>> WELCOME TO "GOVERNMENT
CONTRACTING WEEKLY," SPONSORED
BY AOC KEY SOLUTIONS
INCORPORATED.
"GOVERNMENT CONTRACTING WEEKLY"
IS THE ONLY TELEVISION PROGRAM
DEVOTED EXCLUSIVELY TO THE
COMPETITIVE AND DYNAMIC WORLD
OF GOVERNMENT CONTRACTING,
A WORLD WHERE COMING IN SECOND
PLACE IS NOT AN OPTION,
BUT WHERE PRINCIPLE-CENTERED
WINNING IS THE ONLY APPROACH.
>> GOOD MORNING, AND WELCOME TO
"GOVERNMENT CONTRACTING WEEKLY."
I'M JIM McCARTHY FROM KEY
SOLUTIONS, FILLING IN THIS WEEK
FOR HILARY FORDWICH.
I'M PARTICULARLY DELIGHTED
TO HAVE YOU WITH US TODAY
AS WE PRESENT THE FIRST
INSTALLMENT OF AN EXTENSIVE
CONVERSATION I WAS PRIVILEGED
TO HAVE WITH JOE JORDAN,
THE ADMINISTRATOR OF THE OFFICE
OF FEDERAL PROCUREMENT POLICY
FOR THE O.M.B. AND THE
WHITE HOUSE.
JOE, WHO WAS APPOINTED BY
PRESIDENT OBAMA AND CONFIRMED
BY THE U.S. SENATE, HAS THE
ULTIMATE AUTHORITY AND OVERSIGHT
FOR MORE THAN $1/2 TRILLION
IN GOVERNMENT CONTRACTS.
NEEDLESS TO SAY, THIS IS AN
ENORMOUS RESPONSIBILITY THAT JOE
HAS TAKEN ON AND ARGUABLY
DURING THE MOST DIFFICULT OF
HISTORICAL CIRCUMSTANCES.
BUT AS YOU ARE ABOUT TO SEE,
THE PASSION AND THE ENERGY
THAT JOE BRINGS TO HIS POSITION
IS NOTHING SHORT OF INSPIRING.
LET'S MEET JOE JORDAN.
GOOD MORNING.
I'M JIM McCARTHY FROM
"GOVERNMENT CONTRACTING WEEKLY,"
AND I'M HERE TODAY WITH ONE OF
OUT MOST PRESTIGIOUS GUESTS THAT
WE'VE HAD ON OUR SHOW.
IT IS
AN ABSOLUTE PLEASURE FOR US TO
HAVE YOU HERE TODAY--JOE JORDAN
FROM THE OFFICE OF FEDERAL
PROCUREMENT POLICY, THE HEAD
OF THE OFFICE OF FEDERAL
PROCUREMENT POLICY.
>> THANKS FOR HAVING ME.
>> YEAH, WELCOME.
I THINK OUR
AUDIENCE WOULD LIKE TO KNOW
A LITTLE BIT ABOUT YOU, JOE,
SO CAN YOU KIND OF REWIND FOR
US, TELL US HOW DID YOU GET TO
WHERE YOU ARE TODAY AND ALL
THAT?
>> YEAH, ABSOLUTELY.
I SPENT MOST OF MY CAREER IN
THE PRIVATE SECTOR, ACTUALLY.
MOST RECENTLY BEFORE JOINING THE
OBAMA ADMINISTRATION, AS
A MANAGEMENT CONSULTANT WORKING
ON SUPPLY CHAIN AND PURCHASING
ISSUES FOR A WHOLE HOST OF
VARIOUS CLIENTS, PRIVATE SECTOR,
STATE GOVERNMENTS, AND VARIOUS
ORGANIZATIONS, AND I DID A
PROJECT FOR THE STATE OF MAINE
BACK IN THE SUMMER OF '08,
TRYING TO HELP THEM USE PRIVATE
SECTOR BEST PRACTICES TO CAPTURE
EFFICIENCIES, REDUCE THEIR
SPEND AS THEY WERE FEELING THE
ONCOMING BRUNT OF THE RECESSION,
AND THE PERSON WHO THE GOVERNOR
OF MAINE HAD PULLED INTO LEAD
A COUNCIL OF ECONOMIC AND
BUSINESS LEADERS IN THE STATE
WAS KAREN MILLS.
SO HAD A GREAT
EXPERIENCE THERE.
WE WERE ABLE
TO SAVE THE STATE A LOT OF MONEY
THROUGH A LOT OF SMARTER
PURCHASING TECHNIQUES, AMONG
OTHER STRATEGIES, AND WENT ON TO
DO OTHER THINGS.
AND THEN
PRESIDENT OBAMA WAS ELECTED,
HE ASKED KAREN TO RUN THE SBA,
AND SHE CALLED ME UP, AND SAID,
"JOE, I'VE GOT A GREAT
OPPORTUNITY FOR YOU.
THE GOVERNMENT CONTRACTING
PROGRAMS IN THE SMALL BUSINESS
ARENA COULD REALLY USE SOME
HELP.
HOW ABOUT YOU PICK UP
YOUR FAMILY, MOVE TO D.C., WORK
EVEN HARDER THAN YOU DO NOW,
TRAVEL JUST AS MUCH AS YOU
DO NOW, AND WE'LL GIVE YOU
A SIGNIFICANT PAY CUT."
AND I SAID, "THAT SOUNDS
FANTASTIC.
I'M IN."
>> WHAT A DEAL.
>> BUT I REALLY HAVE ABSOLUTELY
LOVED WORKING IN PROCUREMENT
AND SPECIFICALLY LOVED WHEN I
WAS AT SBA INTERACTING WITH ALL
THE GREAT INNOVATIVE
ENTREPRENEURIAL SMALL BUSINESSES
OUT THERE THAT WE HAVE IN OUR
GOVERNMENT SUPPLY CHAIN, AND
THEN WHEN MY PREDECESSOR
DAN GORDON WENT TO GW AND HAD
A GREAT OPPORTUNITY OUTSIDE
THE ADMINISTRATION--
>> WE'VE HAD DAN ON THE SHOW
BEFORE.
>> HE'S FANTASTIC.
AND THE WHITE
HOUSE CALLED AND SAID, WOULD I
HAVE ANY INTEREST IN MOVING FROM
THE SMALL BUSINESS PROCUREMENT
WORLD TO RUNNING O.F.P.P.?
AND,
OF COURSE, I JUMPED AT THE
OPPORTUNITY.
>> YOU ACCEPTED THE CALL FROM
THE WHITE HOUSE, I'M SURE.
