April Nadeau Colonel Beverly Diana Ceban Ed SymsVice President, Navy, Beavers Director, Business CEO/PresidentMarine Corps and Division Chief, Development, Federal Syms Strategic GroupHealth IT Infrastructure, Health IT Erick IversonSentar Operations and SAIC Chief TechnologyBarclay Butler, Ph.D Sustainment (J-6) Officer, Health SolutionsAssistant Director, Defense Health Agency Douglas W. Burke CACIHealth Care Colonel Rich President and Co- Fred DeeseAdministration Wilson Founder Chief Executive OfficerDefense Health Agency, Chief, Solution Delivery Cognitive Medical Visual ConnectionsDepartment of Defense Division, Health IT Systems, Inc. George ChambersCamala Price Defense Health Agency Deputy ChiefChief of Staff Corey Stevenson Dr. Aaron J. Drew Information Officer,DoD/VA Interagency Senior Vice President Chief Architect, Financial Office of OperationsProgram Office and General Manager, Business Transformation Office of the CIO,Charles De Sanno Civilian Health IT Special Program Office, Department of HealthSenior Vice President Cognosante EPMO, OI&T and Human ServicesBooz Allen Hamilton David Waltman Department of Veterans George HouCharles Vice President Affairs Managing Director andWorthington Cerner VA National AccountChief Technology Officer Dr. Clinton ManagerDepartment of Veterans Dawn Halfaker Greenstone InterSystemsAffairs President and Chief Deputy Executive Executive Officer Director, Clinical George LinaresClaude Hines Halfaker and Associates, Integration Chief TechnologyChief Operating Officer LLC Department of Veterans Officer, Office ofMicroHealth, LLC Affairs Information Technology Centers for Medicare Dr. Jon W. and Medicaid Services McKeeby, D.Sc Gina Wolery Chief Information Chief Operating Officer Officer, NIH Clinical Index Analytics Center, Department Gopal Khanna of Clinical Research Director Informatics Agency for Healthcare National Institutes of Research and Quality Health Dwight Hunt President and CEO B3 Group W i n t e r 2 0 1 9 | 51
Helene Fisher Jason Cullum John Enggren Jose ArrietaPresident, DLH Associate Partner, CMS Director, Grants.gov Associate DeputyCorporation Account Executive Department of Health Assistant Secretary for IBM and Human Services Acquisition, AssistantHilmar Hamann Jay Shah John Short Secretary for FinancialDirector, Office of Executive Vice President, Chief Technology ResourcesBusiness Informatics, Health and Commerce Officer, Electronic Health Department of HealthCDER Octo Consulting Records Modernization and Human ServicesFood and Drug Jim St. Clair Department of Veterans Josh LehmanAdministration Chief Technology Officer Affairs Deputy ChiefIvor D’Souza The Dinocrates Group, Information OfficerChief Information Officer LLC and Founder, The John Windom Food and DrugLibrary of Medicine, Institute of Healthcare Executive Director, AdministrationNational Institutes of Financial Technology Electronic HealthHealth Jim Traficant Records Modernization Julie BoughnJ.R. Glass Managing Director, Department of Veterans Director, Data and SystemsVice President of Federal Health Affairs Group, Center for MedicaidBusiness Development Accenture Federal Jonathan Rich and CHIP ServicesGDIT/CSRA Services Nebeker, MS MD Centers for MedicareJamie Baker Deputy National Chief and Medicaid ServicesFederal Health and Joe Grace, Jr. Medical Informatics Officer Julie TeahanSciences Manager President and CEO Veterans Health PartnerAmazon Web Services Grace and Associates Administration GuidehouseJared Shepard Joe Ronzio Jonathan Smith Kamran KhaliqPresident and Chief Deputy Chief Health Senior Technical Advisor Deputy ChiefExecutive Officer Technology Officer Centers for Medicare Information SecurityIntelligent Waves Veterans Health and Medicaid Services Officer, Office of Administration Inspector General Department of Health and Human Services Karen Shields Vice President, Health Services SERCO52 | W i n t e r 2 0 1 9
Karthik Srinivasan Kirk Hendler Marcia DeFalco Nadeem ButlerSenior Vice President, Vice President, Vice President, Civilian Chief Executive OfficerFederal Information Business Development, Health Business TechnatomyTechnology Government Solutions, DevelopmentIrving Burton and DoD Cognosante Naina LeoAssociates Philips Government Executive Vice President Solutions Mark Byers NetImpact StrategiesKathleen Frisbee, PresidentPh.D Document Storage Dr. Neil Evans, MDExecutive Director, Systems, Inc. Chief OfficerConnected Health, Connected Care,Veterans Health Mark Goodge Veterans HealthAdministration Office of Chief Technology Officer AdministrationConnected Care Health Affairs,Department of Veterans Department of DefenseAffairs Kirthi Anantharam MikeKathryn Wetherby Vice President, Health FarahbakhshianDirector, Marketplace Solutions Associate Vice President,Development Customer