Sid Fuchs Discusses Success Strategies at the 2014 GovCon Symposium
On February 25, Sid Fuchs, President and CEO of MacAulay-Brown, Inc. and author of the strategic networking book, Get Off the Bench, participated in a panel discussion at the 2014 GovCon Symposium: Success Strategies for Surviving in the New Normal.
The “Best Practices and Insights into Contracting” panel, which was attended by approximately 500 government, business and community leaders, featured a discussion about strategies for winning contracts, revenue generation, managing protests, competitive pricing and overcoming LPTA.
Isa Farhat, Partner, Audit and Enterprise Risk Services Group at Deloitte, asked Fuchs for his thoughts on what government and industry needed to do to address near- and long-term budget issues. Fuchs focused his comments on the importance of leadership and relationships. “Leadership will be more important than ever as government and industry will need to improve its working relationship to navigate the complexities of increasing requirements and decreasing budgets,” he said.
Fuchs did not pull any punches in
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response to a question about the government’s use of Lowest Price, Technically Acceptable (LPTA) as a procurement strategy. “I understand the shift to LPTA given the current budget climate, but frankly, using it on critical programs is a recipe for disaster. At the end of the day, someone’s son or daughter, or even the Nation as a whole, will rely on that system to work the way it is supposed to 100 percent of the time. Is “technically acceptable” the standard we want to depend on in that situation?”
Fuchs was joined on the panel by prominent members of the business and government community, including Maryann Hirsch, President, Knowledge Consulting Group; Brett Lambert, Former Deputy Assistant Secretary of Defense, Manufacturing and Industrial Base Policy, Department of Defense; and Robert Namejko, Industry Liaison, Office of the Chief Procurement Officer, U.S. Department of Homeland Security.
The annual GovCon Symposium is hosted by the Fairfax Chamber and its GovCon Council. Each year, the Symposium draws approximately 400 – 500 attendees from the Northern Virginia business community interested in hearing insights into best practices and strategies for ways government contactors can think outside of the box, to do more with less and thrive in this era of innovation.