>> I DID, I DID, POSTHASTE,
AND I WAS FORTUNATE ENOUGH TO
MAKE IT THROUGH THE CONFIRMATION
PROCESS AND ALL OF THAT, AND I
NOW HAVE BEEN HERE--
BEEN AT O.M.B.
ABOUT 20
MONTHS AND BEEN CONFIRMED AS
ADMINISTRATOR FOR A LITTLE OVER
A YEAR, AND WE'VE DONE SOME
GREAT THINGS, BUT WHAT'S SO
EXCITING IS ALL THE OPPORTUNITY
TO REALLY FURTHER INCREASE
THE BUYING SMARTER TECHNIQUES,
BUILDING THE RIGHT SUPPLIER
RELATIONSHIPS, ET CETERA.
>> THE CONFIRMATION PROCESS,
WAS THAT A PLEASANT THING TO
GO THROUGH?
I MEAN, DID YOU
EXPECT IT?
WAS IT EASY, HARD?
HOW DID THAT WORK?
>> PLEASANT PROBABLY ISN'T
THE TOP ADJECTIVE I WOULD USE.
>> YOU WOULDN'T USE THAT WORD,
HUH?
>> NO, UM, BUT IT WAS A VERY
FAIR AND RIGOROUS EVALUATION
OF WHETHER OR NOT I WAS
QUALIFIED TO DO THE JOB.
I'M TRULY HONORED AND HUMBLED
THAT THE PRESIDENT ASKED ME
TO DO THIS AND THAT THE SENATE
DEEMED ME WORTHY TO DO IT.
AND AT THE END OF THE DAY,
EVERY DAY THAT I'M IN THIS JOB,
I'M THANKFUL FOR THE OPPORTUNITY
TO DO IT, AND, YOU KNOW, MY
GUIDING PRINCIPLE IS, WHAT CAN
I DO TO HELP DRIVE ADDITIONAL
VALUE TO THE AMERICAN PEOPLE?
'CAUSE THAT'S REALLY WHAT THIS
IS ALL ABOUT.
>> THAT'S WHAT IT'S ALL ABOUT.
YOU KNOW, OUR AUDIENCE IS
OBVIOUSLY COMPRISED OF
GOVERNMENT CONTRACTORS, AND SO
THE AUDIENCE IS ALL INTERESTED
IN WHAT'S GOING ON IN THE
BUSINESS, AND THERE'S PROBABLY
NOT ONE BETTER SPOKESPERSON
FOR THE PROCUREMENT AND
ACQUISITION PROCESS THAN YOU
RIGHT HERE.
SO, UM, IT CAN'T
BE AN EASY JOB.
I MEAN, THERE'S
INTRACTABLE ISSUES, I'M SURE,
VERY DIFFICULT ISSUES.
BUT WHAT ARE SOME OF THE
CHALLENGES THAT YOU FACE IN
YOUR POSITION AS THE TOP DOG,
IF YOU WILL, AS THE
ADMINISTRATOR.
I MEAN, YOU ARE--
IT ALL COMES--THE FOCAL POINT,
RIGHT?
SO TALK TO ME ABOUT THAT.
WHAT ARE THE CHALLENGES?
>> SURE, JIM.
YOU KNOW, THERE'S
NO DOUBT THAT THERE ARE A HOST
OF REALLY INTERESTING CHALLENGES
THAT WE CAN WORK ON.
I THINK
I'M VERY FORTUNATE TO BE
BUILDING ON A SOLID FOUNDATION
THAT THE ADMINISTRATION HAD
BUILT IN TERMS OF IMPROVING
SOME OF THE PROCUREMENT POLICIES
AND STRUCTURES OVER THE FIRST
FEW YEARS OF THE ADMINISTRATION,
AND REALLY THROUGHOUT THE FIRST
TERM.
BUT I'M A BIG BELIEVER
IN CONTINUOUS IMPROVEMENT.
I THINK THAT WE'RE ONLY GOING
TO BE ABLE TO ACHIEVE THAT
IMPROVEMENT IF WE'RE DRIVING
COLLABORATION BETWEEN THE
AGENCIES AND THE PRIVATE SECTOR
AND OUR GREAT VENDOR COMMUNITY.
SO WHEN YOU TALK ABOUT THE
GOVERNMENT CONTRACTORS WHO MAY
BE WATCHING, OR WHO I DEAL WITH
ALL THE TIME, IT'S CRITICALLY
IMPORTANT THAT WE HAVE
FREE-FLOWING DIALOGUE BETWEEN
ALL OF THE STAKEHOLDERS,
SO, YOU KNOW, AS I COME UP
WITH POLICY DECISIONS, OR WE'RE
DRIVING NEW RULES OR STRUCTURES
OR FRAMEWORKS FOR THE SYSTEM,
THAT HAS TO BE DONE IN A WAY
THAT ABSOLUTELY WORKS FOR THE
TAXPAYER AND THE AGENCIES,
BUT ALSO WORKS FOR OUR
SUPPLY CHAIN AND ALL OUR GREAT
CONTRACTORS, WHO PROVIDE THESE
GOODS AND SERVICES THAT WE NEED
TO RUN OUR AGENCIES AND DELIVER
ON THE MISSION TO THE AMERICAN
PEOPLE.
>> YES, SIR.
WELL, YOU KNOW, IT
OCCURS TO ME THAT, IN LOOKING
AT YOUR CAREER AND JUST STUDYING
SOME OF THE THINGS THAT YOU'VE
DONE, YOU'VE WRITTEN AND SPOKEN
VERY WELL AND OFTEN ON THE
SUBJECT OF, SHALL WE SAY,
ACQUISITION REFORM.
NOW,
ACQUISITION REFORM SORT OF
IMPLIES "REFORM" MEANS THAT
SOMETHING'S BROKEN.
IS THERE
ANYTHING BROKEN, OR...?
IF SO,
WHAT'S BROKEN AND WHAT ARE YOU
TRYING TO FIX?
>> WELL, AGAIN, I LOOK AT IT
MORE AS, HOW CAN WE STRIVE FOR
THAT CONTINUOUS IMPROVEMENT
MODEL?
SO THAT'S REALLY THE
MINDSET THAT I HAVE, AND,
SPECIFICALLY, THE THINGS THAT
I'M FOCUSED ON ARE, HOW CAN WE
BUY SMARTER?
USING DATA AND
ANALYTICS IN AN INCREASED WAY
TO MAKE OUR DECISION-MAKING,
BOTH IN TERMS OF THE PROCESSES
AND POLICIES THAT GOVERN OUR
CONTRACTING SYSTEM, AS WELL AS
THE INDIVIDUAL BUYING DECISIONS.
