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GTSC Lion’s Den Launches Mid-Tier Initiative

The Lion’s Den, a group of mid-tier companies in the Government Technology & Services Coalition, today launched a campaign to educate the federal contracting community on the value of “mid-tier” or “other than small” companies. “The road for a mid-tier is rough,” said Kristina Tanasichuk, CEO & Founder of GTSC, “small businesses excel, perform, and grow, only to be stymied by their success.”

“The federal government has made a tremendous commitment to small business – setting aside numerous contracts to support their launch and growth. Assuring that these competent, successful businesses continue to provide great service to their government clients leverages this investment and reaps the return of more mature companies,” said Beth Fleshman, Vice President, Alion and Chair of the Lion’s Den.midtierfemalecropped

GTSC’s Lion’s Den, comprised of companies between $15 million and $1 billion in revenue, focuses on policies and activities to support the growth of companies that have grown out of, or are about to grow out of, their North American Industry Classification System codes (NAICS). The campaign, launched with an info-graphic on the value proposition of mid-tier firms, will work with the public and private sector to understand why there should be a viable path for these companies and how to achieve it. Learn more about the campaign here.

“The lack of mid-tier opportunities leaves matriculating small businesses with nothing to bid on. Often, they can’t even bid on continuation of their current contracts despite exceptional performance.  While change isn’t always bad, the government stands to lose substantial investment in providers with proven business acumen and expertise meeting mission needs,” said Dianna Francois, Vice President, WBB Inc.

Members of the Lion’s Den include Alion, Barbaricum, Blacktsone Technology Group, BlueWater Federal, CENTRA Technology, E3 Federal, Eagle Ray, GAP SI, Grant Thornton, Integrity One Partners, Micropact, Miracle Systems, Morgan Franklin, NCI, Salient, SE Solutions, and WBB.

midtiermale2What can you do?

We invite you to join us to be part of the solution.

  • Share our infographic with colleagues in the public and private sectors.

  • Schedule a mid-tier presentation for your office.

  • Join the Lion’s Den.

  • Share our media updates, twitter posts, and linkedin updates using #midtier
    and #midtiergovcon

  • Join the GTSC Linkedin group and the Lion’s Den subgroup.

  • Refer interested government officials to the Lion’s Den to set up a presentation.

    Contact us with questions or comments [email protected].

11/6 So You Want to be a Big Dog? Leadership Training for Small Businesses Moving from Sub to Prime

Join us on November 6 for an incredibly insightful and practical Leadership Training symposium on the proficiency, skills, communication and other responsibilities that accompany becoming a “prime” contractor.  As more and more small businesses are thrust into the prime role, this session will teach current and future leaders the know-how, practical tools and understanding of the often complex and involved roles of the prime contractor.

GTSC has engaged some of the foremost experts in government and industry to provide attendees with practical advice on:

>>the five essential ingredients of a successful prime contractor

>>operational and business development essentials for excellent execution and delivery

>>real-world case studies from successful small and mid-term firms

>>how the government sees success

>>how winning these contracts is a core element of strategic growth

>>a strategic pipeline for future priming opportunities 

Register HERE.

 

Photo of Andrea McCarthy, HARP President

Event Chair Andrea McCarthy, President, HARP

 

The New Paradigm of the Government Market:  Plan, Prepare, Position, Partner

I recently attended a small business Match Making event sponsored by the Government Technology Services Coalition for small business and prime contractors to meet, greet and exchange information on each other in hopes of identifying potential government contracting opportunities. This event showcased a three person panel of small business program office directors from the Small Disadvantage Business Offices of three different agencies.

I have attended many of these match-making sessions and recently asked the question in one of my Linkedin discussion groups: is attending these events valuable time well spent or a waste of time? I received various comments both positive and negative. However, I must say that this particular event was one of the best that I have attended and my reason is based on the content that the government panelist shared with the small businesses.

There is no question about the changing state of the government contracting market. There is definitely a new paradigm. The landscape has and is continuing to change significantly.

What does this mean for small business? Well, it means that they are being presented with opportunities greater than they have ever been presented within the history of small business contracting in the federal market.

With the implementation of the President’s Job Act coupled with new legislation and regulation that are favoring increased small business participation for contracts and better oversight on Prime/sub-contracting relationships, larger and longer multiple year contracts are being offered to small businesses. To support these initiatives Agencies are increasing their market research activity by sending out more RFI’s and Sources Sought announcements with the intent of identifying more small business  to contract with.

