How to capture more IT business from HHS in FY18

Chris Wiedemann

By Chris Wiedemann, consultant

I have worked with immixGroup’s suppliers and partners on a wide range of federal agencies and their IT requirements and buying patterns. And one department consistently stands out as the most commonly asked about: Health and Human Services (HHS).

Diving into the numbers makes it clear why. At $13.8 billion, HHS’s top line IT budget is several times bigger than other large non-defense agencies. And although most of that money goes straight out the door in the form of grants to state and local agencies, the remainder still makes HHS the largest non-defense IT agency in government.

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How to manage in an uncertain budget climate

Chris WiedemannBy Chris Wiedemann, consultant

It’s safe to say that, over the last few years, industry and government have both gotten used to a certain amount of dysfunction in the appropriations process. We haven’t had a full package of 12 appropriations bills since 2008; some combination of omnibus appropriations and continuing resolutions (CR) is the new normal.

However, even by those standards, this fiscal year has been rocky – a series of short CRs, followed by the first government shutdown since 2013. In the end, that shutdown lasted less than a day, as Congress passed a CR funding the government through Feb. 8.

This is good news in that our customers have appropriations again, and can keep the lights on for the next three weeks. If you’re lucky or were working on closing deals before funding expired on Jan. 19, those contracts may close during this CR. Unfortunately, there’s a downside to the deal: Without getting lost in politics, there’s a very good chance that we’ll be right back where we started when this current appropriation period ends.
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Is this the new way of modernizing old systems?

Chris WiedemannMGT Act, tech modernization

By Chris Wiedemann, consultant

If you attended the Civilian FY18 Federal Budget Briefing at immixGroup’s most recent Government IT Sales Summit, one theme should have resonated throughout: the new ways government agencies are approaching the old problem of legacy system modernization.

It can be challenging to separate rhetoric from action sometimes, but there’s real energy in government around addressing the challenges of technology overhauls. Agencies are taking a customer-centric approach to design and development, with agile methodologies and human-centric design really becoming deep-rooted in civilian IT groups – and, perhaps more importantly, they’ve gotten an assist from Congress in the form of the Modernizing Government Technology (MGT) Act, which was signed into law as part of the FY18 National Defense Authorization Act (NDAA).

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What is FBO?

Chris WiedemannWhat is a prime and a sub?By Chris Wiedemann, consultant

In my last post, I covered solicitations – where the rubber meets the road in federal procurement. As I mentioned, solicitations take different forms and come out in different ways. Most of them come out on specific contract vehicles, and in turn, most of those vehicles have specific bid boards (for example, solicitations on the SEWP GWAC are released to the SEWP website, while GSA Schedule solicitations are released to eBuy).

This has the advantage of limiting the universe of competition, which makes the buying process easier on the government. However, there are occasions when a government buyer wants to open up a solicitation to the entire industry. This is known as an “open market” solicitation – and if the value of the planned acquisition is greater than $25,000, you’ll find it listed on Federal Business Opportunities, better known as FBO.

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What the government’s latest report card really means

Chris Wiedemann

FITARA, IT modernization, report cardBy Chris Wiedemann, consultant

If the federal government were our 8th grade son or daughter, their cell phone would probably be taken away for the rest of the school year.

The government’s latest Federal IT Acquisition Reform Act (FITARA) report card, released earlier this month, has six agencies getting worse grades since the last report card in June, 15 staying the same and only three agencies making better grades. The U.S. Agency for International Development was the only one to earn an A.

While we’re not talking about algebra and biology here, the results show agencies falling behind in IT modernization. But it could mean an opportunity for tech companies that sell to government.

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Here are the top 5 public sector tech trends for FY18

Chris WiedemannFY18, government, ITBy Chris Wiedemann, consultant

There are only two days left in the federal government’s 2017 fiscal year. Are you ready for 2018?

While we still don’t know the amounts for federal IT budgets, we do know the government IT sector is a healthy one at around $80 billion a year. Add in state and local governments and educational institutions and you have a market valued at more than $180 billion.

Here are the five government trends we’re tracking for 2018:

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What is a solicitation?

Chris WiedemannWhat is a prime and a sub?By Chris Wiedemann, consultant

In our last “What is…?” post, we covered one of the basics of federal contracting: the concept of a prime contractor and subcontractors, or “primes” and “subs.” However, we left a key question unanswered – how does the government actually decide which company to award prime contracts to?

As you might expect, there are a lot of moving parts involved in the awarding of government contracts, whether you’re talking about relatively simple product buys or complex, multi-layered systems development and integration work. No matter the scope, though, the competition process usually begins in one place – the solicitation.

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