AND THAT GOES TO THINGS LIKE
STRATEGIC SOURCING AND THE WAYS
THAT WE CAN, YOU KNOW, BUY AS
WHAT WE ARE, THE LARGEST
PROCURER OF GOODS AND SERVICES
IN THE WORLD, NOT AS WHAT WE'D
DONE FOR FAR TOO LONG, WHICH IS
PURCHASE IT FOR A FEW HUNDRED
MIDSIZE BUSINESSES.
IT MEANS,
YOU KNOW, INCREASING OUR
UTILIZATION OF SMALL BUSINESSES
SO WE CAN ACCESS THE INNOVATION,
ENTREPRENEURIAL SPIRIT, AND
INGENUITY THAT THESE FOLKS OUT
THERE CAN PROVIDE TO THE
AGENCIES, REALLY CAST A WIDER
NET AND TAP INTO ALL CORNERS
OF THE POTENTIAL CONTRACTOR
COMMUNITY.
IT MEANS LOOKING AT
THINGS LIKE PAST PERFORMANCE
AND INTEGRITY INFORMATION TO
MAKE SURE WE'RE ONLY DOING
BUSINESS WITH RESPONSIBLE
PARTIES, AND THEN LASTLY,
ONE OF OUR BIG PRIORITIES
AND WAYS THAT WE WANT TO ENGAGE
WITH ALL THE VARIOUS
STAKEHOLDERS IS DEVELOPING OUR
ACQUISITION WORKFORCE.
THAT'S
A PLACE WHERE WE DO HAVE A VERY
ACUTE CHALLENGE.
WE GOT A WHOLE
BUNCH OF FOLKS WHO ARE NEARING
RETIREMENT.
WE'VE GOT A BUNCH OF
FOLKS WHO ARE NEWER TO THE
1102, THE CONTRACTING OFFICER
WORKFORCE, AND THEN WE'VE ONLY
GOT ABOUT 1/3 OF OUR CONTRACTING
OFFICERS WHO HAVE BETWEEN 4 AND
20 YEARS OF EXPERIENCE, SO I
CAN'T MAKE A CONTRACTING
OFFICER WHO HAS 10 YEARS OF
EXPERIENCE, BUT WE CAN THINK
ABOUT WHAT ARE THE MISSION-
CRITICAL SKILLS AND ABILITIES
WE NEED TO INSTILL IN THOSE
NEWER CONTRACTING OFFICERS,
SO THAT THEY CAN DELIVER ON
THEIR AGENCY'S MISSION.
>> WELL, THERE'S NO DOUBT ABOUT
IT.
YOU'RE IN THE DRIVER'S SEAT
FOR A LOT OF THINGS THAT ARE
GOING ON IN FEDERAL PROCUREMENT
POLICY, AND SO, AGAIN, WE ARE
GLAD TO HAVE YOU HERE TODAY.
IN TODAY'S CHALLENGING ECONOMIC
ENVIRONMENT, EVERY DOLLAR SPENT
IS UNDER INTENSE SCRUTINY, AND
THAT INCLUDES THE SOMETIMES
CONTROVERSIAL SUBJECT OF
CONTRACTORS' EXECUTIVE
COMPENSATION.
AS WE RETURN TO
MY CONVERSATION WITH JOE JORDAN,
I ASKED HIM FOR HIS OWN CANDID
ASSESSMENT OF THIS ISSUE.
GOOD MORNING.
I'M HERE AGAIN
WITH JOE JORDAN, THE
ADMINISTRATOR FROM O.F.P.P.
JOE, WELCOME ONCE MORE.
THE QUESTION THAT I THINK I'D
LIKE TO GET INTO NOW IS
SOMETHING THAT IS A LITTLE
SENSITIVE FOR THE GOVERNMENT
CONTRACTING COMMUNITY, AND IT'S
THE SUBJECT OF EXECUTIVE
COMPENSATION.
SOME THINK THAT
CONTRACTORS, ESPECIALLY SENIOR
CONTRACTORS, ARE OVERPAID.
IS THAT THE VIEW OF GOVERNMENT
IN GENERAL, AND DO YOU THINK
THAT GOVERNMENT SHOULD BE
SEEKING THE BEST AND THE
BRIGHTEST, AND, THEREFORE,
PAY FOR WHAT THEY'RE GETTING?
WHAT'S YOUR THOUGHTS ON THAT?
>> JIM, WE ABSOLUTELY WANT TO
GET THE BEST AND THE BRIGHTEST
IN OUR GOVERNMENT CONTRACTING
SUPPLY CHAIN, AND I UNDERSTAND
THAT THERE ARE VARIOUS RANGES
OF COMPENSATION NECESSARY TO
DO THAT.
WHAT WE ARE DOING WITH
OUR EFFORTS AROUND EXECUTIVE
COMPENSATION IS IN NO WAY
TELLING CONTRACTORS WHAT THEY
CAN PAY THEIR EMPLOYEES.
CONTRACTORS CAN PAY THEIR
EMPLOYEES WHATEVER THEY NEED
TO, WHATEVER THEY WANT.
WHAT WE'RE SAYING IS, ON
COST-PLUS OR COST-REIMBURSEMENT
CONTRACTS, WHERE JUST LIKE THE
NAME CONNOTES, THE GOVERNMENT
IS REIMBURSING THE CONTRACTOR
FOR ALL THE EXPENSES THAT THEY
ACCRUE, THE EXECUTIVE
COMPENSATION--THE OVERHEAD,
THE PAY THAT REALLY DRIVES
ADMINISTRATIVE EXPENSES, MORE
THAN THE VALUE ONTO THE
CONTRACT--WE WANT TO CAP THOSE.
THERE'S BEEN A CAP SINCE THE
MID-NINETIES.
IT STARTED AT
$250,000, BUT DUE TO THE
STATUTORILY MANDATED FORMULA
THAT DRIVES THE ANNUAL INCREASE
THERE, IT'S NOW, YOU KNOW,
SOON GONNA GO UP OVER $950,000.
SO THAT WAS NOT THE SPIRIT, THAT
WAS NOT THE INTENT OF THAT CAP.
AND SO WHAT WE'RE SAYING IS WE
NEED TO MAKE THAT A MORE
REASONABLE LEVEL.
WE'RE OPEN TO
DIALOGUE ON WHAT EXACTLY THAT
REASONABLE LEVEL IS.
WE JUST
REALLY WANT TO WORK WITH
CONGRESS TO ACT.
WE'VE PROPOSED
$400,000.
THE PRESIDENT--
>> YOU WANT THE BEST AND
BRIGHTEST.
