Without fail many small business owners are focused on finding ‘low-hanging fruit’ to get that first piece of business with a federal agency or winning short-cycle dollars to keep the lights on and subsidize the pursuit of larger opportunities. Fortunately, one of the only areas of federal contract spending realizing growth is one that was developed pretty much for those reasons.
Why is it so many are standing at the starting line when they should be in full pursuit of these opportunities?
– Guy Timberlake, The Chief Visionary
It happened again just this morning.
During the introduction portion of a training session, several business leaders indicated a need to identify small opportunities that don’t take as long to close. For some it was to get their foot in the door and for others it was to balance out their pipelines in order to keep the coffers appeased to some extent. This prompted a brief but informative narrative about the state of agency spending when they invoke the under-appreciated Simplified Acquisition Procedures found in FAR Part 13.
Here are the highlights:
– agency spending continues to increase – FY2015 is closing in on $20 billion, a $600M increase from FY2014 (DoD is still counting)
– nearly 70 percent of obligations are not attributed to an established contract vehicle – purchase orders reign supreme for these buys
– sixty-one agencies issued contracts for goods and services in FY2015 while seventy-nine agencies funded those buys
– over seventy percent of the purchases were competitively awarded
This conversation about Simplified Acquisitions is nothing new as I’ve been leading this discussion for many years. A number of small businesses have acknowledged this call for action by winning some of this business for themselves either as a result of participating in our training or their own gumption.
The increased use of Simplified Acquisitions is also nothing new as you’ll see below:
These facts, the points I cover in my May 2014 article ‘The Neverending Search for Low-Hanging Fruit‘ and your company’s due diligence should make it pretty clear there are opportunities to be pursued and won.
So my question is, what are you waiting for?
“The person who says it cannot be done should not interrupt the person doing it.”