The seasoned players on Washington Technology's 2008 Who's Who in the State
and Local Market have weathered such storms before. They know that the key to
strong sales lies in having the right mix of large-scale business processing and information technology outsourcing projects coupled with domain-specific projects fueled by federal dollars.
Nortel Government Solutions Inc. will continue to provide information technology support for the U.S. Postal Service's automated mail-handling system under a contract extension.
EDS Corp.'s acquisition of Saber Corp. in November was one of the largest state and local acquisitions in recent years and is comparable to other market-changing acquisitions.
L-3 Communications Corp. will supply the Marines with a video system capable of providing real-time intelligence to troops on the battlefield under a three-year contract.
Business development teams often struggle to reach growth targets or achieve revenue quotas. It can seem as if you are just digging yourself into a ditch while workingharder to climb out.
Most prospective buyers in the government services markets are seeking pure-play, federal-oriented targets. These acquirers are either already focused on thefederal segment and want to expand there or they are seeking to enter the federal arena. This approach essentially involves sticking to the market you know.
A recent Input Inc. report shows that state and local purchases under GSA's IT schedules grew to $361.2 million in 2007, a marked increase compared to 2006. Inputprojects sales under cooperative purchasing to continue to grow at a compound annual rate of 24.6 percent, surpassing $1 billion by 2012.
During the last week of February, the U.S. Court of Federal Claims ordered the Defense Department not to exercise any future options that extend a support services contractwith Lockheed Martin Corp. for DOD's Tricare medical services program. The order follows a decision last year that the contract award violated organizational conflict of interest rules.
