News Analysis: GSA is getting ready to award a huge federal government cloud computing contract, but handicapping the outcome, if there is one, won't be easy.
When Clint Boulton wrote about the competition
for the cloud services proposals that have gone to the General Services
Administration, he correctly pointed out that Google, IBM and Microsoft
all have products that are essentially similar.
The three companies are proposing to provide
Web mail and other office applications in a cloud-based environment.
All of them will cost about the same, and all will provide federal
workers pretty much the same thing. But that doesn't mean that these
companies have an equal chance of winning. It doesn't even mean that
any of them will win.
The GSA has great latitude in awarding
contracts, and the companies have great latitude in what they propose
to deliver. In addition, it's a certainty that whoever eventually does
win the contract award will find the decision being appealed. So any
move to cloud services will happen only when something final comes out
of the process. But there's no guarantee that the end result will
resemble the initial proposals.
First, it's important to remember that federal
government contracting is rife with rules that attempt to make sure
that the government gets the best overall deal, that no unfair
practices are taking place and that a number of Congressionally
mandated requirements are met. Second, it's not unusual for the GSA to
ask for modifications to a proposal to reflect changes in technology,
the products in question or to meet emerging requirements that weren't
in the original RFP.
It's also not unusual for one-time competitors
to decide to team up to win a contract so they can provide a capability
at a price that no one else can offer. And, of course, it's possible
that the GSA will decide that all of the proposals are deficient, and
not award the contract to anyone. All of these things happen routinely
in government contracting.
In the case of IT contracts, there's a big
advantage in being the incumbent contractor providing a service. You
already know exactly what's going on; you already know the people
awarding the contract; and you know exactly how you'll do the
migration. Because of this, you might be able to propose a solution
that has the best credibility. It also helps a lot if you have long
experience in crafting winning proposals. You know exactly how to
present your products and solutions so that they meet the requirements,
stated and implied, of the procurement.