YOU'RE NOT TELLING
INDUSTRY WHAT THEY CAN OR CAN'T
PAY OR SHOULD OR SHOULD NOT PAY.
YOU'RE JUST SAYING WHAT THE
TAXPAYERS ARE GONNA BEAR,
WHAT'S FAIR FOR THEM.
>> THAT'S EXACTLY RIGHT.
YOU KNOW, FIXED-PRICE CONTRACTS,
YOU KNOW, YOU'RE GONNA HAVE A
ROBUST COMPETITION, AND THERE
ARE ALL SORTS OF FACTORS THAT
CONTRACTORS ARE USING TO COME UP
WITH THEIR PRICES AND THAT
AGENCIES ARE USING TO NEGOTIATE,
AND EXECUTIVE COMPENSATION IS
NOT SOMETHING THAT, YOU KNOW,
THE CAP WOULD APPLY TO THERE.
BUT IN COST REIMBURSEMENT--
>> COST-PLUS, YEAH.
>> YOU PAY YOUR EMPLOYEES WHAT--
WHAT YOU NEED TO, BUT THE
TAXPAYER WILL ONLY REIMBURSE YOU
UP TO A CERTAIN LEVEL.
>> OKAY.
WELL, I UNDERSTAND
THAT.
OKAY, THE NEXT TOPIC IS
REALLY SOMETHING THAT OUR
CONTRACTING COMMUNITY IS ALSO
INTERESTED IN, AND IT'S--IT
RELATES TO PAST PERFORMANCE.
NOW, WE ALL KNOW THAT PAST
PERFORMANCE IS AN IMPORTANT
ELEMENT IN PROPOSAL EVALUATION
AND SELECTION, BUT PAST
PERFORMANCE IS ALSO KIND OF
DIFFERENT BECAUSE IT'S POSSIBLE
THAT THE COMPANY HAS THE PAST
PERFORMANCE THAT IT CITES--
OBVIOUSLY IT DOES--BUT THAT THE
PEOPLE THAT ARE BID ON THE JOB,
MAYBE THEY DIDN'T HAVE
ANYTHING TO DO WITH THAT
PARTICULAR PAST PERFORMANCE,
AND SO, IN A SENSE, IT'S--
I'M NOT SAYING IT'S A MIRAGE,
BUT THERE IS A LITTLE
DISCONNECT, SO WHAT'S THE
GOVERNMENT'S VIEW ON PAST
PERFORMANCE, AND DOES IT REALLY
REPRESENT AN ABILITY TO JUDGE
FUTURE PERFORMANCE?
WHAT'S YOUR THOUGHTS?
>> YOU KNOW, JIM, I DO THINK
THAT PAST PERFORMANCE
INFORMATION IS IMPORTANT FOR
US TO UTILIZE AS, YOU KNOW,
ONE OF SEVERAL FACTORS THAT
WOULD BE INDICATIVE OF POTENTIAL
FUTURE PERFORMANCE.
HOWEVER,
YOU ARE ABSOLUTELY RIGHT THAT
WE NEED A TOTAL RETHINK OF HOW
WE DO PAST PERFORMANCE
EVALUATIONS IN THE GOVERNMENT.
NOW, AS A FIRST STEP, WE NEED
TO ACTUALLY DO THE PAST
PERFORMANCE EVALUATIONS THAT ARE
REQUIRED NOW, AND SO, I ISSUED
A MEMO DIRECTING ALL AGENCIES
OVER THE NEXT TWO YEARS TO GET
TO 100% COMPLIANCE WITH THOSE
REPORTS--GETTING THEM INTO THE
SYSTEM SO THE CONTRACTING
OFFICERS CAN USE THEM TO MAKE
EVALUATIONS IN UPCOMING
SELECTIONS AND AWARDS.
BUT ALMOST MORE IMPORTANTLY
IS NOT JUST THE QUANTITY, BUT
THE QUALITY AND THE CONTENT OF
THOSE REPORTS, AND THAT'S WHERE
I WANT TO ENGAGE IN A ROBUST
DIALOGUE WITH AGENCIES AND
INDUSTRIES TO FIGURE OUT HOW WE
CAN DO THIS BETTER.
THE EXAMPLE
I USE IS, YOU KNOW, MY WIFE AND
I RECENTLY WENT AWAY TO A BED
AND BREAKFAST IN VIRGINIA,
AND WHEN I WAS THINKING ABOUT
WHERE WE WERE GOING TO GO, I HAD
BETTER INFORMATION ON, YOU KNOW,
TRIP ADVISOR AND YELP AND THESE
TYPES OF WEBSITES FOR A $500
HOTEL DECISION THAN MAJOR
DEPARTMENTS HAVE FOR A
$50 MILLION I.T.
SERVICES
CONTRACT, SO WE'VE GOT TO GET
PAST THE POINT OF, "WELL, WAIT
A MINUTE, I, AS THE CONTRACTOR,
FEEL I SHOULD GET A 5.
YOU GAVE
ME A 3 IN THIS CATEGORY.
LET'S
GO BACK AND FORTH.
I'M GONNA
PROTEST.
I'M GONNA APPEAL."
WE NEED TO MOVE BEYOND THAT
TO, "THE AGENCY SAYS THIS IS
HOW WE FEEL YOU DID.
YOU HAVE
AN OPPORTUNITY TO SAY..."
>> TO RESPOND, YEAH.
>> AND IT'S ALL OUT THERE,
AND THE NEXT PERSON CAN READ
BOTH OF THOSE THINGS AND MAKE
THEIR OWN EVALUATION, JUST LIKE
WE DO IN EVERY PRIVATE-SECTOR
CONTEXT.
SO LET'S, YOU KNOW,
NOT GET SO DEEP INTO GOVERNMENT
CONTRACTING IS SOMEHOW UNIQUE
IN THIS AREA, AND INSTEAD USE
THE BEST TRANSPARENT PRIVATE-
SECTOR EXAMPLES AND MAKE THAT
THE MODEL FOR OUR PUBLIC-SECTOR
PAST PERFORMANCE EVALUATIONS.
>> SO IT'S CLEAR, YOU'RE HEAVY
INTO THE WHOLE THINKING ABOUT
PAST PERFORMANCE AND ITS PLACE
IN THE SELECTION PROCESS.
>> ABSOLUTELY.
>> AS I NOTED AT THE BEGINNING
OF THIS PROGRAM, JOE JORDAN
TOOK OVER THE REINS OF THE
OFFICE OF FEDERAL PROCUREMENT
POLICY AT WHAT IS CLEARLY
ONE OF THE MOST UNUSUAL AND
DIFFICULT PERIODS IN ITS
HISTORY.
