If you are a business new to the federal marketplace or an experienced company that would like to grow new business by expanding your customer base there are four elements to my “foot-in-the-door” formula that can help you achieve new business success.
First, there is the increasing use of LPTA (lowest price technically acceptable) for source selection in awarding contracts. While many contractors don’t like this method of evaluating and awarding contracts it presents opportunities to those new to federal contracting. When LPTA is used your company doesn’t have to be the most qualified or have the most relevant past performance you just have to be able to present enough capabilities to be “technically acceptable.” This is a lower threshold than for a “best value” source selection and opens the door to those vendors with less experience but who can do the job and who can sharpen their pencils to… Continue reading →
As more businesses, especially small businesses, are looking for more opportunities in a shrinking economy the world of federal contracts is looking more and more appealing. The maze of small business certifications can be very confusing. When you add to the mix terminology that gets into the daily conversations that are incorrect, you have the perfect storm of confusion in a marketplace that can already be a challenge for the new comers. Make a point of understanding the difference between the uses of the term ‘set-aside’ versus ‘sole-source’ in federal procurement. People have the tendency to use the term set aside thinking and meaning sole source. A set-aside means that the government can determine that there are enough of one type of companies…let’s say for example ‘small’ to be able to ‘set-aside’ a requirement for only small businesses to compete for that work. It does not mean that a requirement… Continue reading →