In this episode of Market Chat!, we heard from 3 senior procurement officials from the Department of Homeland Security.
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Welcome to Market Chat! – “Bringing Clarity to the Clutter in Government Marketing” with hot topics, best practices, exciting guests and innovative ideas.
Market Chat! is an ongoing series that provides an open and collaborative interaction between government and industry to ensure that listeners walk away empowered with greater knowledge on how to better market to their targeted federal, state and local audiences.
In this episode of Market Chat!, we heard from 3 senior procurement officials from the Department of Homeland Security. They shared insights and tips for how industry vendors can better market and sell to DHS. We discussed:
If you are just entering the government market or have been marketing your products and solutions for a while you will walk away with new knowledge on ways to increase your marketing success by hearing from our procurement experts from the Department of Homeland Security.
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Deputy Chief Procurement Officer, U.S. Department of Homeland Security
Executive Director, Office of Small and Disadvantaged Business Utilization, U.S. Department of Homeland Security
Executive Director, Office of the Chief Procurement Officer, Strategic Programs Division, U.S. Department of Homeland Security
CEO and Co-founder, Government Marketing University
Chief Content Officer, Government Marketing University
Deputy Chief Procurement Officer, U.S. Department of Homeland Security
Paul Courtney was appointed as the DHS Deputy Chief Procurement Officer in June, 2019. Since March, 2013, Mr. Courtney was a member of the Senior Executive Service with the Federal Bureau of Investigation (FBI), and served as Head of Contracting Activity and Procurement Executive. In this role, Mr. Courtney led the FBI's contracting officers, and the FBI's acquisition of approximately $4 billion in goods and services. He ensured the FBI's law enforcement and national security mission was accomplished efficiently and effectively. During his FBI tenure, he led an acquisition business transformation effort which established a category management structure and numerous enterprise contracts. The effort eliminated the lowest-price technically accepted contracting method for services, standardized business processes, and created one way of doing business with the FBI.
Mr. Courtney served as the Defense Intelligence Agency’s (DIA) Senior Expert for Contracting, and the Deputy Head of the Contracting Activity from 2007 to 2013. In his role at DIA, he was responsible for planning, managing, directing, and accomplishing the complete DIA procurement program, and its mission to provide timely intelligence to the warfighter.
Mr. Courtney began his career in contracting as a contract specialist trainee in the Department of Justice (DOJ), Federal Bureau of Prisons (BOP). During his time at the BOP, he held positions of increasing responsibility, including overseeing the contracting offices responsible for a multi-billion dollar construction program and a multi-billion dollar private prison program.
Executive Director, Office of Small and Disadvantaged Business Utilization, U.S. Department of Homeland Security
E. Darlene Bullock is the Executive Director of the U.S. Department of Homeland Security (DHS), Office of Small and Disadvantaged Business Utilization (OSDBU). Ms. Bullock is also a Senior Procurement Analyst in the OSDBU serving as the Program Manager for several small business programs to include: 8(a), small disadvantaged, and women-owned. She also is a Desk Officer providing technical procurement and small business support to four DHS operational contracting offices.
Ms. Bullock has over 27 years of experience in procurement, federal assistance, and acquisitions management. Before joining the OSDBU in January 2011, Ms. Bullock was a Division Director and Contracting Officer in the DHS, Office of Procurement Operations (OPO). OPO is one of the largest procurement divisions in DHS obligating about $4 - 4.5 billion a year. Her division was responsible for supporting the Office of the Secretary and other high-visibility offices at DHS Headquarters. Ms. Bullock oversaw and managed the award process of the first DHS-wide Program Management, Administrative, Clerical, and Technical Services (PACTS) Indefinite Delivery Indefinite Quantity (IDIQ) Contracts which were set-aside for Service-Disabled Veteran-Owned Small Businesses (SDVOSBs). PACTS had an estimated value at $1.5 billion. The award of PACTS enabled DHS to meet and exceed the 3 percent SDVOSB goal for the first time in Fiscal Year 2010.
Ms. Bullock has held leadership positions at several Federal and local agencies including the Department of Homeland Security Headquarters, U.S. Agency for International Development, U. S. Department of Commerce, District of Columbia Government, and the U.S. Army.
Ms. Bullock began her acquisition career with the U.S. Army successfully completing the Department of Defense contract specialist intern program. She is a Certified Federal Contract Manager (CFCM) with the National Contract Management Association (NCMA) and maintains her FAC-C Level III Certification in Contracting. She has completed various Federal Executive leadership courses throughout her career. She has an undergraduate degree in Agricultural Business and Resource Economics from the University of Maryland, College Park and a MBA in International Management from Southeastern University.
Executive Director, Office of the Chief Procurement Officer, Strategic Programs Division, U.S. Department of Homeland Security
Jaclyn Rubino is the Executive Director of the Department of Homeland Security (DHS) Office of the Chief Procurement Officer (OCPO) Strategic Programs Division (SPD), where she oversees a portfolio of over 80 DHS-wide contract vehicles valued at more than $60 billion. She has several years of experience in Federal procurement and acquisition-related fields where she has worked on a wide variety of large-scale DHS-wide and Federal-wide procurements. Ms. Rubino is an active participant in the Federal-wide Category Management Leadership Council where she lends her expertise in sourcing strategies and category management. In February 2016, Ms. Rubino was named as the Government-wide Security and Protection Category Manager where she leads a cross-Agency Category Team and is responsible for developing and implementing government-wide strategies that align with established category management principles and methodologies. Prior to her Federal Career, Ms. Rubino served as a Principal with E3 Federal Solutions for several years during which time she consulted on DHS procurements.
CEO and Co-founder, Government Marketing University
Lou Anne Brossman is the CEO and Founder of Government Marketing University. She has over 30 years of public sector government marketing leadership experience gained while working for some of the leading companies in the market (Juniper Networks, immixGroup, EMC). Her roots are in the manufacture world which enables her to better understand and relate to the corporate issues all government marketers are facing. She is a sought-out speaker on Government Marketing Best Practices and is well recognized and respected for her ability to drive Thought Leadership campaigns on relevant federal, state and local government policies and mandates. Lou Anne has served on numerous boards including immixGroup and Trezza Media and was a founding member of the Women’s Center Executive Council. Lou Anne was honored with the Heroines in Technology award presented by Women In Technology and she was the recipient of the ACT IAC Dedication to Making a Difference award.
Lou Anne founded Government Marketing University, an innovative learning platform that applies a collaborative, community-based approach toward knowledge sharing and skills development in the field of public sector marketing. Government Marketing University offers training, research, certifications, mentoring, and community resources all in one place. For more information about Government Marketing University, visit www.governmentmarketinguniversity.com.
Chief Content Officer, Government Marketing University
Steve Watkins is Chief Content Officer at Government Marketing University, an innovative learning platform that applies a collaborative, community-based approach toward knowledge sharing and skills development in the field of public sector marketing.
He launched Watkins Communications in 2015, providing a variety of tailored communications and consulting services to clients in the federal marketplace and offering expertise in all varieties of content platforms, including live events, webcasts, white papers, video, social media, bylined articles, blogs, and issue briefs.