WT 360: The market from all angles

Latest Episodes:

Bob Lohfeld Jr. and the power of private equity May 29, 2019

Show notes

Bob Lohfeld Jr. , founder and CEO of Sev1Tech, explains why he sold his mid-tier company to a private equity firm. The decision wasn't about cashing out -- he's not going anywhere -- but the infusion of resources from DFW Capital Partners will give Sev1Tech the ability to accelerate its growth.
The acquisition of Sev1Tech is just one of many involving private equity firms buying mid-tier platforms. And Lohfeld's interview gives us unique insights into why more of these deals are happening in today's market.

Project 38: Reporters' Notebook II Mar 01, 2019

Show notes

Washington Technology Editor Nick Wakeman and Senior Staff Writer Ross Wilkers share their insights on the major happenings in the GovCon market during the first two months of 2019.
From the end of the partial government shutdown to early M&A activity to the prospects of the return of sequestration and what's next for JEDI, Wakeman and Wilkers talk about some of the major factors driving the government market.
These two veteran reporters have talked to some of the leading executives in the market who shared their strategic plans and what might come next in the GovCon space.
Listen as Wakeman and Wilker share what they've learned and what they see coming in 2019.

Project 38: PSC's David Berteau on the shutdown aftermath Feb 21, 2019

Show notes

We pay another visit with David Berteau, president and CEO of the Professional Services Council, to get his insights on how the GovCon industry is bouncing back from the partial government shutdown and what might come next.

Berteau shares what he has been hearing from his member companies and he puts the recovery into three buckets:

Immediate damage caused by lost revenue
Lost opportunities because of the shutdown
The long-term damage to recruiting and retaining workers

There is a silver lining in that the government is fully funded now and there is time to win new work and recoup lost revenue before the end of fiscal 2019 on Sept. 30.

But it is paramount for companies to talk to customers now and prepare for any future shutdown, Berteau says. Lay the ground work now for weathering the next shutdown.

He also describes other efforts underway that might ease the pain of a future shutdown.

Project 38: SAIC's Moraco on M&A strategy Feb 05, 2019

Show notes

In part two of our interview with SAIC's Tony Moraco he shares his views on the extra value he looks for from merger and acquisition targets and how that creates opportunities for growth.
In part one we focused on SAIC's Engility acquisition and in part two we take a broader look at the company's M&A strategy and how SAIC' is organized to pull capabilities from across the company to chase new opportunities.
Moraco also explains how critical mass with a customer is defined and how that measure informs the company's strategy.
Between parts 1 and 2 of our interview with Moraco, you can gain valuable insights into what SAIC is doing and how it reflects broader trends in the GovCon market.

Project 38: SAIC's Moraco on the Engility acquisition Jan 30, 2019

Show notes

Listen to our interview with SAIC CEO Tony Moraco as he shares how buying Engility accelerates SAIC's strategy, what its integration plan is, and where he sees opportunities for growth.
Moraco shares about lessons learned from SAIC's acquisition of Scitor and how Engility brings SAIC critical mass in the intelligence and space markets.
He also talks about what he sees as the key factors that will drive SAIC's success over the next several years.
This is part 1 of a two-part podcast. In part 2, Moraco shares more about SAIC's goals and strategic approach to the market.

Project 38: Tom Davis on politics and procurement Jan 22, 2019

Show notes

In part 2 of our two-part interview with former Rep. Tom Davis, the congressman shares his views on procurement, politics and what he would do if he were king.
Davis sees some things in the contracting market going well but a lot of things not working. There is paralysis on Capitol Hill but he sees a light at the end of the tunnel -- the return of earmarks.
He explains how earmarks can break the gridlock in Congress as well as be a tool for fostering more innovation. He also thinks contracting officers need more authority and the ability to make the best deals for the government and taxpayers.
All of this would spell good news for contractors but they need to focus on their business case and the mission of their customer.

Project 38: Tom Davis' shutdown insights Jan 16, 2019

Show notes

Listen in on our recent conversation with former Republican Congressman Tom Davis and get his insights on the government shutdown and what he would suggest as a way out.
Davis led a variety of efforts focused on improving contracting and procurement during his time as a congressman from Virginia and he sees the current shutdown as a no-win situation both parties.
The dysfunction in Congress being driven by a lack of tools that can foster bipartisanship, such as earmarks, Davis said. Without these kinds of tools, there is no incentive for members to work together on issues and find solutions that can benefit both sides.
Davis also describes how the GOP and the Democrats s risk damaging their standing with their base if they give in on funding for a wall along the southern border.
An answer could lie in finding something that both parties value and building an agreement from there. Davis has a suggestion but the question is will anyone listen?

Project 38: PSC's David Berteau on contractors weathering the shutdown Jan 11, 2019

Show notes

In this interview Professional Services Council President and CEO David Berteau shares what he is hearing from industry on the impact of the government shutdown and steps contractors should be taking now to get ready for when the government reopens. Whenever that is.
Government contractors have been sharing a sense of confusion and uncertainty with Berteau and PSC as the government shutdown pushes into its fourth week.
Contractors who are working are uncertain if and when they'll get paid. Contractors who aren't are faced with the challenge of hanging onto employees while customer sites are shuttered and projects languish.
The uncertainty also extends to what to do when the government reopens. As Berteau says, you can stop work in five minutes but it might take days to restart.

Project 38: Reporters Notebook Dec 20, 2018

Show notes

Washington Technology Senior Staff Writer Ross Wilkers joins Editor Nick Wakeman in a review of the major trends and issues driving today's market, including major acquisitions, procurement trends and what JEDI says about contracting today.
They take a look back at 2018 and discuss how the market is transforming. A major talking point is how the influx of commercial technologies is changing business models and the need for traditional contractors to adapt. They also discuss why having a healthy stable of public companies is important for the government market.

Project 38: Diana Gowen and the telecom pivot Nov 28, 2018

Show notes

Whether you are talking FTS 2001, Networx or the EIS contract, few people know the ins and outs of the government telecommunications market like Diana Gowen, the leader of MetTel’s federal business and a veteran of CenturyLink, Qwest, MCI and AT&T.
She shares her views on how the market has changed and how it hasn't and why partnerships and bringing solutions to your customers are fundamental to success in the government market.