Best Value or Best Price? Is there really any debate?

If you are a GTSC member serving federal customers through the GSA Multiple Award Schedules (MAS) program, you may already be feeling the effects of pricing policies adopted by the agency last year. For others vendors, these changes could disrupt your offerings and impede agencies from receiving the best available solutions.
While well-intentioned and possibly in response to pressure from fiscal conservatives on Capitol Hill, an emerging procurement trend is the GSA placing new emphasis on lowest price as the primary basis of award over historical best value in awards. SIA members, particularly integrators, have certainly felt the effect of GSA policy changes for justifying pricing.

The new policy follows a MAS contract amendment allowing the GSA to consider pricing on competitor contracts and pricing in “other venues” to make a fair and reasonable price determination in accepting/rejecting offers or requiring price reductions. However, the price comparison used is so wide that it includes prices from unverified and/or unqualified sources likely to be outdated or invalid, making the tool inaccurate. Simply put, these new GSA pricing guidance encourages contracting officers to conduct “apples-to-oranges” price comparisons through sources ranging from GSA Advantage to public Internet sites listing the products of vendors not subject to GSA requirements.

As federal contractors, GTSC members know that a business obtains a GSA Schedule Contact after negotiating fair and reasonable pricing with GSA as based on their commercial practices and their most favorable customer(s). These Schedule Contract holders are audited and re-negotiated again, when negotiating each five-year evergreen period afterward. If a vendor has already negotiated a best price determination for the basis of the contract award, why should there by further comparison of this vendor to another vendor to verify the pricing? If GSA negotiations are successful, government customers are getting better than or equal to a GSA supplier’s best customer. Right? Why then would such as supplier be required to change its pricing based on comparisons to vendors of different scale and/or not vendors not subject to the same GSA requirements? These are some of the questions on the minds of many GSA contractors seeking to provide best value to their government customers.

For suppliers within the security industry, the revised GSA pricing policy could have the following effects:

• Bogus or outdated internet prices could be used to disqualify legitimate offers.
• Security integrators could be forced to supply parts at comparison prices that do not include the service/maintenance component.
• Security integrators could be forced to remove key parts of a security system as pricing updates on components are often rejected, splintering the ability to offer a complete security system under the Schedule Program.
• Erroneous comparisons could be made among prices offered by dealers or distributor versus security integrators. Sales of individual items should have different pricing consideration than security integrators offering a total solution with trained and certified staff.
• Small businesses are put at a disadvantage when lowest price consideration overrides all others.
• Loss of participation in the MAS program could result due to unreasonably low prices.

The Security Industry Association strongly supports the MAS Program and sincerely respects the work of GSA contracting officers. Our members are optimistic that industry and GSA can work together to modify this price comparison policy and prevent businesses from concluding that the cost to maintain a GSA contract exceeds the intended benefit.

Contributing Author: Donald Erickson
don erickson croppedDonald Erickson is CEO of GTSC’s Strategic Partner, the Security Industry Association (SIA). He has served on the GSA Multiple Award Schedules Advisory Committee and worked for Senator Rod Grahms (R-MN) on telecommunications and technology policy.

GSIS Joins GTSC as Strategic Partner

GTSC is proud to announce that GSIS, one of the premier intelligence and security consulting firms, has joined GTSC as a Strategic Partner. Co-founded by Mark Sullivan, former director of the U.S. Secret Service; Noah Kroloff, former chief of staff to the U.S. Department of Homeland Security, and Dennis Burke, former Senior Advisor to Secretary Napolitano. The leadership team consists of the co-founders in addition to GTSC Strategic Advisor Paul Benda, former Director of HSARPA at the Sceince & Technology Directorate at DHS and GSIS Partner and CTO; David Aguilar, former Acting Commissioner, U.S. Customs & Border Protection and Jerry Reinsdorft, Partner and owner of the Chicago White Sox and Chicago Bulls. Read the release.

2013 Retrospective

2013 Retrospective

Government Contracting Weekly looks back at the biggest moments of government contracting in 2013. Featuring: Mike Fischetti, Executive Director, National Contract Management Association, Kristina Tanasichuk, CEO, Government & Technology Services Coalition and Stan Soloway, CEO, Professional Services Council.

