Tag Archives: government contracting

Cyber Tech Firms Need Integrator Partners to Broaden Their Services

Standard
Itegrator Parnter Oracle dot com

Image:  Oracle.com

“WASHINGTON TECHNOLOGY”

“Given the frequency and severity of security intrusions in the public and private sector, cybersecurity companies are now looking for more complete offerings beyond their core capabilities.

By demonstrating an ability to technically integrate with third party vendor products, these companies can show that they are able to more fully meet the needs of Federal government customers.”


“Government agencies are looking for companies that can act as general contractors, but not all companies are system Integrators. Therefore, the goal for many companies is to have the ability to provide a more expansive, holistic offering beyond just their own product portfolio.

That hasn’t traditionally been the case among cybersecurity providers. These companies have typically focused on selling their uniquely specialized products into agencies, which understandably can limit their success in responses to requests for proposals in more comprehensive programs.

For the government in particular, the approach agencies to more easily make decisions on which products to deploy in complex environments.

Let’s look at how some general technical cybersecurity integrations can add benefit to customers:

Multi-Factor Authentication (MFA) – An agency looking to deploy MFA tokens to all their employees will likely need a card management system (CMS) to enroll the certificates stored on the physical tokens. Some companies offer both tokens and a CMS, but particularly when looking for high assurance tokens that were designed with the Federal government in mind, they are unique areas of expertise. Having the ability to vet out, in advance, a working solution that can be jointly offered to a customer simplifies the overall process and allows a customer to more readily select the appropriate vendor.

Storage & Key Mgt Encryption – What’s important here is whether a storage encryption solution can work with a key manager through open standards such as the Key Management Interoperability Protocol (KMIP). This type of interoperability is another way of layering levels of security and creating an overall efficient solution for the customer. It alleviates the challenge of the customer having to validate that the products they purchase will properly integrate in their environments.

Complete offerings – In some cases a company may be missing one element to an overall holistic solution. Among encryption providers, encrypt everything is the Holy Grail. Some come very close to meeting that promise with encryption solutions for web/application servers, databases, file servers, disk encryption, virtual machines, etc. Often, however, what might be missing is the ability to encrypt email and documents. Companies should pool resources to be able to offer that level of encryption and storage with hardware for root key management, to provide an integrated solution for all available data venues.

So after being a bit late to the game on the need to create integrated offerings, cybersecurity firms have come to realize that there is more value to creating a simple means for agencies to ensure their IT security than there is to owning a narrow segment of the market.”

https://washingtontechnology.com/articles/2017/09/29/insights-schatz-cyber-integrator-role.aspx

 

Advertisements

Top DoD Buyer Shifts Programs To The Services

Standard

Adquisition Shift

“BREAKING DEFENSE”

“Revealed today in her first public appearance since her confirmation that she is making fundamental changes in how the Office of Secretary of Defense starts and manages military weapons programs.

These moves could begin a significant shift of power away from the Office of Secretary of Defense to the Army, Navy, Marines and Air Force.”


“Until today, only new major programs were managed by the four services. “I am relooking at the decisions  that have been made on older programs too. We are right in the midst of discussing that. There may well be others that go back and are relegated to the services,” Lord told me. She hasn’t decided yet, she said, how many of the OSD acquisition workforce will migrate to the services to help manage them: “We are actively talking about people moving.”

Breaking D readers know better than about anyone how this all started. Sen. John McCain hired Bill Greenwalt, a top acquisition expert, to change the laws governing Pentagon acquisition. Greenwalt wrote legislation, later passed as part of the 2016 National Defense Authorization Act, that shifted the balance of power from OSD to the services. All new programs, it says, will be managed by the services. Lord’s decision to shift most programs to the services may mean the beginning of the ascendancy of the services in starting and managing weapons programs.

Lord also said she expects to see a 50 percent cut in the time it takes to get a program started, the time it takes the Pentagon to turn a requirement into a Request for Information (RFI) or for Proposal (RFP). “No kidding — we’re going to get there on that,” she told the conference. How exactly she’s going to measure that wasn’t clear. “I know it’s way too long,” she told reporters. “I learned that on the other side.”

Lord also declared that, while she didn’t want to regularly meet with individual CEOs, she did plan to meet individually with the heads of the top six defense primes twice each year. She met yesterday with Phebe Novakovic, General Dynamics‘ CEO. Generally, she said she preferred to work with the defense industry groups, the National Defense Industrial Association (NDIA), the Aerospace Industries Association(AIA), and the Professional Services Council (PSC).

A key driver for her push to speed acquisition is the need for weapons to be useful for multi-domain battle. “We need to be interoperable,” Lord said We have to have all the systems communicate with one another, and they have to share data and we have to be able to mine that data.”

Finally, Lord also told reporters after her talk that “I’m not sure that” a Space Corps— pushed by Rep. Mike Rogers of the House Armed Services Committee –would help improve space acquisition, noting there is “a very healthy debate” underway about it.”

https://breakingdefense.com/2017/10/top-dod-buyer-lord-shifts-programs-to-services/

National Network for Manufacturing Innovation – On the Move

Standard

Manufacturing USA

“DEFENSE NEWS”

“A series of centers of excellence spread around the country, with each center focused on a different technological area of study.As the initiative matures, it is beginning to show tangible feedback for relatively low cost.

The institutes are investing in what we call industrial commons. It’s a technology challenge that needs to be overcome, in order to get some capability.For small businesses, they say ‘what an amazing opportunity. “


“Tracy Frost, the Pentagon’s director of DoD Manufacturing Institutes and the acting head of the DoD Manufacturing Technologies (ManTech) program, sat down in August with Defense News to explain how it all works and why the defense industry should get involved.

Can you lay out the core idea behind the manufacturing institutes? – All of the technology advancements in the world don’t really mean much to the warfighter unless we can make it, make the product. We usually couch that as, ‘we have to make it when the troops need it, we have to make it in the quantity that they need, and we have to make it at affordable cost.’ The cheaper we can make things, the more we can buy. On a bigger scale, manufacturing kind of underpins all the productivity that we do in the country. That is both an economic and national security issue.

They are public-private partnerships, which is something the department has certainly utilized that authority for in the past but we’re using it in a very new way and revitalizing that authority. So one of the requirements is there was a 1:1 cost match of these awards. The Department of Defense puts [funding out] ranging from $55 million to $110 million of investment over a 5-7 year period. And the proposals had to come in with a 1:1 cost match, which can come from industry, academia and other government organizations.

