Zero dollar winning – Part 1
Author's Note: Zero dollar winning in federal contracting occurs when you secure a "hunting license"—an award that initially comes with no guaranteed money or work. The challenge being most companies ...
Visionary Blog
Insight, opinions and context for federal contractors.
Escaping the distraction reactions
Author's Note: Distractions can have a significant impact on federal contractors, leading to the loss of valuable time and opportunities. It's important to recognize the cost of giving in to these...
Going beyond industry best practices
Author's Note: If, as a vendor, you operate at the level of standard industry practices when pursuing work in federal contracting, you'll likely be able to achieve moderate success. To rise above and ...
We Always Do It This Way.
Foreword: Companies winning major contract vehicles like OASIS+ Small Business often overestimate the value of winning the vehicle, and underestimate what it takes to win work on the vehicle. I read a...
Tactics before technology
NOTE: Don’t get me wrong, I love new technology stuff as much as anyone. In leading The ASBC over the years, I’ve learned some difficult and expensive lessons. How many govcon companies have wasted time...
Shortcuts to nowhere
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 ...
The three strikes.
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...
Seeing wins and working smarter.
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...
GovCon done in the stylings of Jackson Pollock
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...
Focus to know the lingo
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 ...
