Performance-based contracting has changed the way agencies are doing business, and in turn, the way vendors do business. The companies that can communicate value to agencies are going to be successful going forward, according to Ryan McCullough, Vice President of the Federal Division of Govplace. Ryan and I talked about the importance of agencies setting out measures for success on a contract, and how vendors can use them as benchmarks to make sure they’re keeping their promises to the agencies.

We also talked about the “blurring of the lines” between prime contractors and subcontractors, and how relationships have changed in the prime-sub world; “inherently governmental” and how the insourcing effort of the current administration is affecting the vendor/client relationship; and getting around objections when agencies are reluctant to move on cloud computing and data center consolidation.

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