By DoD standards, that’s not a ton of money. – It really isn’t a large investment considering what the goal was, and is, and what they’ve accomplished so far. And when you look at it as a 1:1 match, industry had to come to the table and match that funding, that’s a lot of skin in the game from day one. And that’s an important point, that from the beginning this is certainly a national effort.

The institutes are investing in what we call industrial commons. It’s a technology challenge that needs to be overcome, in order to get some capability. The applications are super wide. If we can figure out how to transmit information by light, look at the applications — It’s not just defense, its commercial. So all these institutes, we address a space that is going to change the world, not just DoD.

DoD has invested in eight areas. How did you go about selecting those? — We don’t want to bring all manufacturing back to the U.S., right? We want to bring advanced manufacturing back to the U.S. We’re selective, in the technology spaces we want to bring back. We tried to find a technology space that was advanced manufacturing, so not old-school, really moving it forward, where there was a commercial sector, an industry need for the technology as well, and where defense really thought we could use that technology going forward. If there wasn’t a strong commercial pull, it was off the table.

It’s interesting to look at the locations. Detroit makes sense for [the lightweight metals institute]. The fabric and textiles institute is in Cambridge, Massachusetts, which is located near Natick, which houses our Fabric and Textiles experts with the government. So there were some strategies when they proposed where it was going to be located. Youngstown is an old manufacturing town. It’s very economically depressed so the local government was happy to have them come in. A lot of them got fairly cheap rent spaces they can move into, because local government wants them there. It’s a national resource, but has local impacts.

It’s a public-private partnership, so how does industry funding work? – It’s all different. What was built into the institutes, in the model we have, is the flexibility. Each institute has membership agreements. Some they make public, some they don’t. There’s different tiers of membership. Some institutes say we’re a no-tiers institute. It’s a flat rate to join. Others range from membership fees goes anywhere from a couple hundred dollars for small businesses all the way up to a million dollars. They typically have higher-tier members. It depends, typically, on what kind of organization you are, and then also what you want to get out of it. The higher tier, the more money you give, you might have more seats on councils.

What has feedback been from the defense industry partners involved? – Large companies, some of our big OEM primes, I’ve been in some stakeholder meetings and they say ‘we came to the institutes first because there was money, and if DoD is going to put money somewhere we’ll go see what’s going on. But we’re staying because of the connections.’ The money is not that big. They’re staying because they’re getting access to our supply chain like never before.

For small businesses, they say ‘what an amazing opportunity, I’m sitting at a table with Lockheed and Boeing, and even the medium size companies that will buy my product and integrate into a subsystem Lockheed buys.’ We’re getting access to the rest of our supply chain in a way we couldn’t before. It’s a way to help secure our supply chain. It’s really catalyzed conversations and organizational relationships, and is addressing technology problems like we’ve never seen before.”

https://www.defensenews.com/smr/equipping-the-warfighter/2017/09/29/qa-tracy-frost-director-of-dod-manufacturing-institutes/

Techniques for Small Business Product/Services Development in Government Contracting

Standard
product_development

Image:  Getentrepreneurial.com

“SMALLTOFEDS” By Ken Larson

“INTRODUCTION

This article will suggest approaches in developing a product or service to the point where it can be marketed in the small business federal government contracting venue. Individuals usually succeed at such an endeavor by forming a company, separating it from their personal assets and then developing the company and its product(s)/service(s); even if it is only a one-person operation at the start.

There are techniques for small business to gain government participation in growing an idea into a company. Small Business Innovative Research and Technology Transfer (SBIR/STTR) programs in major federal agencies seek concepts that can be funded and developed into products the government needs. Here are some examples:

DOD SBIR/STTR Small Business Portal

National Institute of Health SBIR/STTR

Service contracting is another form of gaining entrance into the market, creating opportunities for introducing products by selling skilled labor under a government agency service contract or prime contractor teaming arrangement.

A GSA schedule affords a platform for products and services, but sales must have been achieved historically in the commercial or government markets before applying because GSA relies heavily the most recent 2-year pricing data in negotiating a schedule.

The government contracting product and services venue is competitive and requirements by federal agencies are often bundled into larger systems procurements. Therefore, it is necessary first to position a small enterprise and its product offerings before tapping the federal market for development support.

GENERAL OVERVIEW

Product entrepreneurs all face the same challenges. Those who succeed recognize they need to visualize themselves in the product development business, structuring an enterprise, generating a business plan, protecting intellectual property and then seeking industry partners and investors to bring the product to market.

In the process, copyrights, patents and royalty issues may come into play and development and distribution agreements are formed. Pricing is finalized based on cost and expense projections and competitive factors unique to the company as negotiation results are achieved with industry teaming partners, developers, manufacturers and distributors.

Financing is always a factor and can be achieved through loans or investors with a good business plan. The remainder of this article will address the basic elements of a framework within which to succeed with your product development for federal government contracting.

BUSINESS STRUCTURE

For the majority of individuals who are starting single person or no more than 2 or 3 person operations, a Limited Liability Company (LLC) registered with the state and with the federal government is recommended.

It will separate personal assets from company assets and protect them. When product or services sales begin generating revenue an LLC has many tax advantages. It can be registered as Sub Chapter ‘S’ for tax purposes and revenue and the expenses can be passed through to personal tax returns, paying no taxes as a company. The double taxation issue prevalent with many of the other types of incorporation is avoided with a Sub chapter “S” LLC. An LLC assists in limits your personal liability for debt and court judgments that may not fall in your favor.

Representing the business as a company allows pursuing financing as an enterprise. You can think of a creative name for your LLC and you can complete the articles of incorporation necessary to bring your enterprise into existence. The term, “LLC” must conclude the name of your company if you decide to form such an organization.

Instructions for registering in your state and federally with the IRS are available at your state web site and at the IRS site. You will receive tax and employer identification numbers by registering your business.

PROTECTING INTELLECTUAL PROPERTY

Patents and copyrights for your idea may ultimately protect you to a degree but the government agencies granting them have no enforcement arm so you must discover a violation yourself, retain a lawyer, bring a court proceeding against a violator and then hope to recover your costs and a reasonable settlement if you win.

The U.S. Patent System

Therefore, most of my clients use non-disclosure agreements (NDA’s) in dealing with other companies. Teaming is a practical fact of life in pursuing the larger federal government contracts.

