Roy Dockery, MBA

How can a robust micro-purchase strategy elevate your #GovCon success? Get the answers at our webinar, "Small Wins, Big Impact: MicroPurchase Strategies For Established GovCons" with special guest William Randolph, Founder of THINK Acquisition, a Navy veteran and Homeland Security leader with extensive experience in contract awards and guiding businesses to Federal success. William and I will talk about how MicroPurchase strategies help established businesses surpass competitors, challenge incumbents, enter new agencies, and secure wins while saving time and reducing costs. We'll also share insights on disrupting incumbents, expanding into new markets, and attracting top talent while optimizing costs and accelerating growth. Don't miss out—register now to discover new strategies and tools to achieve your GovCon goals! Get all the details and register here: https://lnkd.in/exYUKGpg #MicroPurchaseStrategies #GovCon #DisruptIncumbents

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There are real steps #leaders can take to break functional experts out of their hidey-holes, writes Dave Rizzardo, associate director, Maryland World Class Consortia, Ltd. In this article Dave outlines 4 required #leadership actions, as well as other silo-busting considerations. And if you think "any silo-building, blame-deflecting, turf protecting behavior is just healthy internal competition, go ahead—continue allowing this behavior which solves absolutely nothing." #leanmanufacturing #lean #continuousimprovement #systemsthinking https://lnkd.in/eRNrhcRT

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Procurement Flow-downs Can’t be One-sided! April 19, 2024 The Coalition for Government Procurement "Flow-down requirements are a unique, yet ubiquitous, feature of the federal acquisition system. Flow-down requirements impact prime contractors, subcontractors, customer agencies, contracting activities, and contracting officers. The Federal Acquisition Regulation (FAR) includes a host of contract clauses that must be flowed down to subcontractors. Moreover, given the procurement system’s focus on regulatory and performance compliance, prime contractors are incentivized to flow down as many clauses as possible beyond those mandatory flow-downs. Some of these additional flow-downs can be central to contract performance, like the Trade Agreement Act (TAA). The government expects, in the normal course of business, that prime contractors and subcontractors effectively address flow-down requirements to ensure contract compliance. ...." Link to full article:  https://lnkd.in/gX5ZWTp7 #governmentcontracts #federalcontracting #contractingofficers #contractspecialist #contractadministration

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Through decades of experience working at the highest levels of government, Consulum's advisors have developed an approach to strategy formulation that supports leaders in driving integration and delivering enduring impact. The Government Promise System (GPS) enables government organisations to align their policy and communications agenda by helping them to: • Clarify the core beliefs of their political philosophy and translate those into key goals • Craft a belief-based promise to their stakeholders – a statement of purpose and benefit that makes it clear “who we are and what you get from us” • Keep that promise by developing and delivering an integrated agenda, based on rigorous analysis, that guides the organisation on “what we do and what we say”. Read more about Consulum’s approach in this article by Consulum CEO Ryan Coetzee, Managing Partner James Davies and Head of our Strategy and Impact Practice, Natasha Ighodaro. https://lnkd.in/dqAQdaBx

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Are you a DIY learner?👩‍🎓 We've got a range of resources to help you prepare for the PMP exam at your pace.🏁 From the best-selling book by our founder, Andy Crowe, to study aids like flashcards to audio recordings of conversations among our instructors about the critical concepts on the PMP exam… you decide what works best for you. View your options: https://lnkd.in/ezSzaXRx #Velociteach #DIYLearning #SelfStudy #PMP #PMPExam #PMPExamPrep #ProjectManagement

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Your bid proposal is your chance to communicate effectively. It should clearly demonstrate your understanding of the government's needs and showcase why your company is the best fit. Government contracting can be a fresh start for businesses looking to expand their market reach. #BidProposal #ContractWriting #GovernmentContracts #ProposalGuidelines #BusinessTips #WinningProposals #BusinessStrategy #BSBCON

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In recent years, we’ve seen the government return to a large-scale technology procurement approach, writes Stephen Foreshew-Cain – Scott Logic CEO and former Executive Director of the Government Digital Service (GDS) – in this blog. It's an approach that GDS was explicitly set up to tackle, learning lessons from past mistakes so they weren't repeated.   As Steve states, "When we outsource our national digital public infrastructure by procuring from big IT consultancies, we create the conditions for the next Horizon." In the midst of a General Election campaign, he's yet to see evidence that any of the parties understand the scale of this problem or the need for bold leadership.   Steve sets out a better way forward – one focused on bold and better GovTech, not 'Big IT': https://buff.ly/3X9l4s7 #PublicSector #PublicSectorTechnology #DigitalGovernment

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The article presents a compelling discussion on the challenges of government contracting, particularly the dominance of large primes. This dominance is indeed a significant barrier, especially given the bureaucracy that tends to overwhelm small and medium-sized businesses, favoring established primes. For many, becoming a subcontractor to a prime is more achievable, yet this path also introduces issues such as dependency on the primes. As with most government programs, larger size often does not mean better efficiency, as it can lead to increased bureaucracy and inefficiency. The question remains: how can small and medium size, innovative businesses break into the market without encountering the bureaucratic barriers that bolster the position of primes?

