cybermaryland2018 october 10, 2018...• securing the homeland security supply chain act of 2018...

CyberMaryland2018 October 10, 2018

Accelerating Business Growth in the Cyber Market

Gloria Larkin

President, CEO

TargetGov

@TargetGov © TargetGov 2018

Gloria Larkin

• President, CEO

• Creator of the FAST™ Process and KickStart Program™

• Clients have won $4+ billion in federal contracts

• Nationally recognized federal contracting business development expert

• Quoted in Wall Street Journal, Washington Post, INC Magazine, Bloomberg

• Author of The Basic Guide to Government Contracting

• Educational Foundation Board Chair Emeritus for WIPP.org

• [email protected] 866-579-1346

© TargetGov 2018 @TargetGov


Agenda

• Funding trends

• Contract vehicles

• Positioning to win market share

• Federal cyber decision makers

• Fast-track tools for success

• Guaranteeing decision-maker meetings

Bloomberg Government’s Time-Tested Definition of the Cybersecurity Market

Bloomberg Government’s cybersecurity market is designed to find unclassified contracts paying for cyber work. It combines:

• Information assurance – policies requiring user authentication, data protection, network maintenance, and securing classified and sensitive information

• Information security – technology to protect from unauthorized access, use, intrusion, and disruption

• Computer network operations – defend U.S. computer networks and attack or exploit those of adversaries

• Insider threat – user authentication, employee monitoring and intrusion mitigation hardware, software and services

• Biometrics – IT equipment, software and related services that measure user characteristics for authentication

• Professional services – some non-IT services such as engineering, program management, and financial management

The market excludes related information technology – such as computer hardware and wireless routers – facilities, and physical security systems


Spending Rose in Fiscal 2017 in Defense and Civilian Agencies, a Trend Likely to Continue

Cybersecurity spending is roughly equal between defense and nondefense Unclassified cybersecurity contract obligations by fiscal year; dollars in billions

$1.83 $2.34 $2.55

$3.03 $3.44

$1.70

$2.28 $2.45

$2.90

$3.31

2014 2015 2016 2017 2018 (proj.)

Defense Department Civilian agencies

Notes: Projections based on a four-year compound annual growth rate

Source: Bloomberg Government data


Cybersecurity Spending Expected to Increase into Fiscal 2019

Legislation and strategies may change future cyber spending

For example:

• Securing the Homeland Security Supply Chain Act of 2018 (H.R. 6430) would would authorize DHS to exclude vendors, including subcontractors, that don’t take adequate steps to reduce supply chain risk.

• The Defense Department’s 2018 cyber strategy emphasizes defending its networks from adversaries and expanding cyber capabilities with allies.

Cyber budget up in fiscal 2019, contracts

likely to follow

Cybersecurity budget by fiscal year; dollars in billions

$7.33 $8.06 $8.64

$5.93 $6.24

$6.49

2017 2018 2019

Defense Department Civilian agencies

Source: President's fiscal 2019 budget, appendix 21


Top Cyber Contracts and Contractors

Rank Company

Contract

obligations

#1 Booz Allen Hamilton Holding Corp. $585.8

#2 Perspecta Inc. $338.4

#3 General Dynamics Corp. $266.9

#4 Vectrus Inc. $210.0

#5 Accenture PLC $200.2

#6 CGI Group Inc. $171.0

#7 Northrop Grumman Corp. $134.0

#8 CACI International Inc. $115.3

#9 Identity Theft Guard Solutions Inc. $110.6

#10 Arctic Slope Regional Corp. $107.4

Company rankings in fiscal 2017

Obligations in millions

Rank Contract / Vehicle

Contract

obligations

#1 One Acquisition Solution for Integrated Services (OASIS) $385.7

#2 Solutions for Enterprise - Wide Procurement (SEWP) V $376.5

#3 SeaPort Enhanced $367.1

#4 Schedule IT-70 $322.9

#5 Next Generation Enterprise Network (NGEN) $305.1

#6 Operation, Maintenance and Defense of Army Communications in Southwest Asia and Central Asia $210.0

#7 Alliant Large Business $156.1

#8 Enterprise Acquisition Gateway for Leading Edge Solutions II (EAGLE II) $149.4

#9 Bureau of Consular Affairs Global Support Strategy $146.8

#10 8(a) STARS II $124.1

Contract rankings in fiscal 2017

Obligations in millions



FY18-19 Forecast of Current IDIQ’s That Expire Involving Cyber Activity

Reflection of Top Set Aside Activity

• 96.57% ($905.04 M) - No Set-aside

• 2.45% ($22.94 M) - 8(a) Award

• 0.82% ($7.73 M) - Small Business Total

• 0.16% ($1.51 M) - 8(a) Sole Sourced

@TargetGov


FY18-19 Forecast of Current IDIQ’s that expire involving Cyber Activity

Reflection of top NAICS

• 49% ($464.96 M) - 541712 - Research and Development in the Physical, Engineering, and Life Sciences (except Biotechnology)

• 27% ($257.56 M) - 541330 - Engineering Services

• 18% - ($170.03 M) - 541720 - Research and Development in the Social Sciences and Humanities

@TargetGov


DOD Information Analysis Center Multiple-Award Contract (IAC MAC) for FY18-19

$28B, 9 Year IDIQ

LATEST UPDATE: 09/10/2018: The Defense Department has made its third and final round of awards against a potential nine-year, $28 billion contract for technology research-and-development services.

