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Why Meeting the Financial Forecast is Not Good Enough

By Karen Long

If your company is meeting its forecast and running as effectively as possible, then you don’t need to read any further. However, this would infer that your company is perfect; and I don’t believe a perfect company exists. Why is meeting a forecast “not good enough”? Unless your company is doing everything “right” and there’s …

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Subcontractors: Protecting Workshare and other Valuable Tips

By Karen Long

Details That Make a Difference   Since the Prime Contractor generally has more control than the Subcontractor (Sub), it’s important that the Sub leverage their input as much as possible. Recently, I worked with a client and was reminded of two lessons. First, while the prime contractor needs to flow down certain DFAR and/or FAR …

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Labor Category Audit and Communication Tips

By Karen Long

When most people hear the word “audit”, they think of “accounting”.  However, it is important to remember that companies can be audited by the Government for labor category qualifications for Time and Materials (T&M) contracts. If the employee does not qualify for a labor category, the company will have to reimburse the Government for the …

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Subs and Primes: Answers to Your Pre-Award and Post-Award Questions

By Karen Long

Q: In the RFP, it says that a company without past performance will be given a “neutral rating”. How does this translate into the evaluation score? A: If a company is given a neutral rating for a technical factor, the company’s score is based on fewer factors (e.g. 4 factors instead of 5). The reason …

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Debriefings-The Information Offerors are Entitled (and not Entitled)

By Karen Long

I have previously mentioned “Lessons Learned” under “Business Development Quick Tips and Reminders”, which is essentially an internal debriefing. Therefore, this e-zine I am covering external debriefings, aka debriefings with the Government, FAR 15.506. Regardless of whether you win or lose, I recommend requesting a debriefing with the Government. If you lose, you can obtain …

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How to Maximize Profit on Firm Fixed Price (FFP) Service Contracts

By Karen Long

Recently, I prepared an Estimate at Completion (EAC) for one of Streamline’s clients for a Firm Fixed Price (FFP) contract. This is a service we recommend and provide to companies to project and see whether they are on-target, under-performing, or over-performing financially. For those who are new to Government Contracts or are not involved on …

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How to Protect Your Company: Best Practices

By Karen Long

Today I am including questions that I am frequently asked along with the answers. Q:  Is there risk in beginning work on a contract that has an error or information missing? A:  Yes, because beginning work constitutes acceptance of the contract. The safest response is to wait until all corrections are made before starting work. …

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How to Avoid Possible Proposal Pitfalls

By Karen Long

1.  Be careful when using descriptive marketing pieces (e.g. glossy brochures) in your proposal because it could contradict what your proposal states. For example, if the solicitation instructions say to state that the proposal should be valid for 180 days and the marketing piece says “Price subject to change.”, the Government may determine that the …

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Small Business: Questions and Answers (Clarification)

By Karen Long

1. Scenario: A competitive solicitation is released as a small-business set-aside, specifically as a Woman-Owned Small Business (WOSB). The Government does not receive any proposals. Question: Will the solicitation be released as full and open? Answer: (Clarification) If the Government has done the required market research and the research showed that the Government should expect to receive at least …

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Advantages of Utilizing a Contracts Manager and When to Contact an Attorney

By Karen Long

There are advantages to utilizing a Contracts Manager (CM). However, there are also situations when the best advice is to call a lawyer. Below are examples of both: Advantages to Using a Contracts Manager (CM): CMs can save your company money! They can negotiate subcontracts and teaming agreements (TAs) in a more cost-effective manner than …

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