- ExecutiveBiz spoke to senior leaders at some of government contracting's most powerful firms to find out whom they turn to when they need an executive position filled, and compiled the 10 recruiters you need to know.
To get a sense of their positions on government contracting, we asked the recruiters for their take on the current state of the industry and where they see it going in the future.
- What is your take on the current state of the government-contracting field?
“The current state of government contracting is in flux. The government is seeking less expensive solutions and approaches to IT systems development-management, and infrastructure outsourcing and services. This is putting increased pressure on government contracting/consulting firms as the government is effectively forcing firms to compete on price rather than on a higher quality of service provision. What this means for the government is heightened risk and exposure over the mid-long term. What this translates to for firms consulting to the USG is fee compression and the provision of less experienced consultants to the USG. This approach commoditizes service offerings, a negative, though enables lower-cost competitors to wrest business from higher margin, more experienced firms; a toss up, depending on one’s view.”
Do you have any predictions for the future of the business?
“The future of government contracting is predictable only insofar as systems integration/government contracting firms will continue to service the IT infrastructure and systems needs of the USG. The future in the current budget-cutting environment is challenging for government-contracting firms, and is not likely to improve in the near term. Firms will need to focus on cost reduction and fraud/waste/abuse identification and remediation initiatives more so than on ‘blue sky,’ major systems improvement and overhaul projects. As the tax and revenue base contracts for the USG, firms will need to shift business models to more back-ended, cost reduction solutions and approaches.”
What sets your practice apart in the field?
“CTPartners is the only executive search firm in the industry that actually tracks placement ratio (how many searches we open that result in the placement of an executive) and days to placement (how long it takes us to complete searches). Our current numbers, audited by a major external consulting firm, are 80 percent+ on the placement ratio, and 110 days for an average search to close. We offer financial incentives to our execution teams to close searches in under 100 days. We have been doing this for the past five years and each year sees an increase in our post-search client satisfaction surveys. We are an execution-focused firm that removes opacity from the search process.”