What's Happening?
Beth Cappello, a former deputy chief information officer for the Department of Homeland Security (DHS), has provided insights on how companies can effectively engage with the DHS. Speaking at a Washington Technology Power Breakfast, Cappello emphasized
the importance of thorough preparation and understanding the department's needs before approaching with proposals. She highlighted that companies often fail to do adequate research, which is crucial given the availability of public information. Cappello advised targeting chief technology officers and chief information security officers at the component level for technical and cybersecurity solutions, rather than focusing on CIOs and deputy CIOs who are not typically involved in source selection. She stressed the need for proposals to be clear, defensible, and focused on how they can solve specific problems for the DHS.
Why It's Important?
The advice from Cappello is significant as it addresses common pitfalls companies face when trying to secure contracts with the DHS. With increased funding flowing into the DHS, particularly from defense companies, understanding the nuances of the department's mission is crucial. The DHS's focus on law enforcement and compliance differs from the Department of Defense's mission, which often involves kinetic operations. Companies that can align their proposals with the DHS's objectives of facilitating compliance and preventing illegal activities stand to gain from lucrative contracts. This guidance is particularly relevant as more companies seek to enter the DHS market, necessitating a strategic approach to proposal crafting.