THERE WERE A NUMBER
OF ISSUES THAT I WAS VERY KEEN
TO ASK JOE ABOUT, BUT CERTAINLY
TOWARDS THE TOP OF THE LIST
WAS HIS OWN OPINION OF
SEQUESTRATION AND WHETHER OUR
CURRENT ENVIRONMENT WILL PASS,
OR AS SOME PEOPLE PREDICT,
THAT WE ARE EXPERIENCING
ACTUALLY A NEW NORMAL.
LET'S TAKE A LOOK.
OKAY, JOE, SO THERE'S A QUESTION
THAT'S ON EVERYBODY'S MIND
IN THE CONTRACTING COMMUNITY.
I'LL USE THE "S" WORD--
SEQUESTRATION.
NOW, ARGUABLY
THIS HAS BEEN ONE OF THE MOST
DIFFICULT TIMES FOR GOVERNMENT
CONTRACTORS IN RECENT HISTORY
FOR SURE, AND YOU'RE AT THE
HELM.
YOU'RE AT THE PINNACLE.
YOU'RE DEALING WITH A WHOLE
MYRIAD OF ISSUES,
SOME OF WHICH YOU'VE
ALREADY DISCUSSED, SO
HERE'S THE QUESTION FOR US.
IS SEQUESTRATION--WE'VE SEEN
IT NOW. IS IT OVER, OR IS THERE
ANOTHER SHOE TO DROP?
IS THERE
MORE TO COME?
WHAT DO YOU THINK?
>> YOU KNOW, JIM I WISH I HAD A
DEFINITIVE ANSWER.
CERTAINLY, I
HOPE AND STILL BELIEVE THAT
SEQUESTRATION WILL BE REPLACED
BY BALANCED DEFICIT REDUCTION.
THERE'S NO DOUBT THAT WE'RE IN
MORE CONSTRAINED FISCAL
BUDGETARY TIMES THAN IN THE
PAST, HOWEVER, SEQUESTRATION IS
BAD POLICY.
IT'S A BAD WAY TO DO
THIS.
IT'S A BLUNT INSTRUMENT
THAT CUTS EVERY ACCOUNT EQUALLY,
THAT--THE WHOLE POINT OF
SEQUESTRATION IS TO MAKE IT SO
BAD THAT IT WOULD NEVER COME TO
FRUITION, AND, UNFORTUNATELY,
THAT DIDN'T HAPPEN.
>> DIDN'T HAPPEN.
YEAH.
>> SO, YOU KNOW, WHAT I'M
FOCUSED ON DOING IS MAKING SURE
THAT DURING SEQUESTRATION,
AGENCIES HAVE THEIR EYE ON THE
BALL AND ARE FOCUSED ON MISSION-
CRITICAL NEEDS AND ENGAGING WITH
THE VENDOR COMMUNITY TO MAKE
SURE THAT THEY GET THEIR
NECESSARY CONTRACTS TO SUPPORT
THOSE MISSION-CRITICAL NEEDS.
THEN GOING FORWARD, THAT WE'RE
WORKING WITH EVERYONE TO
UNDERSTAND THAT WHILE HOPEFULLY
SEQUESTRATION GOES AWAY AND IS
REPLACED, WE'RE BUYING SMARTER,
ENGAGING IN A THOUGHTFUL WAY,
BECAUSE A LOT OF TIMES,
CONTRACTORS CAN COME THROUGH AN
AGENCY AND HAVE A BETTER WAY TO
BUILD A MOUSETRAP, AND NOW THERE
IS, I THINK, THROUGHOUT THE
COMMUNITY, A REAL DESIRE TO WORK
TOGETHER AND FIGURE OUT HOW WE
CAN GET THE THINGS AGENCIES NEED
IN A WAY THAT'S THE MOST
COST-EFFECTIVE, DOES THE BEST
BY THE TAXPAYER.
>> DO YOU SENSE THAT WE HAVE
TURNED THE CORNER ON
SEQUESTRATION IN THE SENSE OF
MOST OF ITS IMPACTS HAVE ALREADY
BEEN FELT, AT LEAST FOR THE
FIRST YEAR OR SO, OR IS THERE
MORE TO COME?
AND IS THERE A NEW
NORMAL ABOUT THE WAY
GOVERNMENT'S CONDUCTING
PROCUREMENT AND ACQUISITIONS?
>> YOU KNOW, UNFORTUNATELY, MANY
EFFECTS OF SEQUESTRATION ARE
GOING TO CONTINUE TO BE FELT
UNTIL IT'S REPLACED.
THERE ARE A
WHOLE HOST OF THINGS AROUND HEAD
START AND EDUCATION FUNDING
AND SCIENTIFIC RESEARCH THAT,
YES, WE FELT SOME OF, BUT YOU'RE
GOING TO FEEL MORE AND MORE AND
MORE.
YOU'VE HEARD A NUMBER OF
STATEMENTS COME OUT OF THE
PENTAGON ABOUT THE DEVASTATING
IMPACTS THAT WILL BE DRIVEN TO
OUR MILITARY AND OUR DEFENSE
DEPARTMENT IF SEQUESTRATION IS
NOT TURNED OFF, IF SEQUESTRATION
IS NOT REPLACED.
SO WE
ABSOLUTELY NEED TO TURN THIS
OFF, AND WE ALSO NEED TO WORK
TOGETHER AT THE SAME TIME TO
MAKE SURE THAT WHILE WE'RE UNDER
THE CLOUD OF SEQUESTRATION,
WE'RE INSURING THAT AGENCIES
DELIVER ON THEIR MISSION TO THE
MAXIMUM EXTENT THEY CAN.
>> YEAH, BUT SEQUESTRATION IS
SOMETHING THAT KEEPS YOU UP AT
NIGHT, I BET, RIGHT?
IT HAS,
AND IT WILL CONTINUE FOR A WHILE
ANYWAY.
>> ABSOLUTELY, BECAUSE AT THE
END OF THE DAY, THERE IS NO WAY
TO MANAGE OUR WAY OUT OF
SEQUESTRATION.
>> OKAY, SO LET'S TALK ABOUT,
IT'S SORT OF A FLOW FROM
SEQUESTRATION, BUT IT GOES TO
THE WHOLE PROCUREMENT ACTIVITY
AND RFP RELEASE.
WE WOULD
OBSERVE, OR SOME HAVE OBSERVED,
THAT UP UNTIL THE TIME
SEQUESTRATION ACTUALLY TOOK
EFFECT, THERE WAS SORT OF A
CHILLING EFFECT.
