WashingtonExec 2013 Government Contracting Outlook Series:
The new year brings big changes for the Federal IT industry, and WashingtonExec is back with its Government Contracting Industry Outlook Series.
We are giving local executives the opportunity to share their thoughts on where they see our industry headed this year and beyond. Leaders were asked a series of questions focused on cloud computing, healthcare IT, defense, mobility, and more.
Mark Gray, Vice President and General Manager of the Systems Engineering and Information Solutions Group at URS Federal Services, spoke with us on what to expect in 2013.
WashingtonExec: What will 2013 hold for Government IT Contracting?
Mark Gray: First, the industry must take advantage of exceptional performance and contract execution to expand footprints within its existing customer-base. Customers we have served exceptionally well are more likely to find a way to increase scope, either within current contracts and/or on new task orders on easy to use contract vehicles.
Second, strategic partnerships will be very important. We must be able to quickly and accurately assess market/opportunity position and determine if we are better positioned by taking a meaningful subcontracting role rather than an ill-fated or higher-risk prime role.
Third, small business relationships will be imperative. More awards will be slated for small business, notably large companies’ recompetes. It will be essential for large businesses to establish or solidify key small business relationships.
Fourth, recognizing that spending is not at the forefront of our minds today, it is a critical time to ensure appropriate investment in your business. Savings realized from business infrastructure streamlining or consolidation should not only be used for profitability improvements, but also for reinvesting into solutions, offerings, and capabilities. It will be easy to find situations where you are disinvesting in your business, either by not appropriately recapitalizing infrastructure savings or by not directly investing in using innovation in solutions, offerings, and capabilities to lower cost and price.
Finally, we must focus strongly on giving existing and new customers the easiest possible ways to contract for services and solutions. I believe the winners will be those who are the most innovative – both in coming up with easy and cost-effective contracting solutions and lower cost (price) solutions.
