Month: July 2021

SOURCES SOUGHT: Ultrashort High Average Power Technology Availability

Posted on by Eric Coffie

The AFRL is interested in obtaining informed views from the commercial and industrial base on maturity, availability and a rough estimate of cost (ROC) of a USPL fiber laser system for directed energy applications to be tested for military utility. Of specific interest is the development of methods & practices in research, development, and acquisition activities in obtaining technologies that lead to refining operational requirements for a technology development program. We seek the industry’s view regarding the current status for USPL fiber laser systems that produce high average power at a high repetition pule rate. The AFRL is primarily interested in a USPL fiber laser weapon capability that will meet the needs of a future AFRL acquisition program. The basis for this mission with a USPL fiber laser system is to achieve thermal and non-thermal effects on the target as well as harvest the advantages of non-linear propagation producing high intensities at the target. USPL fiber laser systems are of interest to the AFRL to the potential advantages SWaP consideration. Such a system may be comprised of either monolithic or partly free space architecture, based on a single laser amplifier or beam combining parallel amplifiers to reach the desired output specifications.

  • Product Service Code: AC11 – National Defense R&D Services; Department of Defense – Military; Basic Research
  • NAICS Code: 541715 – Research and Development in the Physical, Engineering, and Life Sciences (except Nanotechnology and Biotechnology)
  • Place of Performance: Kirtland AFB, NM 87117 USA
  • Original Response Date: Aug 13, 2021 12:00 pm EDT

Full details via beta.sam.gov

 

Johns Hopkins University Awarded $530M for research and development services in support of the nuclear enterprise

Posted on by Eric Coffie

Johns Hopkins University, Laurel, Maryland, has been awarded a $530,000,000 ceiling, indefinite-delivery/indefinite-quantity, cost-type contract for research and development services in support of the nuclear enterprise. Johns Hopkins University has also been awarded the first task order for research and development services for $23,717,889 to support the Ground-Based Strategic Deterrent weapon system. These contracts provide research and development services in support of the two intercontinental ballistic missile systems. Work will be performed in Laurel, Maryland, with support being available until July 15, 2031. This award is the result of a sole-source acquisition. Fiscal 2021 research, development, test, and evaluation funds are currently being used with an initial obligation of $4,500,000 to fund the first task order. Air Force Nuclear Weapons Center, Hill Air Force Base, Utah, is the contracting activity (FA8204-21-D-0001).

Johns Hopkins University has established its reputation by molding itself in the image of a European research institution. While renowned for its School of Medicine, the private university offers 260 academic programs spanning fields of study including arts and sciences, business, and international studies. (www.dnb.com)

099: Judy Bradt – What is a micro purchase and how to use them

Posted on by Eric Coffie

So many people ask the question about needing past performance and how to start without certifications. Well, Micro purchase is one of the tools that are commonly used for small businesses to win contracts. People think that set aside is the key to winning but SAP also known as simplified acquisition can be an even more powerful tool.

Learn how easily a Federal buyer can purchase up to $10,000 from you immediately (and up to $20,000 or even more in times of emergency response). Not just products, but services, too! You’ll learn how to create new low-risk offerings that can get you ahead of the competition. What an advantage – not just at fiscal year-end, but all year long, even when other buying is slow!

Imagine fast, easy, wins without expensive complicated proposals, opening the doors to bigger contracts. They can be closer than you ever imagined!

With more than $24B spending using SAP it is a method that most people commonly overlook strategies in their toolbox. This is the final part of our 4 part series with Judy Bradt. If you missed the first three go back and watch episode 98, 95 and 96. She is the CEO of Summit Insight and a 32 year government contracting wiz.

This episode was pre recorded on a YT live session that I hosted so you will hear us answer questions from the audience. Stay tuned and enjoy this power packed session with Judy Bradt.

SOURCES SOUGHT: NGA Mantis

Posted on by Eric Coffie

Mantis is to provide operations and maintenance of the current Advanced GEOINT Services (AGS) for the National System for Geospatial-Intelligence (NSG)/Allied System for Geospatial-Intelligence (ASG) imagery intelligence and analysis mission tradecraft in multiple security domains. This RFI and all future acquisition documentation will be released via the classified Acquisition Research Center (ARC).  Users must have a registered account to access information.  Please see the attached ARC Access Instructions for registering.

