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"I don't know anyone in the market who speaks as plainly as Steve Charles does. His regular reports clarify my thinking; he's providing a genuine public service by knocking out the cobwebs in government contracting."

Christopher Yukins

Associate Professor of Government Contracts Law

The George Washington University Law School, Washington, DC

Market Update Archives

2007

Date Title
Dec 2007 Schedule contract extensions: opportunity or risk?
Nov 2007 Federal channel compensation models under fire
Mar 2007 March Assessments
Feb 2007 Continuing Resolution constraints provide opportunities for flexible contractors.

2006

Date Title
Nov 2006 Oracle Pays Nearly $100 Million in GSA Damages
Sep 2006 Bullet-proof your year-end federal forecast: Five key steps to help you close the deal
Jul 2006 Year-end Federal Business Snafus: Will your deal be done in time?
Apr 2006 Performance Based Acquisition: Undue Risk or Lucrative Opportunity?
Mar 2006 The Four Quarters of Federal Selling
Feb 2006 Conflicts of Interest Emerging as Government Procurement Issue
Jan 2006 How do manufacturers choose federal channel partners?

2005

Date Title
Nov 2005 Are the Items You're Selling to the Federal Government TAA Compliant?
Oct 2005 Price Reductions: Are You Compliant with Your Contract?
Sep 2005 GSA Schedule Post-Award Audits Looming
Aug 2005 Federal Enterprise Software Agreements: Seven Negotiation Objectives
Jul 2005 Strategic Sourcing Challenges in the Public Sector
Jun 2005 Channels of Distribution Meet Government Enterprise Supply Chains
May 2005 Federal Agencies Instructed to Avoid Specifying Product Names When Shopping
Mar 2005 Why Can't Uncle Sam Buy the Same Items as Everyone Else?

2004

Date Title
Dec 2004 Our Top 10 DoD Acquisition Law Changes for 2005
Nov 2004 DoD Evaluating Use of non-DoD Contracts
Oct 2004 Back to Basics: Vehicle Ordering Procedures
Sep 2004 Shorten the Federal Sales Cycle by Addressing your Competition
Aug 2004 New Rules Add Clarity to GSA Schedule and BPA Purchases
Jul 2004 Government Contract Terms can Impact Revenue Recognition
Jun 2004 GSA Schedule Protests Increasing
Apr 2004 Hot Issues in Federal Procurement for Commercial Technology Companies
Mar 2004 Managing the Enterprise Sale: The Impact of Federal Enterprise Architecture
Feb 2004 The Tri-focal View of Federal Account Management
Jan 2004 Disadvantage can be Advantageous in Federal

2003

Date Title
Nov 2003 Size Matters in Government Procurement
Oct 2003 Ten Reasons Why Many Federal Sales Programs Fail
Sep 2003 Unintended Consequences of GSA IFF Reduction
Jul 2003 OMB, GSA Seek Government-wide Software Licenses
Jun 2003 Cooperative Purchasing - an Opportunity to Re-evaluate the Government Channel
Apr 2003 The Government requested a quote. When will we see the order?
Mar 2003 Homeland Security Acquisition Rules Increase Exceptions, Flexibility
Feb 2003 MAC, GWAC Now Defined in FAR
Jan 2003 GSA Schedule-based BPAs and the Complex Sale

2002

Date Title
Nov 2002 The Role of the GSA Schedule in Your Channel Strategy: Teaming
Oct 2002 The Role of the GSA Schedule in your Channel Strategy: Letters of Supply
Sep 2002 The Role of the GSA Schedule in your Channel Strategy: Authorizing Participating Dealers
Aug 2002 The Different Business Drivers of Technology Manufacturers and System Integrators
Jul 2002 Commercial Products Subcontracting Plans
May 2002 DoD Rule to Change Ordering Procedures for Professional Services
Apr 2002 Post-award Audits Rare, but Costly
Mar 2002 "Evergreen" Schedule Contracts and Pre-award Audits
Feb 2002 Is GSA Entitled to 1% of all your Government Sales?
Jan 2002 Common Myths in the Federal Channel

2001

Date Title
Nov 2001 Leveraging Successes across Sales Force
Oct 2001 OMB's e-Gov Initiative Changes the Playing Field
Sep 2001 The Role of the GSA Schedule in your Channel Strategy: Authorizing Participating Dealers
Aug 2001 Business Development: A Sales Force Multiplier
Jul 2001 Selling Complex Technology to State Governments Requires a Mix of Activities
Jun 2001 Section 508 Compliance - Not a Simple YES or NO
May 2001 Selling in the Government - There are No Shortcuts
Apr 2001 Section 508: Problem or Opportunity?
Mar 2001 Increasing Prices on GSA Schedule Contracts can be a Chore - Especially for IT Professional Services
Feb 2001 The California Multiple Award Schedule (CMAS) Contract

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