On February 22nd, the Defense Information Systems Agency, U.S. Cyber Command and National Security Agency teamed up for a Fort Meade Alliance event. Over several sessions, DISA leaders shared with small business representatives how they can partner with the agency in its national security mission. The sessions were far from monologues. Instead, the speakers took time to listen to feedback about how to alleviate some of the challenges of government contracting.
DISA Office of Small Business Programs Director Carlen Capenos began the day by emphasizing the agency’s commitment to small businesses and she said, “We have a small business first policy which says, ‘every requirement that comes into DISA is automatically in the small business program, unless and until market research bears that small business cannot do it’.” She demonstrated this commitment by sharing that the agency awarded over 28% of its business to small businesses in fiscal year 2023, exceeding its goal of 25%.
Following the opening remarks, DISA leaders participated in multiple breakout sessions, covering topics including gaining facility clearances, emerging technology and proposal evaluations. Due to the classified nature of DISA’s work, gaining a facility clearance is often the first hurdle companies must overcome to do business with the agency. While leaders from each organization spoke candidly about there being no fast track for a clearance, DISA Industry Security Program Manager Kimberly Wiegmann walked the audience through the steps for gaining a DISA facility clearance.
After businesses have a facility clearance, the next challenge they face is getting their products and services before decision makers. DISA Chief Technology Officer Steve Wallace spoke about the key technologies he’s focused on, including artificial intelligence and quantum-resistant cryptography. Given the excitement around these technologies, Wallace warned the audience against over-promising and under-delivering. “When we have a conversation with you guys, let’s be blunt about what [a solution] can and can’t do, what we know and what we don’t know. It will get us to the point of a solution far faster … That transparency and that honesty is hugely valued.”
For the process of pitching products and services, Wallace encouraged the audience to begin by contacting the DISA Office of Small Business Programs.
The final hurdle for small businesses is submitting proposals and winning contracts. To help with this, DISA Program Analyst Christopher Riley and Contracting Office Chief Christopher Gray, Defense Information Technology Contracting Organization – National Capitol Region, gave the audience a peak behind the curtain of the agency’s proposal evaluation process. Riley and Gray shared how they are working to increase efficiencies of internal reviews. Furthermore, they dialogued with audience members about making requests for information easier to respond to.
Riley implored the audience to pay attention to detail in their proposals and make the writing understandable to a broad audience. He also emphasized the need to demonstrate the unique value a company brings. “Tell us how you’re different than others … Focus on your discriminators … When you claim that you’re awesome, support it.”
In her closing comments, Capenos expressed the critical role of small businesses. “We can’t do what we need to do without you. The nation can’t do what it needs to do, and the economy can’t do what it needs to do without you. Small business is vitally important.”
To learn more about working with DISA as a small business, email d[email protected].
Article authored by Austin Suggs / Office of Strategic Communication and Public Affairs
