Security Dealer & Integrator

NOV 2013

Find news and information for the executive corporate security director, CSO, facility manager and assets protection manager on issues of policy, products, incidents, risk management, threat assessments and preparedness.

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SPECIAL FOCUS GOVERNMENT CONTRACTING IT for Goverment Opportunities Abound Four tips for security contracting By Eddie Franklin Government entities have a tremendous appetite for IT and the budget to back it up. Before jumping into a government contract, here are four things to consider: Government contracts have an extended DSO cycle: On average, DSO on Government A/R is more than 45 days; but there are several ways to hedge against this, such as securing extended terms from suppliers and making payments for work in phases. Before bidding, do the math to ensure a government opportunity does not turn into financial hardship. Government entities are cost-conscious: Government entities are focused on doing more with less. Federal and state government procurement staff have tight controls and high visibility of costs, but may not recognize added-value. Resellers need to keep bids competitive yet simple, carefully outlining any extra value and monetizing elements when possible. Always be respectful of government customers — they are spending taxpayer dollars, and the contractor's acknowledgement of this is very important. Have a clearly defined statement of work: The rules of engagement must be crystal clear and both parties should measure progress and success the same way. Resellers should take time to ask detailed questions, which shows they are trying to avoid mistakes. It is also important to acknowledge when customer expectations supersede requirements outlined in the statement of work. Stay focused on the outcome: Every project should have clearly defined goals; and it is the contractor's job to help the agency or department achieve them. Develop firm checkpoints to keep the project on track. When something goes wrong, communicate the problem quickly and professionally, documenting the details and clearly defining an action plan to overcome the obstacle. ❚ Understanding government security threats, solutions and the role of dealers and integrators 1. 2. 3. 4. A 22-year channel veteran, Eddie Franklin leads SYNNEX Corp.'s public sector initiatives through GOVSolv and PROHEALTHSolv. SYNNEX is a distributor of IT products and services, servicing resellers and OEMs around the world. Request more info about the company at www.securityinfowatch.com/10215269. 30 By Phrantceena Halres F ederal spending is rising, which means more opportunity for government contractors, and particularly with small business. Whether your goal is to contract directly with the government or carve out a specific role as a subcontractor in the homeland security and critical infrastructure sectors, as dealers and integrators, you have to make sure you know your own company inside and out, and understand exactly what it is you have to offer. It is also of vital importance to define your role — not just for the part you play in the project, but to always be cognizant of the overall protection of this nation. Government projects are getting a boost through more and more economic development programs, while many privatesector plans remain status quo; thus, the playing field for finding new work has changed. As federally funded projects ramp up, security firms with little to no experience in public sector work are eyeing opportunities to get on the bandwagon. Landing public contracts can be a challenge for the uninitiated; however, with a little homework and some smart decisions, they can get in and find it very valuable. The size of U.S. government contracting is staggering — to the tune of more than a half-trillion dollars. Following the national trend toward outsourcing business functions, the White House continues to prod the government to outsource more work. The rising defense and DHS budgets also add to contracting opportunities. For decades, small security businesses and entrepreneurs were often shut out of these marketplaces because government favored larger contractors with longer track records. That has changed — new laws have allowed Congress to create broader opportunities for small companies, specifically security-related ones. The government is also bundling security contracts, where government departments are consolidating several small contracts into larger ones. Bundled contracts are ideal for small security companies because these smaller firms can take advantage of larger government needs by sectoring out specialized requirements. New Threats and Innovative Solutions The threat environment we see today is drastically different from what existed just a year ago. And a year from now, I expect www.SecurityInfoWatch.com | SD&I; | November 2013

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