GovWin
GovWin Recon - May 22, 2015

GovWin Recon, produced by Deltek's Federal Industry Analysis (FIA) team, is designed to support awareness and understanding of the issues impacting the government and the contractors that serve it. Recon highlights key developments surrounding government technology, policy, budget and vendor activities.

Headlines beginning with an * include quotes from Deltek analysts.

Federal IT:

Agency News:

Vendor News:

Cybersecurity:

Transparency and Performance:

Defense / C4ISR / Embedded Technology:

Contracting / Acquisition:

Legislation:

State and Local:

AEC News:

GovWin Recon is Deltek's daily newsletter highlighting federal government contracting news and analysis from around the government contracting world. Get it delivered to your e-mail inbox, free!

NASA Charts Course for Information Technology Development

The National Aeronautics and Space Administration (NASA) is seeking input on drafts of the organization’s technology roadmaps that will shape priorities for the next 20 years.

Five years ago, in 2010, NASA developed a set of technology roadmaps to guide space technology developments. This month, NASA released drafts updating and expanding on those fourteen roadmaps. These documents will serve as a foundational piece of the Strategic Technology Investment Plan (STIP), which will lay out a strategy prioritizing technology developments and establishing principles for investment. NASA’s web-based system, TechPort, tracks and analyzes technology investments. Together, the roadmaps, STIP, and TechPort enable portfolio management for NASA’s technology spending, aligning investments and reducing duplication.

The 2015 NASA Technology Roadmaps cover fifteen Technology Areas. Crosscutting technologies, like avionics, autonomy, information technology, and space weather, span multiple sections. Focusing on applied research and development activities, NASA’s Technology Roadmaps cover a broad set of needed technologies and development approaches for the next 20 years (2015 to 2035). The Modeling, Simulation, Information Technology, and Processing Technology Area highlights advances in flight and ground computing capabilities, physics-based and data-driven modeling, as well as information and data processing frameworks, systems, and standards. The capabilities addressed within this area impact other technologies across the NASA portfolio, enabling application-specific modeling, simulation, and information technologies called out in other roadmaps to support the ever-increasing challenges of NASA missions.


Despite parts of the discipline-specific nature of parts of the technology area, many of the capabilities will enable advances in modeling and simulation for areas addressed in other roadmaps, which address specific domain perspectives. The current roadmap continues the pattern of previous versions, listing Modeling and Simulation separately; however, given the high degree of their interrelation, the roadmap contents often reference them together.

Goals for the next twenty years include development of transformational flight and ground computing capabilities, increased modeling productivity and fidelity, simulations to enable risk management across the entire system lifecycle, and progress around leveraging NASA’s massive volumes of observational, sensor, simulation, and test data. Ultimately, these capabilities will help to empower decision makers and support NASA’s missions. 

NASA released a request for information (RFI) on May 11, 2015 associated with the road map drafts. The space agency is looking to determine if the correct state of the art has been identified, gauging interest in space applications from commercial industry and other government agencies, use of technology for non-space applications, and exploring partnerships for technology development. The comment period is open until June 10, 2015.

 

Originally published for Federal Industry Analysis: Analysts Perspectives Blog. Stay ahead of the competition by discovering more about GovWinIQ. Follow me on twitter @FIAGovWin.

 

GovWin Recon - May 21, 2015

GovWin Recon, produced by Deltek's Federal Industry Analysis (FIA) team, is designed to support awareness and understanding of the issues impacting the government and the contractors that serve it. Recon highlights key developments surrounding government technology, policy, budget and vendor activities.

Headlines beginning with an * include quotes from Deltek analysts.

Federal IT:

Agency News:

Vendor News:

Cybersecurity:

Cloud Computing / Data Center Consolidation / Virtualization:

Health IT:

Transparency and Performance:

Defense / C4ISR / Embedded Technology:

Legislation:

State and Local:

AEC News:

GovWin Recon is Deltek's daily newsletter highlighting federal government contracting news and analysis from around the government contracting world. Get it delivered to your e-mail inbox, free!

GovWin Recon - May 20, 2015

GovWin Recon, produced by Deltek's Federal Industry Analysis (FIA) team, is designed to support awareness and understanding of the issues impacting the government and the contractors that serve it. Recon highlights key developments surrounding government technology, policy, budget and vendor activities.

