Competitive in-sourcing. Two words that don’t evoke any positive emotions for government contractors, especially in the present economic climate. Regina Gibson of OnPoint Consulting shares with ExecutiveBiz how OnPoint will continue its robust growth in these trying times:
- “I think we are going to see less stand-alone competitions. Procurement resource-strapped agencies are going to rely more on existing vehicles that have pre-negotiated rates and pre-qualified competition; so certainly one way is our leveraging of our vehicles.””
- “There could be some reorganization of work, especially in areas like data center operations…As far as our long term planning, we are looking at the opportunities that would not be affected by competitive insourcing or at least less affected.”
- “OnPoint is currently undergoing ISO 27000 certification, the corporate IA standard. Over the next three years, OnPoint will stay in front of the certification process.”
ExecutiveBiz: How was OnPoint Consulting founded?
Regina Gibson: Our President Shankar Pillai founded the company right after he graduated from Virginia Tech in 1994. He decided the federal government was the best place to start a company. He received a $50,000 purchase order for our IT support for the Department of Energy; a customer we still have.
ExecutiveBiz: What is your ratio of government to commercial clients?
Regina Gibson: We are essentially all government.
ExecutiveBiz: Who are your biggest clients?
Regina Gibson: The Department of Transportation is our largest. We have a very large contract with the FAA supporting the Chief Financial Officer and support other offices in DOT. Treasury is our second largest, then State Department and then Department of Energy. We have others but those are our four largest clients.
ExecutiveBiz: What are your core competencies?
Regina Gibson: We have divided our core competencies into three areas. Our largest core competency is systems development; that includes life cycle, requirements, requirements definition and analysis, systems support, database design and development, enterprise content management – the elements of supporting large system development. A very close second is infrastructure support; LAN management, support management, help desk and all of the elements within infrastructure support. Finally, information assurance (IA), which is a growing core competency for us, and very important given cyber security’s role in this Administration’s IT list of priorities. Although it is a little harder to track because often the services within information assurance, like intrusion detection, disaster recovery and so forth are included in the infrastructure support, we also have many stand-alone IA projects.
ExecutiveBiz: How has competitive insourcing affected your business or long term planning?
Regina Gibson: Many of our contracts support mission critical systems and they don’t seem to be affected by the Administration’s move to bring contracted work back in-house. There really has not been a lot of change for us in any of our programs. There could be some reorganization of work, especially in areas like data center operations where we are aware of the potential for change, but right now no one is talking about any large-scale changes to our contracts. As far as our long term planning of course, we are like everyone else we are looking at the opportunities that would not be affected by competitive insourcing or at least less affected.
ExecutiveBiz: How will OnPoint keep growing in this difficult economic climate?
Regina Gibson: First of all we will leverage our contract vehicles. I think we are going to see less stand-alone competitions. Procurement resource-strapped agencies are going to rely more on existing vehicles that have pre-negotiated rates and pre-qualified competition; so certainly one way is our leveraging of our vehicles. OnPoint is in a position of strength right now and we have the capability to aggressively pursue our competitors’ work. We have a very strong technical reach in our current contracts. We cover many technical areas and we cover them well. We have exceptional past performances in those areas. We also have a very aggressive BD infrastructure. Over the last three years we’ve invested a lot of resources, energy and money into BD. OnPoint is also very strong financially, so I think a combination of our contract vehicles, resources, and financial strength will help us continue to grow during this economic climate.
ExecutiveBiz: What will OnPoint look like three years from now?
Regina Gibson: Of course, we will be bigger and stronger but I think we are looking at expanding our core competencies. We have a plan in place to expand more into the telecommunications arena and also grow our core competencies. We will see more revenue from full and open competition as well. In three years I see OnPoint executing a large collection of Alliant Small Business task orders. We are a prime and that vehicle is obviously going to help us grow. We will also look at other IDIQs that have growth potential. We will continue to invest in training and certification programs; training for our employees and industry and staff certifications. We are ISO 2001:2008 and 20000 certified today, as well as CMMI Level 2 assessed. OnPoint is currently undergoing ISO 27000 certification, the corporate IA standard. Over the next three years, OnPoint will stay in front of the certification process.
ExecutiveBiz: How would you describe your management style?
Regina Gibson: I try to be a mentor who delegates, so I try not to be involved in every single detail. I don’t look over the shoulders of my folks. I have a great group of BD professionals who are dedicated to OnPoint’s growth. I am thorough and prepared in my decision making so I avoid doing anything without first thinking it through and I believe most people would agree with that.
ExecutiveBiz: What is something most people don’t know about you?
Regina Gibson: I like to travel, so I try to go to one new US destination and one new foreign destination every year.