Capacity Building: Best Practices in Federal Contracting Focus on DHS & DOD

Join GTSC for a Capacity Building session focused on assuring you don’t learn the hard lessons on your own skin!
Repeated project delays and cost overruns in Government contracts have turned the spotlight onto core issues of supplier selection, supplier integrity and supplier competence. Increasingly, Government agencies will test for a supplier’s capability to define and meet their contracted commitments – and this will include the need to demonstrate a robust commercial assurance and contract management process. For suppliers, this represents an opportunity to pro-actively demonstrate capability. This session will discuss the steps your organization could take to establish competitive advantage.

After years of practice and experience, the IACCM has brought together best practices in government contracting from around the globe. Paired with the former procurement officer of the U.S. Department of Homeland Security, this session will combine what best practices can be applied toward contracting with DHS and the Defense Department.

Guest Speakers:

timcumminsTim Cummins
President & CEO
IACCM
Strategic Partner, GTSC

 

 

 

tomessigTom Essig
BACK BY POPULAR DEMAND!
Former Chief Procurement Officer, Department of Homeland Security
Owner, TWE, LLC
Strategic Advisor, GTSC

REGISTER

Feb. 19: Michele Leonhardt, Administrator, DEA, DOJ

Join us February 19 to hear from

Michele LeonhardtMichele Leonhardt
Administrator
U.S. Drug Enforcement Agency
U.S. Department of Justice

10:00 am – 12:00pm
REGISTER
Administrator Leonhardt will discuss the DEA’s mission, priorities and challenges for 2014.

About Michele Leonhardt
Michele M. Leonhart was unanimously confirmed as the Administrator of the Drug Enforcement Administration by the U.S. Senate on December 22, 2010, following her nomination by President Obama in February 2010. In that capacity, Ms. Leonhart, a career DEA Special Agent, directs the $3 billion agency and is responsible for over 10,000 employees in domestic offices throughout the U.S. and in 86 foreign offices in 67 countries. Ms. Leonhart had been the Acting Administrator since November 2007, and served as DEA’s Deputy Administrator since 2004.

Prior to becoming Administrator and Deputy Administrator, Ms. Leonhart held several positions within DEA’s Senior Executive Service (SES). She was the Special Agent in Charge of DEA’s Los Angeles Field Division from 1998-2003. In that capacity, she commanded one of DEA’s largest Field Divisions and was responsible for all enforcement and administrative operations in the Los Angeles area, as well as Nevada, Hawaii, Guam and Saipan. She previously held the position of Special Agent in Charge of DEA’s San Francisco Field Division from 1997-1998, becoming DEA’s first female ever to be promoted to the position of Special Agent in Charge. Ms. Leonhart’s first appointment within the SES was in 1996 when she spearheaded DEA’s Special Agent Recruitment efforts at DEA Headquarters.

As a career DEA Special Agent, Ms. Leonhart held several key positions as she moved through the ranks of DEA. In 1995 she was promoted to the position of Assistant Special Agent in Charge of the Los Angeles Field Division, responsible for Southwest Border enforcement operations and division administrative functions. Between 1993 and 1995, Ms. Leonhart held management positions within DEA Headquarters to include Career Board Executive Secretary, Office of Professional Responsibility (OPR) Inspector, and Staff Coordinator in the Operations Division. Ms. Leonhart’s first supervisory position was in DEA’s San Diego Field Division. Prior to that, Ms. Leonhart initiated major drug investigations and conspiracy cases in Minneapolis and St. Louis, and served as a DEA Special Agent recruiter.

While at DEA, she attended Boston University’s Leadership Institute, and is the recipient of numerous awards and commendations in recognition of her leadership, performance and commitment to public service. She was awarded the rank of Distinguished Executive by President Bush in 2004, the Presidential Rank Award for Meritorious Service from President Bush in 2005, and the Presidential Rank Award for Meritorious Service from President Clinton in 2000. Additionally, Administrator Leonhart received the Law Enforcement Exploring William H. Spurgeon Award in 2006, the Women in Federal Law Enforcement Outstanding Federal Law Enforcement Employee Award in 2005, and the Administrator’s Award in 1993.

Ms. Leonhart has more than 30 years in law enforcement, beginning her law enforcement career as a Baltimore City Police Officer after graduating from college in Minnesota with a B.S. degree in Criminal Justice in 1978. She joined the ranks of DEA as a Special Agent in 1980. A native of Minnesota, Ms. Leonhart is married and has two sons.

GTSC Awards February 5 NEW VENUE

REGISTER today to join us for the GTSC Awards Celebration!

