DISRUPTIVE TECHNOLOGY WILL DISRUPT HOW YOU SELL TO FEDERAL CUSTOMERS
One federal contractor has a project management system that reduces the need for both people and software licenses to manage federal projects. Another has a cloud-based solution that reduces the need for on-site personnel, while improving functionality and decreasing costs. The Administration is filling fewer federal jobs, potentially resulting in fewer staff support opportunities for contractors. These are just three examples of how disruptive technologies and innovative practices could bring a change to the traditional business model of federal contractors. While the government can’t go to war or process Social Security checks without contractors, that does not mean that changing dynamics in the IT arena won’t have an impact on how some contractors of all sizes interact with their federal customers today. It is imperative that companies better know how technologies will impact both their business as well as their own internal structures. A good place to start is understanding how your company supports missions, regardless of technology implementation. The classic analogy from an old Harvard Business School case is to consider whether you have a railroad company, or one that is a provider of transportation solutions regardless of platform. No one wants the train to have left the station while they’re still figuring that out. Plan accordingly.