You can download an NDA from the “References” Box Net Cube at the right margin of this site. Fill in the blanks as appropriate for a given exchange with outside individuals and companies. Before you meet to disclose details with a potential teaming company or investor, for instance, ask them to sign the document with you up front, put a serial number on it and reference the serial number and the agreement and date on any written materials you give to them.

After the meeting draft a short letter, documenting the minutes of the meeting, what was discussed and stating that the verbal disclosures and materials in the meeting are subject to the agreement and reference the agreement by number and date. Put an acknowledgment line on the letter and ask them to return a signed copy to you. This confirms their receipt of your proprietary information and their agreement to protect it in accordance with the NDA.

There are certain exceptions with regard to individuals or companies you may be dealing with on investing where you may not choose to use an NDA. Some Angel and Capital Investors are sensitive about being asked to sign them. You will have to trade their objections off against the value they represent to your company and conduct your risk analysis on a case-by-case basis.

For detail information asserting rights in technical data and software to government agencies and protecting intellectual property with other companies please see the following article:

Protecting Intellecutal Property

BUSINESS PLANNING

Visit the SBA website on business planning. There are major topics in the business planning process which, when addressed in a plan, will insure the success of your enterprise and assist you in determining and supporting the amount of funding you need. Such topics as marketing, advertising, competitor analysis and financing are covered there. You will find a presentation and examples that you can follow in improving your plan or in generating a plan if you do not have one. The link to the site is below:

Writing a Business Plan

Articles on strategic planning and developing your marketing plan are also at the “References” Box Net Cube at this site. They address evolving an operations vision for your enterprise showing its potential to present to a banker or to an investor.

Here is a site with free business plan samples:

Business Plan Samples

It may assist you in visualizing your own business growth to look at an example of how someone else addressed a given topic. I have learned from having worked with many new business owners that it is best to have you examine the material and continue your plan, contacting me with issues and questions as they occur.

THINGS TO THINK ABOUT WHILE PLANNING

Locate teaming companies to further the objective that they would market your product as part of their offerings with your company licensing and sharing in the proceeds.

A business plan and the guidance above for its generation is the road map for developing ideas, laying out how to expand the sales of your product and researching your market to do so. It will also assist in developing pricing to considering the direct costs of product development, service implementation and distribution as well as the indirect costs of the enterprise itself (operating expenses).must be considered and financed.

A negotiation position for a given product will be driven by certain strategic factors:

1. Does a developer or teaming partner have a strong but realistic incentive to actively make the product a part of the marketplace?

2. Does market research indicate the idea will have strong sales volume once it is developed and distributed?

3. How much will a prospective teaming partner or investor have to invest in the product to get it to market? Does the product require testing?

4. Which is the better deal? Is it better to receive a 7% royalty on $5,000 worth of sales or a 1% royalty on $500,000 of sales? Even though 1% does not sound too impressive, of course it’s the better choice in this example.

A negotiation position should be based on support by for the argument that a concept will experience a certain level of sales and the royalty should be based on a % of estimated end user volume sales, discounted for the investment that the developer and distributor must make to get it to market.

The royalty should be outside of the distributor cost breakdown and the end user cost breakdown. It is simply a deductive factor the manufacturer will have to introduce into their profit equation after the costs have been tabulated. They should not view royalties as a cost factor; they should view them as a share of the profit on the total estimated sales.

Chances of succeeding with a negotiation with a developer and/or distributor are increased by showing understand the prospective market for the product and drawing some comparisons between the product and other similar successful products.

Naturally there will be some give and take with the other side about estimated costs to get the product to market. Be forthright in acknowledging their investment but also support a position with some research and comparative data on the product potential.

Lastly, settle on a % of the end user sales volume based on an estimate to which is agreed with the other party and insures that the purchase agreement for royalties entitles the agreed upon % on all future sales.

FINANCING

The SBA assists prospective business owners in completing sound business plans, which can then be presented to a banker in applying for financial assistance.

In the event that 2 banking institutions deny a loan application, a candidate can apply to the SBA for a loan guarantee that may assist in achieving a loan, since it would back up the application to a bank.

Loan officers are interested in a business plan to get a view of the business future and place a value on products and services based on the market, the competition, the sales projections, costs, expenses and profit expectations. The link to the SBA loan guarantee program is below:

SBA Loans and Grants

Veterans have access to small business loans via the Patriot express program:

Patriot Express Program

ANGEL AND CAPITAL INVESTORS

Angel and private investors have two prominent characteristics:

(A) They want a high return on investment (ROI)

(B) They typically want a great deal of control of the operation.

According to the Colorado Capital Alliance, surveys of angel investors show that:

1. Angels are seeking companies with high growth potential, proven management and sufficient information about the company, its management team, and its market to be able to assess a company’s value.

2. On average, Angels expect 10 to 15 percent above of the S&P 500 return on equity.

3. Typically, Angels invest in companies seeking between $50,000 and $1,000,000.

4. Angels generally prefer to finance manufacturing or product-oriented ventures, especially in the high-tech fields.

5. On average, Angels are 47 years old, have a postgraduate degree, and management experience in an entrepreneurial venture.

An angel investor may ask for at least ten to twenty times return in just five years. For many angel investors, it’s not just about the money; they want to actively participate in developing your business. They want to act as a mentor and sometimes even to take an active role in managing the company. This often translates into the angel investor having a seat on the company Board of Directors.

Angels are also highly interested in an exit strategy from for a full return on their investment in your business. The closest thing to it is an astute business plan that calls out the specifics of potential ROI, based on sound planning and analysis and addresses the following as possible exit strategies. Remember, investors are very aware that an exit strategy cannot be guaranteed. But they can be offered more than the wishful thinking that an IPO will occur in three years.

It is always good to have a lawyer involved in complex documents or in the development of documents. This will further protect a concept. A lawyer does not necessarily have to be present during the exchanges with prospective companies, but a lawyer review and comment on documents before they are signed.

SUMMARY

This article has conveyed preliminary steps for the small business in product development for the federal marketplace.

It should be noted that much of the process discussed in this article is the same for the commercial product development and a certain amount of commercial success is usually achieved before selling products in the government contracting venue. The exception to that rule is in highly technical product pursuits where the government is funding advanced development.

To consider non-profit grants and direct government contract funding potential please see the following article:

Grants Vs, Direct Government Contracts

Once a company is formed, a product platform established and a position to market a useful product to the federal government is achieved, please see the following articles at this site in developing a marketing plan

Registering Your Business For Government Grants and Contracts

Multiple Front Marketing

Should You Consider Small Business Governement Contracting?

