At a recent event sponsored by Washington Technology called “Doing Business with DHS,” Aaron Roth and other federal government experts advised contractors pursuing U.S. Homeland Security Department (DHS) funding, to look beyond initial procurement buys and focus on the long-term operational “tail.”
According to Aaron Roth, principal and head of federal strategy and security with The Chertoff Group, the main challenge is that “It’s easy to buy things. It’s hard to operationalize them and support them.” Roth said that the capital investment in border infrastructure, cutter ships, and new technology will create an enormous support burden.
Roth emphasized the scale of the sustained effort: “Think about the tail associated with all that capital investment… It’s going to be massive and it’s going to create huge operating expense challenges for agencies.”
Panelists noted that the cost to operate and sustain systems typically outstrips the purchase price by five to 15 times, leading to a “reckoning” for agencies as they try to keep up. Other panelists were Krista Sweet, vice president of civilian agencies at the Professional Services Council; and Austin Gould, a former TSA official.
To capture these enduring service opportunities, Roth suggested a strategic shift for services contractors. Instead of pursuing standalone consulting, they should consider where their services can be “embedded in the solution,” such as on a team with a prime that’s supporting an original equipment manufacturer.
Read the full article in Washington Technology.
The Federal Strategy team at The Chertoff Group helps companies accelerate growth and expand Federal business.
