A new breed of contractors emerges in a tougher market

When executives from a large systems integrator met recently with a federal customer seeking to solve an IT problem, the customer wasn’t interested in talking about technology. The government official wanted to know how the company’s commercial clients were dealing with a similar problem. “It wasn’t about some unique technology out there in the future,” one of the company executives said. “The client was interested in what our commercial clients are buying.”

The point is that the federal customer wanted to investigate a more nimble, commercial approach to dealing with the problem — finding a quick solution and just getting it done. “It’s about agility, and it’s about execution,” the executive said. “The companies that possess those skills are the ones that are going to succeed going forward.”

Washing Technology full story

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