Agency Collaboration and the need to reduce redundancy and budget cuts are responsible for this new trend. With that said, the small business community has to change its thinking and their desire to go it alone when pursuing contracts.

The main theme presented by the government panelist was the lack of preparation by the small business community in pursuing contract opportunities. Some specifics were:

  • Presenting too many capabilities “jack of all trade” scenarios
  • Limited knowledge of agency mission
  • Inability to clearly present their core skills and solutions relevant to the agency mission
  • Not responding or poorly responding to RFI’s and Sources Sought announcements
  • Failure to present their value proposition as it relates to the agency request for support

Considering these things, the take away from this event boils down to the following:

Plan

Plan by performing an internal assessment of your company, who are you, what business are you really in, what are you best qualified to do – not what you want to do. Do your market research to establish where your skills and solutions best fit the agency problems you have targeted and refine your pitch based on your research and knowledge of the agency’s mission.

Prepare

Prepare by creating a compelling story of who you are and why your company is best suited to solve the agency problems based on your research and understanding of the agency mission. Responses to the RFI’s and Sources Sought should be focused on how your skills or solutions support the agency mission. Follow the congressional legislative and regulatory initiatives, and agency news. This information will provide you with great insight into the agency mission and the problems they are encountering in carrying out their mission

Position

Use your research to position your company. The more information you know about the legislative, regulatory initiatives and agency news, the easier it will be for you to communicate with agency program managers and department heads. The more knowledge you can share with them will provide them with a level of comfort that you have a understanding of their issues. This will be the basis of establishing a rapport which will lead to trust.

Partner

Performing a formal assessment on potential partners you have identified to team with is essential. The dynamics of the market demand that you spend ample time to do this. There are more contract opportunities that are multiple 8-10 year contracts and this requires thorough knowledge of who you will be spending that time with.

Compatibility, integrity, culture, vision, goals and trust will be the key factors for you to assess and consider in your selection. These criteria should be used regardless of whether or are considering a Prime or subcontractor relationship. Casual teaming is not the best way to go in the new market.

Contributing Author

Earl HollandEarl S. Holland III is the President and CEO, Growth Strategy Consultants, Strategic Advisor with the Government Technology Services Coalition and former Vice President of the Washington Chapter of the Association of Strategic Alliance Professionals.  You can reach him at: [email protected]www.growthstrategyconsultants.com

 

DOD & GSA Issue Final Report on Improving Cybersecurity & Resilience through Acquisition

On January 23, 2014, the Department of Defense (DoD) and General Services Administration (GSA) Joint Working Group on Improving Cybersecurity and Resilience Through Acquisition (Working Group) submitted its eagerly anticipated final report on integrating cybersecurity requirements into all federal procurements. This report, which satisfies Executive Order (EO) 13636 and Presidential Policy Directive (PPD) 21, includes recommendations on the increased use of cybersecurity standards in all federal acquisition activities, including strategic planning, capabilities needs assessment, systems acquisitions, and program and budget development. 

The final report is perhaps most notable as another step toward an era where most every government contractor must satisfy baseline cybersecurity requirements. While the final report does not provide explicit guidance on the details of creating such a new procurement environment, in light of recent, imminent and forthcoming government activity, including the final rule imposing cybersecurity and reporting obligations on DoD contractors (issued November 18, 2013 and summarized here), the upcoming final cybersecurity framework of the National Institute of Standards and Technology (NIST) (to be released in mid-February), and the forthcoming final rule governing the safeguarding of government contractor information systems (likely finalized next year), we view this final report as a bellwether. Government contractors who ignore the final report and the course it has set do so at their own peril.

Cybersecurity issues will increasingly affect agency standard setting, coverage issues and incentives, government audits and investigations, security breach litigation, and other business drivers. Government contractors and other companies that handle government information or supply components that could be compromised electronically must begin, to the extent they have not already done so, to think both strategically and pragmatically about developing an integrated approach to these cybersecurity issues.

Background

On February 12, 2013, President Obama issued EO 13636 – Improving Critical Infrastructure Cybersecurity. Section 8(e) mandated that the Working Group, in consultation with the Department of Homeland Security (DHS) and the Federal Acquisition Regulatory (FAR) Council, “make recommendations to the President . . . on the feasibility, security benefits, and relative merits of incorporating security standards into acquisition planning and contract administration.” Section 8(e) also directed the Working Group to “address what steps can be taken to harmonize and make consistent existing procurement requirements related to cybersecurity.”

