5 reasons 81% of contracts never hit FBO

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We all hear it from Contracting Officers… “We post
everything on FBO.” Do they now, or is this a convenient blow-off?  In reviewing recent market intelligence in
the

  1. Shortlisted between
    “Qualified” businesses.  Most contracting
    officers that have been around a while know the companies that perform well,
    even more importantly, the ones who don’t. Some ways Contracting Officers determine
    their shortlist include:

    1. Past performance
    1. Capabilities Briefing
    1. GSA contract holders by SIN
  2. “Choice of Two”. The FAR
    states that Set-asides for socio-economic programs can be made if:

    1. At least two qualified
      small businesses are likely to submit offers
    1. The contract can be awarded
      at a fair market price

This means Contracting Officers can compete
between as little as two qualified small businesses within ANY socio-economic
category – WOSB, VOSB, SDVOSB, HUBZone or 8(a).

  • Under $25,000. The FAR
    states “For proposed contract actions expected to exceed $15,000, but not
    expected to exceed $25,000, by displaying in a public place, or by any
    appropriate electronic means”. This means Contracting Officers can place the
    requirement on a bulletin board in a common area within their office. If you
    are not there, or you don’t know the contracting officer, you never see it.
  • Micro Purchases. The new
    P-card (purchase card) threshold is $10,000 and some of the 200,000 employees
    have authority to spend over $100k.
  • Existing Contract Vehicles.
    BPA calls and IDIQ Task Orders are only circulated within the holders of these
    vehicles. In many cases, BPAs and IDIQs are single award and are used for
    repetitive purchases. If you have a great relationship with a contracting
    officer within a specific agency, you can ask him or her to execute a BPA using
    your best pricing. What do you have to lose?

In all of these cases knowing the people responsible for purchasing is critical to your success. isiFederal is the leader in federal intelligence and proactive federal marketing. We have over 1.2 Million federal contacts, 70,000 active federal buyers AND we know who buys what you sell.  We don’t stop there. isiFederal can get your company in front of federal decision makers within the next 60 days. We do this for fortune 500 companies, and we can do it for you… Call 888-943-8474 (888-9-GET-isi) and we will get your proactive federal marketing program going today!

in Federal Contracting by Aisha H. Leave a comment
About the author: Aisha H.

Aisha has been working exclusively in the federal market space with isiFederal, providing research and finance expertise in addition to being the Business Process Manager and assistant to CEO. She's no stranger to unpredictable, demanding environments--her past work experience includes auditing, teaching English at the Berlitz School of Language, and working for the Grand Hyatt in Dubai.

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