If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)

This is an update to one of our earliest podcasts, Episode 16 “The Importance of Targeting”.  We decided to refresh the content and take advantage of the improvements we’ve made in our audio over the past couple of years.

Targeting is a critical element of winning bids in the federal market.  Poor targeting creates many of the problems we discuss on the Contracting Officer Podcast – from miscommunication between buyer and seller, to adversarial debriefs, and yes, even to protests.  Regardless of where you sit in the federal buying and selling process, it is critical that you understand the importance of targeting.  In this updated episode we explain how to identify your Ideal Target Market by stitching together three elements of targeting: your Reachable Market, your Target Market and your Weight Class.


This episode is brought to you by Skyway Acquisition.  To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts.  Members have access to one-on-one insights, time-saving tools, and training resources from our team of former COs, including the ability to get the perspective of our whole team in Ask A Contracting Officer Forum, get specialized training from our on-demand webinars and articles, targeting support through our RFP Score™ assessment tool, as well as our consulting from our team of former COs who help solve your unique puzzles. Personal memberships start at $50 with no contract. To learn more, visit skywaymember.com.


Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks.  Admittedly, the podcast’s name sounds very limiting.  It is not just for contracting officers or even just for those in the contracting profession.  Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.