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Ready for the hand FY12 will deal you? Will you be chasing Business or just Busy-ness?

Posted By Guy Timberlake, The American Small Business Coalition, LLC, Monday, September 05, 2011
Updated: Monday, September 05, 2011
As stated at this time last year, many companies still pursue activities that are not a fit and that will never bear fruit, tying up company resources with nothing to show for the effort.

Let's face it. If you're pursuing government contracts as a professional, executive or business owner, you are subject to a non-stop and constantly-expanding onslaught of useful and useless information and activities postured to aide your government contracting efforts.

As a result, significant confusion reigns and many folks simply don't know what to do to move the ball forward. There are breakfast, lunch and dinner networking events, industry days, RFI's and Sources Sought Notices, compliance issues, amendments to solicitations, regulatory updates that change how you pursue business, policy updates that change how you win and keep business, agency directives that change how you find business and more! Combined with the influx of so-called experts in everything ranging from GSA Schedules and 8(a) certification to proposal writing and outsourced sales and business development, it's little wonder we receive calls every day from companies who legitimately feel they have been duped by one or more of this next generation of beltway bandits.

To reiterate sentiments I expressed last year, signing "a bunch" of teaming agreements each week (or outsourcing it to someone to do it for you) does not constitute tangible success if nothing follows (such as a subcontract agreement and actual work).

So you've signed four teaming agreements for four different STARS II teams. Not only should you ask yourself "What processes do we have in place to exploit and support those activities and do we really understand how these primes intend to disseminate work?" but based on the old 80/20 rule (recently updated by myself and others to the 95/5 rule) did you pick any of the right companies of the nearly six hundred awarded the contract? How did you qualify that decision?

The moving target that is the 2012 budget means Government will continue to do more with less (especially as OMB continues to demand cuts), contractors will continue to take it on the chin, and the very real prospect of FY12 continuing resolutions that will make the FY11 debacle seem like 'good times' means your ability to grab scraps will play a major role in the continued existence of your company.

Last October, at our 2010 B2G Essentials Conference in Crystal City, we covered a number of industry education topics to include how rules issued by the Department of Labor's Office of Federal Contract Compliance Programs (OFCCP) regarding predecessor employees or disabled persons may change your approach to providing full-time equivalent employees to the Government. Anyone else see the recent news about the final rule regarding incumbent employees?

This coming year B2G Essentials takes on a different form but has the same purpose of providing the same and better quality content, that will be just as timely as before. In the meantime, we invite you to check out the programs offered under The ASBCs of Government Contracting such as "Stalking The Win" in Chevy Chase, MD on September 15th. We'll help you learn to identify, understand and leverage everyday public domain information that can help you find and win business in the government sector.


The Chief Visionary

"The person who says it cannot be done should not interrupt the person doing it."

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