On May 13, 2013, the Working Group published a request for information (RFI), inviting public comment on the appropriate cybersecurity measures and parameters for federal procurements (summarized here). The Working Group also consulted with representatives from the DoD, GSA, DHS, FAR Council, the Office of Federal Procurement Policy, NIST, and others before issuing the final report.

Working Group Recommendations

The final report makes six recommendations, including that the federal government and/or contractors, as appropriate, should:

(1) institute baseline cybersecurity requirements as a condition of contract award for appropriate acquisitions;

(2) address cybersecurity in relevant training;

(3) develop common cybersecurity definitions for federal acquisitions;

(4) institute a federal acquisition cyber risk management strategy;

(5) include a requirement to purchase from original equipment or component manufacturers (OEM), their authorized resellers, or other trusted sources, when available, for appropriate acquisitions; and

(6) increase government accountability for cyber risk management.

For contractors, the most helpful recommendations ask the government to clarify, with more specificity, the standards to which contractors will be held accountable. For example, the first recommendation correctly observes that, “[o]ften, cybersecurity requirements are expressed in terms of compliance with broadly stated standards and are included in a section of the contract that is not part of the technical description of the product or service the government seeks to acquire.” This, the report concedes, “leaves too much ambiguity as to which cybersecurity measures are actually required in the delivered item.” Accordingly, the report recommends expressing baseline cybersecurity requirements as part of the acquisition’s technical requirements and including performance measures to ensure the baseline is maintained and risks are identified. The final report also recommends common cybersecurity definitions, which if adopted would dramatically advance anxiety about contractors’ and the government’s current and near-future cybersecurity obligations.

Though the recommendations are instructive, the final report does not actually mandate specific baseline requirements or propose common cybersecurity definitions. Nor does it propose a cyber risk management strategy or otherwise attempt to identify the acquisitions in which baseline requirements or OEM limitations are “appropriate.” Instead, the final report “intends” that others will harmonize these recommendations with ongoing rulemakings, cybersecurity standards, and statutory frameworks. In short: stay tuned.

Takeaways

First and foremost, change is coming. Although the final report recommendations are directed more toward government program managers and acquisition decision makers than industry, the harmonization of such recommendations with recent and forthcoming regulations, mandatory contract provisions, and other statutory requirements and protections will affect the industry directly and significantly.

Other critical points for government contractors to consider as the final report’s recommendations are implemented include:

  • What cybersecurity terms will be defined, and what will those definitions look like? Considering that the definitions will be used government-wide, it is imperative that contractors provide feedback lest a definition be issued that is contrary to their interests, much less defies common sense;
  • What topics will be covered in the cyber education program for the procurement work force? If procurement officials are not properly educated on a variety of threats, then they may fail to incorporate standards and requirements that are necessary for information protection;
  • How will federal risk management strategy be developed? And will it be flexible enough to account for the rapidly evolving threat environment?;
  • Are contractors prepared to fight back against cybersecurity requirements in federal acquisition programs that are being used to exclude otherwise acceptable vendors and technologies?; and
  • How deep will these requirements reach into federal contractors’ business? In other words, will the cybersecurity obligations be limited just to public-contracting programs, or will they effectively become company-wide requirements regardless of the buyer?

The final report is a clear signal that mandatory baseline standards, training protocols, and other risk-based requirements are on the horizon. Those standards will likely be based on the NIST framework or, in specialized areas, even stricter protocols. Government contractors and other companies that handle government information must implement an integrated strategy that mitigates the risks associated with these cybersecurity issues, and where viable, the opportunities that these changes might create.

By Contributing Authors:   Brian FinchJustin Chiarodo, and Daniel Broderick from GTSC Strategic Partner Dickstein Shapiro

Brian Finch

Brian Finch, a partner in Dickstein Shapiro’s Washington, DC office, is head of the firm’s Global Security Practice. Named by Washingtonian magazine in 2011 as one of the top 40 federal lobbyists under the age of 40, Brian is a recognized authority on global security matters who counsels clients on regulatory and government affairs issues involving the Department of Homeland Security, Congress, the Department of Defense, and other federal agencies.  Dickstein Shapiro is a Strategic Partner of the Government Technology & Services Coalition.   You can reach Brian at [email protected] (202)420-4823. 