Value Partners Healthcare BusinessCenters for Medicare Developmentand Medicaid Services By LightKavita Kalatur Colonel Lance Mike Vogel Nick PadulaPresident Senior Client Executive, Vice PresidentNetImpact Strategies Scott VA Solutions Strategy North Program Manager, Perspecta America at PhilipsKenneth P Bonner Defense MedicalPresident & Chief Information ExchangeGrowth Officer (DMIX)Unissant Defense Health AgencyKevin Galpin Laura BennettExecutive Director, Director, Federal HealthTelehealth Services, ManTechOffice of ConnectedCare, Veterans Health Lauren Neal Milad Bahrami Paul A. Tibbits, MDAdministration Principal, Director of Vice President, Growth Executive DirectorDepartment of Veterans Health AI and Delivery HHS & SSA for Electronic HealthAffairs Booz Allen Hamilton Programs Records Modernization General Dynamics Integration, Office ofColonel Kevin Lauren Thompson, Information Technology Information TechnologySeeley Ph.D Department of VeteransDeputy CIO & Director, Director AffairsHealth IT (J-6) DoD/VA InteragencyDefense Health Agency Program Office
Robin Kaiser Stacy Cummings Suzi Connor William WaldersPresident Program Executive Chief Information Officer, Chief Technology OfficerSoftDev, Inc Officer for the Defense Office of the Chief of Federal Health and Healthcare Management Information Officer Senior Director ofSanjay Koyani Systems Centers for Disease Federal StrategyExecutive Director for Department of Defense Control and Prevention VMwareInnovation, Office of theChief Technology Officer Theresa Hancock Young BangDepartment of Health Director, My HealtheVet, Executive Vice Presidentand Human Services Office of Connected for Growth Care Atlas ResearchSara Byrd Veterans HealthPrincipal AdministrationByrd StrategiesSatish UnniExecutive Vice PresidentLTSScott BlackburnPartnerMcKinsey and CompanySean Kelley Stacy Tselekis Todd PantezziEVP, Operations and Principal Vice President, FederalDevOps Grant Thornton Health BusinessUnissant Development PerspectaShannon SartinExecutive Director Steve Schliesman Todd SimpsonUnited States Digital Vice President and Chief Product OfficerService, Department General Manager, Department of Healthof Health and Human Military and Veteran and Human ServicesServices Health Cognosante Tom Dowd Principal, Federal Suzanne Charleston Healthcare Sector President of the NCMA Leader Woodlawn Chapter KPMG Federal Health Markets Manager for Lexis Nexis Tom Naughton, JD, LLM President, Citizen Services MAXIMUS Federal54 | W i n t e r 2 0 1 9
REGISTER NOW Visit info.fedhealthit.com/fhit100 Premier Sponsor:
SHEN FedHealthIT Magazine Visit us at FedHealthIT.comStrategies for Connectingwith Federal Health AgenciesBy Red Team’s Jeff ShenWith the proliferation of all the existing IDIQ and BPA contracts in the Federal Health market today, whatcan a company do to differentiate itself or better market itself to decision makers?The Federal market is built onrelationships, and many contractawards are influenced becauseof those relationships. Even witha strong proposal, companieswith limited exposure toGovernment decision makersintroduce perceived risk in theperformance of the work.Prioritizing relationships vehicles. For example, CMS days. And of course, you canrequires both establishing new will defer to using SPARC, also ask teaming partnersfoundations and nurturing existing so if you don’t have SPARC, with experience in thatconnections. Companies on both focus on another agency, agency which contractingends of the spectrum should unless you can subcontract vehicles that agency prefers.consider the following strategies to a SPARC Prime. DHA hasto establish awareness and committed to using GSA- 2. Make Connections.cultivate a trusted relationship based contracting vehicles We are all connected within onewith decision makers. for their IT and professional to two degrees of separation. services spend, so if DHA is Use LinkedIn to identify those in1. Identify a List of Agencies. a target agency, make sure industry and Government whoChoose to build relationships you have access as a Prime can help with your relationshipwith those Federal Health or sub to a GSA contract. development. Find thoseagencies that align with your The key here is to research Federal Health Primes withcapabilities and experience. the historical and current existing work within your targetThen, determine whether you usage of contracts by these agency and use LinkedIn tohold a vehicle that can be used agencies – you can find this make a connection to beginto secure a contract. by researching GovWin, a dialogue on future teaming a. If you don’t have the primary reading G2Xchange opportunities. Target agency updates, and attending decision makers as well using IDIQs such as CMS SPARC, agency-specific industry resources such as the OSDBU NIH CIO-SP3, VA T4NG or VECTOR, or even GSA Alliant 2, then consider how you can leverage your GSA Schedule 70 or PSS. Keep in mind that certain agencies will defer to specific 56 | W i n t e r 2 0 1 9
