Due to many factors, every business-person has been forced to try to do more with less. But is it actually possible to successfully create more business out of fewer business opportunities?
The fact is that all government contractors are dealing with this conundrum. For the first time in more than a decade, federal budgets are at the least leveling out, with many departments cut dramatically — while competition is increasing for contracts of all sizes.
Whoever is elected president later this year most likely also will try to reduce government in some manner, and we all are well aware of the current and planned budget cuts.
How businesses respond to these challenges will separate success from failure. Those operating via standard, tried-and-true best practices will see declining revenues, as opposed to those changing to deal with the “new normal.” Actions taken in 2012 will determine what companies own the market in the coming years. How can a company strategize to own the market in 2012?
Dramatic changes are indeed affecting the federal contracting market; however, we have received warnings about every one of these critical issues well in advance. Those issues include transparency, increased regulations and reporting requirements, reduced budgets and increased vehicle-specific purchases. Contract size is increasing and multiple-award contract use is exploding, while contract volume dissipates. Teaming is mandatory, past performance an absolute necessity and financial stability a must.
Companies that strategize to own the market in the coming years will trim operations to the minimum with overhead slashed, jettisoning non-essential expenses. However, they will invest more in non-traditional approaches to sales and marketing, relationship building and intelligence gathering.
Branding and outreach will separate the old from the new, and those that value updated data, increased personal contacts and accurate customer relationship management systems will see positive results. Events and face-to-face meetings will improve relationships and drive business development. Capture management will rely less on the old-boy network (due to high turnover — retirements, double-dipping and slow federal rehiring) and more on current relationships, proven past performance and strong differentiators.
For more on the “new normal,” listen to the recording of TargetGov’s national teleconference at www.targetgov.com. In the meantime, contact these companies for possible subcontracting opportunities.
• AAI Corp., Hunt Valley, won a $54,795,517 contract from the U.S. Army Contracting Command for the procurement of laser designator retrofit kits for the Shadow unmanned aircraft system. www.aaicorp.com/contact_us/doing_business_aai.html
• a.i. solutions, Lanham, won a $138,069,289 contract from NASA to provide the NASA Launch Services Program (LSP) with program management support; vehicle engineering and analysis; launch site support engineering; communications and telemetry; technical integration services; NASA LSP programmatic safety, reliability and quality support; VAFB unique support; information technology support; and special studies. www.ai-solutions.com/ContactUs.aspx
• Clinical Trials & Surveys Corp., Owings Mills, won a $5,679,387 contract from the Department of Health and Human Services, NIH, to provide continued structured follow-up of the children enrolled in the BABY HUG Follow-Up Study I. www.c-tasc.com/contact-us
• CryoExpress, Rockville, won a $2,242,105 contract from the National Institute of Standards and Technology for the delivery of nitrogen gas and tank rental.www.4cryo.com/cryoexp.htm
• FCN Inc., Rockville, won a $1,232,663 contract from the United States Marine Corps to provide ArcSight/Enterprise Logging Solution. www.fcnit.com/index.php?option=com_contact&view=contact&id=1&Itemid=62
• Force 3, Crofton, won a $1,736,850 contract from The Department of Veterans Affairs to provide an Iron Port. www.force3.com/contact-us
• L1 Enterprises, Frederick, won at $14.6 million contract from the Veterans Administration to provide L1berty UDB901 Urine Collection. www.l1enterprises.com/contact.html
• Lockheed Martin Corp., Baltimore, won a $20,616,676 contract from the Naval Sea Systems Command for MK 41 Vertical Launching System production support material, interim support parts and equipment in support of DDG 51 class construction.www.lockheedmartin.com/suppliers/doingbusiness
• Med-Electronics, College Park, won a $33,974 contract from the U.S. Air Force to provide Electrocardiograph Multichannel Unit. www.med-electronics.com/help_answer.asp?ID=17#46
• PROMEGA Corp., Baltimore, won a $435,063 contract from the Defense Logistics Agency for an Arm Assembly Pivot. www.promega.com/support/worldwide-contacts
Gloria Berthold Larkin is president of TargetGov in Elkridge. She can be contacted at 866-579-1346 or 410-772-3914 and via www.targetgov.com.
