WT 360: The market from all angles

Latest Episodes:

Real Talk on Trusted Internet Connections 3.0 Apr 22, 2020

Show notes

In this Real Talk podcast from our partner GMarkU, we explore TIC 3.0, which was released in December, and what it means for the government market.
Trusted Internet Connection 3.0 will have a broad impact on the market and this podcast examines TIC 3.0 from the basics to the pain points agencies face.
Tom Suder, president and founder of the Advanced Technology Research Center, and host Matt Langan of L&R Communications share their expertise on a topic that will have an impact across the market.

What GovCon's new 'business as usual' looks like during pandemic Apr 09, 2020

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Get a glimpse at how the business of government contracting has shifted to a different pace and cadence amid the COVID-19 pandemic in this episode with Amber Hart and Lisa Shea Mundt, the founders in charge at market intelligence firm The Pulse of GovCon.

With some exceptions, much of the world has shifted to a largely stay-at-home setup that is causing both government contractors and their agency customers to think and collaborate in different ways with much of their personnel working remotely. With their business development and proposal consultant hats on, Hart and Mundt share insights into how GovCon firms and agencies have made that shift and what that looks like now in terms of daily operations.

Hart and Mundt also have their eyes on where federal dollars are going as part of the overall COVID-19 response and have important words of wisdom every business should take heed of before looking to position for that funding.

Legal issues arise in contracting during a pandemic Apr 06, 2020

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The coronavirus response has elevated several legal issues for government contractors. In this episode, contracts attorney James Fontana highlights where legal issues can arise and how contractors should be proactive in protecting their business and employees.

Fontana, co-founder and managing partner of the firm Dempsey-Fontana, has been a contracts lawyer for three decades and understands the legal exposure and risks contractors face in an ever changing environment.

He talks to Editor Nick Wakeman about how COVID-19 and the response to it are creating new challenges for government contractors, from understanding customer requirements to working from home to the need to communicate.

Protecting small businesses during the COVID-19 pandemic Apr 01, 2020

Show notes

The challenges and risks faced by small business government contractors are severe. They face possible work stoppages, slower payments, layoffs, and the threat of bankruptcy.
Bruce Lyman is the CEO of Parabilis, a firm that works with government contractors on getting financing. He talks with Senior Staff Writer Ross Wilkers about the challenges small businesses face and what can be done to support them.
The economic impact of widespread small business failures is great, but there are steps the government is taking. Lyman explains what is being done and other tools the government could use to help small firms.

The small business path to CMMC compliance Mar 27, 2020

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Alba Aleman, Citizant CEO and recognized small business advocate, explains that small businesses should embrace the Defense Department's new cybersecurity requirements for contractors as both a way of differentiating themselves and path to being a stronger organization instead of seeing it as a burden.
In fact, Aleman believes the Cybersecurity Maturity Model Certification standard should have been made mandatory years ago. For this episode, she explains how her company approaches CMMC as a quality issue and one that will have benefits across of all of Citizant. It's an example both large and small businesses can follow.

COVID-19 and the risk to the GovCon supply chain Mar 24, 2020

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Explore the impact of COVID-19 on the GovCon supply chain in Senior Staff Writer Ross Wilkers' interview with Chris Meissner, founding partner with the 202 Group, a data analytics and market intelligence firm.
Meissner's firm specializes in using rich analytics tools to examine tech trends and develop competitive intelligence, particularly around the supply chain.
There are still a lot of unknowns, but Meissner explains the areas to pay attention to as the market moves forward.

Harnessing social media in the face of the COVID-19 pandemic Mar 20, 2020

Show notes

Many of us are practicing social distancing as the world deals with the coronavirus pandemic: either with being hunkered down at home or in offices that are very sparsely populated. It’s a different way of working that all of us are adjusting to.

That also means many are working with little to no face-to-face contact with customers and partners. Marketing expert Mark Amtower shares how social media tools can build and enrich those critical relationships even when you can't be in the same place.

COVID 19: BD and capture actions should you be taking right now Mar 18, 2020

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There is plenty for contractors to do as the coronavirus turns the market and world on its collective head. Business development and capture expert Lisa Pafe offers advice and insights on what actions you should take as COVID 19 causes delays and postponements.

All of us are facing a market that has been significantly disrupted because of the pandemic. The normal course of business looks very different, but that doesn't mean the work comes to a halt.

Pafe, a Washington Technology columnist and vice president of Lohfeld Consulting, has over 25 years of business development and capture management experience. Here, she offers practical advice on concrete actions you should be taking today.

The art of matchmaking and differentiation Feb 25, 2020

Show notes

A matchmaker in the government market must be an intermediary that possesses a deep understanding of two key items: what customers are asking for, and the companies whose capabilities might fill that need.
Stephanie Alexander and Katie Bilek are the matchmakers at Govmates where they blend art and algorithm to connect customers and companies. In this podcast interview with Senior Staff Writer Ross Wilkers, they share the perspective they’ve gained from their unique perch in the market, including views on non-traditional players, small business challenges and what differentiation really means.

Reporter's Notebook: Big news comes in bunches Feb 12, 2020

Show notes

The month of February started with a bang with several important news stories breaking within days of each other, including big news from Leidos, SAIC and the CIA.
Leidos closed a $1 billion acquisition and then announced another deal just as big. The next day the Navy picked them for the $7.7 billion NGEN award, a takeaway from the incumbent , Perspecta.
Not to be outdone, SAIC announced their own deal, a $1.2 billion acquisition of Unisys Federal. And that deal will fundamentally change how SAIC goes to market.
That's enough news for one week but we also had the release of the final CMMC standards, AECOM completed its spin-off of Amentum, PAE went public, Huntington Ingalls signed a $350 million deal to buy marine robotic developer Hydroid, and, finally, the CIA released the draft solicitation for its multi-billion cloud contract, Commercial Cloud Enterprise.
And just to add a little more color, Amazon Web Services filed a request to depose President Trump and others as part of its protest battle over the JEDI cloud contract.
Catching their breath, Editor Nick Wakeman and Senior Staff Writer Ross Wilkers give their take on what all this news means and what they see ahead in the market.

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