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FCW : June 30, 2014
June 30, 2014 FCW.COM 27 stave o aggressive competitors. Many of the leading contractors are doing just that while reaching out into new markets. Larger defense companies, such as Lockheed Martin and No. 2 Northrop Grumman, are pursuing strategies to increase their international business and private-sector work. Kathy Warden, president of Northrop Grumman's Information Systems division, cited a growing opportunity for the company's services internationally because of pent-up demand. The company signed a deal less than a year ago with the London Metropolitan Police Service for a new command and control system, and it's the prime contractor on a biometric identification and fingerprint database service for police in England, Wales, Scotland and Northern Ireland. "We look for this not to be just a one-year phenomenon with a couple of contract wins but a trend and long- term path forward to growing our international presence," Warden said. Companies are also containing costs through layo s and consolidations of business units. For example, General Dynamics made several restructuring moves in the business units of its Infor- mation Systems and Technology group. The company is ranked No. 5 with $4.9 billion in prime contracts. "The restructuring has been neces- sary to adapt to the conditions that our marketplace is in," said David Heebner, executive vice president of the Information Systems and Tech- nology group. "While we've had some attention to that in the past, we are laser focused on it right now." The C4 Systems group had what Heebner called the most dramatic restructuring with a reduction in headcount; a new, more agile struc- ture; and a consolidation of financial and administrative functions. For the IT group, the company integrated all of its military work into one line of business. Although the federal market has contracted in recent years, there are hot spots such as cybersecurity, cloud computing and big data. But the popularity of those technologies are due in part by the government's need to become more e cient and reduce costs. Because those technologies cut across multiple customer lines, several companies have streamlined opera- tions by restructuring around solu- tions. CACI, for example, is launching an organization built around lines of business such as cybersecurity, health care, business solutions and logistics. The change will allow the company to bid on larger and more complex projects while streamlining customer interactions, Asbury said. Marilyn Crouther, senior vice presi- dent and general manager of the U.S. public sector at Hewlett-Packard Enterprise Services, said her group is relying on its chief technology o cers. "We've made sure our CTOs are directly aligned to our market-facing teams and are ready and able to exe- cute solutions," she said. HP is ranked No. 6 with $4.1 billion in prime con- tracts. "It's not a big change in terms of organization, but it's a big change in prioritization and focus and how to bring innovation that is e ective from a cost perspective." STRATEGIC ACQUISITIONS Although merger and acquisition activity slowed last year, several com- panies still made significant deals. For example, QinetiQ Group's decision to sell its U.S. services business means that the company's name has disap- peared from the Top 100 and has been replaced by the business' buyer, the SI Organization, which makes its debut at No. 46 with $390.6 million in prime contracts. Also gone from the Top 100 is Dynamics Research Corp., which was acquired by No. 30 Engility Corp. Another marquee acquisition was CACI's deal for Six3 Systems, which was recognized earlier this year by Washington Technology as the best single deal of 2013. The acquisition increased CACI's classified work and product business, particularly in the intelligence market. L-3 Communications, No. 15 with $1.9 billion in prime contracts, also actively reshaped its business mix with the addition of Data Tactics Corp., an analytics and cloud comput- ing company, and Mustang Technolo- gy Group, a defense sensor developer. Les Rose, president of L-3's National Security Solutions group, foresees more dealmaking across the market now that the government has settled on a budget. Indeed, most of the Top 100 companies are optimistic about the future, though none are predicting a quick return to the fast-paced growth of the past. "If there's some place to be, wheth- er times are good or bad, it's with your client helping them figure out what their problem is and helping them get to the next phase," said Joe Logue, executive vice president of defense business at Booz Allen Hamilton, No. 7 with $3.4 billion in prime contracts. "This has never been more true than it is today." • TOP 100 2014
May 30, 2014
June 15, 2014