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Selling to the government

Transactional Data Reporting gets really big

GSA Expands TDR to Boost Transparency and Smarter Federal Buying

The U.S. General Services Administration is expanding its Transactional Data Reporting (TDR) program to provide federal buyers and industry partners with clearer insight into what the government purchases and how much it pays. Starting in June 2025, GSA will extend TDR to 62 additional product and cloud service Special Item Numbers (SINs), with full expansion to all SINs by the end of fiscal year 2026. Moving forward, TDR participation will be mandatory for all SIN holders. (U.S. General Services Administration June 9, 2025)

“GSA is leveraging technology to drive innovation, create a more efficient government, and improve citizen experiences. Data is central to these efforts to deliver the best outcomes and reduce costs in federal acquisition,” said GSA Acting Administrator Stephen Ehikian. “Expanding our use of Transactional Data Reporting will provide critical insights into pricing and procurement, ultimately ensuring taxpayer dollars are spent wisely.” (ibid)

TDR captures pricing and purchasing data for goods and services sold through GSA’s Multiple Award Schedule (MAS). It eliminates outdated sales tracking requirements, reduces contractor reporting burdens, and provides actionable data that drives smarter buying decisions. (ibid)

“Comprehensive data on purchased items and corresponding prices will empower our contracting officers to negotiate effectively and secure the best value for taxpayer dollars,” said Federal Acquisition Service Commissioner Josh Gruenbaum. “Much like our private industry partners, GSA depends on data to make the best decisions about procurement. Transactional Data Reporting will provide the federal government with the critical and essential market intelligence to help aid the government’s effort to create a transparent, optimized and streamlined marketplace for goods and services.” (ibid)

GSA designed the expanded TDR program to streamline operations, lower administrative costs, and make it easier for small businesses to participate in federal contracting. (ibid)

TDR Delivers Key Benefits:

  • Drives Best Value: Shared pricing insights sharpen competition and improve government-wide procurement results.
  • Reduces Burdens: Simplified reporting saves vendors thousands of hours annually.
  • Unlocks Market Intelligence: Agencies and suppliers gain valuable data for smarter planning and stronger supply chains. (ibid)

This expansion marks a major step toward a more data-driven, efficient, and inclusive federal marketplace. If you have questions concerning any part of the TDR expansion, give us a call.

What’s Next for Federal Acquisition? David Berteau’s Parting Insights for Government Contractors

As David Berteau steps down from his role as CEO of the Professional Services Council (PSC), federal contractors would be wise to pay close attention to the lessons he leaves behind. With over four decades in federal acquisition, from the Pentagon to PSC, Berteau has seen the full arc of government contracting’s evolution and knows exactly where the industry needs to go next. (Federal News Network April 29, 2025)

From Inputs to Outcomes: A Call for Smarter Procurement

“The government used to buy results. Now it buys labor hours and storage capacity,” Berteau said in a farewell conversation with Federal News Network’s Tom Temin. His message to contractors is clear: success in the coming era will depend on shifting the conversation with agencies back to mission outcomes—not just technical specs or cost ceilings. (ibid)

For firms competing in a crowded, compliance-heavy space, being outcome-focused is more than a strategy—it’s a differentiator. “We need to help the government define what success looks like, and tailor solutions to achieve that,” he emphasized. (ibid)

Tech Innovation Has Left the Building—and That’s an Opportunity

Gone are the days when the Pentagon seeded cutting-edge technology. Today, Berteau said, commercial markets drive innovation, and contractors must be fluent in adapting those tools for government use, securely, affordably, and at scale. (ibid)

“Most new technology now comes from the global commercial space. The government’s role is still critical, especially for defense but the dynamic has flipped,” he noted. (ibid)

Contractors that understand how to integrate commercial tech into mission-specific architectures, from cloud platforms to edge computing, are already outpacing those still anchored in legacy systems. (ibid)

The Competitive Edge: Culture and Mission Alignment

For government service providers, Berteau stressed that culture is the real competitive advantage. “You can’t sustain success in this market without a commitment to the mission,” he said. “The red tape is real. If your people aren’t motivated by public service, they won’t last.” (ibid)

This alignment is especially critical in today’s talent market, where attracting and retaining cleared, capable professionals remains a top challenge. Contractors who invest in a strong mission-driven culture, Berteau argued, will win, not just the next bid, but long-term relevance. (ibid)

Politics Matter, But Execution Wins

While policy shifts and partisan changes affect contracting conditions, Berteau reminded industry leaders to stay focused on execution. “The best companies in this space don’t get distracted by politics. They stay grounded in what matters: delivering value, staying compliant, and helping agencies succeed.” (ibid)

With a new wave of acquisition reform always around the corner, staying agile and compliant remains essential. “You can’t perform if you’re not compliant. And if you don’t perform, you won’t be around for long,” he said bluntly. (ibid)

Still in the Fight—Just Not Full Time

Though Berteau is stepping back from day-to-day operations, he made it clear he’s not exiting the federal contracting world entirely. “I’ve got a lot left to say and do. I’ll keep writing, advising, and staying connected.” (ibid)

For government contractors navigating increasing complexity, Berteau’s departure marks the end of an era, but not the loss of insight. His advice to the industry: stay competitive, stay compliant, and above all, stay aligned with the mission. (ibid)

Questions concerning the changing federal acquisition landscape? Give us a call.