Small Business Teaming

With careful structuring, planning and marketing, a product with potential can find its place in federal government contracting.”

Smalltofeds – Techniques for Product Development

ABOUT THE AUTHOR:

Ken Portrait

Ken Larson has over 40 years in the Military Industrial Complex. He is a veteran of 2 tours in the US Army Vietnam. Subsequently Ken spent over 30 years in federal government program and contract management and 10 years in small business consulting. As a Micro Mentor Volunteer Counselor, he assists many small businesses with their planning and operations processes. 

5 Tactics That Will Help You Win In 2018

Standard

 

Winning Tactics

Image:”Linked In” Mark Amtower

“WASHINGTON TECHNOLOGY” By Mark Amtower

“What is your fiscal 2018 Strategy?  If you are a smaller government contractor, are your plans in place? Do you have goals supported by a strategy?

If not, are you just going to continue to tread water by looking for bids to go after, or are you going to map out a strategy that gives you a better chance at winning more business?

For over 30 years I have watched smaller businesses struggle to grow from fiscal year to fiscal year, including those who won spots on coveted contracts alike SEWP, Alliant, CIO-SP3 Small Business, VETS, 8(a) STARS and others. There are always under-performers and many of these wonder why.

So I would like to offer a few things for you to think about.

1. If you own a spot on any of the IDIQs or MACs, like the ones mentioned above, are you fully exploiting the value of the contract? If you are on an IDIQ or MAC and are simply responding to RFQs and RFPs but not winning a significant percentage, perhaps your bidding strategy needs to be revised. There are a number of reputable firms that can help you improve your bidding process.

Or perhaps you need to partner with other companies that bring different strengths to the bid, still using your contract.

These contracts are coveted and there are many ways to grow your business if you are a prime.

2. Are you looking at other IDIQs to see if you can bring something to the primes on those vehicles that would make them more attractive in the bidding process?

If you bring a unique skill set or strong agency relationship to the table, you may be able to open the door to better sub-contracting opportunities.

3. Have you looked at your top government clients to determine if you need to focus more on fewer agencies?

Account or agency based marketing can be quite effective. Selling in an agency where you are known is much easier than attempting to break into new agencies.

4. Are you looking to better utilize LinkedIn and fully develop your social selling skills?

Social selling is the art of leveraging social networks to find key influencers and get on their radar, and it works. There are 1.6 million feds on LinkedIn representing all agencies, and more than 15 percent have IT titles. Another 30 percent to 40 percent have program and project related job functions. Odds are the people you need to reach and influence are on LinkedIn.

5. Are you developing and sharing content that helps define who you are and what you bring to the market?

Content marketing is an increasingly valuable tool in government contracting. Saying you are an expert is one thing, but developing and sharing content to support the claim helps you establish your company as a legitimate player.

These are just a few of the things you may want to consider as you move into what promises to be an interesting year in government contracting

So ask yourself, what are my goals for fiscal 2018? I hope you have an answer.”

https://washingtontechnology.com/articles/2017/09/21/insights-amtower-fiscal-2018-strategy-tips.aspx

About the Author

Mark Amtower

Mark Amtower advises government contractors on all facets of business-to-government (B2G) marketing and leveraging LinkedIn. Find Mark on LinkedIn at http://www.linkedin.com/in/markamtower

Big Data At Its Best – POGO Federal Contractor Misconduct Data Base

Standard

 

 

POGO Misconduct

THE PROJECT ON GOVERNMENT OVERSIGHT – POGO”

“We encourage you to visit our Federal Contractor Misconduct Database, which currently contains 412 resolved and 121 pending instances of workplace-related misconduct by the federal government’s largest contractors.

The government’s top vendors have paid a collective total of $2.7 billion in fines, judgments, and settlements since 1996 for a wide variety of labor violations, including discrimination, health and safety hazards, unpaid wages, and whistleblower retaliation.

The vast majority of the labor misconduct instances in our database did not involve the federal government. About 54 percent were lawsuits filed by private parties, while another 7 percent were enforcement actions by local, state, and foreign governments. One instance we recently added is KBR’s $3.75 million settlement of a lawsuit brought by construction workers who alleged the company stiffed them on wages and meal breaks at a California mining facility.

The Trump administration’s efforts to roll back worker protections and oversight of contractors’ business practices could further shrink the percentage of labor instances involving Uncle Sam in our database. Nonetheless, at least for now, federal enforcers are still on the job. A few weeks ago, the National Nuclear Security Administration hit National Security Technologies, the managing contractor of the Nevada Test Site, with a proposed $112,500 fine for violations of worker safety and health requirements. In May, the Occupational Safety and Health Administration fined Exxon Mobil $164,775 for violations related to a November 2016 Baton Rouge refinery explosion that injured four workers.

A list of all resolved and pending labor misconduct instances in our database can be found at this link.”

http://www.pogo.org/blog/2017/09/celebrate-labor-day-by-diving-into-contractor-misconduct-data.html

 

 

Managing Small Business Government Contracting Business System Risks

Standard
aecbusiness.com - Copy

Image:  AEC Business.com

“SMALL TO FEDS By Ken Larson

“Most small enterprises must undertake some form of business process augmentation when entering federal government contracting.

There are rules of thumb to insure wise business system development decisions, specific to your company, for managing the associated risks.

The natural inclination for small business is to immediately jump to buying computer software tools or services in an effort to expedite the business system growth process. That propensity is often enhanced by suppliers who maintain their product or service is “DCAA Compliant”, has been “Validated by the Government as an Earned Value Management System (EVMS)” and other similar claims.

Here are cautions and tips regarding an immediate jump to software or services as a means of growing a government contract business system.

UNDERSTANDING THE REQUIREMENTS

The US Government learned decades ago that it cannot impose specific business systems on contractors.  One of the last great attempts to do so was the Program Evaluation and Review Technique (PERT).  It was abandoned in the late 1950’s and early 1960’s and replaced by a set of industry criteria now known as Earned Value Management Systems (EVMS).

Similarly, the Federal Government Cost Accounting Standards Board (CASB) determined that job cost accounting systems could not be imposed on contractors. Over the years they have developed and maintained a set of Cost Accounting Standards (CAS) which governs requirements for accounting on government contracts.

