Industry Interview: Apptis
Ruth Bowers
Senior Vice President
Apptis
With more than 25 years of experience, Ruth Bowers is a recognized expert in the capture and management of IT programs and contracts. As the leader of Apptis’ Sector Support Organization, she is dedicated to enhancing client satisfaction through a well-managed acquisition infrastructure that enables government to procure solutions faster, easier and in compliance with regulations.
Q: On Apptis—Can you tell us about Apptis, and why you chose to join their team last year?
A: Apptis is a full-lifecycle IT solutions integrator. We began serving the federal government in 1983 as an 8(a) IT products and network support services provider. Through client retention and strategic growth, today we are considered an industry leader in providing innovative enterprisewide IT solutions for the civilian, DoD and intelligence communities. In 2005, FCW ranked Apptis as a Top 20 Federal Contractor.
I joined Apptis for several reasons. As a subcontractor working for my former employer, Apptis impressed me with steadfast commitment to customer satisfaction, strong business ethics and flexibility to deliver—qualities I value that are often lost in large companies. Also, Apptis has an excellent reputation and is growing, mostly due to their fresh approach and motivated workforce. They have a solid portfolio of GSA Schedules and agency IDIQ vehicles on which I was able to quickly establish a GWAC Service Center—our center of excellence for these types of contracts. It’s exciting to be part of this evolution.
Q: On driving performance—What advice would you give to an agency looking to choose an IT solutions provider?
A: Give mid-size business a chance! Seriously! I’d advise the buyer and procurement officer to look beyond size. Look at how the company and its employees have conducted themselves, customer satisfaction levels and their track record of truly partnering with clients. Also, consider how the company manages acquisition contracts—have they been able to manage multiple contracts with high volume task orders, while maintaining compliance and cost effectiveness?
Q: On choosing vehicles—With so many procurement options, how does an agency choose the right one?
A: There are a plethora of agency-issued IDIQs and MACs. Most are good vehicles and may make sense for use within the issuing agency, provided they are properly managed. However, prior to choosing any vehicle, an agency should carefully consider:
• Does the vehicle provide for the purchase of hardware and software in addition to services, allowing access to a “total solution” with a single task order?
• Can multi-year task orders be issued?
• Is there a good mix of prime contractors on the vehicle—companies that offer specialized solutions as well as ones with broader offerings?
• Can the buyer chose from all contract types based on needs, such as Fixed Firm Price (FFP), Cost Plus Fixed Firm (CPFF), Cost Plus Award Fee (CPAF) or Time & Materials (T&M)?
On the other hand, procurement is the specialty of GSA. I’ve been impressed by their contracting officers and program folks in managing large, complex vehicles. GSA has made some good changes and is well on its way to re-establishing itself as a preferred procurement arm.
Q: On keys to compliance—What is the origin of recent issuesand how can they be avoided?
A: One of the big compliance issues recently has centered on work performed outside the scope of the contract. It is an easy one to avoid by instituting a compliance check as part of the SOW development process on the government’s side, and as part of the bid process on the contractor side. At Apptis, this type of compliance check is one of many we perform as part of our bid and proposal process.
Q: On leveraging small businesses—Why is it important to subcontract with small and disadvantaged businesses?
A: Beyond being required in most federal procurements, many of today’s important technologies were developed by small businesses. The wealth of specialized skills and solutions available from the small and disadvantaged business community can be strategic in both winning and performing the work.
Promoting small businesses is an important aspect of Apptis’ business model. As a former 8 (a), we understand the challenges of establishing oneself as a qualified subcontractor. We now mentor a number of disadvantaged businesses to help them succeed.
Q: On the best way to serve—What ensures success in delivering IT solutions to government?
A: Honesty and integrity—both during the bid process and throughout performance. Don’t bid it if you know you can’t perform it! Treat each engagement as if it were the linchpin on which your company succeeds or fails. And finally, while “partnership” has become an industry buzzword here, I believe that any problem can be solved if all parties truly put partnership into action by working together openly toward mutual success. ♦