This latest batch of awards went to 10 companies for Pool 2 of DOD's Information Analysis Center Multiple-Award Contract also known as IAC-MAC.

DOD awarded this pool as a small business set-aside, the department said in its Thursday contract awards digest.

Pool 2 awardees are: • Agile Innovative Solutions joint

venture • Barbaricum • BRTRC Federal Solutions • Data Systems Analysis • Delta Constellation Group • Integrity Applications • Naval Systems • Sonalysts • Systems Planning and Analysis-

Envisioneering • Varen Technologies


Overview of DISA ENCORE III-Follow on to DISA II DISA III - Small Business Current Awardees

EZGovOpps Market Intelligence Analyst Update 09/10/2018: The Defense Information Systems Agency has chosen 20 companies for the small business portion of its potential 10 year, $17.5 billion Encore III contract for broad enterprise IT services. DISA received 95 proposals for this SB track of the contract that covers a five-year base ordering period followed by another five individual option years. Encore is DISA’s main vehicle for IT services that include planning and policy, business process re-engineering, network support and cloud professional services. DISA in March opened the large business track of the contract with 20 companies also selected for that portion. The contract was competed on a low-price, technically acceptable basis and saw some incumbents choose not to rebid for the third iteration.

https://washingtontechnology.com/blogs/editors-notebook/2018/03/disa-encore-iii-awards.aspx


Encore III (20) Small Business Awardees •Amyx •ASRC Federal •Compqsoft •Credence Management Solutions •Data Computer •Defense Solutions Group •Encore III Partners •FEDITC •Global Consulting International •Innovations joint venture

•Integral Consulting Services •Integrated Computer Solutions •Madian IT Solutions •Mission Services •New Generation Solutions •Riverside Engineering •Siertek-Peerless joint venture •Superior Government Solutions •Team CSI joint venture •Vsolvit

* A separate $7.5 billion DISA contract known as “SETI” -- a higher-end companion to Encore III -- is currently under protest from four disappointed bidders. SETI’s large business track had 14 awards made in June out of 35 total bids and the small business piece is still to be awarded.

https://washingtontechnology.com/articles/2018/06/15/disa-seti-awards.aspx

https://washingtontechnology.com/articles/2018/06/15/disa-seti-awards.aspx


DISA ENCORE III Large Business Track

• 22nd Century Technologies Inc.

• AASKl Technology Inc.

• Ace Info Solutions Inc.

• ActioNet Inc.

• AECOM XNet LLC

• Booz Allen Hamilton Inc. (incumbent)

• CACI International (incumbent)

• CSRA LLC (incumbent)

• ECS Federal LLC

• General Dynamics

• IAP C4ISR

• IndraSoft Inc.

• Leidos Innovations Corp. (incumbent, thanks to acquisition of Lockheed Martin’s IT business)

• ManTech International (incumbent)

• NES Associates LLC (now part of CSRA)

• NetCentrics Corp.

• Next Tier Concepts Inc.

• Phacil Inc.

• Qbase LLC

• Solers Inc. (incumbent)

DISA said it received 72 bids for the contract and 20 companies won (20 Awardees total - 6 are Incumbents from DISA II Program)


DISA ENCORE III Large Business Track Incumbents Missing from DISA II Program

• BAE Systems

• CGI Federal

• DXC Technology

• Harris Corp. (possibly Peraton -- the former Harris IT business)

• IBM

• Jacobs Engineering

• L3 Technologies

• Northrop Grumman

• Raytheon

• SAIC

• Salient CRGT

• Unisys

• Vencore


Look Back at DISA ENCORE II Program • ENCORE II

ENCORE II is a multiple award contract (MAC) issued by the Department of Defense Information Systems Agency (DISA). The ENCORE II contracts provide technical solutions for the Military Services, DOD and other Federal agencies to satisfy their Information Technology (IT) solution requirements. IT solutions encompass a range of capabilities from legacy systems to new, merging, net–centric technologies.

