Nimbleness is Critical for Government Contractors

Jul 15, 2014 12:00:00 AM


Successful government contractors typically function at the high level of nimbleness required to weather change in the regulatory and business climate, and win more profitable contracts. The largest government contracting enterprises often find it easier than smaller companies to respond effectively to changes affecting them. Modern technology—such as our To-Increase GovCon solution—enables large as well as smaller government contractors to refine their processes and systems to be compliant, agile, and competitive. They can take advantage of the same tools to broaden their portfolio of products and services, or enter additional markets.

While much federal contract funding goes to the largest government contractors, smaller companies win many contracts and perform a huge amount of the government contracting projects awarded. For these organizations, the relative cost of doing business with the government can be more substantial. They often lack the tools and resources that make it easier for their larger competitors to accommodate changing regulatory requirements such as the recent proposed adjustments to nonconformance rules or an increase in the federal minimum wage.

Facing change, many smaller government contractors look for a broader spread of revenue sources to boost their business viability. They diversify their business by adding services to their manufacturing or construction activities, or develop commercial accounts in addition to their public-sector clients. These risk mitigation strategies come with their own challenges. For one thing, maintaining visibility and controlling your entire business becomes a much greater task when you cater to very different types of customers or add entire lines of business to your operation. And, when you deliver additional services or other offerings to government clients, your compliance burden may become that much more demanding and complex. Increased regulatory demand prompted by more, changing rules means you need to become more nimble to keep up.

At great cost, some government contractors deploy separate business management systems to run their government and commercial activities. That gives them the ability to apply different rules and build best-fit workflows, but their visibility and planning capability can become so poor that they create new risks to their profitability and competitiveness.

When we built To-Increase GovCon for Microsoft Dynamics AX, we designed it so you could run your commercial and public sector business within the same solution. You can perform, for example, manufacturing and deliver services to either market, and keep the two separate as regards business rules and compliance. But, at an executive level, you can control and direct the entire company as a single entity. Within the same application, you can, for instance, run engineer-to-order and make-to-stock manufacturing as well as professional services, and centrally manage all contracts and clients, in government or the private sector. RapidValue, our business process management tool, comes with many standardized, proven processes you can use in your government contracting business to manage compliance, contracts, and projects efficiently. By using RapidValue, you can develop the agility to thrive through changes and competitive challenges, in a controlled way. That gives you a chance to address change-related risk without introducing other risk elements into the business.

Let me hear your ideas and questions. Get in touch with me or contact To-Increase.

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About Author
Luciano Cunha

Luciano Cunha

Chief Executive Officer (CEO) For Luciano, being responsible for To-Increase’s global sales and marketing means unleashing the company’s insight, innovation, and creativity to tell our story and help customers achieve their goals. On the road much of the time, he travels the world to meet with customers, understand their challenges and ambitions, and find the most effective ways to help them advance. Luciano develops and mentors our marketing and sales team, and creates strategies to help the To-Increase worldwide partner channel thrive and grow.
Making Customer Needs the Main Business Driver Luciano and his team have daily conversations with the To-Increase research and development organization to bring customers’ requirements and concerns into the road maps and design of our solutions. Luciano brings his insight to the marketing group to make sure the company’s communications resonate with customers and speak directly to their experience.
“I’m awed by customers’ innovative spirit in taking business management technology past its limits and by their generosity in letting us participate and empower them. I hope to transform our organization to become even more customer-centric than we are today. That means making more resources available to spend productive time with both our customers and partners, so we can ensure that we place into customer businesses effective solutions that fit the evolutionary stage of their operation and the way their people and processes work.”
Empowering a Global Channel
Because To-Increase only sells through partners, readying the channel to be successful in helping customers is a business-critical effort. Luciano aims to meet partners where their interests are. Partners who consider the relationship with To-Increase strategic can rely on our industry specialists to work with them as they plan their growth and serve customers. If partners prefer a less collaborative relationship, they still receive the rich To-Increase expertise and resources to ensure they win the business, perform a successful deployment, and retain a satisfied customer. In working with partners and their customers, Luciano brings to bear his experience of many years of creating successful, customer-focused business development and marketing strategies in many of the world’s countries and regions.
Enabling Customer Success in Challenging Business Environments
Looking into the near future, Luciano expects that customers will continue to expect To-Increase to help them make business sense of unfolding trends and technologies. For example, the internet of things (IoT) will thoroughly revolutionize manufacturing, engineering, and supply chains. Big data will be meaningful and valuable when decision-makers can use technology solutions to transform it into actionable business intelligence that supports key roles and business processes. Mobility will help companies become digital enterprises and move business processes forward from any location, at any time. Team To-Increase harnesses innovation to help customers translate the promise of these technologies into business results.
Before his current role, Luciano for several years was one of To-Increase’s global industry directors, responsible for our industry solutions. His experience also spans more than 17 years in IT and manufacturing management roles. These positions took him into various areas at IBM Brazil, serving as product manager for several software development companies, and included working in senior management at a manufacturing organization in the U.S.
Luciano is married with two young children. Away from work, he enjoys participating in a soccer class together with his son and daughter as well as taking relaxing walks in natural environments with his family.

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