The GSA and similar agencies maintain policies on travel, human resources and wage/rate determinations that are not specific systems, but minimum standards as well.  A small business entering federal government contracting should research the above and similar requirements in such areas as quality assurance, inspection and acceptance and export management.

PROCESS COMES FIRST – MAXIMIZE WHAT YOU HAVE

Given a thorough understanding of the requirements for a government contract business system that fills the need for your specific product or service delivery, the next step is to examine existing processes to determine if they can meet the need or be minimally supplemented to do so.

Finding a need for major process changes or enhancements in the existing business system is the beginning of a requirements analysis to determine the labor, process change, planning, costs and eventual selection of new automated tools that fit the company and that need.

Many start-ups and small enterprises find they can crutch their existing job cost accounting system for service contracts with spread sheets instead of buying an expensive, data base oriented, software package or services initially.  As the company grows into government contracting and the number of transactions and associated revenue warrants the expense,  the firm can then evaluate more expensive packaged software tools or services and ease into them with a plan to minimize disruption.

A government contract award drives many things in government business, but small firms cannot wait until that event to position at least the minimal processes necessary to perform, price new business, function lawfully in the human resources area and submit supportable detail in billings.

Please see the following articles for guidance on minimal business system requirements for small business federal government contacting.

What Is A Small Business Federal Government Contractor?

Pricing Small Business Federal Government Contracts

Small Business Job Cost Accounting Basics

Small Business Federal Government Contracting Business System Development

RULES OF THUMB FOR SELECTING AUTOMATED TOOLS

From strategic planning to marketing, from forward pricing to job cost accounting, from subcontracting and vendor/contractor management to human resources policies, the small firm finds itself undergoing a business system design project upon entering the government contracting venue.

Understand the requirements first, review existing processes and tools next, develop a thorough requirements statement of what must be done in the way of enhancements and then consider automating.  While performing your analysis keep the following 5 rules of thumb in mind:

1. An electronic computer software package or service is not a system. One cannot acquire a system by acquiring them.

2. One acquires a system by conducting systems analysis, achieving a design and processes by working with the people who will run the system. This is hard work and time consuming. Processes are improved and made more efficient by modifying user behavior not by automating it.

3. Once system and analysis and system design are complete one can prudently choose tools to assist in running the system. The adequacy of a computer tool or service is driven by the requirements of the most efficient system design.

4. The biggest mistake implementation teams make is to believe they are buying a system when they buy a software tool or service or let the tools drive the systems analysis process. That is like asking a mechanic to drive a wrench from New York to St. Louis. It has resulted in millions of dollars wasted and plummeting efficiency in many organizations, large and small.

5. It is necessary to design a system and processes unique to the company to meet user requirements before going shopping for computer tools or services.  If you do not you will be pigeon-holing your company into becoming a slave to the company that owns the software source code or service. If you want anything changed it costs a big buck. ”

Small Business Federal Government Contracting

 

ABOUT THE AUTHOR:

Ken Fluther - Copy - Copy

Micro Mentor Volunteer Counselor Ken Larson assists many small businesses with their planning and operations processes. Small business owners or prospective owners locate through a background search capability at Micro Mentor.   Ken is a Veteran of 2 tours in the US Army Vietnam and has over 40 years in the Defense Industrial Complex. He spent over 30 years in federal government program and contract management and 10 years in small business consulting. Ken receives many inquiries from small companies wishing to enter or enhance their position in federal government contracting. Volunteer time, books, articles, and resources are 100% free through Small to Feds maintained exclusively for small business.

 

 

 

 

Two Government Contractors Lose ACLU Lawsuit for Developing CIA Harsh Interrogation Techniques

Standard

 

CIA Interrogations Lawsuit

James Mitchell, left, and John Jessen, Defendants in landmark lawsuit.  They were paid $81 million for their work.  (Trial Evidence/ACLU via AP)

“MILITARY TIMES”

“[It] marked the first time the agency or its private contractors have been held accountable for the program, legal experts said Thursday.

Terms of the settlement were not disclosed, but it avoided a civil trial set for Sept. 5 in federal court in Spokane.

The deal in the lawsuit from the American Civil Liberties Union also makes it unlikely the CIA will again pursue the tactics, which included beatings and waterboarding, slamming the three men into walls, stuffing them inside coffin-like boxes, exposing them to extreme temperatures, starving them and keeping them awake for days, the ACLU said.

James T. Smith, lead defense attorney, said the psychologists were public servants whose interrogation methods were authorized by the government.

“The facts would have borne out that while the plaintiffs suffered mistreatment by some of their captors, none of that mistreatment was conducted, condoned or caused by Drs. Mitchell and Jessen,” Smith said.

Jessen said in a statement that he and Mitchell “served our country at a time when freedom and safety hung in the balance.”

Mitchell also defended their work, saying, “I am confident that our efforts were necessary, legal and helped save countless lives.”

But the group Physicians for Human Rights said the case shows that health professionals who participate in torture will be held accountable.

“These two psychologists had a fundamental ethical obligation to do no harm, which they perverted to inflict severe pain and suffering on human beings in captivity,” said Donna McKay, executive director of the group.

The group’s anti-torture expert, Sarah Dougherty, said she hopes the case opens the door for additional lawsuits and more.

“What needs to happen next is criminal accountability,” Dougherty said.

The lawsuit sought unspecified monetary damages from the psychologists on behalf of Suleiman Abdullah Salim, Mohamed Ahmed Ben Soud and the estate of Gul Rahman.

This undated still photo provided by the American Civil Liberties Union shows Mohamed Ben Soud, a plaintiff in a landmark lawsuit that the ACLU filed against the creators of the CIA's harsh interrogation program used in the war on terror. A settlement was reached Thursday, Aug. 17, 2017. (ACLU via AP)
Plaintiff Mohamed Ben Soud (ACLU via AP)

Rahman, an Afghan, was taken from his home in Pakistan in 2002 to a secret CIA prison in Afghanistan. He died of hypothermia several weeks later after being shackled to a floor in near-freezing conditions.

According to the lawsuit, Salim and Ben Soud both were subjected to waterboarding, daily beatings and sleep deprivation in secret CIA sites. Salim, a Tanzanian, and Ben Soud, a Libyan, were later released after officials determined they posed no threat.

A U.S. Senate investigation in 2014 found that Mitchell and Jessen’s techniques produced no useful intelligence. President Barack Obama terminated the contract in 2009.