Headlines beginning with an * include quotes from Deltek analysts.

Federal IT:

Agency News:

Vendor News:

Cybersecurity:

Cloud Computing / Data Center Consolidation / Virtualization:

Big Data / Analytics:

Mobility:

Transparency and Performance:

Waste, Fraud and Abuse:

Defense / C4ISR / Embedded Technology:

Contracting / Acquisition:

State and Local:

GovWin Recon is Deltek's daily newsletter highlighting federal government contracting news and analysis from around the government contracting world. Get it delivered to your e-mail inbox, free!

Falling back in love with business development #LoveBDAgain

Last week’s American Institute of Architects (AIA) convention brought more than 18,000 attendees from around the globe to the Georgia World Congress Center in Atlanta. The three-day event featured more than 300 educational sessions/workshops and a massive expo with nearly 800 exhibitors.

As in years past, Deltek’s presence was in full force at this premier architecture, engineering and construction (AEC) event. In addition to showcasing Deltek solutions on the expo floor,  Senior Product Marketing Specialist Megan Miller led a seminar titled “Fall in Love with Business Development Again” to a packed crowd on Thursday afternoon.

 

Alongside Wallace Engineering’s Brad Thurman, PE, FSMPS, CPSM, Miller covered the common pain points identified by business developers and presented tips on how to reengage the industry and win more business.

 

A 2014 study by the Society for Marketing Professional Services Society (SMPS) – “The Seller-Doer Model: Is it Really Taking Hold – and Is It Working?” – revealed that 63 percent of firms surveyed reported an increase in the number of seller-doers in their company, where employees are not only responsible for business development (BD), but also sales, technical, marketing and client support. However, only 4 percent of companies considered their seller-doers as “highly effective.”

 

A major obstacle with this growing seller-doer model is the lack of time devoted to business development when having to wear multiple hats. Miller stressed that “business development is the lifeblood of your organization,” and Thurman reminded attendees that BD is not about sales, but about “nurturing relationships.”  

 

Many attendees reported they simply don’t have enough hours in the day to dedicate to BD, and they often find themselves doing tasks they don’t enjoy, such as cold calling, expense reports, and attending meetings. Thurman and Miller provided several practical tips for spending more time on the tasks you love and blocking time for business development.

 

Miller also touted the importance of being more selective in business development. Statistics show it takes 100 cold calls to get one lead; therefore, companies should narrow their prospect lists and truly nurture that network. Taking the time to learn about a potential client and their needs before approaching them goes a long way in distinguishing your organization from the rest. 

GovWin IQ offers several solutions to help business developers learn about potential clients and narrow their prospect list in the public sector. GovWin IQ’s Government Snapshots tool combines government data with Deltek’s expert analysis and forecasting tools to provide vendors with key information on spending, population, agency contacts, employment, bids, and more so that they can make informed business decisions in their target markets.

 

GovWin IQ Lead Alerts act as the first hint of a project for business developers. Our analysts are scouring government websites and reviewing state and local capital improvement plans (CIP) on a daily basis to identify new projects across all vertical markets and provide updates on past CIP initiatives. Lead Alerts help you identify projects planned years in advance so you can start building relationships with prospects early.

 

Further, GovWin IQ’s newly expanded contract awards database offers business developers deep insight into current contracts across the state and local market, expiring agreements that may be rebid, as well as bid tabulations/bidders lists offering strong competitive intelligence.

 

Learn more about GovWin IQ solutions with a free trial

 

VA Sets Up New Office to Support Information Security Readiness

On the heels of more than one billion attempts to plant malware on its networks and almost 360 million network intrusion attempts, VA announced a new program office to ramp up cybersecurity readiness.

Earlier this week, FedScoop reported that the VA had awarded a new $50M contract to support its Continuous Readiness in Information Security Program (CRISP).  In addition, VA has named a senior information security office to head the new CRISP program management office.

ASM Research, a wholly owned subsidiary of Accenture Federal Services, will provide CRISP Support Services to VA under a T4 contract task order awarded in April.