  • Product Service Code: DA01 – IT AND TELECOM – BUSINESS APPLICATION/APPLICATION DEVELOPMENT SUPPORT SERVICES (LABOR)
  • NAICS Code: 541511 – Custom Computer Programming Services
  • Place of Performance: USA
  • Original Response Date: Aug 09, 2021 04:00 pm EDT

Full details via beta.sam.gov

MasterMind Monday: How to Prepare for Your Call and Get Invited Back?

Posted on by Eric Coffie

Learn how to prepare for your call and get invited back in this blog highlight of our second Mastermind Monday video!

GETTING THE FEDERAL BUYER’S ATTENTION IS NOT EASY

Winning contracts in the federal marketplace is a long cycle and it can really be disheartening for the folks who never experience success because they expect something to happen in the first few months. 

As Carrie Fisher said, “Instant gratification takes too long,” and if that resonates with you, then the federal market is not your happy place.  

Why is this? Because getting your federal buyer’s attention is not easy.  The federal buyer needs to trust you.

“All the contract door openers in the world can’t do that, if you haven’t done the work to win and earn the real trust.”

With this in mind, you need to consider the fact that getting in a meeting with the federal buyer is just the first step, the real win is to get invited back. 

So, how can you stay committed and stay engaged in the effort of winning the federal business when nothing seems to happen for the longest time? Continue reading this blog. 

THE FEDERAL BUYER DOESN’T RETURN MY CALL

When someone doesn’t return your calls, our brains start to make up answers that they’re not interested in your product or they have already found other people, among other things. 

However, the only reason is if they didn’t call you back. Until you talk to them, you have no way of knowing what happened to your inquiries. 

“The only thing you can know when your federal buyer is not returning your calls is that they didn’t return your calls.”

Remember, in a really distracted universe, when everybody and everything is vying for your attention, it can take 15 to 30 instances to get from contact to contract.

THINGS TO DO TO GET THE FEDERAL BUYER’S ATTENTION

1. Think in very human terms. 

When somebody is trying to sell you something, but they don’t know about you and your company, what would you feel?

Remember, we are humans, and so are your federal buyers; so grasp the concept of thinking generously in very human terms about the person you’re trying to reach.

“If you’re too busy to learn about your federal buyer, they sure don’t have time to learn about you.”

2. Experiment.

It can take from 15 to 30 instances to get from contact to your first contract, so don’t just stop after a few call.

With this, you also need to consider experimenting how you communicate with them and what time of the day. 

Remember, as business owners, we are open to take calls every time, so let’s also consider that towards our federal buyer. 

3. Dress the part. 

Are your online profiles well-alined? Is the information about your business the same as it was written in the SAM database?

Consider that your average federal buyer checks you out 12 times online before they have the first contact with you, so if your online profiles are not aligned, that might be the reason they don’t respond to your calls. 

Remember, you want to be taken seriously as a federal contractor, so you should dress for the occasion and this includes your online wardrobe.

“When you’re showing off in the federal arena, your electronic wardrobe also matters.”

4. Pay attention to customer experience. 

Pay attention to the experience that you’re giving somebody when you are wooing them. 

What is going on for them? How could I be of service to them? What happens when we treat marketing and sales as acts of service? 

“Give somebody the quality of experience when you’re wooing them that they’re gonna start to believe that you’re going to continue to give them when they say yes.”

5. Solve small problems.

As small businesses, you might not have the huge capabilities that are needed in million-dollar contracts.

In this case, why not solve small government problems? There are state and local contract opportunities. If you are part of a set-aside, you can also do a joint venture or a partnership. 

The reason why these are recommended is the fact that this can help you in improving your past performance while also letting the federal buyer learn more about you. 

“Somebody who has already done business with you is more likely to do business with you again than somebody who has never heard of you.

HERE’S OUR CHECKLISTS TO HELP YOU!

Every profession has their own checklist in every process that they follow. This is also the same in meeting your federal buyer.