• Under these contracts, the contractor shall assist the government in providing IT solutions for activities throughout all operating levels of all customer organizations in support of all functional requirements including Command and Control (C2), Intelligence, and Mission support areas, and to all elements of the Global Information Grid (GIG). @TargetGov

© TargetGov 2018


Look Back at DISA ENCORE II Program

Contracts Ceiling - $12.225B

Multiple Award ID/IQ Task Order Contracts

Performance Based Acquisition (PBA)

Twenty-six World-Class Vendors; 14 Large - 12 Small

Access to More Than 1400 Large and Small Business Industry Partners

Low administrative costs

External Ordering Agency Fee is 1%

Available to all federal agencies and world-wide

Forty-three day award cycle goal

@TargetGov


Look-Back Top Performers for Large Business Track of DISA ENCORE II


Look Back-- Large Business Track Holders of DISA II-26 Awardees

Company

3H Technology Federal Group Jacobs Technology, Inc

Analytical Services, Inc. Lockheed Martin Information Services, Inc (LMIS)

AnviCom, Inc. NETCONN Solutions

BAE Systems Information Technology LLC Northrop Grumman Information Technology, Inc (NGIT)

Booz Allen Hamilton Inc Oberon Associates, Inc

CACI Inc. Federal Pragmatics, Inc

Computing Technologies, Inc. Professional Software Engineering, Inc

CSC Federal Sector Defense Group Raytheon Company

Data Systems Analysts, Inc Science Applications International Corporation (SAIC)

Electronic Data Systems Corporation (EDS) Solers, Inc

FemmeComp Incorporated Systems Research and Application Corporation (SRA)

IBM Business Consulting Services Federal TranTech, Inc

Jacobs Sverdrup Unisys Corporation


LOOKING FORWARD-

Sources Sought

Notices In Last Six Months

• 160 Sources Sought Notices have been posted including cyber-related requirements

• 48 are with civilian agencies

• 112 are within DOD

• Value: exceeding $1B

• Contract range: Under $250K to over $400M

• Position to win!


LOOKING FORWARD- In Next Twelve Months Cyber-related Recompetes FY 2019

291 contracts coming up for recompete consideration

Total value of $23,760,479,098

Value: Under $250,000 to over $290B Anticipated Base & All Options Years

Civilian: 111 contracts $188,934,255,710 Anticipated Base & All Options Years

DOD: 180 contracts $429,064,401,377 Anticipated Base & All Options Years

@TargetGov


LOOKING FORWARD- In Next Twelve Months Cyber-related Possible Recompetes FY 2019


Federal Cyber Decision Makers

Contracting and acquisition

Program managers, technical team and end users

Small business representatives

Procurement Center Representatives

Prime contractors

Companies with niche expertise

@TargetGov


Positioning Tools to Win Cyber Market Share

• Market Intelligence

• Trackable, measurable action plan

• White papers

• Case studies

• Past performance

• Capability Statements

• Year-round marketing

• Sources Sought Notices

• Requests for Information

• Social media

• Event attendance

• Relationship building

• CRM system

• Proactive business development process

• Strong capture process


TargetGov Rule of Three℠

Never reach out to any decision-makers for a meeting ….

• This includes all targets!

• Agencies, Primes, Teaming Partners

Until:

• You have identified at least three solid opportunities to discuss

• Be prepared, no matter with whom you are meeting, to discuss at least 3 upcoming opportunities

• Use: Forecast, sources sought, recompetes, FPDS, EZGovOpps, Bloomberg Government, USASpending,


Data Intel Sources

BLOOMBERG GOVERNMENT

For more information, go to www.bgov.com or call +1-202-416-3450

Christopher Kadalec | www.EZGovOpps.com [email protected] | 855.394.6812 ext. 809

http://www.bgov.com/

http://www.ezgovopps.com/


FAST™ Process

• Do you want to dramatically increase revenues?

• The proprietary, proven TargetGov FAST™ Process is the most cost-effective approach to planning, positioning, pursuing and winning, profitable government contracts. You can take advantage of our 20+ year track record and national reputation for success to build your revenues.

• The TargetGov FAST™ Process leverages where you are now: your strengths, core competencies, past performance and relationships and propels you to higher revenues. Large, mid-size and small businesses see dramatic results and high ROI.

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• An intense look into how to successfully market your company to the federal government.

• This program is specially designed for small companies wanting to make an accelerated entry in the federal marketplace.

• It is a unique combination of training and consulting – leaving you with the knowledge you need and actual tools for implementing the plan.

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@TargetGov


Handouts

• Session Slides

• TargetGov Rule of Three™

• Full reports from EZGovOpps and Bloomberg Government

• Inside the Buyer’s Brain e-book

• FAST™ Process and KickStart Program™

@TargetGov

© TargetGov 2018

Gloria Larkin President, CEO: TargetGov

Contact:

[email protected]

Toll-free: 866-579-1346 x 325

www.TargetGov.com

Questions?

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cybermaryland2018 october 10, 2018...• securing the homeland security supply chain act of 2018...

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