A new breed of contractors emerges in a tougher market

March 14, 2011
Cyber Security, FedCyber Wire, Solution Providers
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via Washington Technology

When executives from a large systems integrator met recently with a federal customer seeking to solve an IT problem, the customer wasn’t interested in talking about technology. The government official wanted to know how the company’s commercial clients were dealing with a similar problem. “It wasn’t about some unique technology out there in the future,” one of the company executives said. “The client was interested in what our commercial clients are buying.”

The point is that the federal customer wanted to investigate a more nimble, commercial approach to dealing with the problem — finding a quick solution and just getting it done. “It’s about agility, and it’s about execution,” the executive said. “The companies that possess those skills are the ones that are going to succeed going forward.”

The story serves to underscore an ongoing and perhaps irretrievable shift in the government market. By all accounts, the day of the colossal — and colossally expensive — government IT project clanking along over many years and perhaps eventually grinding to a complete halt is receding into history. A new project management strategy is emerging, and companies will need to adapt to win government contracts.

Story here.