With this in mind, here is the checklist in every stages of the process and the things to do:

Pre-meeting

    • Why: What are your goals? Why are you meeting with them? 
    • Who: Who’s gonna be there? Who’s gonna be the hosts, guests, speakers, and notetakers?
  • Where: Where or what platform? What location? What facility? 
  • How: How will you get there? What are the security, the clearance, rehearsals needed?
  • What: What are you gonna do? What is your agenda? What are the kinds of handouts you are allowed to have? What kind of equipment and media to use? 
  • Emergency: What are your backup plans? What will you do if the technology fails? What will you do if somebody doesn’t arrive? What would you do if you couldn’t get into the building? What would you do if the security clearance papers couldn’t get there? 

Meeting day

    • Final Checks: Check your technology and look for the point of contact upon arrival.
    • Where: Use the necessary transportation and arrive ahead of time. 
    • Who: Sign-in sheets are really important. Know who’s in the room.
    • What: Set up something that you can deliver in 10 minutes and consider the 60% of your time for Q&A, discussions, and engagement.
  • How:  Relax. Your federal buyer is just human. Be grateful and show empathy.

Follow-up

  • Who: Have an internal and agency debriefing. 
  • What: Send what you said you would. 
  • When: Send it when and how you said you would.
  • How: Send follow-up in a thorough manner and with gratitude. 

RESOURCES

No one is entitled to a federal contract, but you can earn the federal buyer’s trust. So, continue building their trust and wait for the response that will yield more contracts!

“I remember another story about calling them. Calling, calling, and calling. And finally when they needed me, they called me more than I called them.”

If you want to learn more about how to prepare for your call and get invited back, then check our full Mastermind Monday video with Judy Bradt. 

You can also visit the GovCon Giant website or the new GovCon Edu where you learn everything about government contracting!

How to prepare for your call and get invited back with Judy Bradt

https://www.youtube.com/watch?v=p4-3y9RcOaM

Horizon Strategies LLC Awarded $231.1M for transition services to soldiers in accordance with the standards prescribed.

Posted on by Eric Coffie

Horizon Strategies LLC,* Winston Salem, North Carolina, was awarded a $231,167,452 firm-fixed-price contract for transition services to soldiers in accordance with the standards prescribed by the Veterans Opportunity to Work to Hire Heroes Act of 2011, Army Regulation 600-81-Soldier for Life-Transition Assistance Program, the Army’s Career Readiness Standards and site-specific government directives. Bids were solicited via the internet with 24 received. Work will be performed in Fort Knox, Kentucky, with an estimated completion date of July 3, 2026. Fiscal 2021 operation and maintenance, Army funds in the amount of $773,453 were obligated at the time of the award. U.S. Army Field Directorate Office, Fort Knox, Kentucky, is the contracting activity (W9124D-21-C-0012).

Horizon Strategies, LLC is located in Winston Salem, NC, United States, and is part of the Management, Scientific, and Technical Consulting Services Industry. It has 47 total employees across all of its locations and generates $8.19 million in sales (USD). (www.dnb.com) 

SOURCES SOUGHT: Saudi Personal Service Contract (PSC) for Monitoring Construction and Facilities Maintenance Projects

Posted on by Eric Coffie

The U.S. Army Corps of Engineers (USACE) requires Saudi National project and program management, contract administration, project engineering, quality assurance, real estate, and support staff through a firm-fixed-price, personal services contract for its continued operations in the Kingdom of Saudi Arabia (KSA).  These positions shall replicate typical foreign national service (FNS) employee positions obtained by U.S. Government Agencies to support overseas projects and locations. This contract is for Personal Services in exclusive support of USACE missions throughout KSA.

  • Product Service Code: R497 – SUPPORT- PROFESSIONAL: PERSONAL SERVICES CONTRACTS
  • NAICS Code:541990 – All Other Professional, Scientific, and Technical Services
  • Place of Performance: SAU
  • Original Response Date: Aug 05, 2021 05:00 pm EDT

Full details via beta.sam.gov

Lockheed Martin Rotary and Mission Systems Awarded $85.5M for systems engineering and technical services for hardware and software interfaces