Justin C


Justin Chiarodo represents clients in all aspects of federal, state, and local procurement law. Named by Law360 in 2013 as a “Rising Star” in Government Contracts, Justin has extensive experience in government contracts litigation, compliance, and regulatory matters, with particular expertise in the defense, health care, technology, and professional services sectors.

broderick
Daniel Broderick is a Washington, DC-based associate in Dickstein Shapiro’s Energy Practice. He focuses on regulatory and project development matters affecting clients in the electricity industry, including electric market design, municipalization, compliance, certification, and power purchase agreements. 

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

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GTSC & IACCM Launch Strategic Partnership

Washington, D.C. – November 12, 2013 – The Government Technology & Services Coalition (GTSC) and the International Association for Contract & Commercial Management (IACCM) today launched a strategic partnership designed to increase cross collaboration and the exchange of best practices in government procurement related to the homeland and national security marketplace.

“We are very excited to partner with IACCM to expand our understanding of best practices to improve the efficiency, speed and success of government procurement,” said Kristina Tanasichuk, CEO of GTSC. “An excellent procurement and acquisition process is particularly critical for homeland and national security.”

IACCM is a non-profit organization that promotes the international standards and best practices for defining and managing trading relationships while encouraging innovation and collaboration to support economic growth and organizational success by ensuring commitments are ethical, achievable and sustainable. IACCM provides executives and practitioners with advisory, research and benchmarking services, and worldwide training for contracts, commercial and relationship management professionals.

“IACCM is looking forward to providing GTSC members with insight to commercial and contracting best practice and to working together with GTSC leadership on tackling the continued challenge of SDBs and mid-size enterprises in winning sustainable business in the Government sector,” said Tim Cummins, President and CEO of IACCM.

The partnership will focus on organization to organization support and information exchange to improve practices for fair, efficient procurement and contracting activities that meet the increasing demand for transparency and speed while achieving positive outcomes. In the spirit of cooperation, discounts to conferences and events will be offered to respective members.

The Chertoff Group, Dickstein Shapiro, Linden Resources and the Security Industry Association are GTSC’s other strategic partners. More information on each is available at www.GTSCoalition.com.

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The Government Technology & Services Coalition (GTSC) is a nonprofit, non-partisan 501(c)(6) association of companies that create, develop and implement solutions for the federal homeland and national security sector. Our mission is two-fold: first, to provide exceptional advocacy, capacity building, partnership opportunities and marketing in the Federal security space for small and mid-sized companies. Second, to support and assist our government partners achieve their critical missions with the highest integrity; best and most innovative technologies; and results-based, quality products and services to prevent, protect against, mitigate, respond to and recover from any terrorist attack or natural disaster. For more information on these mentors and the Government Technology & Services Coalition, please visit www.GTSCoalition.com.

The International Association for Contract & Commercial Management (IACCM) enables both public and private sector organizations and professionals to achieve world-class standards in their contracting and relationship management process and skills. It provides executives and practitioners with advisory, research and benchmarking services, and worldwide training and certification for contracts, commercial and relationship management professionals. IACCM is a non-profit membership organization that supports innovation and collaboration in meeting the demands of today’s global trading relationships and practices. Through its worldwide presence and networked technology, IACCM members gain access to the thought leadership and practical tools that are essential for competitiveness in today’s fiercely contested global markets. For more information, please visit www.IACCM.com.

>>Read the full press release here.

DHS CPO Letter Regarding Contract Funding

It was announced Thursday, September 26, 2013 that USM Rafael Borras will act as the Department of Homeland Security Deputy Secretary (S2). Chris Cummiskey (current DUSM) will act as the interim USM. The following industry partner letter was also issued on Thursday, September 26, 2013 by the Office of the Chief Procurement Officer at the Department of Homeland Security. Read the FedBizOpps annoucement here.

Dear Industry Partner,

This is to advise the Department of Homeland Security (DHS) contractor community of the DHS plans regarding contract actions that may be necessary in the event contract funding is affected by a lapse in appropriations.
As you are aware, the budget for fiscal year 2014 has not been enacted and may result in a lapse in the funds designated to purchase certain supplies and services as well as reduction in the Government’s capacity to administer DHS contracts. As a consequence of the lapse, certain planned procurements may be cancelled and certain existing contracts may be stopped, reduced in scope, terminated or partially terminated.

Should DHS determine that any of these actions is necessary, the Contracting Officer for each of the affected contracts will provide prompt appropriate notice to the contractor in accordance with the terms and conditions of the affected contract. Notices will contain the direction necessary to comply.