THE GOVERNMENT WASN'T RELEASING
RFPs.
INDUSTRY WAS IN SORT OF A
GRIDLOCK.
SO THE QUESTION NOW
IS, IS IT A NEW NORMAL, AND IS
THE RFP PIPELINE ABOUT TO TURN A
SPIGOT AND IT'LL START RUNNING
AGAIN?
WHAT ARE YOUR THOUGHTS ON
THAT?
>> WELL, YOU KNOW, JIM, I THINK
YOUR USE OF THE CHILLING EFFECT
IS FAIR, BECAUSE IF THERE'S ONE
THING ABOVE ALL THAT IS HARMFUL
TO A HEALTHY ACQUISITION
ECOSYSTEM, IT'S UNCERTAINTY.
YOU KNOW, CONTRACTING OFFICERS
DO NOT WANT TO AND CANNOT
OBLIGATE FUNDS THAT THEY DON'T
KNOW THEY'RE GOING TO HAVE, AND
SO, WHETHER IT'S A CONTINUING
RESOLUTION THAT GOES TOO LONG
AND HAS AN UNCERTAIN CONCLUSION,
CERTAINLY, WITH SEQUESTRATION,
IT DRIVES THIS UNCERTAINTY THAT,
COMBINED WITH THE REDUCED
BUDGETS AND THE INCREASED FISCAL
PRESSURES, MAKES CONTRACTING
OFFICERS WARY OF DOING ALL THE
GREAT ACQUISITION PLANNING THAT
LEADS UP TO A REALLY FRUITFUL
AWARD AND CONTRACT.
>> A GOOD PROPOSAL AND A GOOD
CONTRACT SELECTION.
>> RIGHT, SO I AM VERY
APPRECIATIVE OF THE GOOD WORK
CONTRACTING OFFICERS AND
AGENCIES ARE DOING IN
ACQUISITION PLANNING, ARE DOING
ON THIS FRONT.
AND I DO KNOW
THAT AS WE'RE IN FOURTH QUARTER,
TRADITIONALLY THE LARGEST
SPENDING AND CONTRACTING TIME OF
THE YEAR, THAT IT'S EXTRA
CRITICAL THAT WE ALL WORK
TOGETHER TO MAKE SURE WE'RE
OPTIMIZING THE ACQUISITION
SYSTEM.
>> WELL, IT WOULD BE OUR
JUDGMENT, OR AT LEAST OUR
THOUGHTS, THAT MORE RFPs ARE
BEGINNING TO COME OUT.
NOW, IS
THAT A SHORT-TERM TREND?
IS THAT
A MIRAGE?
DO YOU THINK IT WILL
CONTINUE?
IS IT GOING TO DIP
BACK DOWN AGAIN AS WE GET CLOSER
TO CONCURRENT RESOLUTIONS?
OR
CONTINUING RESOLUTIONS, EXCUSE
ME.
WHAT'S YOUR THINKING ON
THAT?
>> YOU KNOW, I DO THINK THAT
YOU'RE GOING TO SEE
DISPROPORTIONATELY HIGHER
NUMBERS OF RFPs ISSUED IN THE
FOURTH QUARTER, BECAUSE THE
ACQUISITION PLANNING PROCESS WAS
A BIT COMPRESSED.
YOU'RE GOING
TO HAVE HIGH VOLUME HERE IN THE
FOURTH QUARTER OF THE FISCAL
YEAR, AND THEN AS WE REACH THE
END OF THE FISCAL YEAR AND INTO
FISCAL '14, YOU WILL SEE A
SLOWDOWN IN THE ISSUANCE OF RFPs
IF AGENCIES REMAIN UNCERTAIN
ABOUT WHAT THEIR FISCAL '14
BUDGETS LOOK LIKE.
>> MORE THAN TRADITIONALLY WOULD
BE EXPECTED IN A FIRST QUARTER
OF A FISCAL YEAR.
IS THAT FAIR?
>> YOU KNOW, IF CONGRESS DOESN'T
ACT TO PASS AGENCY BUDGETS THAT
MAKE SENSE AND ALLOW THEM TO
DELIVER ON THEIR MISSIONS, THEN,
UNFORTUNATELY, THAT WOULD
PROBABLY BE A BY-PRODUCT.
>> OKAY.
WELL, THERE'S HARDLY A
MORE INTRACTABLE ISSUE THAN
SEQUESTRATION, AND SO
CONGRATULATIONS ON THE WAY
YOU'VE HANDLED IT, AND WE LOOK
FORWARD TO SEEING A QUICK
RESOLUTION.
THANK YOU.
YOU KNOW, WHEN YOU GET RIGHT
DOWN TO IT, NOTHING MAY HAVE A
GREATER IMPACT ON THE ENTIRE
GOVERNMENT CONTRACTING COMMUNITY
THAN THE DRAMATIC CHANGES THAT
ARE TAKING PLACE IN THE
ACQUISITION WORKFORCE.
THE
AGING OF AMERICA IS ONE OF THE
MAIN FACTORS DRIVING THE
SUBSTANTIAL BRAIN DRAIN,
AND WHILE MOST OF THE NEW
STAFFERS ARE EAGER TO SUCCEED,
THERE'S NO QUESTION THAT A LACK
OF EXPERIENCE AND INSTITUTIONAL
MEMORY CUTS RIGHT TO THE VERY
HEART OF THE PROCUREMENT
PROCESS.
LET'S GET JOE JORDAN'S
TAKE ON ALL OF THIS.
HERE'S ANOTHER IMPORTANT SUBJECT
THAT I WOULD LIKE TO GET YOUR
VIEWS ON.
IT'S THE WHOLE
ACQUISITION WORKFORCE.
SO I
GUESS THE QUESTION I WOULD ASK
IS, WHAT IS YOUR VISION FOR AN
ACQUISITION WORKFORCE OF THE
FUTURE?
AND WHAT PROBLEMS RIGHT
NOW EXIST BECAUSE THE
ACQUISITION WORKFORCE ISN'T UP
TO THE PAR THAT YOU WOULD LIKE
IT TO BE?
WHAT DO YOU THINK
ABOUT THAT?
>> SO MY VISION IS AN
ACQUISITION WORKFORCE COMPRISED
OF SMART, HARDWORKING,
INNOVATIVE THINKERS, WHO CAN
HELP AGENCIES GET THE GOODS AND
SERVICES THEY NEED AT THE BEST
POSSIBLE VALUE.
NOW, WHAT ARE
SOME OF THE CHALLENGES THAT WE
FACE NOW?
AS YOU CORRECTLY
NOTED, WE DO HAVE AN AGING
WORKFORCE.