Posted on by Eric Coffie

Lockheed Martin Rotary and Mission Systems, Manassas, Virginia, is awarded an $85,563,849 indefinite-delivery/indefinite-quantity contract with cost-plus-fixed-fee and firm-fixed-price contract line item numbers for systems engineering and technical services for hardware and software interfaces. Work will be performed in Manassas, Virginia (50%); West Bethesda, Maryland (43%); San Diego, California (1%); Bangor, Washington (1%); Pearl Harbor, Hawaii (1%); Kings Bay, Georgia (1%); Norfolk, Virginia (1%); Dahlgren, Virginia (1%); and New London, Connecticut (1%), and is expected to be completed by June 2027. Fiscal 2021 other procurement (Navy) (72%) funds in the amount of $10,326,201; 2020 other procurement (Navy) (13%) funds in the amount of $1,856,497; 2021 research, development, test, and evaluation (Navy) (6%) funds in the amount of $866,000; 2021 operation and maintenance (Navy) (6%) funds in the amount of $800,000; and 2018 shipbuilding and conversion (Navy) (3%) funds in the amount of $400,000 will be obligated at time of award, of which, funds in the amount of $800,000 will expire at the end of the current fiscal year. This contract was not competitively procured in accordance with 10 U.S. Code 2304(c)(1) — only one responsible source and no other supplies or services will satisfy agency requirements. The Naval Surface Warfare Center, Carderock Division, West Bethesda, Maryland, is the contracting activity (N00167-21-D-0007). (Awarded June 18, 2021) 

A leading global military contractor, Lockheed Martin supplies just about all kinds of aircraft to government and commercial customers. The US government is Lockheed’s biggest customer, accounting for about 71% of revenue (the Department of Defense alone accounts for 61%). It makes combat aircraft, unmanned aircraft, helicopters, satellites, and spacecraft, as well as ship and submarine combat technology and missiles and missile defense systems. Lockheed’s flagship F-35 jet fighter accounts for more than 25% of sales. (www.dnb.com)

 

SOURCES SOUGHT: Kwajalein Air Traffic Control Tower, U.S. Army Kwajalein Atoll (USAKA), Republic of the Marshall Islands

Posted on by Eric Coffie

Air Traffic Control Tower and Terminal on Kwajalein Island, Kwajalein Atoll, Republic of the Marshall Islands, with Airfield operations building with passenger terminal and aviation unit operations building, flight control tower, a general-purpose warehouse, storage shed, and redundant power generator enclosure. The project includes electronic security system (ESS) installation, intrusion detection system (IDS) and energy monitoring control system (EMCS) connection, and closed-circuit television installation. Cybersecurity measures, Sustainability, and energy enhancement measures, Antiterrorism measures, and Building information systems are included. Supporting facilities include site development, utilities, and connections, lighting, paving, parking, walks, curbs and gutters, storm drainage, information systems, landscaping, and signage. Air conditioning will be provided via a self-contained system. Measures in accordance with the Department of Defense (DoD) Antiterrorism for Buildings will be provided. Comprehensive building and furnishings-related interior design services are required. 

  • Original Set Aside:
  • Product Service Code: Y1BA – CONSTRUCTION OF AIR TRAFFIC CONTROL TOWERS
  • NAICS Code: 236220 – Commercial and Institutional Building Construction
  • Place of Performance: MHL
  • Original Response Date: Jul 30, 2021 10:00 am HST

Full details via beta.sam.gov

098: Judy Bradt – How to prepare for your call and get invited back

Posted on by Eric Coffie

You got your meeting…now what? We’re going to be talking about the hidden wins you need to create, from contact to contract. You’ll discover the concept of micro-wins (not micro-PURCHASES; something that comes even before THAT!) learn about the two types of wins you need to create with your buyers, and get the three GovCon checklists you’ll use to get you from takeoff to landing, so your business can soar.

In today’s interview with Judy Bradt we are discussing how to prepare for your call and get invited back. That’s right! Not just call call call, you want someone to call you back on the other end. Well in today’s 90 minute session Judy and I are going to discuss practical techniques and strategies for accomplishing just that. Stay tuned for today’s episode with my colleague Judy Bradt.

We have not covered 3 of the 4 part of my series with Judy and boy has it been a blast. If you missed the first parts, go back and look at episode 95 and 96. How to Win your Meeting and the 5 people you want to meet.

If you love Judy’s message, make sure to check her on her website summit insight, she is a regular on LI and puts on webinars, does coaching and a whole host of wonderful things for the Govcon community.