 

Join the Government Technology & Services Coalition for an extraordinary celebration of some heroes of 2013 at our Annual Awards Celebration! We’re thrilled to feature our Italian Feast dinner buffet in addition to holiday libations, great company and a fun evening to recognize the accomplishments of those working to achieve the mission of securing our homeland.

NEW VENUE: U.S. Navy Memorial, 701 Pennsylavania Avenue NW, Washington, D.C.
Navy Memorial Metro

The 2013 GTSC Holiday Awards honors:

Federal Small Business Champions of the Year Award:
John Morton, former Director, U.S. Immigration and Customs Enforcement & Jonathan Porter, Chief of Staff, U.S. Immigration and Customs Enforcement

Federal Small Business Champion of the Year is awarded annually to the Federal official(s) who show a distinct commitment and tangible results toward improving the environment and success for small businesses in the Federal homeland and national security market.

john porter ice

Jonathan Fantini Porter
Chief of Staff, Management & Administration
U.S. Immigration & Custos Enforcement

Market Maven of the Year Award: Chad C. Sweet, Co-Founder & CEO, The Chertoff Group

Normally presented at the GTSC Anniversary, 2013 year’s Market Maven of the Year Award will be presented at the holiday party. It is presented to an exceptional individual who contributes in a concrete and tangible way to the efficiency, productivity and effectiveness of the homeland and national security market. Proven as a thought leader with a belief in increasing individual opportunity, the power of free enterprise and the nurture of innovation to advance and support the homeland and national security mission.


Strategic Partner of the Year Award: Brian E. Finch, Partner, Global Security Practice, Dickstein Shapiro LLP
The Strategic Partner of the Year is awarded annually to the Strategic Partner that demonstrates a clear commitment to GTSC, contributes significantly to the content and substance of the organization and provides GTSC members with counsel, insight and resources to perform exceptionally on behalf of the homeland and national security mission.

 


Strategic Advisor of the Year Award: Bill Carroll, Senior Partner, Strike Force Consulting

The Strategic Advisor of the Year is awarded annually to the Strategic Advisor who works on behalf of GTSC to increase our capacity, membership and opportunities to bring the innovation, creativity and solutions of small and mid-sized companies to the homeland and national security mission.

 

 

 

Small Business Member of the Year Award: PReSafe Technologies LLC

The award is presented annually to the GTSC Member that exemplifies exceptional quality and ethics for the Federal government, a commitment to GTSC’s small business members and advocacy on behalf of our community.

 


Mentor of the Year Award: TASC & Mike Kelly, Vice President, Business Development, Civil and Infrastructure Security Group, TASC
Mentor of the Year is awarded annually to the GTSC Mentor who has worked to increase members’ understanding of the homeland and national security market, increased business opportunities for small companies through formal and informal mentoring and engages with GTSC to promote an innovative, robust, fair market for all.

About our Charity Partner:  The Border Patrol Foundation

The Border Patrol Foundation provides resources to the families of the fallen and creates awareness of the escalating risk of those who keep America’s borders safe. These services create a financial bridge through the turbulent time following a family’s loss. The Foundation supports programs improving awareness of United States border security and recognizes community leaders supporting the families of the U.S. Border Patrol. The Foundation’s volunteers have served with the U.S. Border Patrol or are professionals, friends and family committed to the importance of securing America’s borders and dedicate their lives to the same.

Thank You to our Sponsors!

Gold Sponsors

 

Silver Sponsors

chertoff logo final

Thank you for support from IBM, Old Dominion Strategies and Strativest!

 

Support and sponsorships of our holiday event are welcome  — please contact us to help make this our best event ever!

 

Insider Threat Programs: 5 Easy Steps to Protect Your Company

The insider threat is a real concern across government and industry and unfortunately, we continue to see significant evidence of the damage incurred by malicious insiders, such as Snowden and Manning.  In the next few years, we will see changes to Government policy, including the National Industrial Security Program Operating Manual (NISPOM) to ensure we are properly protecting national security information and corporate assets.

Since the mere thought of how to create an insider threat plan can be overwhelming, the following five steps are intended to help you put things into perspective as you begin to develop and document your corporate plan.  There are many sources of information available for companies to reference (see list of sources).