ABOUT 1/3 OF OUR
CONTRACTING OFFICERS ARE
APPROACHING RETIREMENT AGE.
FROM
2000 TO 2008, YOU SAW CONTRACT
SPENDING GROW AT ABOUT 12% PER
YEAR, BUT YOU SAW THE
ACQUISITION WORKFORCE REMAIN
FLAT OR EVEN TREND DOWN A LITTLE
BIT.
WHEN YOU HAVE THAT DELTA,
IT CAUSES A LOT OF PROBLEMS IN
TERMS OF OVERWORK AND A
DISINCENTIVE FOR FOLKS TO STAY
IN THE ACQUISITION WORKFORCE.
AT
THE BEGINNING OF THIS
ADMINISTRATION, WE REVERSED THAT
TREND, AND BOTH HAVE BROUGHT
CONTRACT SPENDING MORE IN CHECK,
AS WELL AS INCREASED THE NUMBER
OF OUR CONTRACTING OFFICERS.
WHAT THAT MEANS, THOUGH, IS THAT
WHERE WE'VE GOT THAT 1/3 THAT
ARE BUMPING UP AGAINST
RETIREMENT, WE'VE GOT ABOUT
1/3 WITH 4 OR FEWER YEARS OF
EXPERIENCE, SO WE NEED TO MAKE
SURE THAT, FIRST OF ALL, WE'RE
WIDENING OUR APERTURE ON WHO WE
RECRUIT TO BE IN THE ACQUISITION
WORKFORCE.
I DON'T NECESSARILY
NEED SOMEONE WHO WALKS IN ON DAY
ONE AS A FAR EXPERT OR A
GOVERNMENT CONTRACTING PERSON.
I JUST WANT A SMART PERSON WHO
WANTS TO SERVE WHO LOOKS AT THE
ACQUISITION WORLD AND SAYS,
"THERE'S $1/2 TRILLION THE
GOVERNMENT SPENDS EVERY YEAR
THROUGH GOVERNMENT CONTRACTING.
I WANT TO HELP DO THAT BETTER."
AND THEN WE'LL TRAIN THEM UP,
AND THAT GOES TO, WHAT ARE THE
TRAINING CLASSES AND COURSES
THAT WE'RE GIVING THESE FOLKS,
AND HOW DO WE DELIVER THEM?
IT
CAN'T JUST BE PULL THEM OFF THE
LINE FOR TWO WEEKS AND SEND THEM
TO A CLASSROOM.
WE'VE GOT TO
THINK ABOUT ONLINE EDUCATION,
DISTANCE LEARNING.
THESE
EFFICIENT AND EFFECTIVE WAYS TO
DELIVER THE TRAINING THAT WE
KNOW IS NECESSARY.
>> OKAY, SO LET ME ASK YOU THIS
QUESTION.
WE DEAL WITH RFPs IN
OUR BUSINESS ALL THE DAY, AND SO
DOES OUR AUDIENCE, AS A MATTER
OF FACT.
IT WOULD SEEM THAT
SOMETIMES RFPs ARE FRAUGHT WITH
DISCONNECTS BETWEEN, LET'S SAY,
SECTION "L" AND SECTION "M" IN
TERMS OF THE INSTRUCTIONS VERSUS
THE EVALUATION FACTORS.
IS THAT
A FUNCTION MAYBE OF THE
WORKFORCE IS OVERBURDENED,
OVERWORKED, THERE'S NOT ENOUGH
OF THEM AND ALL THAT?
WHAT'S
YOUR THOUGHT ON THAT?
>> YOU KNOW, I THINK THERE ARE 3
THINGS.
ONE YOU TOUCHED ON, THAT
THERE IS SOME BURDEN ISSUE, NO
DOUBT, AND WE'RE TRYING TO DO
EVERYTHING WE CAN TO FREE UP THE
TIME THEY SPEND ON COMMODITY
PURCHASES TO BE FOCUSED ON
MISSION-CRITICAL ACQUISITIONS,
AND THAT GOES TO NUMBER 2, WHICH
IS THE CREATION OF THE STRATEGIC
SOURCING LEADERSHIP COUNCIL,
WHERE WE CAN STANDARDIZE A LOT
OF THOSE TERMS AND CONDITIONS,
WHICH NOT ONLY HELP THE
GOVERNMENT HELP THIS
PROCESS YOU'RE TALKING ABOUT,
BUT IT TAKES ADMINISTRATIVE
COSTS OUT OF THE SYSTEM OVERALL.
SO FROM THE VENDOR PERSPECTIVE,
THEY DON'T HAVE MYRIAD BID AND
PROPOSALS THAT HAVE DIFFERENT
SECTIONS AND DIFFERENT LANGUAGE
IN THEM, THAT THEY'RE
STANDARDIZED.
AND THEY CAN SHARE
IN SOME OF THOSE SAVINGS, AND
THEY'LL PASS THEM ON TO THE
GOVERNMENT.
>> OKAY, HERE'S A QUESTION AND A
THOUGHT, AND IT'S NOT MEANT TO
BE ANY KIND OF A SURPRISE.
I
JUST WAS WONDERING MYSELF, BUT
SOMETIMES RFPs ARE SO COMPLEX
THAT IT ALMOST TAKES A DIVINING
ROD TO BE ABLE TO DISCERN
EXACTLY WHAT THE GOVERNMENT'S
LOOKING FOR.
WHAT WOULD BE WRONG
IF THE GOVERNMENT JUST SAID,
"HERE ARE THE 5 PROBLEMS WE
WANT YOU TO ADDRESS.
GIVE US
YOUR ANSWERS," AND THEN GO FROM
THERE?
WHY DOES IT HAVE TO BE SO
CIRCUITOUS AND VAGUE AND STUFF?
>> WELL, I'D LOVE TO MOVE MORE
TOWARDS THE COLLABORATIVE
APPROACH THAT YOU OUTLINE AND
THE MORE INNOVATIVE
PROBLEM-SOLVING APPROACH.
WE
WORK A LOT ON CHALLENGES AND
PRIZE AUTHORITY AND THESE TYPES
OF WAYS TO THINK OUTSIDE THE
BOX.
I KNOW THAT'S A TRITE
PHRASE, BUT THINK INNOVATIVELY
ON WAYS TO ENGAGE WITH THE
VENDOR COMMUNITY.
ONE SPECIFIC
THING WE'RE DOING IS WE CREATED
THIS PORTAL CALLED RFP-EZ,
KIND OF LIKE THE TAX 1040-EZ,
WHERE, FOR NOW, FOR ACQUISITIONS
BELOW THE SIMPLIFIED ACQUISITION
THRESHOLD, THE $150,000 LEVEL,
THERE'S A STANDARDIZED STATEMENT
OF WORK COMPOSER.