This undated still photo provided by the American Civil Liberties Union shows Suleiman Abdullah, a plaintiff in a landmark lawsuit that the ACLU filed against the creators of the CIA's harsh interrogation program used in the war on terror. (ACLU via AP)
Plaintiff Suleiman Abdullah  (ACLU via AP)

Mitchell and Jessen previously worked at the Air Force survival school at Fairchild Air Force Base outside Spokane, where they trained pilots to avoid capture and resist interrogation and torture. The CIA hired them to reverse-engineer their methods to break terrorism suspects.

The ACLU said it was the first civil lawsuit involving the CIA’s torture program that was not dismissed at the initial stages. The Justice Department got involved to keep classified information secret but did not try to block it.

Though there was no trial, the psychologists and several CIA officials underwent lengthy questioning in video depositions. Some documents that had been secret were declassified.

The ACLU issued a joint statement from the surviving plaintiffs, who said they achieved their goals.

“We were able to tell the world about horrific torture, the CIA had to release secret records, and the psychologists and high-level CIA officials were forced to answer our lawyer’s questions,” the statement said.

The lawsuit was brought under a law allowing foreign citizens to have access to U.S. courts to seek justice for violations of their rights.”

http://www.militarytimes.com/news/pentagon-congress/2017/08/18/legal-deal-over-harsh-cia-interrogations-marks-a-milestone/

 

 

 

 

 

 

Pentagon To Unveil New Acquisition Structure

Standard

Pentagon Reorganization

“DEFENSE NEWS”

“The Pentagon is scheduled to deliver its new acquisition structure to Congress,  a major step toward redesigning how the building researches and procures equipment.

The 2017 National Defense Authorization Act instructed the Pentagon to devolve the undersecretary of acquisition, technology and logistics, or AT&L, into two separate jobs: undersecretary for acquisition and sustainment, or A&S; and a new undersecretary for research and engineering, or R&E, essentially a chief technology officer.

Those changes are expected to be in place by Feb. 1, 2018.

Congress purposefully allowed time for the Department of Defense to come up with its own road map on how the split should occur, which the department is supposed to deliver to Capitol Hill on Aug 1[2017].

Sources say there were discussions about delaying that delivery, in order to allow newly installed Deputy Secretary of Defense Patrick Shanahan a chance to weigh in. However, all indications are that the department intends to hit its Tuesday deadline.

It is important to note that this report will not be the final say in the issue. Its purpose is to inform Congress of how the department will split the duties of AT&L and the broad organizational strategy, but does not need to detail the nuts and bolts of currently shared services. That also means that Shanahan and Ellen Lord, the longtime Textron executive-turned-AT&L nominee who may be confirmed this week, will have a chance to continue to give input going forward.

An interim, two-page memo to Congress was delivered March 1, which contained few details about how the building is approaching the question of devolving AT&L into the new offices.

Congress, meanwhile, is trying to balance out how to give senior leaders a chance to weigh in and making sure the DoD meets the Feb. 1 deadline. And while the report will be happily received in Congress, there is skepticism about what the DoD will actually deliver and how closely it will hew to Congress’ vision of how the new structure should look.

Bill Greenwalt, a longtime defense acquisition expert who spent two years as a staffer on the Senate Armed Services Committee where he had a central role crafting McCain’s acquisition changes, emphasized that the Pentagon’s thoughts are recommendations and that Congress will have final say.

“I think it will be a back and forth between the Congress and administration in terms of how to make this work,” he told Defense News. “The key thing for Congress is R&E should be driving innovation. A&S should be providing the oversight structure. The boxes shouldn’t be transferred around, it should be a cultural shift.”

SCO, DIUx likely folded under R&E

While the majority of the changes to the AT&L structure will entail a reshuffling of offices already under central control, there are two notable offices that may be brought in house, whether they desire it or not.

The Strategic Capabilities Office, or SCO, and the Defense Innovation Unit Experimental, or DIUx, were two pet projects of former Secretary of Defense Ash Carter. The SCO is focused on finding innovative solutions to near-term challenges, while DIUx is charged with creating ties between the DoD and the commercial technology sector.

Notably, both offices have existed as quasi-independent entities. DIUx actually started as a report inside the AT&L structure before being relaunched a year ago following a lack of progress in its mission; it then became a direct report to Carter. The SCO, meanwhile, was created by Carter during his time as deputy secretary of defense and was formally introduced to the world by Carter during the fiscal 2017 budget rollout.

With Carter gone and Congress seeking to improve innovation inside the building, there is pressure from the Hill to see those groups folded into the new R&E portfolio. In a May 18 interview, Mary Miller, acting assistant secretary of defense for research and engineering, said SCO and DIUx “would naturally fit in the USDR&E, that’s the intent.”

“If we set this undersecretary up as we believe we will, as we’re hoping this turns out to be and it will be a select-in to this whole new culture we’re establishing, we don’t need to have special groups that were set up just to be different, because that will be the undersecretary mission,” Miller said during the interview.

Greenwalt said that if the Pentagon crafts the R&E spot “right,” groups like DIUx, SCO, the various rapid capabilities offices and perhaps the Defense Advanced Research Projects Agency should all fall under its control.

When it was pointed out to him that regardless what the Pentagon says, Congress could step in and demand those groups fall under R&E’s control, Greenwalt smiled. “Right. That’s the back and forth,” he said. ”We’ll have to see how it works.”

Greenwalt isn’t the only one who thinks those outside groups should come inside. Frank Kendall, whose tenure of four-plus years as AT&L ended with the Obama administration, believes that for the R&E spot to work, it must include all the research groups scattered around the department.

“It would have basic research, 6.1, 6.2 and 6.3, it would have DARPA, it would have SCO and DIUx, it would have the existing office that does experimentation,” Kendall said in April, adding that he had provided that recommendation to Deputy Secretary of Defense Bob Work.

Andrew Hunter, an analyst with the Center for Strategic and International Studies, noted that the Senate clearly has been leaning toward putting SCO, DIUx and DARPA into the R&E portfolio. But that may be an imperfect fit, he warned.

“DARPA, by mandate, deals with that leap-ahead tech, 6.1, 6.2, 6.3 work, research that is early stage. Once it gets to prototypes, that’s no longer DARPA territory. SCO is on the other end,” Hunter said. “Both have a fit in the R&E position. But it seems the department is heading towards having R&E have more of an early stage focus, so they might come to a different answer.”

Leadership questions

While the future of the R&E office is uncertain, the A&S job appears to be more stable — in part because its leadership seems intact.

