy takes time and resources to develop….items that seem to be more scarce when the economy is in a downturn.

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