In conjunction with:
Top 20 Federal Contract Opportunities in
Fiscal 2015: BGOV Presentation
AFZAL BARI
DANIEL SNYDER
Senior Technology Analyst
Government Contracts Specialist
KEVIN BRANCATO
JORGE UQUILLAS
Senior Defense Analyst
Quantitative Analyst
MIGUEL GARRIDO
BRAD DOUGLAS
Quantitative Analyst
Chief Operating Officer, Shipley Associates
OCT. 7, 2014
Director of Government Sales Research
EVAN CROEN
© 2014 Bloomberg Finance L.P.
www.bgov.com | @BGOV
Bloomberg Government has compiled the largest fiscal 2015 opportunities
» No program has issued a final request for proposal (RFP)
» Many programs have issued requests for information or draft RFPs
» Final RFP or substantial preparatory work (by both government and contractors) is
likely in fiscal 2015
Top opportunities mostly defense – 12 defense, eight civilian
» Army leads with four opportunities (two fewer than last year), including a major
consolidation of service contracts and a $25 billion information technology program
» 18 of 20 opportunities have more than $1 billion in potential lifetime value
» Most programs will issue indefinite delivery / indefinite quantity (IDIQ) multipleaward contracts (MACs)
BGOV analysts will continue to track all 20 programs through the year
» Subscribe to the Federal Contracts Digest and contracting newsletter to stay up to
date on important developments in large opportunities and existing contracts
» Also check the Major Programs Procurement Dashboard for additional details
© 2014 Bloomberg Finance L.P.
2
20 FEDERAL CONTRACT
// TOP
OPPORTUNITIES IN FISCAL 2015
EXECUTIVE SUMMARY
3
TOP PROGRAMS: #1 THROUGH #10
Dollars in billions
Estimated
potential
value
Estimated
RFP date
Estimated
award date
$30
Q2, FY 2015
Q4, FY 2015
ITES-3S
$25
Q2, FY 2015*
FY 2016*
D/SIDDOMS
IV
$20
Q2, FY 2015
Q4, FY 2015
Q1, FY 2015*
Q4, FY 2015*
$12
Q3, FY 2015
Q3, FY 2016*
GTACS
$10
Q4, FY 2015*
Q3, FY 2016*
Human Capital and Training Solutions
HCATS
$5
Q2, FY 2015*
Q1, FY 2016*
GSA
Network Services 2020
NS2020
$4
Q2, FY 2015*
Q3, FY 2016*
9
Army
Warfighter FOCUS II
WFF II
$4
Q1, FY 2016
Q2, FY 2017
10
DHS
Entry/Exit Transformation
EXT
$3
Q3, FY 2015*
Q3, FY 2016*
Rank
Agency
Program name
Acronym
1
Army
Responsive Strategic Sourcing for Services
RS3
2
Army
Information Technology Enterprise Solutions-3
Services
3
DHA
4
VA
5
DISA
ENCORE III
ENCORE III
6
Army
Global Tactical Advanced Communications
Systems
7
GSA
8
Defense Medical Information Systems/Systems
Integration, Design, Development, Operations,
and Maintenance Services
Transformation Twenty-One Total Technology
Next Generation
T4NG
$12**
* Indicates Bloomberg Government date estimate
** The VA revealed on Oct. 6 that the ceiling of T4NG will be $22.319 billion
Notes: DHA – Defense Health Agency; VA – Department of Veterans Affairs; DISA – Defense Information Systems Agency; GSA – General Services Administration
Source: Bloomberg Government Major Programs Procurement Dashboard
© 2014 Bloomberg Finance L.P.
