Public Sector Content

Public Sector Services: What a ‘Person Year’ is and Other Work-Hour Quirks for Government Contracting

In writing up government contracts for public sector services instead of goods, companies have to calculate the hours of work to be done, and that requires estimating an employee’s full-time equivalent (FTE) hours. And because public sector contracts can last years, the language often must be given in “person years,” the amount of work a person can do in a year. It seems simple, but as Public Spend Forum reveals in its look at the issues, it can get complicated in a hurry.

For Procurement Problems in Government Contracting, Try These Outsider Tips

Government contracting is known as a detail-oriented process that relies on plans and procedures, but Public Spend Forum is offering tips to help companies with procurement problems so they can improve the process where they can. And that involves changing your mindset, being flexible and ensuring that you have talented people. The tips come from the agile model for addressing the constant change associated with modern business, and Public Spend Forum, a sister site of ours, explains how these principles can relate to procurement practices.

5 Tips for Government Agencies, Suppliers to Communicate Better

In public procurement, government agencies tend to be tight-lipped when dealing with potential suppliers who are bidding on their contracts. That stems from being risk-averse, says Public Spend Forum, a sister site of ours that offers five tips for improving the communication between government agencies and suppliers. But what’s behind this friction between these groups that needs to be eased?

Public Spend Tips: Prep for All Types of Meetings to Help Land Government Contracts


I’ve called this meeting about government contracts with you, the reader, to check in with Public Spend Forum, a sister site of our, to see what’s going on in public procurement. PSF has a list of tips and advice on something that seems simple but is widely derided: having a meeting. Meetings can be successful if you know what you’re trying to accomplish. And that takes knowing the different types of gatherings that acquisition pros might attend in a week — customer meetings, informal meetings with prospective contractors, formal meetings with suppliers and contractors, negotiations, source selection meetings, post-award contract kickoff meeting, and contract closeout meetings.

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E-invoice Sending is Accelerating — Are You Ready?

Companies gain tremendous benefits from sending e-invoices to their customers — from streamlining processes to increasing efficiency, decreasing costs, speeding up payments, and gaining visibility and control. Plus, your customers can receive their invoices via their preferred channel and in any digital format. Wherever your organization is in its automation journey, read on to learn the benefits of going electronic and understand what the upcoming regulatory implementations mean for you.

Tips to Win U.S. Government Contracts: Small Business Style

Spend Matters welcomes this guest post from Public Spend Forum, a sister site of ours.

If you’re a small business and you’re prepared to put in the work, contracting with the government can be lucrative.

Before you try to land that deal, let’s look at tips to win U.S. government contracts — things like assessing your eligibility, doing your research, getting your credentials, evaluating your set-aside status and finding the contracts to bid on.

10 Tips for Women-owned Businesses Seeking Government Contracts

For Spend Matters’ weekly focus on public procurement, we take a look at Public Spend Forum’s 10 tips for how women-owned small businesses can succeed in government contracting. The public-sector opportunity for women-owned business has improved somewhat in recent years. In 2017, the government hit a goal of having 5% of its contracts go to companies owned by women. That percentage represents $17.8 billion, so there’s more money to be made. PSF sees this as the new baseline, with a lot of room to grow above the 5%. To help do that, it offers these 10 tips:

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Rethinking the RFP Process for Public Procurement Systems

When procuring an e-procurement system for public spend, one could argue that the complexities and differentiated requirements always call for a competitive RFP process. The problem is that some state and local governments are tight on resources or unclear on which requirements to include in the solicitation, so they outsource the market research and RFP development processes for e-procurement buys to consultants who, in turn, do one of two things. But both outcomes put agencies at an automatic disadvantage.

Public Spend: A Look at 4 Value Levers for Public Procurement

It’s time to check in with Public Spend Forum, a sister site, to see what’s happening in public procurement. This week, we’ll focus on an article that offers some in-depth tips on four value levers for public spend. PSF offers a simple list — and then a lot of detail about each item. Click above for the highlights.

How Client Relationship Management (CRM) is Different for Government Contracting


Spend Matters welcomes this guest post from Public Spend Forum, a sister site.

If you are used to private-sector sales, there are many differences to acquaint yourself with when transitioning to selling to government agencies, and the learning curve can be time consuming. Some of the successful sales and marketing tactics used in the commercial market do not work as well in government contracting. In fact, even the term “sales” is replaced with “capture management.” If you plan to transition and succeed in government contracting, it’s important that your client relationship management system (CRM) is set up to accommodate these differences to capture the business processes and data elements needed for government capture management.

Raj Sharma, on Public Spend: ‘The government market is one of the most closed in the world’

A sense of frustration — and optimism — comes through in Raj Sharma’s interview about the state of public procurement, or government contracting.

“Government markets are supposed to be open — the fact is, the government market is one of the most closed in the world, with significant barriers to entry,” says Sharma, co-founder of Public Spend Forum, a sister site of Spend Matters. “Many suppliers find it too difficult to penetrate, and end up walking away from the complexity, costliness and unyielding regulations.”

In an interview with Nancy Clinton of Spend Matters UK/Europe, Sharma details how he has dedicated much of his professional life to finding ways to improve government contracting and ways people can better interact with government.

10 Trends in Government Contracting: Analyzing the Parties, the Issues and the Shutdown

The changing power in the U.S. House alters the way Washington will work — and how procurement professionals will approach contracting with the government, Public Spend Forum says, offering 10 trends in government contracting (govcon) that should be on the profession’s radar.