Are You Ready for the New Realities of Contracting?

by Steve Charles, Co-founder and Executive Vice President

I have been working on a four-part series for Washington Technology that looks at the new realities affecting Federal IT in the near term, how those realities affect government missions and technology – and how government will work with the vendor community.

My first article, “Are you ready for the new realities of contracting?”, discusses how federal policy influences IT decisions. It highlights policy affecting the government’s three top technology themes: getting value from “big data”, enabling government workers to be more mobile, and security (which underlies all government IT initiatives).

Be on the lookout for my second installment which will look at certain themes that give clues to where contractors should focus their efforts given the tight budget.

2012 Debuts with Emphasis on Costs, Mobility

Photo of Steve Charles by Steve Charles, Co-founder and Executive Vice President

Don’t be surprised by the government’s intensifying focus on costs in 2012. The IT budget survived intact, but legislative and policy initiatives force a high degree of cost-consciousness.

 

Here is some of what’s driving the cost wave:

How do you succeed in this environment?

  • Align pricing/bid strategies to the new reality.
  • Develop standard services packages and make sure you can execute them consistently, giving you the ability to make fixed-price offers with confidence.
  • Predictive analysis, pattern recognition, data-mining and similar capabilities will be in demand. Figure out solutions with your products and those of partners.

2012 Budgets Finally Coming Into Focus

Photo of Steve Charles by Steve Charles, Co-founder and Executive Vice President

Congress has agreed on, and the president has signed, an omnibus bill funding those parts of the federal government not covered by the earlier “minibus.” It’s a lean discretionary budget, even at slightly more than $1 trillion. DoD is up 1 percent (not counting appropriations for Iraq and Afghanistan operations). Civilian agencies are flat. The budget conforms to last August’s agreement over deficit control.

The good news is that this year’s budget settlement comes many months earlier than last year’s, meaning contractors and your federal customers have more time to plan for and acquire products and services needed to support new initiatives for fiscal 2012.

Read this issue of our Public Sector Business Alert to learn how to find new opportunities despite the tight budget.

Today is Passback Day

Photo of Steve Charlesby Steve Charles, Co-founder & Executive Vice President

Today, OMB passes it’s mark-up of the proposed agency budgets—submitted to OMB the day after Labor Day— back to the agencies. Here’s a blog post on the same topic.

I recently heard other prognostications about the FY12 appropriations process indicating that we may be in for a CR scenario like last year.  This is due to all the different fiscal debates that will occur around unrelated things like the expiring payroll tax holiday and the Medicare doctor reimbursement 27% rate cut (both occurring January 1 if Congress doesn’t take action).

The thinking is that these will create political/money debates between now and the first of the year such that a CR into January is inevitable.  Then, depending on the outcomes of those debates, Congress will circle back to the Approps.  By then, we should have more clarity on what else, if anything, will need to be done in 2012 under the Budget Control Act. But with all the politics swirling around this topic and the 2013 proposed budget in the first week of February sure to make news, it’s possible that Congress will wait until March to wrap 2012 like they did last year for 2011.

I guess we can be thankful for the three bills that have passed!

Tips for Handling the 2012 Budget Pressure

Photo of Steve Charlesby Steve Charles, Co-founder & Executive Vice President

Fiscal 2012 brings federal technology sales organizations into unfamiliar territory. The main challenge for sales is focusing on real opportunities and distinguishing them from the duds. Several new IT contract opportunities are still on the drawing board. And several cross-cutting themes from both Congress and OMB will yield technology sales opportunities.

Read this issue of our Public Sector Business Alert to learn how to increase your federal sales despite the economic climate.

FY12 Federal IT Survival Guide

by Steve Charles, Co-founder and Executive Vice President

The FY12 Federal IT budget has created a lot of uncertainty and confusion, therefore immixGroup has compiled a list of resources to help you plan accordingly for the FY12 government fiscal year. Our FY12 Survival Guide provides the tools to help you increase your technology sales in the federal market. Register now to access tips on how to work through a continuing resolution, locate funded programs and navigate through public information.

Free FY12 Federal IT Survival Guide- Get it Now

Federal Sales Tips when the FY12 Budget is in Flux

Photo of Steve Charlesby Steve Charles, Co-founder & Executive Vice President

Fiscal 2011 has come and gone. Now, federal contractors find themselves about where they were a year ago: under a continuing resolution. This one keeps the lights on until November 18. At present, agency customers may not launch new programmatic initiatives, but instead must build on projects already authorized for 2011.

Read this issue of our Public Sector Business Alert and find out where your sales team should be focused during this time.

New Ordering Procedures Went into Effect May 16th. Are you Ready?

Photo of Steve Charlesby Steve Charles, Co-founder & Executive Vice President

A Federal Acquisition Regulation that became effective May 16, 2011 dictates more precise ordering procedures for all government agencies using multiple award contract vehicles. The rule impacts task and delivery order indefinite-quantity type contracts, GSA federal supply schedule contracts, the establishment of schedule-based blanket purchase agreements, and ordering from BPAs.

Click here to read our Public Sector Business Alert to learn how this rule can impact your sales.

Will This New Contracting Rule Slow Down Your Federal Sales?


Photo of Steve Charlesby Steve Charles, Co-founder & Executive Vice President

A new procurement rule adds an additional step in the process that could make it harder for your customers to use the contract vehicle of their choice to buy your products.

Effective December 13, 2010, federal agency buyers planning to place an order against another agency’s indefinite-delivery contract vehicle for a particular item must first make a written determination that this vehicle is “the best procurement approach” for the item(s) being procured.

Read this month’s issue of Public Sector Business Alert to learn how the new contract vehicle determination requirement can impact your sales, and see our list of six practical tips you should take now to protect your business.

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