002 What is the 80/20 Rule in government contracts?
Government Contracting Officer Podcast - A podcast by Kevin Jans, Paul Schauer, Contracting Officer, government Contracting, proposal management, proposal writing, targeting, contract administration, contract management, subcontracting - Fridays
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Listen and Learn… One often-overlooked difference between the federal market and the commercial market is that federal market sales are won more by process than by relationships. Contracting Officers (COs) cannot buy based on relationships alone. Relationships matter (see FAR Parts 3 and 9), but relationships are usually not the most important factor. The relationship is 20% of the decision. The other 80% is the competitive process.
