Last month, Mike Fox joined Accenture Federal Services as Managing Director and Federal Sales Lead. Fox has spent the last 30 years serving the federal information technology (IT) sector, beginning with SRA International, where he worked for 22 years.
Prior to his current role at Accenture, Fox served as Senior Vice President of Corporate Business Development at Novetta Solutions and as Senior Vice President of Corporate Business Development and Chief Strategy Officer at Attain.
“In a world of business developers who too often eschew customer engagement for internal process reviews and briefings, Mike stands out. Mike understands how to respond to customers’ pain points and how to differentiate a solution. He appreciates that “what you know” is at least as important as “who you know” and — when done well — marketing, business development, capture, and proposals are all part of a seamless continuum that improves a company (win) and positions the company for successful execution,” said Barry Landew, Managing Director of Wolf Den Associates.
Fox recently spoke with WashingtonExec on the biggest technological advance in the GovCon community, the LPTA environment, how to recruit top talent, and Renny DiPentima.
WashingtonExec: As a 30 year vet in the IT and GovCon industry, what in your opinion, has been the biggest technological advance in the GovCon and IT communities?
Mike Fox: That’s a tough one – 30 years is a long time, especially in the IT field. But looking back, if I had to pick one technological advance that really changed the GovCon industry I guess it would probably be the Internet. It has dramatically changed not only how we work but also how we live our lives every day. When I started in this business there was no email, web portals or smart phones. We built solutions the old fashioned way. Now, we work at the speed of light. I can only imagine how someone will answer this question 30 years from now.
WashingtonExec: What is your take on the current Lowest Price Technically Acceptable (LPTA) environment?
Mike Fox: Accenture Federal Services (AFS) doesn’t compete in the lower-end services market so LPTA really hasn’t affected us. Our customers still see the value of innovation and best-in-class solutions and realize that LPTA is not appropriate for their requirements. That said, I am very concerned about the overall effect of LPTA on our industry. There are far too many programs driven by the government’s need to save money and reduce cost; where price is the determining factor even though being merely “technically acceptable” is not acceptable. As a result, we are seeing lots of non-commodity type, mission critical programs being executed by minimally qualified personnel. I’m hopeful that the pendulum will swing back towards “best value” real soon.
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“Employees want to join a company that offers really interesting and important work led by inspirational leaders, provides exciting career growth opportunities, fosters a collaborative and collegial work environment, and adheres to the highest level of ethical behavior”
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WashingtonExec: You’ve worked with numerous staffers over the course of your three decade career. How does Accenture Federal Services, or any firm, recruit and retain top talent?
Mike Fox: It’s really quite simple. Employees want to join a company that offers really interesting and important work led by inspirational leaders, provides exciting career growth opportunities, fosters a collaborative and collegial work environment, and adheres to the highest level of ethical behavior. I’m fortunate that I’ve worked for two companies – SRA (22 years) and now Accenture Federal Services – that not only believe strongly in taking care of their employees but really do “walk the talk.” Unfortunately, with the very tight government budgets some companies are cutting back on what’s most important to employees in order to maintain the bottom line. I think that’s very shortsighted and will eventually drive up attrition rates. Companies need to remember that we are in the professional services business. We only have the expertise and talent of our people to sell. And at five o’clock every day our entire company walks out the front door and if they don’t walk back in the next morning we don’t have a company.
WashingtonExec: You’ve been a member of numerous Industry Associations including Tech America, AFCEA and INSA. Why is it important for you to participate in these organizations?
Mike Fox: There are really two primary reasons. The most obvious being the opportunity to network with my peers and other industry professionals. These are great forums for learning more about what’s happening within the government services industry and to help shape our customers thinking. The other reason is really more personal. I’ve been in this industry for almost 30 years and it’s important for me to pass on some of my knowledge and experience. I remember attending AFCEA luncheons when I was just starting out and people taking the time to introduce me around or “teach me the business.” Now it’s time for me to return the favor and I use these associations as one way to do that.
WashingtonExec: Do you have a favorite spot in the greater Washington DC region?
Mike Fox: I’m an avid bike rider so my favorite spot is out on the roads in Maryland. We usually start around the Bethesda area and ride out past Whites Ferry and Poolesville. We pass some beautiful spots along the way.
WashingtonExec: What book are you currently reading?
Mike Fox: I’m currently reading Francona: The Red Sox Years. My wife and I are huge Red Sox fans and this book provides a very interesting behind the scenes look at the team during the years when Terry Francona was the manager; including winning two World Series!
WashingtonExec: You have worked in the industry for over 30 years. What do you believe to be is your largest “lessons learned” or the greatest piece of advice you have ever received?
Mike Fox: The greatest advice I ever received was from my mentor, Renny DiPentima. It wasn’t one thing he said or even did, it was how he interacted with people every day. Renny believed that we work in a very small community and that we should treat people the way we would want to be treated if we were in their position – with honesty and respect; because some day the roles will be reversed. He also made time, no matter how busy he was, for anyone who sought his advice or needed his guidance or support. Now that I’ve been in the business for 30 years, I’m trying every day to give back the way Renny did for me and so many others.
