On February 22 APMP-NCA presented a panel discussion on IT Modernization: Impacts on Capture and Proposals. The gist of the presentation was that, IT Modernization faces huge challenges. Net net the path for capture and proposal personnel to win business is now a lot more difficult.

L to R – panelist Alan Chvotkin, moderator Lee Cooper, & panelist Dan Jenkin

 

The Panel
Panel Moderator Lee Cooper graced the platform, bringing a career including executive at Raytheon, L-3, Titan, and the Air Force. Panelist Dan Jenkin is a Solution Architect at ValidaTech. And Alan Chvotkin is EVP and Counsel at the Professional Services Council (PSC), the primary lobbying arm of industry to Government.

With nearly 80% of Government IT spending on the maintenance of legacy systems, the need for IT Modernization is obvious. But the solution to the problem is far from obvious. So far congress has not passed a bill providing capital funding for system modernization.

The Answer
This situation puts a huge burden on Government and industry. The panel had these comments as to how events will likely proceed in the near future:

1. The Government will buy IT under the new model, Everything as a Solution (aaS). This will minimize both capital outlay and risk for the Government. With a consequent increase of risk and capital costs for industry.
2. The Government will use SOO approach to buying more in the future, thus putting the burden on industry to define the solution. Thus industry will need to do more up-front selling so the Government will have the confidence to buy the solution.
3. Everything will have higher security content.
4. The bidders large and small will need to play only in those niches where they have solid past performance.
5. The work for Capture and BD will increase with the need to provide more education to the Government customer as to vehicle, solution, technology, etc.
6. This more complex picture will require more PTW work in order to ensure that the solution and cost are competitive.