TOP 100

Focus on BD, M&A fuels CACI strategy

New CEO has business development in his bones

When CACI International Inc. hired Ken Asbury as its new president and chief executive officer in February, it got what it needed—a business development guru.

“I come from a business development background,” he said. “That’s how I made my bones in the business.” He joined CACI after 27 years in the executive ranks at Lockheed Martin.

Though he’s been on board only a few months, Asbury has wasted no time in embarking on an overhaul of CACI’s strategy for growing business by moving to a more decentralized business development model. Capture managers and business development executives are moving into the company’s individual business units to put them closer to customers and high-growth segments of the marketplace, such as health  IT, cybersecurity and federal business systems. Being closer to the customers and markets also will help the company build skill sets and subject-matter expertise in high-growth areas, Asbury said.

More on the Top 100

Meet the 2013 Top 100

See our rankings of the largest companies in the market by prime contracts.

Trends and Challenges

We analyze the major trends driving the 2013 Top 100.

Top 100 profiles 

Leading executives in the market talk about their strategies.

“Now those folks are able to develop a longer term set of relationships with the customers who are pursuing those areas,” he said. “And our business groups themselves have a little more space between them--they’re not as overlapping, giving them more separation in the marketplace.”

Decentralization is a part of Asbury’s aggressive approach to expanding CACI’s business. But it’s not just about winning new business; it’s about winning recompetes as well.

“If we’re close to our customers, if we understand the work and if we’re paying attention to the dynamics in the marketplace, our goal is to win 100 percent of our recompetes,” he said. “That’s an institutional objective. In reality, some things happen and you don’t always do it but I can tell you we win a very high percentage.”

In addition to maintaining operational excellence in program and project management, Asbury is also stressing mergers and acquisitions as a “high value, core competency” and a top priority for CACI.

All of CACI’s acquisitions have to represent a strategic fit, he added. “We’re not looking for turnaround situations,” he said. “We’re looking for really good companies that are going to fit with our culture.”

In the high-value health care market, CACI last year acquired Emergint Technologies Inc., whose  customers included the Centers for Disease Control and Prevention, National Institutes of Health and the Food and Drug Administration. Early this year, CACI announced the acquisition of IDL Solutions Inc., another health IT company with a ready set of federal customers. IDL developed analytics to help healthcare organizations gain insight from large amounts of health data.

On the contract front, CACI recently was awarded a contract to modernize mission systems for the U.S. Department of State's Bureau of Diplomatic Security. The five-year contract, which has a ceiling of $54 million, expands the company’s presence in its business system and investigation and litigation support markets.

Under the contract, CACI will modernize the technology underlying the bureau's mission systems, which include software applications for case management, real-time situation reporting, and global security monitoring.

“CACI’s strategy focuses on the government’s high-priority missions and we will continue to focus on high growth and high-volume markets in our addressable market segments,” he said.

Reader Comments

Please post your comments here. Comments are moderated, so they may not appear immediately after submitting. We will not post comments that we consider abusive or off-topic.

Please type the letters/numbers you see above

What is your e-mail address?

My e-mail address is:

Do you have a password?

Forgot your password? Click here
close
SEARCH
 Top 100 Slideshow
contracts DB

Trending

  • Dive into our Contract Award database

    In an exclusive for WT Insider members, we are collecting all of the contract awards we cover into a database that you can sort by contractor, agency, value and other parameters. You can also download it into a spreadsheet. Read More

  • Is SBA MIA on contractor fraud? Nick Wakeman

    Editor Nick Wakeman explores the puzzle of why SBA has been so silent on the latest contractor fraud scandal when it has been so quick to act in other cases. Read More

Webcasts