The Government Technology & Services Coalition is home to the Lion’s Den, a distinguished cadre of mid-tier company CEOs devoted to the homeland and national security market.
Their success, the result of exceptional work for their clients and their outstanding business acumen, has propelled them to “other than small” in the Federal market. This status creates new and difficult challenges for mid-sized companies now facing "free and open" competition from billion-dollar competitors in the market. The Lion’s Den is focused on creating and supporting programs, policies, and ventures to support the continuum of growth from small to mid-sized through partnership, advocacy, and increased business opportunities.
Since GTSC's inception in 2011, the Coalition developed a series of workshops on small, mid- and large size companies to help federal acquisition officials understand industry's side of the market. The workshops discuss their business process, the way they prepare for RFPs, and the way they make business decisions -- taught by the CEOs themselves. The Lion's Den has presented this workshop to numerous audiences.
After several interactions with Contracting Officers (COs) and others that work in acquisition at federal agencies, the Lion's Den CEOs heard several reasons why "the mid-tier" had an uphill battle:
COs did not have to assign contracts to "mid-tier,"
few mid-tiers had broad brand/name recognition,
government partners were afraid of the risk for selecting a mid-tier instead of a "brand name,"
not many gave much thought to the value of these successful firms -- or to the make up of the market unless they were required to.
Members of the GTSC Lion's Den decided to launch this campaign to raise awareness of the value proposition of the mid-tier, and encourage federal partners to consider these companies as they develop requirements, develop Requests for Information (RFIs), and Requests for Proposals (RFPs). See the first infographic. Stay tuned for more from us!
GTSC defines mid-tier companies as those with revenue between $25 million and $1 billion.