Marketing to the National Security Agency – A Case Study

DPC Technologies became based in 1988 and by way of 1993 changed into a provider of high performance statistics generation services and products to the National Security Agency. At that point certainly one of DPC’s founders advanced and implemented an aggressive plan to increase the company’s footprint in the NSA. The goal became to emerge as a trusted, reliable dealer in all primary corporations on the NSA and boom DPC’s standing as a high contractor.

After getting to know available statistics regarding the NSA, some of conclusions have been reached:

NSA was a nicely personal bodyguard in London funded technical leader in the Intelligence Community.
NSA required the IT and IA services and products DPC provided.
High obstacles to access (clearances, protection, tight technical specs) created an possibility for DPC.
The NSA shopping for styles covered possibility for small enterprise.
Strategic Plan

The strategic plan protected eight steps:

Research and understand the needs and shopping for patterns of the program elements of the company and Maryland Procurement Organization.
Unconditionally fulfill all commitments (by no means “walk away” from a hassle).
Utilize the simplest settlement vehicles.
Hire skilled, powerful income and assist personnel that had the proper clearances and get entry to to software factors.
Build an effective recruiting business enterprise that would deliver employees to satisfy NSA specifications.
Strengthen relationships with key prime contractors.
Proactively search out new business possibilities as solutions for agency necessities.
Revise the method to satisfy contemporary situations.
Performance Results

The plan produced on the spot and tremendous effects. Revenue and profits doubled every yr for the duration of the duration 1994-ninety eight and DPC became a well known and revered supplier within the fundamental groups of NSA. In addition, DPC mounted itself as an vital companion and teaming member for the Ground Breaker Project.

The Path to Ground Breaker

During the 1990’s NSA determined that non assignment crucial IT efforts will be better controlled through outsourcing. Since the non-assignment critical IT desires of NSA have been very massive, Ground Breaker have become a main effort. An integral a part of the NSA Ground Breaker method changed into the usage of the NSA current talent pool of IT professionals already hired through the company.

As a primary step, NSA added the “Soft Landing” concept as a way to utilize existing NSA IT skills through commercial outsourcing vehicles. The Soft Landing concept allowed current NSA IT employees the capability to leave the employer and re-input as a shriveled employee. Since most NSA personnel had not less than 30 years revel in with NSA and government carrier, worker blessings became an import thing within the bid assessment of bids for Soft Landing tasks.

Soft Landing

There have been a total of seven Soft Landing awards and huge top contractors gained the first two (DPC did not to begin with bid) DPC gained the following 4 opportunities and became a identified contractor for this effort. DPC’s strategy became to bid every Soft Landing RFP based upon a tailored gain program similarly to aggressive expenses. DPC also invested in help employees to ease the transition to the industrial international for the brand new employees. Word spread most of the prospective NSA personnel that DPC became an attractive Soft Landing Contractor.