The government contracting industry is inherently competitive, requiring companies to be efficient and quick to meet business demands. Effective pricing strategies help customers and support growth ⏤ and success in this market depends on having skilled pricing teams led by leaders who respond well to market competition, growth goals and customer needs.
That’s where executives like Meryl Glidewell come in. She’s the vice president of the competitive intelligence, price to win, strategic pricing & estimation organization for CACI International. Glidewell brings over 20 years of experience in defense contracting to her role of leading initiatives that leverage data-driven insights to enhance competitive positioning and profitability.
As chair of WashingtonExec’s Pricing Council, Glidewell plans to spark conversations around shifts in customer acquisition strategies and procurement methods, and how to adjust the acquisition process to meet emerging technology needs.
In the Q&A below, she shares how she’s approaching the role, what topics the council will take on this year and why connecting industry leaders with government decision-makers is more essential than ever.
Based on your extensive experience, what are some of the focus areas/hot topics you want to discuss with the council this year?
I am interested in discussing the shifts in customer acquisition strategies and procurement methods. As the government reshapes their acquisition priorities and accelerates adoption of emerging technologies like AI, I want to explore how acquisition processes will flow into the pricing profession.
How will your personal and career experience and expertise within the pricing community help lead the council in discussions on pricing-related topics?
My career path has provided me the opportunity to support pricing strategies covering the full spectrum—from services to production and post-production support across various government agencies. Having led across diverse pricing scenarios, I bring a comprehensive perspective that enables me to effectively guide council discussions on emerging changes, challenges, and technologies.
What does it mean for you to be co-chair of this council?
It is a great honor. Over my time on the council, I’ve thoroughly enjoyed building relationships with my pricing peers. I look forward to working with WashingtonExec and my co-chair CW Etzler to plan engaging discussions that are relevant, informative, and valuable to council members.
Do you feel there is great value in connecting industry executives with government officials to discuss topics facing the pricing community? If so, why?
Absolutely— it is an opportunity to gain perspective on goals and challenges, increase understanding, and exchange valuable ideas. This alignment has the potential to drive efficient and agile acquisition strategies that meet our customer’s mission needs.
Do you have any unique plans yet for the council?
I plan to facilitate interactive sessions—including scenario-based discussions and roundtable dialogues—that encourage active participation and deeper exploration of current pricing challenges. I also hope to invite thought leaders and subject matter experts from emerging technology areas to offer valuable insights that can directly inform our pricing strategies.
What do you hope to accomplish as co-chair of this council, and what do you hope council members get out of your leadership?
I want to foster an environment where council members feel encouraged to openly share experiences, collaborate on solutions, and collectively advance the pricing profession. My goal is to ensure that members derive significant professional value, gain actionable insights, and feel better equipped to address complex pricing issues in an evolving acquisition landscape.