Stephen Warren, VA CIO, named Dan Galik to lead the new CRISP program management office in an internal memo in March. Galik currently oversees the VA Network and Security Operations Center and has held senior security posts at HHS, IRS, NRC and DISA. 

In an interview with FedScoop Galick said, “One of my goals is to instill a sense of urgency,” with reference to VA’s security processes.  Galik wants to mimic work done at the State Department in establishing security scorecards for its embassies.  He would like to develop a security dashboard for the 150 VA medical centers, as well as all VBA regional offices. Galik’s hope is to establish a reporting mechanism that is understandable by VA leadership at each location.   “I have to make this complex area understandable,” stated Galik. One of the CRISP program’s objectives is to arm local security managers with information and metrics regarding their own security position, and give them the ability to easily respond to senior official inquiries.

The challenge is to establish a security posture that doesn’t inhibit or infringe on patient care.  “We don’t want to lock down too much to a degree where they impact patient safety and patient car.  So we always have a proper risk management trade-off,” said Galik.

 

GovWin Recon - May 19, 2015

GovWin Recon, produced by Deltek's Federal Industry Analysis (FIA) team, is designed to support awareness and understanding of the issues impacting the government and the contractors that serve it. Recon highlights key developments surrounding government technology, policy, budget and vendor activities.

Headlines beginning with an * include quotes from Deltek analysts.

Sequestration / Budget:

Federal IT:

Agency News:

Vendor News:

Cybersecurity:

Cloud Computing / Data Center Consolidation / Virtualization:

Health IT:

Big Data / Analytics:

Transparency and Performance:

Defense / C4ISR / Embedded Technology:

Contracting / Acquisition:

State and Local:

AEC News:

GovWin Recon is Deltek's daily newsletter highlighting federal government contracting news and analysis from around the government contracting world. Get it delivered to your e-mail inbox, free!

Cloud Computing Confusion: Inconsistent Terminology is Muddying the Water

The federal cloud computing market is nothing if not confusing. Despite the best efforts of technical personnel at the National Institute of Standards and Technology to define what cloud is, the cloud market has come to encompass goods and services well beyond the narrow definitions of Infrastructure, Platform, and Software-as-a-Service. Understanding this is important for industry, because the complexity of the cloud market means finding business opportunities is that much harder.

Take for example the booming business of migrating agency datasets to big hosting companies like Amazon Web Services. AWS provides the cloud (the IaaS), but another vendor does the migration work. In this context, what part of the work should be considered cloud computing? The hosting services provided by AWS are clearly cloud, as defined by the NIST, but without the data migration work done by the industry partner, AWS provides nothing. The industry partner is a critical piece of the cloud puzzle, so should the migration work not also be considered part of the cloud market?

At Deltek, we call these types of services “cloud enabling” and we consider them to be part of the cloud computing paradigm. Therefore, we include spending on those services in our analysis of the federal cloud market. So, if cloud enabling services fit into a broader definition of the market, is your business development team searching for opportunities to do this kind of work?

Services like data migration are one shade of gray among many. An even more challenging trend that has emerged within the last couple of years is the use of the term “cloud” to describe a network of communications hardware and switches. This term first came to my attention in the early stages of the Defense Department’s implementation of multi-protocol label switching routers for the Joint Information Environment. Referred to as an MPLS cloud, the “cloudiness” of the MPLS gear appears to refer to the scalability of the hardware, but does the MPLS cloud really fit the definitions of cloud provided by NIST? The DoD is now taking the cloud analogy one step further, referring to sensor arrays as clouds. Are sensor arrays cloud computing? Their description as cloud confuses the issue quite a bit.

So What?

Seeking clarity in the terminology is not simply the complaint of a picky analyst. Consider the following. Using cloud terms for things that are not cloud has a serious impact on our understanding of the market and the size of the business opportunity related to cloud. For example, the Federal Aviation Administration has requested $24.3 million in FY 2016 for its Terminal Voice Switch Replacement program. The TVSR “replaces aging and obsolete voice switches” related to air traffic control. These switches are basically boxes of hardware that enable the use of Voice over Internet Protocol (VoIP).