Follow us @FedHealthIT FedHealthIT Magazine SHENoffice. Don’t branch out too the agency mission, programs, faces both in industry andfar! If you do work primarily in and decision makers, and be Government will help you toCivilian Health, do not think you prepared with specific questions build the relationships you needcan immediately begin winning for the meeting. Listen to their to gain that eventual trust.work in Defense Health Agency. challenges before giving your value proposition. 5. Stay on Top of Your Customer.3. Be Prepared. Just because you have strongDo not come empty-handed. Do 4. Network, Network, Network. existing relationships doesyour research, determine your value This is the best and most effective not mean you know everythingproposition, and identify what you way of gaining the necessary there is to know inside thatcan offer. When meeting with other exposure and branding your agency. All Federal HealthPrimes, you must present value add company within the Federal Primes need to continuallyoutside of just your socio-economic Health market. There are stay on top of new policies,status. Consider offering potential numerous avenues to pursue. changes in the leadership, andworkshare on a separate contract Consider networking events from updates to priorities for theiryou are Priming or offering to pay your target agencies, including targeted agency. In 2018, therethe fee for attending an upcoming VA, DHA, and CMS, but do not has been tremendous changeevent. Being prepared is equally limit yourself to just agency in key leadership positions atimportant when meeting with specific events. G2Xchange, ACT- several agencies - you need toFederal agency decision makers IAC, NCMA, PSC, and AFCEA continually identify and meet thewho see hundreds of individuals Bethesda are great groups to new or emerging leaders that areand companies a year. Study consider joining. Seeing familiar taking over.“IN 2018, THERE HASBEEN TREMENDOUS PrecisionCHANGE IN KEY healthcareLEADERSHIP delivered byPOSITIONS AT SEVERAL powerful,AGENCIES - YOU NEED mobileTO CONTINUALLY analytics.IDENTIFY AND Learn more at microstrategy.comMEET THE NEW OREMERGING LEADERSTHAT ARE TAKINGOVER.” W i n t e r 2 0 1 9 | 57
SHEN FedHealthIT Magazine Visit us at FedHealthIT.com6. Refine Your Value find ways to increase their visibility ABOUTProposition. as well. You might consider: JEFFREY SHENJust because you have extensive a. Inviting them to an upcomingpast performance in an agency Jeffrey Shen is Vice Presidentdoes not mean that you bring conference. and General Manager at Redany sort of unique value b. F i n d i n g a s p e a k i n gproposition. Start reviewing Team Consulting, bringingyour past performance and opportunity at an event. more than 20 years of proveninternal qualifications to see if c. Sharing articles you feel might leadership and expertise inan opportunity exists to develop Federal contracting, corporate“intellectual property” or a value be of interest.proposition that will distinguish d. Syncing them with other strategy, and businessyou. The Government often has development. He has consultedchallenges seeing the unique agency points of contact to the U.S. Federal Governmentdifferences between companies you know that are workingin the evaluation process. Make similar programs. Sometimes and Fortune 500 companiesthis easier for them and describe a Government to Government worldwide.in advance why you think your introduction can be very“solution” is uniquely positioned valuable. Red Teamto perform on an upcoming While some of these Consulting,program. recommendations may seem LLC (Red Team) straightforward, it is often the is one of the7. Offer Opportunities and simplest of strategies that are premier providers of proposalShare Information. the most effective! Depending development consulting, captureDo not rely solely on your customers upon the breadth and depth of management, pricing strategy,for opportunities and information; your relationships in the Federal and training services in support market, one or more of the above of Government contractors. suggestions may strengthen Our mission is simple – help our your relationships and grow your clients grow their business. Visit business. Red Team on the web at www.redteamconsulting.com.58 | W i n t e r 2 0 1 9
CORPORATE MEMBERS FedHealthIT Magazine Visit us at FedHealthIT.comThank you to our G2XchangeHealth Corporate Members TM LifeWIRE ®60 | W i n t e r 2 0 1 9
Follow us @FedHealthIT FedHealthIT Magazine CORPORATE MEMBERS www.esacinc.com ® UNIVERSAL CONSULTING SERVICES, INC. ! W i n t e r 2 0 1 9 | 61
