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

Kevin welcomes special guest Brian Burns to discuss “the technical vs. the business sale” as it relates to the federal government market. Brian is the CEO of the B2B Network of Podcasts and the host of multiple podcasts including The Brutal Truth About Sales & Selling Podcast. (b2brevenue.com)

Both government and industry acquisition professionals will learn how to make government contracting better one contract at a time by recognizing the importance of the technical sale and the business sale. To quote Brian: “If you’re not driving the demand, you’re not going to get the award”. For government buyers, this quote can be flipped to “If you don’t know the market, you’re not going to make the best buy to support your mission”.

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 Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.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.