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APMP Webinar: A Contracting Officer’s Perspective on Proposals

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APMP Webinar: A Contracting Officer’s Perspective on Proposals 

*This is a recording of an event that has already taken place.*

APMP Members: Free
Non-members: $75

Kevin Jans
President, Skyway Acquisition Solutions, LLC

Co-host of "The Contracting Officer” Podcast

Session Description
We all know the contracting officer (CO) is involved in the acquisition process. However, how much is the CO involved the evaluation of the proposal? How much can (or should) the proposal team "write to the CO?” Fifty percent? Five percent? Or not at all? As any CO will say, "It depends.” 

While the CO is not the only one assessing a proposal, it is the only person signing the contract that results from a proposal. Understanding the potential impact of the CO’s point of view will make you a better proposal writer. In this presentation, Kevin Jans, a former CO, describes some of the factors to consider from the CO’s perspective when writing a proposal.


Top Takeaways

  1. What is the Contracting Officer’s role in reviewing proposals?
  2. What is most important to the CO?
  3. How can what you don’t know affect a proposal, and what should be avoided?

Target Audience
This APMP webinar delivers strategic advice for

1. Proposal Writers

2. Proposal Managers

3. Business Developers

About the Presenter
Kevin Jans spent 16 years on the government side as a contract specialist and contracting officer. He held CO warrants for the U.S. Air Force and U.S. Special Operations Command. He awarded over $1 billion in contracts and was personally involved in more than 100 source selections in a variety of industries, including aircraft, space systems, professional services, facilities management, tactical vehicles, medical equipment, and more. 

Kevin is an active member of and speaker for the National Contract Management Association (NCMA), a Certified Federal Contracts Manager, and is DOD-certified in contracting and program management, through the Defense Acquisition University. He is well-respected in the government contracting community for his ability to break the complex government contracting process into clear, actionable parts. 

Kevin is also the creator and co-host of the Contracting Officer Podcast, a TEDx Speaker, and author of a book about government contracting called Save Your Time, How to Know Whether (or Not) the Federal Market is for You  For a free copy email Kevin at

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