Step 1:  Identify the Team

Assemble a team who can make decisions, change policies and understand the importance of the issues.  It is critical the team has a solid understanding of your overall business and your corporate assets.  You may want to include a member of executive management (COO) with budget authority as well as representatives from HR, Security, IT and your legal department.  Schedule a regular meeting time and assign someone on the team to take minutes.  An agenda can also be helpful as you begin to cover the elements of the plan.  The team needs to be able to work across the organization and have the synergy necessary to ensure that when a problem arises, it can be handled quickly.  The team should know the staff and be able to recognize concerning behaviors as potential indicators.

Step 2:  Conduct a Risk Assessment

One of the best ways to protect your company is to fully understand your assets and ensure you are taking the appropriate steps to secure them.  Sit down with executive management and outline what your corporate assets are, such as trade secrets, salary data, proposal data, proprietary data, sponsor or Government National Security data, strategic plans, Personally Identifiable Information (PII), and your IT systems and servers, etc.

Once you have established what the assets are, determine how well they are protected.  What is the risk if the information is leaked to a competitor or a foreign entity?  Look at who has access to the information.  You will want to take steps to limit vulnerability by controlling access to files by staff who do not need the information to complete their job function.  In addition, ascertain if someone terminates to go to a competitor, or for any reason, that you understand immediately what information the person has access to.  Ensure you have procedures in place to be able to take immediate steps to terminate access to information.

Determine if you want to hire consultants to conduct a risk assessment or if you prefer to handle the risk assessment with the senior staff in-house.  The benefit of utilizing consultants may be an unbiased result but may be cost prohibitive.  You might find that you would rather allocate funds to purchase new equipment, such as a new firewall, to protect the assets.

Step 3:  Tighten Up Procedures/Policies

Ideally, the insider threat team will work together to strengthen the procedures, gather feedback, implement changes, and document the new policies as part of the plan.

Start this step by looking at the procedures and policies currently in place to protect  the assets you identified during the risk assessment.  For example, if you have identified certain proposal data as proprietary, you should engage your IT staff to monitor who is downloading the data.  You can also tighten up the procedures surrounding the termination of employees to ensure they understand the NDA’s they signed.  This will protect your company’s assets.  If possible, at the first notification of a termination, look at what the employee has been accessing for the past 30 days.  At this time, remind the person of the NDA signed at date of hire.

In addition to tightening up procedures, adapt an Acceptable Use Policy for your company.  The purpose of an Acceptable Use Policy is to outline the proper use of company information systems.  The policy is established to protect the employee as well as your company from risks (including virus attacks, compromise of network systems and services, and legal issues) due to inappropriate use and/or malicious conduct.  Ensure your staff understands the Acceptable Use Policy and the sanctions associated when the policy is violated.

Step 4:  Security Education

Security education can be as creative as you are!  Many companies that contract with the Government have a security education program in place.  Supplementing the plan with insider threat material is easy with all the resources available online.  The goal of the security education program is to ensure your employees understand how to recognize a threat, both internal to the organization as well as from the outside (such as recruitment), the importance of reporting the potential threat, and how to file a report.

Encourage your staff to report and provide a confidential means of reporting.  If your staff is required to report adverse information, remind them of the requirement.  Reporting may lead to early detection of malicious insiders as well as possible recruitment.

Below are a few examples of indicators but please refer to the sources below for more detailed lists of threat indicators and observable behaviors that may indicate someone is involved in malicious activities.

  • Unexplained affluence or excessive indebtedness
  • Efforts to conceal foreign contacts, foreign travel or foreign interests
  • Requesting access to or accessing information outside official job duties including sensitive or classified information
  • Disgruntled behavior at work
  • Drug or alcohol abuse, excessive gambling, or criminal activity
  • Questionable judgment or untrustworthiness
  • Apparent mental, emotional or personality disorders
  • Working odd hours (suddenly changing working hours)
  • Printing or downloading files excessively

Here are a few ideas to introduce and begin to implement your insider threat program.  Add a few slides to your annual refresher training as a means of introducing the topic and outlining the requirements for reporting.  You can also add to or begin to publish a monthly newsletter to highlight threat indicators and reporting procedures.  Both DSS and the FBI websites have downloadable brochures with relevant information.  If you need a little humor, Threat Geek has great cartoons with insider threat content that will deliver your message in an entertaining way.

Step 5:  Document Your Plan

By the time you get to this step you should be well on your way toward creating a successful plan.  If you have maintained good notes along the way, it will be easy to put the results of your risk assessment, new policies and procedures you have implemented, the details of your security education program, and the team responsibilities into a corporate plan.

Remember, you are never done!  Insider threat is an ongoing and evolving issue and your plan should be continuously amended as you gain more experience working through various issues that arise.