THERE'S AN
ONLINE PORTAL WHERE CONTRACTING
OFFICERS AND THE VENDORS CAN
COMMUNICATE, AND IT'S AUTOMATED.
>> DO YOU THINK THIS WILL
EVENTUALLY SPREAD TO THE BIGGER
MORE MISSION-CRITICAL THINGS AS
WELL?
>> I DO, OVER TIME.
YOU'VE SEEN
ABOUT 30% SAVINGS IN WHAT THE
AGENCIES ARE PAYING FOR
CONTRACTS GOING THROUGH RFP-EZ
VERSUS THE EXACT SAME CONTRACTS
PUT THROUGH FED BIZ OPS, SO I
THINK THAT IT'S PROVING ITS
VALUE, AND AS WE CONTINUE TO
KIND OF DRIVE THE PROOF OF
CONCEPT WITH THE HELP OF THESE
GREAT PRESIDENTIAL INNOVATION
FELLOWS WE'VE BROUGHT IN TO WORK
ON THIS, YOU WILL SEE AN
EXPANSION OF THIS TYPE OF
THINKING.
YOU KNOW, MAYBE NOT
THIS EXACT PORTAL, BUT THIS TYPE
OF THINKING, WHICH WILL BE
REALLY HELPFUL.
AND, JIM,
THERE'S ONE OTHER THING THAT I
JUST HAVE TO DRIVE HOME WHEN
WE'RE TALKING ABOUT THE
WORKFORCE.
I HEAR TOO OFTEN, YOU
KNOW, CONTRACTING OFFICERS, OR
CERTAINLY CONTRACTORS SAY THAT
CONTRACTING OFFICERS SAY, "IF
IT'S NOT EXPRESSLY WRITTEN OUT
IN THE FAR THAT I CAN DO THIS
AND THIS IS HOW TO DO THIS, I
PROBABLY SHOULDN'T DO THIS."
IT'S THE EXACT OPPOSITE OF HOW
I THINK.
I WANT CONTRACTING
OFFICERS TO EMBRACE INNOVATIVE
AND ENTREPRENEURIAL THINKING, TO
WORK WITH VENDORS IN A
COLLABORATIVE--EXCUSE ME--SMART
WAY, AND I ONLY NEED TO POINT TO
PART ONE OF THE FAR.
THERE ARE
53 PARTS.
YOU DON'T HAVE TO GET
PAST PART ONE WHERE IT SAYS, "IF
IT'S NOT EXPRESSLY PROHIBITED IN
THIS BOOK AND COMPLIES WITH
SOUND BUSINESS JUDGMENT, YOU CAN
DO IT." AND WHEN YOU TALK ABOUT
ACQUISITION WORKFORCE, THAT'S
THE SILVER BULLET
I'M GOING TO KEEP PUSHING.
>> OKAY, SO IF THAT WERE YOUR
LEGACY, WOULD THAT BE SOMETHING
THAT YOU'D LIKE TO ACCOMPLISH
BEFORE YOU LEAVE OFFICE?
>> I WOULD BE INCREDIBLY PROUD.
AND IT'S A PLACE THAT I THINK I
CAN BE HELPFUL, BECAUSE
CONTRACTING OFFICERS ARE GOING
TO NEED SOME AIR COVER.
IF
YOU'RE GOING TO TAKE SOME RISKS
THAT SHOULD HAVE OUTSIZE
POSITIVE REWARDS, SOMETIMES
THOSE CONTRACTS WILL GO
SIDEWAYS, AND I NEED TO STAND UP
AND SAY, "LOOK, THIS WAS A SMART
THING TO DO.
WE'VE LEARNED FROM
IT.
WE'RE GOING TO TAKE THE
LEARNINGS AND APPLY THEM
TO FUTURE PROCUREMENTS, BUT IT'S
OKAY THAT THIS WENT SIDEWAYS,
BECAUSE ALL OF THE INFORMATION
WE HAD AT THE TIME LED US TO
BELIEVE THAT THIS COULD DELIVER
OUTSIZE AWARDS."
>> WELL, IT SOUNDS LIKE YOU HAVE
A REAL VISION FOR CHANGE HERE,
AND WE CERTAINLY, AS INDUSTRY,
LOOK FORWARD TO SEEING SOME OF
THE RESULTS OF THAT IN THE
FUTURE.
TO SAY THE LEAST, JOE JORDAN IS
ABOUT THE BUSIEST MAN THAT I
KNOW, WHICH MAKES ME INCREDIBLY
GRATEFUL THAT HE WAS SO GENEROUS
WITH HIS TIME.
I ALSO KNOW THAT
JOE WAS GENUINELY EAGER TO SHARE
HIS VISION AND HIS MESSAGE WITH
OUR AUDIENCE.
AND BY THAT, I
MEAN THOSE OF YOU FROM THE
GOVERNMENT CONTRACTING
COMMUNITY, AS WELL AS THOSE OF
YOU WHO ARE CLIENTS, WHICH CUTS
ACROSS ALL OF THE GOVERNMENT
AGENCIES.
I HOPE THAT YOU'VE GAINED SOME
IMPORTANT INSIGHTS FROM MY JOE
JORDAN CONVERSATION, AND I HOPE
YOU WILL JOIN US NEXT WEEK FOR
THE SECOND PART OF THE
INTERVIEW.
IN PART TWO, JOE AND I DISCUSS A
NUMBER OF CRITICAL ISSUES,
INCLUDING LPTA AND BEST VALUE,
THE UNIQUE ISSUES FACING SMALL
BUSINESSES AND THE CHALLENGE
THEY OFTEN FACE IN GAINING
ACCESS TO POTENTIAL GOVERNMENT
CUSTOMERS, THE COMPETITION
BETWEEN INCUMBENTS AND
CHALLENGERS,
AND, LASTLY, JOE'S TAKE ON THE
TERM "INHERENTLY GOVERNMENTAL
ACTIVITY."
AS ALWAYS, THANK YOU FOR MAKING
"GOVERNMENT CONTRACTING WEEKLY"
A PART OF YOUR LEARNING
EXPERIENCE.
ON BEHALF OF ALL MY
COLLEAGUES AT KEY SOLUTIONS, I'M
JIM McCARTHY, AND WE'LL SEE YOU
NEXT WEEK.
>> YOU'VE BEEN WATCHING
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SPONSORED EACH WEEK BY AOC KEY
SOLUTIONS INCORPORATED.
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