Deltek: Born with Government Contracting DNA

The U.S. government is unanimously the world’s largest buyer of products and services, by fact. Purchases by military and civilian installations amount to nearly $200 billion a year, and include everything from complex space vehicles to janitorial services and cancer research. In short, the government buys just about every category of commodity and service available.

When Donald Trump and his team settled into the White House, a furious debate started on where federal contracting money for 2017 should go—and from where it should be cut. On the campaign trail, Trump had pledged to increase defense spending, promising a major infrastructure spending bill; this sparked a lot of Wall Street optimism in defense stocks, with many getting healthy lift on Trump’s presidential win. Deltek a leading global provider of enterprise software and information solutions for government contractors has laid its wager to benefit from this growing confidence in the industry. “Both of those, defense and spending bill—to the extent that they become fast currents in the discretionary spending base within the government—are positives for us because those are our customers,” says Michael Corkery, CEO of Deltek. “Those obviously would be trends that would be helpful to our business as our customers are going to win more work and there are going to be new entrants into the government contracting space in order to support that incremental spend,” adds Corkery.

Deltek has the tools that help any company, irrespective of size or vertical, succeed in doing business with federal, state and local governments. The firm helps contractors find the opportunities that are right for their business, help them comply with government regulations and rules, and give them the tools they need to manage successful and profitable projects. Government contracting makes up around 60 percent of Deltek’s business and architecture and engineering firms make up for about 25 percent.

Key to Success

GovWin from Deltek is the essential source for information, teaming, and software solutions to help organizations find, manage, and win government business. More than 2,800 companies rely on GovWin for the latest and most comprehensive information solutions, including market intelligence, consulting, sales management tools, teaming solutions, and educational and networking events.

Deltek’s GovWin IQ helps government contractors win more business by providing a centralized and detailed platform offering insights into opportunities at all stages of the contracting lifecycle. The real value of GovWin IQ runs much deeper, including everything from gaining comprehensive information surrounding each opportunity to saving critical time hunting for the right contacts, identifying opportunities well in advance of public notices and even locating teaming partners.

“The thing people are looking for is visibility. Contractors do a great job of navigating the environment, but knowing what that environment is going to look like is the hard part. There’s gridlock right now as to how things will play out,” adds Corkery. GovWin IQ is the definitive way to reduce the business development costs and increase win rates. The platform offers comprehensive market intelligence—real-time information, hard-to-find statements of work and labor rate analysis; in-depth customer profiling—detailed agency profiles, up-to-date organizational charts, and technology trends and contacts— reliable contact information and data on prime contractors to identify partners and gather competitive intelligence.

The platform assists contractors to streamline their search efforts— save time by eliminating manual data entry; stay up to date on procurement information

GovWin IQ has sophisticated search capabilities that enable quick access to the most relevant information. Contractors can find opportunities earlier, deeply analyze the markets and partner with the best organizations as the platform helps them gain more knowledge about the government buyer. According to Deltek, 70 percent of wins occur when capture starts more than 12 months before the RFP is released and that number drops to 22 percent when capture starts at six months or less. “There’s always inertia at the bottom end of the contracting market; the total number of players doesn’t change dramatically, but there’s 20 percent that turns over every year,” says Corkery. However, “at the end of the day, while there’s sequestration and compression in spending, government is the biggest customer in the world. It’s still a massive, complex infrastructure that presents a lot of opportunity. We’re glad to be part of that,” says Corkery.

The platform assists contractors to streamline their search efforts—save time by eliminating manual data entry; stay up to date on procurement information—access to pertinent dates with integrated functionality that allows them to view upcoming deadlines within the capture management application; and enhance organization collaboration—help the team reach a higher level of communication by targeting and measuring sales efforts within one application. It also assists in increasing efficiency—shortens the business development process to help facilitate more contract wins by decreasing task duplication; avoid any disconnection between the people and processes as well as overlapping and duplicating effort.

GovWin IQ can create a centralized space to start conversations and share activities, tasks, notes, and calendars and hold fewer meetings and spend more time working the opportunity.

Building Intelligence

In order to give contractors access to vital intelligence for making effective procurement decisions, Deltek has also started a Government Community. The member contractor or business is able to view and contact more than 1.3 million company profiles, over 425 organization charts of government agencies and nearly 300,000 federal, state, local and education contacts.

The members also get access to see over 11 million labor rates from federal contracts and get updates on thousands of active procurements.

Through Deltek’s procurement intelligence, contractors will be able to see upcoming, current, and past solicitations from other federal, state, local, and education government agencies. They can contact information and detailed federal organizational charts for other government program managers, offices, technology professionals, CIOs, elected officials, and agency executives. The community offers profiles of federal agencies and state governments detailing procurement regulations, profiles outlining the technology priorities of other agencies and states, and those of agency and state technology environments, categorized by program. The document library provides copies of past solicitations, technology plans, strategic and roadmap documents of various programs; it also offers the largest news aggregation service focused on government technology.

Alongside, Deltek also provides a variety of training options through Deltek University to fit any organization regardless of size, industry, or product used. Everyone in the organization gets consistent, custom training materials that can be accessed in person, via a virtual instructor-led interface, or on-demand depending on the needs of the business. The students can access a variety of online, self-paced, or two-day facilitated courses and curriculum relevant to government contractors. Sales professionals and new hires get a comprehensive overview of the government market and seasoned employees can expand their knowledge on various government contracting topics.

"Contractors will be able to see upcoming, current, and past solicitations from other federal, state, local, and education government agencies"

The university course includes a detailed understanding of the U.S. Federal Government, to make the students familiar with the structure and function of the U.S. Government and learn how to navigate the system of checks and balances. The students are able to explore the government market, understand the contracting process and regulations that govern the market, the types of contracts, and contract vehicles.

Deltek University recently launched a new Learning Zone to offer clients numerous learning options with maximum flexibility to meet their specific schedules, budgets, and learning preferences. The Deltek Learning Zone has a simple pricing approach and provides a range of training options, including virtual live classes, self‐paced learning classes, support videos, workflow and process oriented infographics, and quick reference guides.

Deltek has gained recognition in Pan-America and is proud of their platform assisting customers win over $174 billion in government spending in the fiscal year 2015 alone. For the days to come Deltek wants to provide the contractors opportunities to track more government contracts every year, giving them up-to-date, comprehensive information on qualified government procurement prospects, which are tailored to suit their sales objectives. With growing pressure from a more demanding and fiscally stringent federal body, government contractors are turning towards Deltek—a solution that gives them visibility, control, and insight into their businesses. With more accurate, intuitive, and actionable information to answer business questions and make smarter, more accountable, information-based decisions, Deltek has pioneered in offering ground-breaking contracting solutions.