1. Contracting Officer Podcast Slides
Knowledge & Insights From Contracting Officers

2. Episode 057 Original Air Date: December 13, 2015
What is an Industry Day?
Original Air Date: December 13, 2015
Hosts: Kevin Jans & Paul Schauer

3. Formatting notes
Hyperlinks: Blue font indicates hyperlinks – presentation must be in ‘Slide Show’ mode to activate the link
Red bold font indicates a point of emphasis
Green bold font indicates CO’s personal comment or perspective

4. Introduction Industry Day is often used to kick off a competition.
They are also called Pre-proposal conferences.
Lets talk about:
What they are
What they are NOT
How both sides can make the most of them

5. When does the Industry Day happen?
Acquisition Time Zones (from Podcast Episode 003)
Requirements Zone
Market Research Zone
RFP Zone
Source Selection Zone (or sole source)

6. Industry Day, per FAR Supplements
Defense Information Systems Agency (DISA) Acquisition Regulation Supplement (DARS) Part 10 (S-93):
The contracting officer shall notify the Office of Small Business Programs of all industry days, including date, time and location of event using the following title “Industry Day Notification” and send a notification to the following account:
NMCARS: BCM: 2(d):
Describe any Requests for Information issued or Industry Days held as part of market research (FAR (b)(2)) and the industry response in terms of potential for competition.

7. Industry Day is….
Research seems to imply it’s a DoD “thing” – common to DoD, but not exclusively
Meeting to discuss current or future requirements (usually an upcoming RFP)
Intent is usually 2-way communication – tends to be 90/10 from Government
Can be hours or days in length
For major systems might be a multiple day event
Typically: Open forum group session, followed by one-on-one interviews
Industry Days are usually announced on FedBizOpps (FBO)

8. Industry Day can be:
Good opportunity for Government to get feedback on proposed strategy
Good opportunity for industry to get a better understanding of what Government needs
Good method for industry to shape an RFP towards their offering

9. Typical Industry Day Goals
To encourage synergy between Government and industry
Incorporate Industry comments into the RFP development process
Communicate program requirements and ‘notional’ schedule
Provide updates to Industry on future program developments and acquisitions

10. Beware – Industry Day can also be:
A time vampire (for both sides)
A resource drain (for both sides)
A very expensive PowerPoint presentation, OR
A networking bonanza!
A great way to refine the “how” of an acquisition
A great place to get industry buy in

11. Why are Industry Days important?
It’s one of the Gold Standard items in the pre-award process
However, without defined goals it can be a waste of time for both sides
It’s a great way to open dialogue, or close it!
There is an art to having Industry Day
Too early: before requirement is done. Too confusing for industry to plan
Too late: no chance to change requirements (or incorporate Industry input)

12. Why Should Government Care?
You’ll get better companies when the goals are clear
Companies who are not a fit will self-eliminate
Be sure you thoroughly explain the way ahead
Don’t make it a waste of money for industry (it all shows up in your rates)
Don't just read a bunch of charts. (You could just send out or post them)
Share meaningful information with the intent of starting a dialogue (even though that won't happen during the Industry Day)
Don’t be too early or too late – Ask!

13. Why Should Industry Care?
Why are you there?
What’s your ROI (Return on Investment)?
Have a plan and a purpose
Shaping?
Teaming?
Learning?
RUN THE RFP Score FIRST!!!
This is not a sales call…it’s a networking and RECON mission.

14. Summary Government team: explain what it is so they show up ready
Industry team: show up ready
Make these worthwhile for both sides by being INTENTIONAL.
Don’t just check a box!

15. Contact us We are on LinkedIn, Twitter and Facebook
We also started the Government Contracting Network Group on Facebook. Join us there!
Send your topics to
For Community support, contact Shelley Hall at