December is typically the time of year for analysis of the past year’s accomplishments, successes and failures, and for planning new goals for the coming year. Most industries have seen extraordinary challenges in the past year or two, with reduced revenues being the new normal.
There is one industry that, even with the deficit challenges and sluggish economy, however, one can (with a targeted effort) appropriately plan to increase revenues.
The federal contracting market is a consistent market. And even if the federal spending budget is reduced by 10%, more than $500 billion still will be spent with companies large and small throughout the United States for every kind of service and product imaginable.
This market will actually reward the businesses that are nimble and forward looking, especially those that fit the new initiatives: energy efficiency, cybersecurity, health cost containment and cost-effectiveness. Yes, the large contractors such as Northrop Grumman and Lockheed Martin will see a downturn in revenues because they are responsible for a huge portion of the contracting spend, but they also have a more difficult time because they are not quick to react, change course and incorporate new business development strategies.
Small and mid-size businesses will see a more competitive environment, one that will reward a more focused, benefit-oriented approach to business development. The old model is no longer effective, and with a federal and military personnel turnover rate exceeding 40% per year, even a relationship-based approach cannot be the sole reason to win contracts in 2012.
In planning for federal contracting revenue goals, a strategically well-positioned business can consider adding a zero at the end of last year’s goal. Yes, this is an aggressive goal; but if there’s one market that can sustain that growth rate, it’s the federal marketplace.
Check with the winning contractors listed herein for teaming and subcontracting opportunities on upcoming contracts.
• AAI Corp., Hunt Valley, won a $77,311,855 contract from U.S. Army Contracting Command to support the Shadow Tactical Unmanned Aircraft Systems. www.aaicorp.com/contact_us/suppliers.html
• Advanced Language Systems International, Rockville, won a $15,355 contract from the Federal Prison System for translation and interpretation services. www.alsi-inc.net/contact.html
• Dynamix Corp., Landover, won a $65,012 contract from the Geological Survey for custom computer programming services. www.dynamixcorp.com
• Gaver Technologies, Frederick, won a $5,603,720 contract from The Department of Homeland Security for professional, clerical and administrative services in support of course development, course delivery, preparation and delivery of training materials, including logistical, word processing, editorial support, tracking and coordination activities, database management, conference/meeting support, operation of the USFA Publications Center, desktop publishing/design and media production activities. www.gtifederal.com/contact.aspx
• Maryland Sound International Holding Co., Baltimore, won an $8,648 contract from the National Park Service for the rental of musical instruments. www.marylandsound.com/contact.cfm
• MIL Corp., Bowie, won a $7,861,098 contract from The Naval Air Warfare Center Aircraft Division for engineering, technical, and management services in support of the Naval Air Warfare Center Aircraft Division’s Integrated Battlespace Simulation and Test Division. www.milcorp.com/contact
• Mimar Architects, Baltimore, won a $10 million contract from the Naval Facilities Engineering Command for civil/structural/architectural/mechanical/electrical/fire protection services in support of projects at military installations throughout the Naval Facilities Engineering Command (NAVFAC) Mid-Atlantic area of responsibility. http://mimarch.net
• IPC Maryland I LP, Rockville, won an $8,961,567 contract from the General Services Agency for providing rented office space for five years. www.manta.com/c/mm8dk3z/maryland-i-ipc-lp
• Universities Space Research Association, Columbia, won a $10,800 contract from The National Aeronautics and Space Administration for research and development. www.usra.edu/cs/contact_us
• U.S. Foodservice Baltimore/Washington Division, Severn, won a $14,941,540 contract from The Defense Logistics Agency Troop Support for full line food service distribution. www.militaryindustrialcomplex.com/contract_detail.asp?contract_id=14479.