20 FEDERAL CONTRACT
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OPPORTUNITIES IN FISCAL 2015
Five of the top 20 programs are valued at more than $10 billion
4
TOP PROGRAMS: #11 THROUGH #20
Dollars in billions
Estimated
potential
value
Estimated
RFP date
Estimated
award date
$1.7
Q2, FY 2015
Q3, FY 2016
CNTPO
$1.6
Q2, FY 2015*
Q4, FY 2015*
Special Operations Command and the Special
Operation Forces Information Technology
Enterprise Contract
SITEC II
$1.0
Q2, FY 2015
Q1, FY 2016
Navy
Fielded Training Systems Support IV
FTSS IV
$1.0
Q2, FY 2015
Q3, FY 2016
15
Air Force
Sustainment and Modernization of Optical and
Radar Sensors
SMORS
$1.0
Q2, FY 2015
Q2, FY 2016
16
HHS
Unified Program Integrity Contractor
UPIC
$1.0
Q2, FY 2015*
Q1 FY 2016*
17
DHS
Next Generation Enterprise Computing Services
NGECS
$1.0
Q2, FY 2015*
Q3, FY 2016*
18
DHS
Enterprise Applications Development Integration
and Sustainment
EADIS
$1.0
Q1, FY 2015*
Q3, FY 2015*
19
USACE
Joint Test and Evaluation
JT&E
$0.9
Q2, FY 2015*
Q3, FY 2016*
20
DOT
Traffic Flow Management System 2
TFMS-2
$0.8
Q1, FY 2015*
FY 2015
Rank
Agency
Program name
Acronym
11
Air Force
Joint Range Technical Services
J-Tech II
12
Air Force
Counter Narco-Terrorism Program Office
13
SOCOM
14
* Indicates Bloomberg Government date estimate
Notes: SOCOM – U.S. Special Operations Command; HHS – Department of Health and Human Services; DHS – Department of Homeland Security; USACE – Army Corps
of Engineers; DOT – Department of Transportation. Source: Bloomberg Government Major Programs Procurement Dashboard
© 2014 Bloomberg Finance L.P.
20 FEDERAL CONTRACT
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OPPORTUNITIES IN FISCAL 2015
A range of MACs for services, support, research, engineering and hardware
#1 – RESPONSIVE STRATEGIC SOURCING FOR
SERVICES (RS3)
» RS3 will consolidate follow-ons to several
multibillion-dollar MACs, including the Army’s
Strategic Services Sourcing (S3) and Rapid
Response Third Generation (R23G)
» The Army Contracting Command-Aberdeen Proving
Ground (ACC-APG) made a number of significant
changes to its first RFI, including redefining the
scope and structure. RS3 would provide a broad
range of complex C4ISR-related knowledge-based
services
Details
Program
Responsive Strategic Sourcing for Services
(RS3)
Estimated value $30 billion
Agency
DOD, Army
RFP release
date
Q2, FY 2015 (government estimate)
Award date
Q4, FY 2015 (government estimate)
Contract
duration
10 years
Strategic Services Sourcing (S3)
» ACC-APG is considering dividing the services on
RS3 into five primary categories: engineering;
research, development, test and evaluation;
logistics; systems engineering and technical
assistance (SETA); and education and training
» RS3 will consist of an unrestricted track and a
separate small-business set-aside suite. All SETA
task orders, as well as all tasks valued at less than
$10 million, will be awarded through the smallbusiness suite
Rapid Response Third Generation (R23G)
Incumbents
Warrior Enabling Broad Sensor Services
(WEBS)
Technical, Administrative and Operations
Support Services (TAOSS)
Classification
Technical Information Engineering Services
(TIES)
R - Professional, administrative and
management support services
RFI – Request for Information; C4ISR – Command, Control, Communications, Computers, Intelligence, Surveillance and Reconnaissance
© 2014 Bloomberg Finance L.P.
20 FEDERAL CONTRACT
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OPPORTUNITIES IN FISCAL 2015
Description
5
6
#5 – ENCORE III
Description
Details
» ENCORE III will provide IT solutions for the
Defense Department, including Command and
Control (C2), intelligence, mission support areas,
the Global Information Grid (GIG) and the DOD
Information Network (DoDIN)
Program
» The government is starting the re-compete process
very early, possibly to build in time for complexity
delays and protests
» ENCORE III will not include stand-alone
telecommunications, hardware or software licenses
» The agency hasn’t yet decided on an acquisition
strategy but will probably include a separate smallbusiness lane, depending on the responses they
receive
© 2014 Bloomberg Finance L.P.
