2020 Federal Business Forecast Scorecard
by Amanda Goff, Research & Analysis Associate, Professional Services Council
F
ederal contractors often have lengthy and complex business cycles that require many months (and sometimes years) of advanced planning to marshal the needed resources to compete successfully for U.S. government contracts. Talented personnel must be identified, facilities located, IT systems lined up – all with sufficient back-office support to guarantee smooth operations. A critical early, first step in this process is the review of the relevant government agencies’ projected needs. These needs are most clearly presented via agency Business Forecasts. The greater the level of accurate, advanced information that can be provided in a government agency’s forecast, the higher the quality of input, planning and preparation companies will offer their government customers. The follow-on effect will be shorter award decision timelines that allow programs to commence in a timely fashion, benefitting both the government and the American taxpayer. As explained by a PSC member company representative, “the earlier they (agencies) release information on opportunities, and the more complete that information is, the more likely they are to receive compelling proposals from offerors.” Recognizing the importance of successful agency forecasts in the overall procurement lifecycle, particularly given its prominence in the earliest stages of programmatic activity, PSC undertook the first-ever Business Forecast Scorecard review in 2019. After lengthy discussions with our members who rely on these forecasts, PSC produced a list of 15 “key attributes” that an effective forecast must include. Industry identified action/award type, anticipated solicitation date, and set-aside status among the most important of those attributes. Last year, PSC categorized the forecasts of 48 agencies into three classes, based on those attributes. We then engaged with the lower scoring agencies as well as the Office of Federal Procurement Policy to discuss how agency business forecasts can be improved.
24 / Service Contractor / Summer 2020
The 2020 edition of PSC’s Business Forecast Scorecard examined procurement forecasts from a total of 60 federal agencies and components. PSC is pleased to see substantial improvement in eight agencies but continues to encourage all federal agencies to refine the information made available to industry. This year’s PSC Scorecard also recognized select agencies for the improvements made to their business forecasts following last year’s evaluation.
Model for Success: Naval Information Warfare Systems Command NAVWAR (formerly SPAWAR) showed the most significant improvement over their 2019 evaluation. Their straight-forward, thorough forecast document is easily navigated and includes in-depth information about anticipated security clearance needs and other program requirements. The information made available in their forecast exceeded expectations and distinguished them as this year’s model for success. Honorable mention goes to USAID and the Department of Education who have been rated highly in both the 2019 and 2020 editions of the Scorecard.
Most Improved: Treasury and Energy Both the Department of Treasury and the Department of Energy showed improvements over previous iterations of their business forecasts. The Department of Energy filled in gaps in their award information, while Treasury provided more substantial project details for forthcoming opportunities. PSC applauds these agencies for taking visible steps to improve their information sharing with industry. In their feedback to PSC, member company representatives frequently cited incomplete and inconsistent information in agency forecasts, even in those forecasts that scored well. PSC is grateful for their input and looks forward to continuing to work with agencies, OFPP, and interested members of Congress and their staffs, to improve the Federal Government’s vital business outreach effort. 3
Professional Services Council
