WT 360: GovCon’s new world order requires hard pivots

Decision authority shifts, the government acting like a venture customer and data transparency being the standard mode of operations are examples of how the old formulas of GovCon business success are becoming outdated.

Davi Hayes, senior director for federal strategy at The Chertoff Group, fields questions from industry clients seeking to understand those trends and more about how the buying behaviors of their federal customers are changing.

For this episode, Davi joins our Ross Wilkers to lay out some of the answers she found in putting together her article “The Federal Market Has Changed. Has Your Strategy?” The three trends highlighted at the top feature in their discussion.

Davi and Ross also overview how services companies are also part of the equation when “Navigating the New “Production-First” Defense Paradigm,” a second article to read along as they discuss the new world order of GovCon.