Estimated value $12 billion
Agency
DOD, Defense Intelligence Systems Agency
RFP release
date
Q3, FY 2015 (government estimate)
Award date
Q3, FY 2016 (BGOV estimate)
Contract
duration
10 years
Incumbents
ENCORE II
33 contracts ($5.9 billion in spending to date)
Classification
R – Professional, administrative and
management support services
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OPPORTUNITIES IN FISCAL 2015
» ENCORE III will replace ENCORE II, which runs
through 2018 and is one of the largest MACs in the
federal government
ENCORE III
#7 – HUMAN CAPITAL AND TRAINING SOLUTIONS
(HCATS)
» HCATS will replace the Office of Personnel
Management’s existing Training and Management
Assistance (TMA) contract vehicle, providing
industry best practices in human resource (HR)
training / development and human capital
management services
» OPM was originally responsible for facilitating the
re-compete acquisition procedures and abruptly
canceled the procurement in February 2014 while
proposals were being reviewed
Details
Program
Estimated value $5 billion
Agency
General Services Administration
RFP release
date
Q2, FY 2015 (BGOV estimate)
Award date
Q1, FY 2016 (BGOV estimate)
Contract
duration
Seven years
Incumbents
» In April 2014, OPM and the General Services
Administration signed a memorandum of
understanding forming a partnership to grant GSA
contracting authority to acquire HR training and
development and human capital management
services
» HCATS will combine two OPM acquisition vehicles,
the current Training and Management Assistance
IDIQ and a small Recruitment and Branding blanket
purchase agreement
» An industry day is planned on Oct. 30
© 2014 Bloomberg Finance L.P.
Human Capital and Training Solutions (HCATS)
Classification
OPM Training Management and Assistance
53 contracts ($3.5 billion spending to date)
R – Professional, administrative and
management support services
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OPPORTUNITIES IN FISCAL 2015
Description
7
#12 – COUNTER NARCO-TERRORISM PROGRAM OFFICE
(CNTPO)
» CNTPO contracts for the development, deployment,
and provision of technology to engage, disrupt, and
deter narcoterrorism worldwide
Details
Program
Counter Narco-Terrorism Program Office
(CNTPO)
Estimated value $1.6 billion
» CNTPO provides its services to law enforcement,
Defense and civilian agencies, and partner nations
Agency
DOD, Air Force
RFP release
date
Q2 FY 2015 (BGOV estimate)
» CNTPO has a variety of contract vehicles available
Award date
Q4 FY 2015 (BGOV estimate)
Contract
duration
Seven years
» The largest, a $3.9 billion CNTPO MAC with an
ordering period expiring in fiscal 2016, is being split
across four new MACs – two in the Army and two in
the Air Force
» The two Air Force MACs, which haven’t yet
released an RFP, are having their acquisition
strategies finalized
» AF MACs probably will use LPTA for source
selection, with small-business and large-business
pools. There will be a 40 percent small-business
subcontracting goal for large businesses
» Existing MAC is global: $2.2 billion in Afghanistan,
$192 million in Pakistan, $171 million in South
Korea and $110 million in Mexico
© 2014 Bloomberg Finance L.P.
Counter Narco-Terrorism Program Office ($3.9
billion spending to date)
Lockheed Martin Corp. (W9113M07D0006)
Incumbents
Northrop Grumman Corp. (W9113M07D0007)
Raytheon Co. (W9113M07D0008)
Academi Holdings LLC (W9113M07D0005)
Rockwell Collins Inc. (W9113M07D0009)
Classification
541 - Professional, scientific, and technical
services
20 FEDERAL CONTRACT
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OPPORTUNITIES IN FISCAL 2015
Description
8
#14 – FIELDED TRAINING SYSTEMS SUPPORT (FTSS IV)
Description
Details
» FTSS IV will provide the Navy and other customers
with a wide range of complex and non-complex
training systems support activities
• Complex activities include contractor operations
and maintenance services (COMS) and
contractor instructional services (CIS)
• Ancillary services include training device
modifications and relocations, systems
management, spares and product support
Program
» RFP will use real and representative task
requirements for proposal submissions
• Lot 1: F/A-18 COMS and CIS
• Lot 2: C-9B COMS and CIS
© 2014 Bloomberg Finance L.P.
