Tactical Revenue: Leveraging Simplified Acquisition Procedures to Bypass the PPBE Cycle
- Jordan Clayton
- Jul 21
- 5 min read
Updated: 3 days ago
The standard narrative in defense contracting is one of endurance. Founders and executives are told that the Department of Defense (DoD) is a "long game," a market measured in 24-month budget cycles and multi-year capture campaigns. They are warned about the "Valley of Death" and the "PPBE Monster" that devours cash flow while waiting for congressional appropriation.
For winning multi-million dollar Programs of Record, this narrative is entirely accurate. If you want to build the next-generation fighter jet or a fleet-wide ERP system, you must survive the long winter of the acquisition cycle.
However, there exists a second, parallel market within the DoD—one that is fast, flexible, and moves at the speed of mission need. This market is not designed for developing new weapons systems; it is designed for acquiring commercial technology, software licenses, and essential equipment immediately.
This is the domain of Simplified Acquisition Procedures (SAP), governed by FAR Part 13.
For a resource-constrained entrant, mastering FAR Part 13 is the single most important "foot-in-the-door" strategy available. It offers a mechanism to bypass the 24-month cycle, secure an initial contract, establish a past performance record, and generate revenue in the current quarter. But to win, you must understand the two-tiered playbook that governs this tactical revenue stream.
The Regulatory Architecture: Speed as Policy
Simplified Acquisition is not a loophole; it is a mindset of speed and efficiency codified into federal law. Congress and the DoD created this system to slash the complex paperwork and timelines associated with major purchases. The regulation recognizes a fundamental operational reality: running a six-month, 100-page Request for Proposal (RFP) process for a $50,000 purchase is inefficient and cripples operational readiness.
FAR Part 13 provides Contracting Officers (KOs) with a "fast lane" to buy Commercial-Off-The-Shelf (COTS) items under the Simplified Acquisition Threshold (SAT), which is generally set at $250,000.
While the threshold sets the ceiling, the execution strategy is split into two vastly different, and critically important, tiers.
Tier 1: The Micropurchase (The "Credit Card" Win)
This is the fastest money in the entire federal government.
The Mechanism: Any purchase under the Micropurchase Threshold (MPT)—currently set at $10,000—operates under a unique set of deregulated rules. For purchases at this level, the Contracting Officer or the authorized Government Purchase Card (P-Card) holder operates with extreme autonomy:
No Competition: They do not need to get three quotes.
No Posting: They do not need to post a public solicitation on SAM.gov.
The Standard: They need only determine that the price is "fair and reasonable," a standard often satisfied by a simple web search or a catalog price check.
The Operational Play: This is the "P-Card" play. A Program Manager, lab engineer, or unit supply NCO holds a government credit card with a $10,000 single-transaction limit. They have an immediate problem: they need a specific piece of test equipment, a 1-year software license, or specialized cables for an upcoming field exercise. They are authorized to go online, find a vendor who meets the need, and buy it immediately.
The Scenario: A J6 (Communications) shop is deploying and needs 15 ruggedized, ITAR-compliant power adapters for their new tablets. The total cost is $7,500. The J6 cardholder searches Google for "ITAR-compliant power adapter," lands on your dedicated "Government" page, verifies you accept P-Cards and have a CAGE code, and places the order. You just won your first DoD contract without writing a proposal.
The Execution Strategy: Your goal is discoverability and zero friction.
Be Findable: Optimize your digital presence for the specific, niche keywords a government buyer would use (e.g., "ruggedized," "MIL-SPEC").
Be Ready: Display your CAGE Code and UEI Number prominently on your site. This signals to the buyer that you are a registered, legitimate contractor ready for business.
Be Frictionless: Explicitly state that you accept Government Purchase Cards. This is the "easy button" the buyer is looking for.
Tier 2: The Fast RFQ ($10k - $250k)
Purchases above the $10,000 MPT but below the $250,000 SAT represent the most common form of simplified "competition".
The Mechanism: Competition is required, but it is radically simplified compared to FAR Part 15 negotiations.
The Instrument: No complex RFP. The KO will issue a Request for Quote (RFQ).
The Evaluation: No formal Source Selection Evaluation Board. They do not need a 50-page technical volume. They simply need to solicit quotes from a "reasonable number of sources" (typically three) and pick the one that represents the "best value".
The Velocity: The RFQ will often have a very short fuse—sometimes just 3 to 10 days from posting to close.
The Scenario: A "Battle Lab" at an Air Force base needs to test five different commercial C-UAS (Counter-Unmanned Aerial System) sensors. They have a $150,000 budget. The KO posts an RFQ for sensor "kits" with a list of 10 technical specifications. The deadline is 7 days. The KO evaluates the quotes and awards to the "Lowest Priced, Technically Acceptable" (LPTA) vendor who can deliver.
The Execution Strategy: Your goal is visibility and responsiveness.
The Digital Shelf (GSA Schedule): KOs are trained to buy from the GSA Schedule first because it is pre-competed. It acts as the "Amazon for Government," making you a known, pre-vetted entity.
The Sniper Approach: You must monitor SAM.gov daily for RFQs in your niche using saved searches . When a 7-day RFQ drops, you must have a "Jump Kit"—boilerplate quotes, tech specs, and past performance sheets—ready to respond immediately.
The Vendor File: Build relationships with end-users and contracting shops. When a KO needs three quotes for a $50k buy, you want to be one of the three companies they already have in their email address book.
The Strategic Imperative: Why Chase Small Money?
Founders often disdain these "scrappy, small-dollar wins," viewing them as distractions from the big deal. This is a massive strategic error. The value of a $25,000 contract is not the revenue; the value is the assets it unlocks.
Legitimacy: You validate your CAGE Code and SAM Registration, proving you can navigate the federal payment system.
Past Performance: You secure a contract number (a "CPAR"). You now have a cited record of performance to use in future, larger proposals. In federal contracting, past performance is the most valuable currency.
Incumbency: You are no longer a "cold call." You are an incumbent vendor with a relationship with an end-user and a Contracting Officer. You can leverage this trust for future intel and larger opportunities.
The Guardrails: When NOT to Use This Playbook
Simplified Acquisition is a tool, not the mission.
Not for Major Programs: You will never win a multi-million dollar Program of Record via a P-Card. That requires the "PPBE" strategy.
Not for R&D: This playbook is for commercial (COTS) items. If your tech is a prototype, you should be pursuing SBIRs or OTAs.
Not for Scaling: "Fast money" is often "one-time money." It is tactical, not strategic, and not how you build a $100M valuation.
The "Fast Money" playbook is your tactical hunt. You use these small, quick wins to build credibility and establish the trust required to wage your long-game strategic campaign. At DualSight, we help you build this "two-front" strategy: the execution discipline to win the tactical buys, and the Strategic Advisory to align those wins with your long-term capture plan.
