Contracting Officers – Know Your Customer

Home » FedVine | isiFederal Blog » Federal Contracting » Contracting Officers – Know Your Customer

Make it easy

Contracting officers are busy people. One thing all procurement people look for is an easy way to fulfill the obligations of the contract. If you don’t have a contract vehicle, that means a ton of work for the contracting officer. There are exceptions to this rule like an emergency contract or sole source for a unique offering but most of the time contracting officers will make it difficult to move through procurement, even if you have a strong relationship with an advocate.

The political fallout of bad decisions infects the government decision making process to such a degree that almost all stakeholders are risk averse. New ideas, processes, products, services and yes, new contractors present a significant issue for risk averse decision makers. As a result, ALL stakeholders are looking for a cover for their decision. That cover can come in many forms.

Relationship cover –

  • “top-down” sales model where the administrator or director gives tacit initial approval or
  • consensus development where the person who likes you builds support across all stakeholders.

Policy & procedural cover-

  • Generally accepted form of purchasing like pre-competed GSA schedules or BPA’s
  • Agency or government wide BPA
  • Memorandum from Agency or Governing Agency like OMB, OAG, OIG

Past performance-

  • Good- References in other areas of the federal government
  • Better- References within the agency on other projects
  • Best – references from within the agency on similar projects

For the whole text, download a free copy of Dave Lowe's Doing Business With the Government Handbook.

in Federal Contracting, Reaching Your Buyers, Understanding Your Market by isiFederal Leave a comment

Leave a Reply

facebook like buttonYouTube Icontwitter follow buttonVisit Our Blog
%d bloggers like this: