Books published by Management Concepts, Inc

Use past performance to win contracts and deliver results at the lowest risk and cost!The federal government has focused on past performance to rank bidders for almost two decades, yet both the collection and use of past performance information remain disjointed, siloed, and not fully understood in government or industry. Nonetheless, contractors' livelihoods depend on how the government collects and uses their past performance information.Winning with Past Performance: Strategies for Industry and Government aims to enhance awareness and understanding of past performance processes as well as to promote smart business practices on both the buyer and seller sides of the equation. The authors examine all aspects of past performance, including using feedback to improve performance, the government's evolving use of past performance, and the future of past performance as an evaluation tool.Winning with Past Performance brings it all together on the subject of past performance and is a ready reference for buyers, sellers, policymakers, contracting professionals, and service providers.

Go Beyond the FAR! The guidance contained in the almost 2000 pages of the Federal Acquisition Regulation and the various agency supplements are just a part of the resources government acquisition professionals need to do their jobs effectively. Accessing and understanding case law is equally important to a thorough understanding of government contracting. Legal decisions explain the Government Accountability Office’s and the courts’ views on how procurement statutes and regulations apply in a wide range of situations. Case law also gives potential bid protesters and agencies a way to gauge the likely outcome of a protest. Until now, it has been difficult to find and understand the legal decisions that could be relevant to a particular situation. Key Case Law Rules for Government Contract Formation changes that by organizing and explaining the most important protest grounds in a readily accessible and comprehensible way. With an emphasis on more recent cases, the book is organized around the key protest grounds, such as pricing issues, allegations that the government wrongfully prevented competition, or improper sealed-bidding procedures. Bridging the gap of understanding between the legal and the contracting communities, this book is a much-needed addition to the essential resources for acquisition professionals.

This practical volume offers clear and helpful guidance on the laws governing federal contracts. From information on the types of contracts used in government to ways to interpret those contracts, the book covers the basics that every government manager needs to know. Information on complying with ethics requirements in general, and in the solicitation process and contract administration in particular, is especially pertinent. The author also explains the government manager’s liability both to the government and to the public. This book covers all the aspects of contract law that every government manager should know to be both effective and in compliance.

This volume presents practical guidance for the government manager on earned value management (EVM), from basic calculations to how to find the most useful information online. Emphasis is on the relevant reports that contractors are required to submit to the federal government as part of their compliance with mandated EVM on projects. Because the data submitted on reports do not translate automatically into recommendations for actions to be taken, information is included on how to analyze and evaluate contractor reports. This book is a must-read for understanding EVM on government projects.

This volume offers practical guidance on writing and preparing a description of government requirements, whether the document used is a statement of work (SOW), a performance work statement (PWS), or a statement of objectives (SOO). This description specifies exactly what good and services are being purchased, including their quality, requirements, quantity, and schedule for delivery, and also defines the relationship between the government and the contractor. From an overview of the elements that make a good SOW, to the methods for changing an SOW to meet new conditions, this is a hands-on resource for every government manager who is involved with contracts.

Taxpayers deserve the very best from public services, and first-rate public services can only be provided by outstanding government workers. Federal human resource managers face the challenge of attracting and retaining high-caliber individuals within the constraints of ever-tightening budgets and often-conflicting political directives. From a talent management perspective, Optimizing Talent in the Federal Workforce explores: • Best practices for recruiting and selecting employees • Proven methods for developing and training employees • Optimal deployment and placement processes. This text is a must-read for anyone in or working toward a government management position.

Thousands of contracting professionals have relied on the Federal Contracting Answer Book as their trusted guide to the highly regulated world of government procurement. In each edition the book has offered timely and accurate answers to the questions that arise daily in this complex field. Now in its third edition, this answer book is even more comprehensive. Written by experts who have extensive experience working in and teaching government contracting, the book includes all the latest changes and requirements. The question-and-answer format enables quick look-up and a concise presentation of the information. In this edition, new questions and answers have been added on avoiding proposal errors, debriefings, procurement vocabulary, regulatory changes, and best practices. In addition to these updates and revisions, the third edition includes new chapters on earned value management, GSA schedules, and contractor qualifications.

The ability to write well correlates highly with the ability to think well—to analyze information, weigh alternatives, and make decisions. Government managers must make instructions and policies clear to employees, give effective presentations, and communicate effectively with the public. In addition, government managers must model clear, effective writing for their staffs. A comprehensive chapter on using social media effectively and appropriately is included.

This realistic cross-section of the project management discipline in the federal arena will help anyone leading, working on, or affecting the direction of a project team. It covers the entire scope of project management from organization to methodology, technology to leadership. This volume focuses on the three project management organizational dimensions of culture, systems, and structure. Federal practices and successes in the areas of communication, project leadership, stakeholders, and key competencies are highlighted. The book offers clear and practical advice drawn from a variety of project management successes in the federal arena.

The Government Manager's Guide to Contract Negotiation Federal managers often find themselves at the negotiating table, charged with reaching a solid, fair deal for their agency. Now, you can gain a competitive edge in even the most difficult negotiations with time-tested, effective tactics from a noted authority on federal negotiations. This guide will help you understand the negotiation process, plan for it, develop strategies and tactics, anticipate and counter the other side's strategies and tactics, and conclude and document the negotiation. Concise, accessible, and authoritative, this book offers a veritable arsenal of winning strategies that you and your team can use in your next negotiation.

The Government Manager’s Guide to the Work Breakdown Structure The work breakdown structure (WBS) is a cornerstone of managing any project. Every government manager should understand how to construct a WBS in the project or program lifecycle. This quick reference presents the fundamental WBS principles, pragmatic steps for the government manager to follow in developing a project WBS, and a checklist for the project manager to use in reviewing a WBS. In addition, DOD recommendations for avoiding pitfalls in constructing a WBS are highlighted.

This guide offers sound and easy-to-apply advice to help government managers deal with appropriated funds properly and legally. It follows the organization of the Redbook, the Government Accountability Office’s 2,000+ page Principles of Federal Appropriations Law. Government purchase card holders and approvers will find this book especially helpful in understanding the common risks that arise and how to avoid violating the myriad rules and regulations involved.

To be effective, every government manager must have a working knowledge of the source selection process. Even the most carefully crafted contract cannot repair the adverse mission impact of making a poor source selection decision. This accessible guide provides the framework you need. Its practical approach and concise presentation make it to the go-to resource on source selection for busy government managers.

Get the right directions for federal travel!Don't get lost in the tangled web of rules and regulations governing federal travel. Make sure you have the one guide that will put you on the road to being a knowledgeable and compliant government traveler— Navigating Federal Travel: A Q & A Roadmap.This essential reference is geared not only to government travelers and those authorizing and approving travel, but also to those who provide travel management services to government agencies. The guide is organized in question-and-answer format, similar to the Federal Travel Regulation (FTR), and is presented to be readily accessible and informative.The information is based on the author's years of experience as a federal travel manager as well as the FTR, Government Accountability Office and Civilian Board of Contract Appeals decisions, and pertinent legislation and mandates. As a supplement to the FTR, the guide includes examples of actual and potential situations the traveler may encounter before, during, and after approval of authorized travel.The book offers clear and concise information on:* How to determine the need for travel* How travel is authorized and by whom* How the employee pays for expenses incurred in performing official travel* How the employee is reimbursed for authorized travel and travel-related expenses.Navigating Federal Travel also includes coverage of best practices for the Agency/Organization Program Coordinator (A/OPC), who is responsible for managing the government travel charge card program. Appendices offer helpful websites and resources as well as special information for relocation.Get the right directions and follow the rules with Navigating Federal Travel: A Q & A Roadmap.

Unlock the Door to the Federal IT Marketplace Here’s your key to selling IT goods and services to the government. David Perera and Steve Charles present the ins and outs of successfully competing for—and winning—a share of the tens of billions of dollars the federal government spends each year on IT. Getting a piece of that business is not easy—it takes accurate knowledge of systems and procedures, as well as sharp insight into the structure and details of government procurement. The Inside Guide to the Federal IT Market penetrates the haze of jargon and apparent complexity to reveal the inner workings of the IT contracting process. Whether you’re just setting out or seek a bigger share, this comprehensive book provides valuable information you can put to immediate use. The Inside Guide to the Federal IT Market covers: • Technology standards • Basic contracting concepts • Advanced contracting concepts, such as getting on and staying on the GSA schedules • The effect of the federal budget process on the sales cycle • What you need to know about ethics to earn business fairly, without avoidable delays and hassle This book’s focus on the IT market makes it a unique reference on federal procurement for private companies. Government procurement personnel will also find the depth and breadth of coverage useful in reviewing and evaluating IT offerings.

The Classic COR/COTR Reference Updated!Incorporating the most important changes to regulations affecting federal acquisition, this third edition of The COR/COTR Answer Book remains the ';go to' reference for CORs, COs, and other acquisition professionals.Included in this third edition are:* Updated and expanded coverage of the policies and regulations on government property* Revised dollar thresholds that comply with the most recent changes* In-depth coverage of performance-based paymentsCoverage of the new FAR rules on COR certification details the elements of this new three-tiered mandatory certification program, along with the requirements on training, experience, and continuous learning. The easy-to-use question and answer format facilitates quick access to specific information. In this third edition, The COR/COTR Answer Book continues a tradition of trusted service to acquisition professionals carrying out their vital role in contract planning, formation, and administration.

Get the Complete Answers to Your Appropriations Law Questions Scrutiny of the use of federal funds—and the people handling those funds—has never been greater. Yet federal personnel often don’t know all the rules. What might seem like a logical, efficient action could very well be illegal. Now, there is an easy-to-use, straightforward guide to help everyone involved with appropriated funds. The Appropriations Law Answer Book: A Q&A Guide to Fiscal Law is the “go-to” resource for answers to fiscal law questions that arise in the federal workplace. This book condenses the content of the 2,000+ page Government Accountability Office’s Principles of Federal Appropriations Law (the “Redbook”), providing a pertinent and usable resource for everyone who has responsibility for federal funds. Arranged in question-and-answer format, this concise book covers the questions that most often surface in agencies. Subject area groupings make finding the right answer quick and clear. Coverage includes critical information on: • How to prevent violations of the Antideficiency Act • Obligation of appropriations • Intragovernmental transactions, grants and agreements • Nonappropriated fund instruments Even personnel with the purest of intentions can run afoul of the many laws, rules, regulations, and decisions that govern the proper use of government funds. Don’t be one of them. Get the resource you can trust: The Appropriations Law Answer Book. Plus! The book also includes a handy glossary. Contents Overview of Appropriations Law • Purpose • Time • Amount (The Antideficiency Act) • Obligation of Appropriations • Intragovernmental Transactions • Continuing Resolutions • Accountability and Liability of Individuals • Grants and Agreements • Nonappropriated Fund Instrumentalities • Can Your Agency Use Appropriated Funds for Meals and Light Refreshments? • Glossary About the Author William G. Arnold, CDFM-A, author of The Antideficiency Act Answer Book, Performance Budgeting—What Works, What Doesn’t, and The Prompt Payment Act Answer Book, worked with the Department of Defense for 34 years, over 25 of which he spent in financial management. He has held positions as budget officer, director of resource management, director of disbursing, and entitlements director with the Air Force and the Defense Finance and Accounting Service.

Follow the Path to Success in Federal Construction Contracting Opportunities abound in federal government construction contracting, but the devil is in the details. Companies performing work for the federal government must plan and operate based on very specific guidelines and regulations. Knowing how to work within those strict parameters makes the difference between success and failure. Federal Construction Contracting Made Easy is your road map to successfully identifying, planning, and completing government construction projects. This book guides you in finding opportunities, preparing winning proposals, and staying in compliance on construction projects. It is the one resource you will need to work in this competitive arena. The book provides guidance on: • Understanding the Federal Acquisition Regulation and knowing when and how to use it for your benefit and protection • Preparing quality control and safety programs that comply with federal regulations and processes • Determining when a change order is required and how to price and properly process • Identifying a claim and knowing how to process it Federal Construction Contracting Made Easy is an invaluable resource for construction firms, architect/engineer firms, subcontractors, and vendors that want to do business with the federal government. Plus! A handy glossary of terms is included. Bonus: Federal Construction Contracting Made Easy: A Field Guide to the FAR is available as a supplement for project superintendents.

Essential Guidance for New and Seasoned Supervisors! Effective supervisors are critical to the future of government. The knowledge, skills, and behaviors required to be an effective supervisor can come only through continuous learning and development. The Insider’s Guide to Supervising Government Employees brings together the experiences of diverse supervisors from all aspects of government to offer a rich resource of lessons learned. Whether you are new to the supervisory role or a seasoned supervisor working to improve your and your staff’s performance, this book is your practical, go-to guide. Starting with a seven-step, 38-item Supervisor Readiness Assessment, The Insider’s Guide helps you determine your readiness to supervise and identify areas you would like to learn more about. You can select a single topic that addresses a particular opportunity you are considering or you can read the book cover to cover to get a fuller view of what it means to be an effective supervisor. As a government supervisor, you have the most important job in all of government. Make the most of it!

Get the edge over the competition for government contracts!In the battle for government contracts, seize the competitive advantage with Winning Government Business- Gaining the Competitive Advantage with Effective Proposals, Second Edition.Includes complimentary access to the Winning Government Business website.

The path to successful source selection begins with Source Selection Step by Step: A Working Guide for Every Member of the Acquisition Team. Whether you are new to the acquisition team or an experienced practitioner looking to sharpen your skills, this comprehensive, highly readable handbook will guide you through the entire acquisition process, from designing an effective source selection plan, to preparing the solicitation, evaluating proposals, establishing a competitive range, and documenting the source selection decision. With clarity and frankness, Charles Solloway presents government source selection in a step-by-step guide that offers readers quick access to needed information. In addition to guidance about the process, the book includes: • Techniques to streamline the process and reduce time and expense • Ways to avoid common pitfalls • Alternatives to common procedures that yield better results • Methods to involve contractors more effectively • Definitions of the key terms associated with government source selection. Make this book your first stop for quick and easy guidance on all aspects of government source selection.

The Best Guide to Past Performance Evaluation in Government Contracting Just Got Better! The Past Performance Handbook has long been the resource contracting professionals have turned to for guidance on evaluating contractor performance and making award decisions in competitive acquisitions based on the evaluation results. Now this essential resource has been completely updated and revised to bring readers the most up-to-date information they need to conduct past performance evaluations. Past Performance Handbook: Applying Commercial Practices to Federal Procurement, Second Edition, not only includes a detailed explanation of the process of past performance evaluation, but also presents new approaches to standardizing assessment areas and rating scales, streamlining the source selection process, and ensuring that awards are made to the most qualified offerors. This thoroughly revised second edition offers: • Additional focus on the collaboration between the government and contractors in providing past performance information • Enhanced definitions of numerical scoring, adjectival ratings, color coding schema, and risk assessments — all consistent with the current guidelines issued by the Department of Defense and the Office of Federal Procurement Policy (OFPP) • Updated citations from the Federal Acquisition Regulation, OFPP, and the Government Accountability Office (GAO) • Abridged GAO decisions that provide details for citations included in the text. Contracting officers and contractors working with the government will find value in every chapter of this updated edition.

A Comprehensive and Easy-to-Use Guide to the Federal Procurement Ethics Requirements!Revised to include recent changes in procurement ethics rules, such as the significant additions to the False Claims Act made by Congress in 2009, this book is a complete, all-in-one resource. This plain-English guide focuses on exactly what procurement professionalsboth federal officials and contractor employeesneed to know to be in compliance with the law and to conduct better business practices.Federal Procurement Ethics: The Complete Legal Guide, Revised Edition, provides comprehensive, easy-to-understand descriptions of all the ethics rules that procurement professionals in both government and the private sector need to follow. Summaries of recent and relevant court cases that illustrate the need for full compliance with procurement regulations are also included.

Your Go-to Resource for Government Contract Source Selection!From planning to protest and all the steps in between, Understanding Government Contract Source Selection is the one reference all government acquisition professionals and contractors should keep close at hand. This valuable resource provides straightforward guidance to ensure you develop a firm foundation in government contract source selection.Government acquisition professionals can reference this book for guidance on:* Preparing the acquisition and source selection plans* Drafting evaluation criteria and proposal preparation instructions* Creating a scoring plan and rating method* Drafting the RFP and SOW* Conducting a pre-proposal conference* Preparing to receive proposals and training evaluators* Evaluating technical, management, and cost proposals* Avoiding protestContractors can reference this book for guidance on:* Selling to the federal government* Reviewing a draft RFP and providing comments* Participating in a pre-proposal conference* Preparing a proposal that complies with RFP requirements* Developing a strategy for teaming agreements, subcontracts, and key personnel* Negotiating a contract* Getting the most out of post-award debriefings* Filing a protestPLUS! Understanding Government Contract Source Selection provides a source selection glossary, an extensive case study, and sample proposal preparation instructions in the appendices to help you navigate the federal competitive source selection process. This complete guide is an indispensable resource for anyone striving to build their knowledge of government contract source selection!

Take the First Step Toward Building a Strong Foundation in Federal Acquisition!Federal Acquisition: Key Issues and Guidance is an essential guide to understanding and working within the complex world of federal government contracting. It offers brief but comprehensive explanations of the major phases and essential tasks in the contracting process. Written in a clear and easy-to-understand style, this resource provides the perfect foundation for building a thorough understanding of federal contracting.Author Paula Compton focuses on the most problematic areas of federal contracting, highlighting the deficiencies cited most often by the Government Accountability Office and Inspector General audits and reports, such as:* Not performing market research* Inadequate independent government cost estimates* Violation of the bona fide needs rule* Insufficient statements of work* Inadequate price or cost analysisAnyone new to government acquisition will find that reading this book is the ideal first step on the path to understanding the federal acquisition process. Seasoned contract professionals will find it an excellent quick review.

Find the Answers You Need to Comply with the Prompt Payment Act! It can be challenging for federal agencies to comply with the Prompt Payment Act. Although the basic rules are simple, they can be difficult to interpret and apply properly — until now. Designed as a reference, The Prompt Payment Act Answer Book lays out the prompt payment rules in a question-and-answer format, enabling readers to find answers to hundreds of specific questions. Practitioners will find the information they need to get and stay in compliance with the Prompt Payment Act and will benefit from real-world examples they can apply in everyday operations. • Government payment personnel: Get advice on how to structure your processes to comply with prompt payment rules, avoid negative audit findings, and deal with contractor inquiries about interest entitlements • Auditors: Structure your prompt payment audits and pertinent information effectively • Contractors and vendors: Verify that your invoices are being handled properly, determine whether you are due interest penalties, and learn how to appeal improper payment amounts Plus! Two quantitative sections show you how to calculate payment due dates and interest penalties, and two quizzes help reinforce learning.

Perform Contracting Successfully! This master reference — in its fifth edition — contains everything you need to know about government pricing rules and regulations in one easy-to-use volume.Guide to Contract Pricing: Cost and Price Analysis for Contractors, Subcontractors, and Government Agencies, Fifth Edition, explains how the government conducts business and walks you through every step of the contracting process. This fully updated edition includes a new chapter on the role of auditors in contract pricing as well as five new detailed appendices. You’ll be able to: + Master the steps of the sealed bid process + Improve your skills at evaluating bids, proposals, and quotations + Perfect your ability to analyze direct and indirect labor costs + Improve your chances for securing a fair and reasonable price