Contributing Author:  Katherine D. Mills

Kathy Mills square

Katherine D. Mills is Chief Security Officer and Security Director for GTSC Member CENTRA Technology, Inc.   She has over 20 years experience in security and at CENTRA is responsible for all aspects of security operations under the company’s National Industrial Security Program, including personnel, program, physical, and information security, at both CENTRA’s Arlington and Burlington locations. 

 

Sources:

CERT: Common Sense Guide to Mitigating Insider Threats

DSS: Insider Threat Courses & Brochures

FBI: Insider Threat Briefing

ONCIX: Insider Threat Relevant Reports, Briefings & Reading Material

American Society Industrial Security, Security Management, October 2013:

Threat Geek, cartoons for security education

  • http://www.threatgeek.com/

RESCHEDULED 1/17: Robert Carey, Principal Deputy CIO, DOD

The Government Technology & Services Coalition cordinally invites you to an Insight Session with Mr. Robert J. Carey, Principal Deputy Chief Information Officer at the Department of Defense.

Robert Carey DOD

Mr. Robert J. Carey, Principal Deputy Chief Information Officer, U.S. Department of Defense

Mr. Robert J. Carey serves as the Department of Defense Principal Deputy Chief Information Officer.  Selected to this position in October 2010, his main focus is to help lead the consolidation and standardization of the Defense information technology enterprise while strengthening its cybersecurity posture and the enterprise architecture.  His additional focus is to align, strengthen and manage the office of the DoD Chief Information Officer to have it better serve the Department’s mission and help lead the IT/Cyber workforce into the 21st century.

From November 2006 to September 2010, he served as the fifth Department of the Navy (DON) Chief Information Officer (CIO) where he championed transformation, enterprise services, the use of the internet, and information security.  Mr. Carey joined the staff of the DON CIO in February 2000, serving as the DON CIO eBusiness Team Leader through June 2003.  During this period, he also served as the Director of the DON Smart Card Office from February through September 2001.  Mr. Carey entered the Senior Executive Service in June 2003 as the DON Deputy Chief Information Officer and was responsible for leading the DON CIO staff to achieve IM/IT enterprise integration across the Navy & Marine Corps.

Mr. Carey’s Federal service began with the U.S. Army at the Aberdeen Proving Ground in October 1982, where he worked as a Test Director evaluating small arms, automatic weapons and ammunition.  He began his service with the Department of the Navy in February 1985 with the Naval Sea Systems Command.  He worked in the Anti-Submarine/Undersea Warfare domain where he served in a variety of engineering and leadership positions.

Mr. Carey earned a BS in Engineering in 1982 from the University of South Carolina and a Master of Engineering Management from the George Washington University in 1995.  He has been awarded the Department of the Navy Distinguished Civilian Service Award (twice) as well as the Superior and Meritorious Civilian Service Awards.  He received the prestigious Federal 100 Award in 2006, 2008, and 2009, recognizing his significant contributions to Federal information technology.  He was selected to the InformationWeek Top 50 Government CIOs in 2009, 2010, and 2011.  Mr. Carey was named the Defense Executive of the Year for 2009 by Government Computer News, and he also received the prestigious Association for Federal Information Resources Management (AFFIRM) Executive Leadership Award – Defense for 2011.

A native of West Chester, PA, Mr. Carey is an active member of the United States Navy Reserve and currently holds the rank of CAPTAIN in the Civil Engineer Corps.  He was recalled to active duty for Operation Desert Shield/Storm and Operation Iraqi Freedom where, in 2006-2007, he served in the Al Anbar province with I Marine Expeditionary Force.

Register now

Jan. 15: 2014 Outlook for CBP

Join the Government Technology & Services Coalition at the first Insight Session of 2014 to hear about the outlook for Customs & Border Protection, U.S. Department of Homeland Security.  Speakers will discuss the agency’s budget, programming and mission priorities for 2014.

About  GTSC Insight Sessions
GTSC Insight events host Federal or Congressional officials to discuss challenges in the federal security mission, host workshops on engagement with the Federal customer, and promote the exchange of innovative ideas between the public and private sector.

DISCUSSANTS:

Valerie Isbell
Director, Passenger Systems Program Office

Sonia Padilla
Executive Director Program Management Office
Office of Technology Innovation & Acquisition

Sara Schroerlucke
Program Manager, ACE

Guy Torres
Director, IT Contracting