Fielded Training Systems Support IV
(FTSS IV)
Agency
DOD, Navy
RFP release
date
Q2, FY 2015 (government estimate)
Award date
Q3, FY 2016 (government estimate)
Contract
duration
Five years, plus three one-year options
Incumbents
Classification
FTSS III ($980 million ceiling)
• 13 incumbents
• $47 million in obligation in fiscal 2013, and
$50 million fiscal 2014 YTD
• Base period ends in 2016, option available
FTSS II ($800 million ceiling)
• 11 incumbents
• $59 million in obligation in fiscal 2013, and
$22 million fiscal 2014 YTD
J – Maintenance, repair and rebuilding of
equipment
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OPPORTUNITIES IN FISCAL 2015
Estimated value $1 billion ($1.3 billion ceiling)
» Industry day was held on July 15; a draft RFP is
expected to be released in November and a preproposal site visit is expected in December
» One RFP will be released for two lots of contracts
• Lot 1 – unrestricted competition for complex
programs (goal of five or more contracts)
• Lot 2 – small-business set-aside, non-complex
programs (goal of three or more contracts)
9
OTHER PROGRAMS TO KEEP ON YOUR RADAR
10
New giant GSA Professional Services Schedule expected in fiscal 2015
» GSA will overhaul its professional services schedules by consolidating several multibillion-dollar
MACs, including MOBIS, FABS, and PES, into a new mega-schedule starting in January 2015
UCLASS to move forward
» Congress is forcing the Navy to settle on a mission and requirements for future unmanned
carrier-launched airborne surveillance and strike (UCLASS) pilotless aircraft
» Lockheed Martin, Boeing Co., General Atomics and Northrop Grumman will compete for program
» The fiscal 2015 budget request has $2.7 billion allocated through fiscal 2019 for the effort
Global C4ISR Installation on-boarding soon
» On Aug 21, SPAWAR SYSCOM issued an RFP for up to three new companies to join the Sea
Enterprise II MAC, which is used to install systems bought using MACs such as CANES and
Pillars. With $516 million in orders over four years and a ceiling of $1.4 billion, there should be
sufficient headroom for all task orders through the Feb. 9, 2019, end date
Program and Systems Support (PASS) MACs on the way
» NAVAIR intends to solicit a five-year IDIQ suite of MACs collectively worth up to $496 million
» Acquisition will support agencies in the areas of project, program and portfolio (PPP)
management
© 2014 Bloomberg Finance L.P.
20 FEDERAL CONTRACT
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OPPORTUNITIES IN FISCAL 2015
Alliant and Alliant Small Business on the horizon
» Acquisition planning is underway for re-competes of GSA’s two large IT GWACS
Government sales resources
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11
20 FEDERAL CONTRACT
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OPPORTUNITIES IN FISCAL 2015
BGOV RESOURCES CAN HELP CONTRACTORS DIG
DEEPER INTO THESE OPPORTUNITIES
UPCOMING RELATED EVENTS
12
Live Event: Breakfast Briefing – Army Budgets, Opportunities & the Future – Oct. 14, 2014
(7:30 a.m.-9:30 a.m.)
» Join BGOV analysts to discuss the prospects for the Army budget in fiscal 2015 as it makes its
way through Congress, upcoming major contracting opportunities, and the future of the Army’s
budget in fiscal 2016 and beyond.
Webinar: A Data-Driven Approach to Partnering: Part II – Oct. 22, 2014 (2 p.m.-3 p.m.)
» Join BGOV for the second of our two-part complimentary webinar series which explores in
real-time how attendees can use data and tools to make informed teaming decisions that will
result in more business opportunities.
» In partnership with Lohfeld Consulting Group
Sign up for all events at
www.about.bgov.com
© 2014 Bloomberg Finance L.P.
20 FEDERAL CONTRACT
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OPPORTUNITIES IN FISCAL 2015
BGOV events
Qualifying Your Bid Opportunities
Webinar Presenter: Brad Douglas
COO, Shipley Associates
bjdouglas@shipleywins.com
13
Why Qualify Your Bid Opportunities?
