Visionary Blog

Originally published September 26, 2022 Go-To-Guy”s Note: This piece came to mind as a result of recent post by my friend Steven Koprince. It was a review of a sustained protest where the awardee was essentially called out by a challenger, and the Government, for attempting to fulfill a federal contract using the “middleman strategy.” Thankfully, that didn’t happen. This time. Those proselytizing "easy" approaches to achieving fantastic results in Federal Contracting, tend to suffer from a fear or dislike of the truth. Why? Because the methods they employ are mostly devoid of anything that would withstand scrutiny by actual practitioners. The 'knowledge' offered by these sellers delivers them far more benefit than it does those who opt for these...

AUTHOR’S NOTE: Even though my natural tendency is to believe anything can be achieved, my instincts as a pathfinder in federal contracting often lead to my helping aspirational GovCon's find their way in a different marketplace. This is about "The three strikes" that frequently delays or derails success in federal contracting.I have pet peeves that make me crazy. I don't believe them to be petty, or inconsequential, but I do know they apply to more aspects of life and business than federal contracting. The main reason they are my pet peeves is because I firmly believe they are unnecessary. These are the kinds of things that make you bonk your forehead like they did in the old "I coulda' had...

Learning to break boards in karate was about striking at the right speed at the right point. As a defensive player in football, it was about taking the most direct angle of attack to stop the ball carrier. Striving to execute precise and efficient actions was drilled in to me by sensei's and coaches over the years, and seeing myself do it successfully before actually doing it, was part of the preparation. I applied seeing wins and working smarter throughout my years selling to the Government, and I use it today to help The ASBC and our members succeed.In federal contracting, I see many people working hard, but not always working smart. Some of them are getting the results they...

Throwing crap at the wall to see what sticks is not a good strategy for any company to employ, in any marketplace. Yet, that's the tactic du jour being doled out by federal contracting "experts." This is what I call GovCon in the stylings of Jackson Pollock.Jackson Pollock is the renowned 20th century abstract expressionist known for the radical poured, or “drip,” technique he used to create his major works. While this style earned him widespread recognition and publicity during his life, I don't believe a "throw paint at the wall" approach is in the best interest of today's federal contractors.But that's exactly the approach being endorsed by some Government officials and Industry influencers. Too many companies react and respond to...

The only thing worse than not having enough information to support decision-making is not understanding the information you have. It happens too often in #federalcontracting. The cost of one piece of information taken out of context, is dollars dedicated to a pursuit that nets you nothing. To maximize your customer and opportunity knowledge, focus to know the lingo.Yes. Federal Contracting is chock full of unique terminology, especially acronyms, that establishes the foundation of our marketplace lingo. Yes. The more you understand it, the better you can prepare for opportunities, and for competition. However, trying to swallow the ocean only serves to distract and derail your efforts. To get the most return for the time and money you have invested and...

Note: This is not one of my normal blog posts. It's an announcement for a new program The ASBC is launching, that takes us back to our roots.  - Go-To-GuyImagine this scenario. Your company has successfully received work to support organizations and people whose mission is providing timely, insightful, objective, and relevant intelligence to the President and senior policy makers of our Nation. You've been awarded contracts and/or subcontracts to provide goods, services, and research and development that enables and informs decisions made on national security issues and events. The accomplishments you have achieved and have empowered are, in more than a few instances, life-changing. The punchline that no one laughs at, however, is the fact you can't reference most...

Since The ASBC is focused on providing the knowledge, skills, and tools to guide public sector stakeholders to greater clarity in decision-making, let's begin with a clarification.By definition, a decision is a conclusion or resolution reached after consideration. The term diligence is about careful and persistent work or effort. So if we bring them together, decision diligence is persistent efforts for arriving at conclusions, following careful consideration. This installment of Go-To-Guy's Visionary Blog is about building the processes necessary for making good decisions in federal contracting.Here's why. The inability to make good decisions kills growth. [Insert prolonged and uncomfortable pause here.] That's not for me, but for anyone reading this who is struggling with making good and timely business decisions....