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📣 Calling all businesses looking to expand their government contracting opportunities! 🏢💼 Have you heard about the GSA Schedule program? 🤔 It's a fantastic opportunity to get your products or services on the radar of federal government agencies. 🇺🇸✨ But how do you get on the GSA Schedule? 🤷‍♀️ Don't worry, we've got you covered with a step-by-step guide: 1️⃣ Research and Determine Eligibility: Find out if your company is eligible and which GSA Schedule category fits your offerings. 2️⃣ Register in SAM: Get your company registered in the System for Award Management (SAM) database. 🖥️ 3️⃣ Develop a Competitive Pricing Strategy: Analyze the market and create a pricing strategy that stands out while remaining fair and reasonable. 4️⃣ Prepare Documentation: Gather all the necessary documents like financial statements, performance records, catalogs, and pricing info. 📋 5️⃣ Submit the Application: Complete and submit your application through the GSA's eOffer/eMod system. 📤 6️⃣ Review and Negotiation: Your application will undergo a thorough review, and negotiations may begin if you meet the requirements. 💼💵 7️⃣ Award and Contract Execution: If approved, you'll receive an award letter outlining the terms and conditions. Review it carefully! 📝 8️⃣ Compliance and Reporting: Once you have a GSA Schedule contract, stay compliant with reporting sales and pricing. Stay informed about program updates! Remember, each GSA Schedule category may have its own nuances, so research and guidance are key. 📚💡 Consult a GSA consultant or expert for a smooth process. Ready to take your business to new heights and tap into the federal market? 🚀 Start your journey to the GSA Schedule today! 💼✨ #GSA #GovernmentContracting #BusinessOpportunities #FederalMarket #GrowYourBusiness

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The SBA’s Small Business Procurement Scorecard has long suffered from grade inflation, but this year’s inflation is especially egregious. The SBA awarded 10 grades of A+, 12 grades of A and two Bs, with an overall government grade of A—despite the government missing two of the five prime contracting goals and seeing the number of unique small businesses drop once again. Some of the agency-level grades are even crazier: DOD, for example, missed FOUR of the five goals and saw a decline in the number small primes, but still netted an A.

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Are we overfocusing on skills at the expense of true performance? In Joe Dunlap's article in Leonardo Institute's Spark magazine, he challenges the current buzz around skills-based organizations and introduce the Performance-Driven Learning Model (PDLM). Read it now: https://lnkd.in/eKy4nNYK #PerformanceImprovement #LearningAndDevelopment #WorkforceStrategy

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Organizational changes require tactical communications and change management plans that target stakeholders at all levels. Understanding the nuances of the change your organization may be undergoing and having a strategy that materializes into reality is crucial. At Nota Consulting LLC, we specialize in strategic communications and organizational change management to fit your unique needs and drive successful change. Whether it's crafting a detailed communications or change management plan, identifying and analyzing the right stakeholders, or selecting the optimal channels, we understand the challenges that are faced and how to navigate them. Partner with us to dive deep into tactical communications and organizational change management and achieve more seamless implementations across your business. #StrategicCommunications #OrganizationalChangeManagement #MergersandAcquisitions #Divestitures #NewProcessImplementation

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What😕does Price to Win (PTW) mean? #PTW helps #govcon companies win🏆contracts and focus on opportunities where their probability of win (Pwin%) is highest! PTW is an early and iterative ⚙process where a company studies customers, competitors, industry tendencies, and competitive best practices. PTW captures #competitiveintelligence and leverages customer intimacy insights from capture activities with a wide array of tactics and strategies that are constantly evolving to develop #pricing options ⚖that maximize your #proposal success! PTW helps determine what the customer truly values and understands their willingness to pay 💵a premium for certain capabilities and where they will likely make tradeoffs in the name of “best value” for a specific offering. PTW clients learn 💡which opportunities to focus on, which ones to disregard, and how to maximize their resources and 💰profits. What PTW 🟢is: All things being equal, PTW means being $.01 less expensive than your competitor where quality (technically acceptable) is not a deciding factor and is evaluated equally in the eyes 👀of the customer. This is certainly true with lowest-price, technical acceptable (LTPA) procurements but also in best-value technical tradeoff (BVTO) ones when offerors are evaluated📃on equal technical footing during source selection. Where a company offers a superior product or service, determine that appropriate 💸premium where the customer is willing to make a higher investment to ensure mission success. What PTW 🟥isn’t: PTW does NOT mean being the lowest price 📉offer in all situations. No one has a crystal ball🔮 and PTW cannot predict how all competitors will respond to a given opportunity. Yet it will narrow down opportunities to a competitive range 🎯 and help an offeror determine a precise pricing target that maximizes their Pwin% and expected profits by focusing on the perceived 🔭value of their capabilities and not solely on price. PTW ✔summary: A PTW 📝process will assist companies to make a bid / no bid decision earlier in the process. This process helps determine the opportunities that maximize return on investment (ROI), are worthy of pursuit, and which ones to discard from their pipeline. PTW blends art 🎨and science 🔬 disciplines to find the right balance to effectively leverage resources and maximize return on investment, providing a strategic advantage to companies who engage in PTW activities. PTW enables companies to focus on the opportunities where their Pwin% is greatest and that will grow 🌱a profitable and sustainable 📈business. Contact me📧 at [email protected] or Strategic Growth Advisors for help on your next bid!

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To bid or not? That is the question... 💭 This is a critical decision that #govcon businesses face and so many don't have a strategy nor attempt to quantify clear 🟢🟡🔴 signals and metrics that optimize your Teams' time ⏲️and ⚙️resources. These organizations lose so much focus🎯 by chasing opportunities 🌐with lower prospects of winning and even worse 📉margins. Not to mention that they burn🔥people out too. Instead, focus 🔬on #proposals within your core capabilities💪, where you know that you can solve the problems of your prospective clients, you can demonstrate you understand their unique challenges, and where they will value your solution. This stuff isn't rocket 🚀science, yet it can be confusing to those just starting to understand it, and quit daunting if you are bidding on too many things. It's a methodical process and our SGA Team Strategic Growth Advisors will help your company make smarter bidding decisions that maximize📈 your chances of winning at optimum #pricing rates! Make it a week everyone👊🏼

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