14
BD Lifecycle: Opportunity Assessment Phase
Decision to
assess
(qualify) the
opportunity
15
• Research opportunity, customer,
and competition to determine win
potential
• Confirm alignment with
capabilities and strategic direction
Decide to
pursue
opportunity
BD Lifecycle: Capture Planning Phase
Decision to
pursue
16
• Prepare, review, and implement
capture plan to influence
customer
• Move from unknown to known to
preferred position with customer
Decide to
plan proposal
Bid Qualification at Key Milestones
Draft RFP
Customer
Milestones
Final RFP
Proposals
Due
Award
Proposal
PostMarket
Proposal
Long-Term Opportunity Capture
DevelopSubmittal
BD Phase SegmentaPlanning
Positioning Assessment Planning
ment
Activities
tion
0
1
2
3
4
5
6
Qualification
Marketing/
Preliminary
Bid
Proposal
Final
and Decision
Interest
Pursuit
Campaign
Bid
Validation
Submittal
Offer
Gates
Pink Team
Blue Team
Color Team
Reviews
Red Team
Green Team
Black Hat
White Hat
Gold Team
• Multiyear
Key
strategic
Documents
plan
17
• Annual
• Opportun- • Capture
operating
ity analysis plan
report
plan
• Marketing
plan
• Capture
plan
• Storyboards
• Mockups
• Story• Proposal
boards
revision
• Mockups • Lessons
learned
• Final draft
proposal • Contract
Don’t Be Afraid to “No-Bid” Anywhere During
Opportunity Qualification
18
Qualification Decision at the “Interest” Level
The Interest Decision verifies that an identified opportunity
fits your organization’s strategic direction and capability.
19
Qualification Questions at Early Interest Phase
Category
20
Questions
Opportunity
 Is the opportunity real and funded?
 Do we know the potential project owner’s perception of us?
Fit
 Does this opportunity support our strategic, annual operating, account,
or marketing plans?
Positioning
 Does the customer know we are considering this opportunity?
 Are we an incumbent?
 If not, have we been actively calling on the prospect?
Customer Mission
 Do we thoroughly understand the customer’s mission?
Competition
 Do we know who potential competitors are likely to be?
 Can we team with a competitor if necessary?
 Are there alternatives to our likely solution?
Pursuit Qualification Decision
The Pursuit Decision analyzes customer, opportunity, and competitor
intelligence to decide whether to advance to capture planning.
21
Qualification Questions at Pursuit Phase
Category
22
Questions
Business Case
 Do we have adequate business development resources to
aggressively develop the opportunity?
 Are there acceptable profit margins or other strategic reasons for
wanting to win?
 Does the opportunity conflict with other contracted or expected
work?
Decision-Makers,
Issues/Hot Buttons
 Do we know the key decision-makers and their issues and hot
buttons?
 Do the key decision-makers know us?
Contractor Role and
Responsibilities
 Do we have a clear understanding of our anticipated role?
 Are there any potential conflicts of interest for us?
Competition
 Have we identified probable competitors?
Competitive Position
 Do customer requirements match our competencies?
 Have we established a price to compete?
 Do we have a baseline solution aligned to the price to compete?
Preliminary Bid Qualification Decision
The Preliminary Bid Decision assesses win strategy, competitive position,
technical solution, and price to win, determining whether to plan a proposal.
23
Qualification Questions at Preliminary Bid Phase
Category
24
Questions
Contract Schedule
 Do we have a clear understanding of the deliverables and schedule?
Evaluation Process
 Are we sure of the evaluation process to be used?
Competition
 Do we know the customer’s perception of competitors?
 Has an objective bidder comparison been completed?
Subcontracting
 Do we have firm commitments from needed teammates?
Past Performance
 Do we have strong, relevant past performance?
Management
 Does our management approach provide added value?
Technical
 Does our technical solution provide added value or discriminators?
Discriminators,
Themes
 Are our discriminators unique and important to the customer?
 Can the customer justify selecting us based on our discriminators and
cost?
Pricing to Win
 Has a price to win been determined, and is it acceptable to
management?
Opportunity Status
 Is the customer adhering to the expected schedule?
 If not, why not, and what does that tell us about the opportunity?
Bid Validation Qualification Decision
The Bid Validation Decision confirms your tentative plan to
prepare a bid after seeing the final request for proposals.
25
Qualification Questions at Bid Validation Phase
Category
Questions
RFP Analysis
 Are announced RFP terms as anticipated and still acceptable?