Lord, the former Textron executive, has already gone through a confirmation hearing for the AT&L job, during which she reaffirmed she would be sliding over to A&S once the AT&L office goes away in February.

The Senate’s version of this year’s defense authorization bill would require Lord to be reconfirmed for the A&S job, but given how little headwind she faced in her confirmation hearing, the assumption is she would easily be reconfirmed for the new title.

Which brings up the question of who her counterpart would be. It is understandable that no names have been put forth for the job, as the White House and Pentagon have been focused on filling existing roles, plus the R&E job does not exist. But waiting too long to put forth a nominee could have “risk,” Hunter said.

“You might not be able to get the quality person you want because of how it is cast. The earlier you name a person, the more they have a chance to shape the structure of the office,” he added. “However you slice the piece, what used to be one really powerful job is now two jobs, each of which is slightly less powerful — so how appealing are they for someone who wants to put their stamp on the future?”

http://www.defensenews.com/pentagon/2017/07/31/pentagon-to-unveil-new-acquisition-structure-on-aug-1/

 

 

 

Pricing Small Business Federal Government Service Contracts

Standard

Pricing Govnernment Contracts - Copy

Integrate Long-term Company Strategy With Short Term Proposal Pricing Objectives

INTRODUCTION

Small businesses entering or growing into federal contacting often struggle with developing a pricing approach. They must design a pricing structure to pass an audit and win competitively. A winning strategy for federal services contracting must involve a view of the horizon as well as the instant bid on the table.

If you are a small enterprise selling off-the-shelf commercial items under FAR Part 12 or marketing commercial products on a GSA schedule, you may be initially challenged by the government contracting venue. With persistence you will establish selling relationships through agencies and prime contractors. Your pricing challenge is minimal. A service contractor faces a far greater challenge in understanding the nature of government contact pricing and winning at it.

Strategic thinking must therefore be applied to structuring a government service contracting cost center in your company. It must involve long term planning and designing a business system as well as establishing rates and factors to bid new work.

LONG TERM COMPANY STRATEGY

Build a Business System With Pricing in Mind:

We have previously discussed the basics of small business government contracting business system design: Job Cost Accounting Basics

The structure or your pricing approach from the cost element level through burdens must use the same template as your job cost accounting and billing. The parallel mapping provides the consistency required to pass audits or get your billings approved on a service contract.

Please read the above article and its related references. Then design your processes recognizing the guidance there and applying it to your company organization, and the way you produce your supplies and services:

Sculpt the DCAA Auditor

As you begin submitting government contracting proposals you will encounter your local DCAA audit office. They learn about your company by auditing your cost proposal rates, job cost processes and systems, billings and contract closeouts.

Keep in mind that you are shaping opinions in these encounters on the part of these government personnel that will influence your future and be passed on in reports to contracting officers. Your unique company business system structure must be carefully explained to them against what they know best; their DCAA Audit manual and FAR Cost Accounting Standards:

DCAA Audits and Job Cost Accounting Systems

Protect Rate Information

Your fully loaded rates will appear on your GSA schedule in the public domain, in subcontracts from prime contractors and in data acquired under the Freedom of Information Act (FOIA) by competitors.

It is generally recognized by all industries participating in federal government contracting that internal overhead and G&A rates and the data that support them are proprietary data. The reason for the proprietary nature of rate data between companies is that in government work firms are teaming with each other exclusively on one project and competing against each other on additional contracts or projects at the same time.

Companies do not disclose the details of their rates to other companies and they do not expect to see another company’s proprietary rate information. So companies view each others rate information on a fully loaded basis, meaning the total of the base cost, any proprietary indirect cost and an agreed upon profit percent.

If a prime contractor requests that subcontractor proprietary rate information be supplied with a proposal the detail should be double wrapped and the package stamped, ‘Government Eyes Only’. The prime will then hand the package off to DCAA without opening it and receive only the fully loaded result of the burdened rate pricing.

For further information on intellectual property protection and protective markings on government contract proposals please see the following article:

Protecting Intellectual Property

Recognize Overhead and G&A Rates Are Critical

Assuming your competition pays a generally similar labor rate to their employees as you do and that fringe costs about the same for everyone, then overhead and G&A are what wins and loses contracts.

Please read the following articles carefully with regard to long range planning and setting your overhead and G&A rates:

FAR and CAS Compliant Systems

Provisional Indirect Rates

Keep in mind that if you are performing work inside a government facility the government will expect to be charged a lower overhead rate than if you were paying the space and occupancy costs and the light bill. This is normally achieved by establishing a separate cost center for “On site” (Internal to government quarters) work with lower overhead expenses applied to project direct labor dollars in that cost center.

Price Set Aside Contracts the Same as Full and Open Competitions

If you are a small business lucky enough to receive a sole source set aside contract under an 8(a) or Hub Zone award, or if you are participating in limited competition under a small business set aside designation, use the same sharp pencil you use on the full and open market. Your goal is to compete for the long haul and inflating estimates on particular jobs due to limited competition has an inflationary effect on your business as a whole.

Your company past performance is being constantly evaluated by the government and prime contractor community. Consistency attains and retains new business. You will eventually grow to the point where set asides and sole sourcing will no longer be available; prepare early.

Know the True Value of Your Proposal

Develop risk thresholds (ceiling and floor) for your bids. The ceiling is the price for which you can bid a job, perform to meet specifications and win. A floor is the lowest possible price for which you can accept a contract and survive.

Do not bid or be negotiated out of these thresholds. “Buying In” does not work and sacrificing the future of your company by “Low Balling” cost proposals and hoping to get well on scope changes later is dangerous.

In government contracting the only worse scenario than losing a contract is winning it, performing poorly (cost, schedule or technical) and getting a black eye on your company past performance record that takes a long time to go away.

Understand a Proposal is the Opening Chapter a Baseline for Your Contract

Your proposal represents an initial offer to a government agency or a prime contractor. Please read the following articles on how this baseline is initially set and controlled through the negotiation process and ultimately through careful contract management.

Project Baseline Managment

Contract Negotiation

SHORT TERM PROPOSAL OBJECTIVES

Make Bid/No Bid Decisions Wisely

Conduct your bid/no bid decisions effectively. Please see the bid/no bid analysis process at the beginning of the following article:

Contract Negotiation

Be Conservative in Rough Order of Magnitude Pricing

A common government planning technique in the early phases of marketing is to ask questions and review and approve a concept paper by a company then informally request for “Planning Purposes”, a rough order of magnitude cost estimate (ROM).

