Essentials of Doing Business with the Federal Government 2024

• October 2– The Government as a Customer
• October 9- Statutes & Regulations that Guide the Contracting Process
• October 16- Procurement Integrity
• October 23 - Conflicts of Interest
• October 30 - Changes & Requests for Equitable Adjustments
• November 6- Terminations
• November 13 - Administering CMMC/FISMA/NIST Requirements
• November 20 - Subcontracting
• December 4- Timekeeping Issues
• December 11- Accounting Requirements
• December 18 - How Things Can Go Wrong

If you are new to Government contracting, this is a must-see program!

Session 1: September 4 – The Government as a Customer

In the first segment of PCI’s Executive Exchange series for 2023, we will discuss what it means to have the U.S. Government as a customer. Why should it be any different than selling to a large American corporation? Because the U.S. Government is a sovereign power, and sovereigns have different interests and rights than we do as individuals or as commercial entities. Knowing these important differences can have a huge impact on your success—if not your ability to survive–as a Government contractor. Join us on Wednesday, January 18, as our expert instructor Tim Sullivan explains many of the unusual aspects of doing business with Uncle Sam. If you are new to Government contracting, this is a must-see program!

Session 2: September 11 - Statutes & Regulations that Guide the Contracting Process

One of the most daunting aspects of selling to the U.S. Government is dealing with the complexities of the statutes and regulations that govern the contracting process. This can be especially challenging for companies that are either brand new to the business or have some sales to Uncle Sam but focus primarily on the commercial sector. In PCI’s February 1 edition of the Executive Exchange, Tim Sullivan will break down this daunting aspect of Government contracting and will highlight the areas that should be of most concern to contractors. Tim will also provide a useful guide to working with the Federal Acquisition Regulation, something that should serve you well going forward.

Session 3: September 18 - Procurement Integrity

Anyone who keeps up on the news knows that the world of Government contracting is not immune to scandals. Despite all of the statutes and regulations designed to prevent wrongdoing, some people just can’t avoid flying too close to the sun, and that includes both contractor and Government employees. On February 15, PCI’s Executive Exchange will focus on procurement integrity. Join PCI’s Tim Sullivan as he explains the laws and regulations that are designed to guarantee the integrity of the procurement process and what contractors can do to minimize their exposure to these embarrassing and, sometimes, career-ending, situations.

Session 4: September 25 - Conflicts of Interest

Recognizing and addressing potential conflicts of interest—before they blow up– may be one of the most valuable skills a Government contractor possesses. It can help avoid expensive and sometimes embarrassing protests and it should do wonders to enhance a contractor’s reputation with its Government customers. On March 1, PCI’s Executive Exchange program will focus on this very sensitive area. Our expert instructor, Tim Sullivan, will discuss the major issues that concern both the Government and contracting community alike, how those issues manifest themselves, and how they can be mitigated. This will be a practical discussion of a very important topic, so you don’t want to miss it!

Session 5: October 2 - Changes & Requests for Equitable Adjustments

The “Changes” clause is one of the most unusual features of a U.S. Government contract. In all but one important situation, it gives Uncle Sam the unilateral ability to change certain aspects of the deal, and it takes a savvy contractor to understand how to address the situation. In PCI’s March 15 edition of the Executive Exchange, Tim Sullivan will explain how the Changes clause works, how to recognize and address “constructive changes,” and understanding the differences between a “request for equitable adjustment” and a “claim.” This will be a nuts-and-bolts discussion of one of the most important clauses in Government contracting, so make sure to join us on the Ides of March!

Session 6: October 9 - Terminations

Session 7: October 16 - Administering CMMC/FISMA/NIST Requirements

Session 8: October 23 - Subcontracting

Session 9: October 30 - Timekeeping Issues

Session 10: November 6 - Accounting Requirements

Session 11: November 13 - How Things Can Go Wrong