If a contract will not be affected by the lapse in appropriations, DHS does not plan to provide any separate notifications or communications of that fact. Unless a contractor is provided a formal notification to the contrary, all DHS contractors must continue to comply with all terms, conditions, requirements and deliveries specified in their contract(s).
Thank you for your continued partnership with DHS, and for your cooperation as we work together to manage a potential lapse in appropriations.

Sincerely,
Nick Nayak
Chief Procurement Officer

So You Want to be a Protege Company? Top 4 Things to Know

Peggy Butler Mason

Peggy Butler-Mason
Subcontracting and Mentor-Protégé Program Manager, Army Office of Small Business Programs, U.S. Department of Defense

As the subcontracting and mentor-protégé program manager for the Army Office of Small Business Programs, I participate on the Army’s Services Strategy Panel (ASSP) and Strategic Sourcing Panel to facilitate more small business opportunities. I’ve been working with small businesses for over 15 years and manage 15 active mentor-protégé relationships valued at over $11 million.
At the recent GTSC mentor-protégé session, I was asked what qualities define a successful protégé firm. After some thought, it really boils down to the following:
1. The protégé (and the mentor for that matter) must be truly committed to the program. Protégé companies must be willing to invest time, people and resources to make a relationship successful. There are no guarantees of revenue or success.
2. The protégé and their employees must have a vision for success. A company’s culture is very important to its success – when working with a mentor, all of the employees in the protégé firm need to understand clearly the goals, the benefit of the relationship, roles and responsibilities and a clear definition of “success.”
3. Communication. Nearly everyone I speak to touts the importance of communication for the success of a mentor protégé relationship. This goes many ways: mentor to protégé, protégé to mentor, mentor/protégé to client, protégé company to employees. Where there is no communication or explanation there is room for misunderstanding and even mischief. Communicate early, often and constantly.
4. Grow a thick skin. Part of the reason for the mentor-protégé relationship is for the protégé to learn. No company can do that if they are unwilling to accept criticism, reassess their own performance and learn new lessons. Sometimes these lessons come easily, often times they do not. Accepting criticism is a critical part of not only being a successful protégé but more importantly getting the most out of the program.

April 3: Insight Session with Claire Grady, Head of Contracting, USCG

CANCELLED

Join the Government Technology & Services Coalition for an Insight Session with Claire Grady, the Head of Contracting Activitiy (HCA) and  Director of Contracting & Procurement for the United States Coast Guard Acquistion Directorate (CG-9) on Wednesday, April 3.

Claire GradyAbout Ms. Grady

Ms. Grady is the Senior Procurement Executive and Head of Contracting Activity for the U.S. Coast Guard, providing procurement operations and policy development leadership supporting the diverse portfolio of Coast Guard missions. She is the principal business advisor to Coast Guard senior leadership and is the community leader for the Coast Guard’s civilian and military procurement professionals. Prior to assuming this position in July 2007, Ms. Grady was the Director of Strategic Initiatives in the Office of Chief Procurement Officer for the Department of Homeland Security. In this position she provided strategic direction impacting DHS’ multi‐billion dollar contracting and financial assistance programs through a broad portfolio of acquisition initiatives, including Acquisition Policy, Grants Policy and Oversight, Strategic Sourcing, Competitive Sourcing, and Acquisition Systems.

Ms. Grady began her professional career with the Department of the Navy as a contracting career intern and progressed to a number of critical acquisition positions at the Naval Sea Systems Command (NAVSEA), one of the Federal Government’s largest and most complex contracting organizations.  She has over 20 years experience in major systems acquisition, including serving as the contracting officer for the San Antonio Class Amphibious Assault Combat Ship and for the Standard Missile Program. Ms. Grady was program manager for the multi‐billion dollar Navy‐wide acquisition of contractor support services (SeaPort), Director of Strategic Initiatives for the NAVSEA Contracts Directorate and Deputy Division Director for Surface Weapon Systems.

Ms. Grady received a Bachelor of Arts degree from Trinity University, a Master in Business Administration degree from the University of Maryland and a Master of Science degree in National Resource Strategy from the National Defense University, Industrial College of the Armed Forces.  She is a certified acquisition professional and holds Level III certifications in Contracting and Program Management.  In 2010, Ms. Grady was recognized with the Presidential Rank Award of Meritorious Executive.

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