If you provide a ROM be very careful. It tends to get cast in concrete in the customer’s mind, even though it is not the final, formal proposal. Make it conservative in cost content and schedule duration, then plan to beat it with your formal proposal.

Make sure you caveat the ROM if you are asked for it with the statement in your cover letter that it is for planning purposes only and is not a commitment on the part of your company. State that you will be happy to make a full formal proposal/commitment upon receipt of a formal RFP from an authorized contracting officer. Keep in mind that contracting officers are the only people who can commit the government:

Customer Relations

The government usually goes forward with the concept paper and the ROM for approval of the funding necessary for the job. The “Agency Higher Ups” either give the project personnel the approval to do a set aside or they require a competitive procurement.

You may want to read the following article on Statements of Work:

Contract Statement of Work and Technical Specifications

Know the Difference Between Firm, Fixed Price, Time and Materials and Cost Plus Contracting

During the solicitation and proposal process the contract type is specified.

Firm, Fixed Price (FFP) is the riskiest type of contracting and should be undertaken only when you have a definitive grasp of a precise statement of work with known variables and end products. You should have achieved similar work scope in the past or be delivering follow-on products and services that are mature in nature to undertake a firm, fixed price contract.

FFP is particularly risky in software development contracts or high technology program pressing the state of the art. You will receive no more in the form of funding than your bid price on a firm, fixed price contract.

Time and Materials (T&M) contracting places the risk on the government and is suited to long term service contracts of a development nature. T&M may be contracted with fixed labor rates, making the hours and pass through materials and other direct costs the only variables.

Cost Plus (CP) contracting is the least risky of all contract types and you are assured of receiving every dollar of cost incurred under this type of contract.

The lower the risk to the contractor the lower the expected negotiated profit rate you can expect, since the government considers risk the principal factor in profit negotiation.

For further explanation of contract types in more detail, please see the following article:

Government Contract Types

Develop a Price Profile of the Competition

Use a copy of your own forward pricing long range plan (LRP) to model your strongest competitors. Profile your best intelligence regarding their size, location, contract base and estimated overhead and G&A expenses. Then interpolate, from your knowledge of the market, their labor and fringe costs, as well as other direct costs as you prepare your proposal. Incorporate any unique approaches you estimate your competition may offer that impact cost.

Modeling Your Competition

Adjust your competitor cost model to perform “What If Analysis” during your risk assessment and proposal review process. For an example of an LRP cost model please see the Box Net Cube in the left margin of this site: Small Business Federal Government Contracting It is Appendix B to the book, “Small Business Federal Government Contracting” and is available as a free download in Adobe format from the BOX in the right margin of the site.

Understand “Best Value” Source Selection

When the government declares a “Best Value” proposal award process the agency will perform a weighted trade study of cost verses technical and management factors in reviewing proposals. They will announce the weight of each factor in relative terms within the solicitation so contractors can focus on the most important elements.

What best value means quite simply is that if you are the low price bidder you may not win. If a competitor proposes a superior technical and management approach, a higher weighted rating in those factors may offset an otherwise non-competitive bid price, resulting in an award. This is a fact you must keep in mind when preparing your own proposal. In short you must perform your own trade study on your own bid.

Past performance has also become a significant weight factor in proposal evaluations in recent years. To address this challenge, please see the following article:

Past Performance Challenge

A balanced proposal, with specific, heavy emphasis on government-designated weight factors and an economical, yet realistic cost/price usually wins. Offsetting weaknesses in any designated government weighted area by proposing excellence in other weighted areas is vital.

Beware of Unallowable Costs

Over the years the federal government has determined that certain costs cannot be allowed in prices, cost reimbursements or settlements under contracts with the US Government. The government is unwilling to pay for these costs as direct charges to federal government contracts or through indirect expense pools applied to federal government contracts.

A company is not prohibited from incurring unallowable costs, but they cannot be recovered either directly or indirectly under federal government contracts. To manage unallowable costs, separate accounts must be established for these type expenses and they must not be priced directly into federal government contracts during the proposal process.

Such costs cannot be made a part of the expense pools which are applied to federal government contracts through an overhead, material handling or G&A cost allocation at accounting period close or during forward pricing rate planning. For more detail on unallowable costs please see the following article:

Unallowable Costs

Integrate Pricing With Technical and Management Approaches

Establish price targets as soon as possible for major tasks, evolve a program plan, or if you are bidding a T&M, IDIQ type program develop a sample work order for a typical representative effort.

As the technical and management proposal move toward completion, use established checkpoints to evaluate the efficiency of your cost estimate, escalation factors, labor, material and other direct costs. Then apply your indirect rates and subject your total proposal to a credibility check with regard to a believable cost estimate considering your solution and its time frame.

Run your competition price model and bring in some outside experts to review the end product proposal “Cold” before it is submitted.

Manage Best and Final Offers (BAFO) Carefullly

Most government solicitations require a format and terms and conditions with submission that permit contract award without further discussion. However, many involve a down-select process, briefings by those selected in the “Competitive Range”, a call for best and final offer (BAFO) or negotiation to achieve a final price.

The best and final offer period is a sensitive time. Most contracting agencies that call for a BAFO will cite weaknesses or concerns in the selected contractor proposals. They wish to hear about solutions to those weaknesses during BAFO briefings and require a re-submitted offer to correct them. The price may be adjusted as well and that is a key consideration. Pay particular attention to the way the BAFO instructions and concerns, specific to your down-selection, are worded. Look for hints that indicate critical opinion about your pricing, and then adjust your costs.

Consider the cost, schedule, technical and past performance implications of the BAFO request letter from the government and revise your proposal by the required submission date. Close the loop on all matters with your suppliers, subcontractors and prime contractors, and then conduct your briefing to the customer when it is scheduled. Present a united front to win. Your price should be your best. You will not be offered a chance to bid another competitively on that program.

On some procurements you may be asked to undertake additional discussions to determine final contract pricing. Please see the negotiation template at the following article for guidance on that process:

Government Contract Negotiation

SUMMARY

This discussion has conveyed how pricing should be a natural outgrowth of the organization structure, market strategy, competitive analysis, business system design and long range planning.

We have further explained how your long and short term pricing factors should be integrated with the management and technical elements of any given proposal. Take the long and the short view of your business by integrating long-term company strategy with short term proposal objectives