Contents
Why Agencies Buy Information Technology
Federal Attitudes Toward Technology
The Eight-Step Acquisition Process
The Four Dimensions of the Federal IT Market: POET
Get in Sync with the Acquisition Process
Consultants and Research Firms
Know the Rules and the Players
Consider Getting a GSA Schedule Contract
Special Considerations for Selling Open Source Software to the Government
Chapter 5 The Best Relationships Are Based on Contracts
Contract Changes and Equitable Adjustment
Protect Your Proprietary Information
Tell the Truth (Even If Somebody’s Been Fooling You)
Chapter 7 Keep Your Nose Clean
Interactions with Individual Federal Employees
Interactions with the Government
Interactions with Your Employees
Interactions with Third Parties
Protest Forum: Court of Federal Claims
Domestic Preferences for Defense Department Contractors
Determining Country of Origin of a Product or Service
Domestic Preferences for Small Business Set-Asides
Foreign Ownership, Control, or Influence
Chapter 10 Getting On a GSA Schedule
What the Schedules Are and Aren’t
The Case For and Against a Schedule Contract
At the Center of the Vortex: Most Favored Customer and the Price Reduction Clause
Schedule Proposal Nuts and Bolts
Taming Most Favored Customer: The CSP-1
Taming Most Favored Customer: The Labor Rate Matrix
Taming the Price Reduction Clause
Types of Socioeconomically Defined Small Businesses
The 8(a) Business Development Program
Small Business Innovation Research and Small Business Technology Transfer
Life as a Small Business Subcontractor
Chapter 12 The Root of All Money
On Any Given First Monday of February
Life During a Continuing Resolution
Effect of the Budget Cycle on Sales