In its FY 2016 IT budget request, the Department of Transportation requested $71.5 million for cloud computing. The question must be asked, however, if a collection of FAA switching hardware constitutes a cloud. If so, then cloud service providers may consider the size of the DOT cloud business opportunity to be $71.5 million. If not, the FY 2016 cloud opportunity at DOT is $47.2 million.

Company leadership uses these figures to set expectations for the business opportunity available to their sales teams. Let’s say your company’s team is expected to capture 5% of the total cloud spend at the DOT and compensation levels are set accordingly. Does that total equal $3.5 million (5% of $71.5 million) or $2.35 million (5% of $47.2 million)? The distinction matters if your company doesn’t happen to sell the switching equipment that the DOT calls cloud.

The correct use of terminology is important because the definition of cloud computing informs business decisions. If the definition is flawed, the resulting decision is as well. If that matters to your sales team and bottom line, you can see why the terminology matters and why clearing up the confusion is relevant.

 

OMB FY 2017 Budget Guidance – Agencies Told to Cut More

While the FY 2016 federal budget appropriations bills are working their way through Congress, the Office of Management and Budget (OMB) is looking to FY 2017 and has again directed agencies to submit lower discretionary budgets.

Following their normal budget process and timelines, federal agencies are beginning to prepare their FY 2017 budgets, which will not be submitted to Congress until February 2016 to take effect that October, more than 16 months from now.  As is customary for this time of year, OMB issued a memo with specific budget preparation guidance for FY 2017 to outline any new or specific parameters that agencies are to follow.

Discretionary Budget Requirements

Key provisions in OMB’s guidance to agencies for their FY 2017 budget submission include:

  • A five percent reduction below the agency’s net discretionary total for FY 20 17 as stated in the FY 2016 Budget (unless otherwise directed by OMB)
    • The 5 percent reduction is to apply equally to defense and non-defense programs. Agencies that are split between the two may not reduce one area more than 5 percent to offset the other area.
  • Requirement to sufficiently fund ongoing Presidential priorities
  • Inclusion of a separate section that identifies recommendations on how they will continue efforts to increase effectiveness and reduce fragmentation, overlap, and duplication
  • Identifying additional investments in programs that support their missions, especially programs with strong evidence of effectiveness. However, the agency’s total net discretionary for FY 2017 may not exceed the FY 2017 total provided in the FY 2016 budget request. Agencies should separately identify and rank these investments by priority.

As in previous years, agencies are to exclude the following:

  • Shifting costs to other parts of the Federal budget
  • Reclassifying existing discretionary spending to mandatory
  • Reductions to mandatory spending to be enacted in appropriations bills
  • Across-the-board reductions
  • Enacting new user fees to offset existing spending, (although agencies may submit these separately as alternative ways to achieve the guidance level.)

Other Parameters

In addition to the directives above, agencies are instructed to continue to support the President's Management Agenda (PMA) focused on agency effectiveness and efficiency as well as government-funded data and research efforts and workforce improvements. In support of the PMA, OMB wants agencies to focus on

  • Implementing CAP goals
  • Using data-driven management reviews (e.g. FedStat)
  • Supporting Agency Digital Service Teams
  • Reducing their real property footprint
  • Reducing improper payments
  • Enhancing shared services
  • Implementing the DATA Act and FITARA.

Further, OMB wants agencies to prioritize institutionalizing the use of data and evidence to drive better decision-making and achieve greater impact at their agencies.

While there are no surprises or major changes in how OMB is directing agencies to develop their budgets over recent years, it seems that the number and complexity of requirements continues to grow.

GovWin Recon - May 18, 2015

GovWin Recon, produced by Deltek's Federal Industry Analysis (FIA) team, is designed to support awareness and understanding of the issues impacting the government and the contractors that serve it. Recon highlights key developments surrounding government technology, policy, budget and vendor activities.

Headlines beginning with an * include quotes from Deltek analysts.

Federal IT:

Agency News:

Vendor News:

Cybersecurity:

Big Data / Analytics:

Transparency and Performance:

Defense / C4ISR / Embedded Technology:

Contracting / Acquisition:

Legislation:

State and Local:

GovWin Recon is Deltek's daily newsletter highlighting federal government contracting news and analysis from around the government contracting world. Get it delivered to your e-mail inbox, free!

More Entries