New SBA Recertification Rule Brings Major Changes for Small Business Contracting

On December 17, 2024, the Small Business Administration (SBA) implemented significant changes to its recertification rules, affecting small businesses and larger companies involved in mergers and acquisitions (M&A). These changes directly impact eligibility for new contracts and existing work under recertified business size or program statuses. Below are key highlights. (Pillsbury December 23, 2024)

New Terminology Clarifies Certification Status
The SBA’s new rule introduces disqualifying and qualifying recertifications and places them in the new section 13 C.F.R. 125.12. (ibid)

  • Disqualifying recertification occurs when a contractor certifies it is no longer small or eligible for specific small business programs. (ibid)
  • Qualifying recertification confirms that a business remains eligible for set-aside awards. (ibid)

A qualifying recertification allows businesses to compete for new set-aside orders for up to five years unless a disqualifying event follows. (ibid)

Timing for Size Determinations
The Small Business Administration’s (SBA) rule reiterates that size is determined at proposal submission, not at contract award. However, for most unrestricted multiple-award contracts (MACs), size is set at proposal submission for individual orders, except under the Federal Supply Schedule (FSS), where size depends on the latest recertification. (ibid)

Recertification Events (exceptions to the general rule)
Certain events trigger mandatory recertifications:

  • Mergers, acquisitions, or novations require recertification within 30 days of the event. (ibid)
  • Long-term contracts exceeding five years require recertification before the fifth year and each option period. (ibid)
  • Contracting officers may request recertification for specific orders or agreements. (ibid)

Impact on Set-Aside MACs

The new rule will prevent agencies from awarding new set-aside task orders or options after a disqualifying recertification under MACs. However, this prohibition will not take effect until January 17, 2026, giving businesses time to adjust. (ibid)

Transactions Between Small Businesses
If a merger or acquisition involves two small businesses, the contractor remains eligible for set-aside awards and options, though the contract terms may impose additional limitations. (ibid)

New Size Protest Rights
SBA now permits size protests for recertifications under MACs, empowering other contract holders to challenge competitors’ size status. (ibid)

Could you use some guidance navigating the new recertification rule? Give us a call.

The Army’s end of year checklist for Small Businesses

Prepare for success in 2025 by reviewing your business strategy and making key updates. Use this checklist to stay on track and position your business for growth.

  • Update Legal Documents and Certifications Keep your licenses, permits, and registrations current. Apply for SBA certifications at Certify.SBA.gov, and refine your Capability Statements to highlight past performance. (Army Office of Small Business December 23, 2024)
  • Explore New Contracting Opportunities Check Acquisition.gov and the GSA Forecast Tool to discover upcoming federal contracts. Use SubNet to find subcontracting opportunities posted by large prime contractors. (ibid)
  • Tap Into Mentorship and Support Connect with your local APEX Accelerator for personalized advice and free resources. SCORE Mentors offer expert insights on strategy, marketing, and operations. (ibid)
  • Plan Your Finances Review financial statements, gather tax documents, and visit IRS.gov for updates. Consider working with a tax professional to maximize deductions and stay compliant. (ibid)

Action taken today can lead to big successes in the year ahead. Find more information at army.mil/osbp. (ibid)

If you would like assistance updating licenses and permits, crafting a capabilities statement, or exploring new opportunities, give us a call.

The Rule of Two to Transform Small Businesses

The SBA proposed a rule on October 25, 2024, aiming to transform small business contracting by requiring agencies to apply the “Rule of Two” to task and delivery orders under multiple-award contracts (MACs). The Rule of Two ensures contracts go to small businesses when at least two qualified small firms can meet price, quality, and delivery standards. This rule will apply to orders exceeding the micro-purchase threshold, with exemptions for orders placed under the General Services Administration’s Federal Supply Schedule or in cases where there are supply chain risks or national security concerns. (HSToday.US November 7, 2024)

Driven by concerns over declining small business participation, the SBA estimates this rule could increase small business contracts by $6.1 billion annually. It supports the Biden administration’s goal of 15% federal contract spending with small disadvantaged businesses (SDBs) by 2025. In fiscal 2023, 28.4% of federal contract dollars went to small businesses, yet new entrants to federal contracting have dropped nearly 60% since 2010. (ibid)

The SBA proposal requires agencies to document their decision when they choose not to set aside a contract under the Rule of Two. Agencies must conduct market research, justify their rationale, and coordinate with small business specialists. For orders under MACs with fewer than two small business contract holders, agencies must explain their decision, with exceptions for contracts under the Federal Supply Schedule and other specific exemptions. (ibid)

This proposal builds on a January 2024 memorandum from the Office of Federal Procurement Policy, which directed agencies to document such decisions. The SBA aims to address inconsistencies in applying the Rule of Two, which arose from differing interpretations by the Court of Federal Claims and the GAO regarding its use in MACs.aiming to improve compliance and Public comments are open until December 24, 2024, with the SBA encouraging input from stakeholders. If adopted, the rule promises to level the playing field, boost small business participation, and diversify the federal supply chain. (ibid)

Questions concerning the Rule of Two? Give us a call.