WT Business Beat


Can you name the five critical factors for contract awards?

When we started to explore the critical factors in choosing a contractor as part of our latest Government IT Contracting Partnership study, we started with the assumption that five factors are most important:

  • Technical expertise
  • Teamwork
  • Customer knowledge
  • Industry perception
  • Process

The results of our survey of government executives confirmed our assumptions, with technical expertise being cited as valuable or highly valuable by 93 percent of the respondents. Teamwork was a close second with an 88 percent score.

Customer knowledge and industry perception also scored over 80 percent, with an 82 percent score for customer knowledge and 81 percent for industry perception.

Only process, which we defined as attributes such as invoicing, established process for decision making, human resources, ease of establishing contact and pricing, scored lower. Respondents put process in the valuable to highly valuable range only 63 percent of the time.

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Posted on Apr 17, 2014 at 8:18 AM0 comments


WT Insider report pits the best versus the rest

In my previous blogs analyzing our latest WT Insider report on Government IT Contractor Partnering, I’ve looked at some of the overall rankings of contractors given by their customers.

The conclusion is that the relationship is in OK shape, but there is definitely room for improvement.

And nothing shines a light on the need and areas for improvement like when we look at the scores government customers gave when asked to rank their single best contractor.

First, I want to revisit the stunning results of our question: Is there a single best contractor who stands out overall?

Nearly half – 49 percent – said that that they could not name a single best contractor. That’s alarming. To half of your customers, government contractors are just a vast group of average Joes. For these customers, no one stands out.

We used this question to kick off an exploration of the attributes of the single best contractor and compare that to the overall group.

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Posted on Apr 16, 2014 at 9:56 AM0 comments


New WT report reveals where contractors fall short

We’ve established in part three of our WT Insider report, the Government IT Contractor Partnership, that too many of your customers can’t name a single best contractor.

That is concerning, particularly in a market where competition is intense and so many companies put a lot of time and energy into the concept of differentiation. That was the focus of my first blog on the new study.

To reach that conclusion, we talked to government customers to get their perspective, while parts one and two of the series focused on primes and subcontractor perspective.

Now, I want to take a deeper dive, and let’s start by looking at what participants in our study said about the collective group of contractors.

We asked questions around industry perception, teamwork and process. We also asked the government executives to give an overall rating.

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Posted on Apr 15, 2014 at 8:32 AM0 comments


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