 Does the RFP show evidence of influence by competitors?
 Based on published evaluation criteria, can the customer justify selecting
us?
Solution
 Are technical requirements in the RFP what we anticipated?
 Is our technical approach verified as acceptable to the customer?
 Are teammate roles clearly defined and formally agreed?
 Are the proposal schedule, budget, outline, and compliance checklist
complete?
 Is the proposal team identified?
 Has a draft executive summary been prepared?
Proposal Readiness  Has the price to win been updated based on the latest competitive
intelligence and RFP?
 Is our preliminary, bottom-up cost estimate consistent with the price to
win?
 Can the solution be profitably delivered at the price to win?
Issues
26
 Have all our internal issues been addressed and resolved?
Last Words on Bid Qualification
Advance
Qualification
Decisions
•Secure funding
•Commit staff
•Track results
Defer
Archive
decision
package
•Set schedule
•Identify contingencies
Document
lessons
learned
End
27
•Redirect resources
Best Practice: Adopt a Bid Qualification Discipline
1
2
3
4
28
• Define a bid qualification process with
decision gates and reviews
• Fit your process to your environment
• Document roles and responsibilities
• Make your bid qualification process an
executive priority
Contact Information:
Brad Douglas
bjdouglas@shipleywins.com
888.772.9467 (WINS)
29
30
Q&A
20 FEDERAL CONTRACT
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Follow us on Twitter: @BGOV
© 2014 Bloomberg Finance L.P.
Afzal Bari is a Senior Technology Analyst with Bloomberg Government.
He spent five years as a strategy consultant at the Corporate Executive
Board. Bari has passed all three levels in the Chartered Financial Analyst
program. He holds an MBA from Duke University and undergraduate
degrees in information technology and government.
abari1@bloomberg.net
+1 202 416 3409
@afzal_bari
Kevin Brancato is a Senior Defense Analyst with Bloomberg Government.
Before joining Bloomberg, he was a management scientist at the RAND
Corporation, where he analyzed weapon system costs and defense
manpower policies. He received a B.A. in math from Columbia University
and a Ph.D. in economics from George Mason University.
kbrancato@bloomberg.net
+1 202 416 3385
@kevinbrancato
Miguel Garrido is a Quantitative Analyst with Bloomberg Government.
Before joining Bloomberg, he was an economic consultant for Edgeworth
Economics, where he analyzed legal disputes and regulatory matters.
Garrido graduated from Princeton University, where he majored in
economics and studied political economy.
mgarrido8@bloomberg.net
+1 202 416 3514
@MGarridoDC
© 2014 Bloomberg Finance L.P.
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31
ABOUT THE BGOV ANALYSTS
32
ABOUT THE BGOV ANALYSTS (CONTINUED)
Jorge Uquillas is a Quantitative Analyst with Bloomberg Government. He
previously worked at the Antitrust Division of the U.S. Department of Justice
as an economic research analyst performing statistical, regression and
geographic analysis to support antitrust investigations. He holds an MBA
from the University of Chicago Booth School of Business, an M.A. in
economics from The George Washington University, and a B.S. from the
University of Maryland.
© 2014 Bloomberg Finance L.P.
juquillas@bloomberg.net
+1 202 416 3542
@UquillasDC
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Daniel Snyder is a Government Contract Specialist with Bloomberg
dsnyder24@bloomberg.net
+1 202 416 3527
Government. He has spent five years working in procurement consulting.
@DanielSnyder22
He holds an undergraduate degree in political science from Siena College
and is pursuing a M.S. in government contracts at The George Washington
University.
ABOUT BLOOMBERG GOVERNMENT
33
Follow us on Twitter: @BGOV
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ON BGOV.COM
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RELATED ANALYSIS
» BGOV 200
» Future Years Defense Plan
» Major Defense Acquisition Programs
» $22B DHS EAGLE Ready to Soar
» $32B in IT Remains on Alliant Large Business
» $7.6B in IT Task Orders Await on VA’s T4
» IT MAC Trends and Opportunities
» $60 Billion in Opportunities Await on GSA’s
OASIS
» SEWP IV-V Transition Spawns Billions in IT
» The Future of Big MACs
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