CORPORATE MEMBERS FedHealthIT Magazine Visit us at FedHealthIT.com Government62 | W i n t e r 2 0 1 9
Follow us @FedHealthIT FedHealthIT Magazine CORPORATE MEMBERS DATA COMPUTER CORPORATION of AMERICA W i n t e r 2 0 1 9 | 63
CORPORATE MEMBERS FedHealthIT Magazine Visit us at FedHealthIT.com Interested in Corporate Membership? Email [email protected]. Corporate member logos are used with permission. Each business logo is trademarked by their respective owners and all rights are reserved.64 | W i n t e r 2 0 1 9
Opinion • Interviews • Events •Community Recognition • News • Discussion Better Intelligence. Better Decisions
MARLIN FedHealthIT Magazine Visit us at FedHealthIT.comHere Come the Federal Health DealsBy KippsDeSanto & Co.’s Marc MarlinThe Government contracting market is experiencing significant positive momentum, characterized by a relativelystable and visible budget outlook, ever-growing demands for IT transformation and modernization, and acontinued reliance/partnership between the Government and contractors, amongst other favorable trends.This market strength is further Federal Health IT has always and an average of 6.5 per yearevidenced in the financial been a somewhat niche market from 2013 through 2016. Why theperformance and healthy segment from a deal perspective, dip? The answer is a combinationvaluations of public contractors, but one that is very visible and of market success, disruption,as well as robust M&A activity. the darling of the Federal Civilian priorities, and to some extent,After a noticeable pickup investment thesis. Over the past contracting approach. However,in Government contracting 18 months, we’ve only seen five these are also the ingredientsM&A deal announcements in M&A deal announcements that for the huge growth opportunity2017, 2018 is trending towards promote a Federal Health IT and next wave of deal activity.another uptick. However, angle, in which the acquisitionnotwithstanding the news target identified with providing The GovCon HIT communityheadline attention, mission solutions to, or in support of, has fallen victim to itscriticality, and budgetary the payer, patient, or funding own success. Contractorsupport, where have all the source of Healthcare (e.g., friendly initiatives around ITFederal Health IT (“Fed HIT”) Veteran Affairs (“VA”), Centers infrastructure investment anddeals gone? With strong for Medicare and Medicaid application development, andanticipated Federal Health Services (“CMS”), Defense a focus on Civilian AgencyIT spending and addressable Health Agency (“DHA”), etc.). priorities, ignited the M&Amarket opportunity, conditions This represents a noticeable frenzy from 2008 through earlyseem ripe for a return of deal downturn from a peak of 11 2016. Corporate growth wasactivity in the near term. announced transactions in 2012 abundant, and growing health IT 66 | W i n t e r 2 0 1 9
Follow us @FedHealthIT FedHealthIT Magazine MARLINfirms were rewarded with strong bevy of contract awards, ranging at CMS, DHA, and the VA,multiples from consolidation. from the CMS Agile Delivery to amongst others, in many casesMid-market leaders such as Execute Legislative Endeavors have prioritized innovation at the2020, QSSI, Truven, and ASM (“ADELE”) and “commercial-like expense of tenured relationshipsResearch—amongst others— disrupters” to the cadre of new and deep domain expertise.were folded into larger players, entrants via Chief Information The willingness of customers toas either a Fed HIT platform or Officer-Solutions and Partners selectively embrace the unfamiliarscale enhancement. Given the 3 (“CIO-SP3”) and Strategic contractor with fresh ideas, hassubstantial deal activity, the Partners Acquisition Readiness broken the old playbook of “win,Federal HIT middle market was Contract (“SPARC”). Some of the scale, recompete with moderatesimply “bought up”. However, dip in deal activity can be simply improvement, sell”. As innovationthis trend similarly opened the chalked up to a lack of supply of and new ideas were introduced,opportunity for the “new age” HIT-focused contractors having from artificial intelligence, big dataFed HIT contractors of today the rare combination of scale, science, and supercomputing,that have grown up over the past customer intimacy, and full and to virtual reality, and commercialfew years, through the depths open (“F&O”) contract portfolios. NextGen platforms like Salesforce,of sequestration and a change ServiceNow, and Appian, theof administration and priorities, Disruption is another influencer old mold for value creation wasto emerge as innovators and of the recent M&A environment shattered. The customer thirstchange agents. We’ve seen for Fed Health. The game has for disruption and innovationthese change agents across the changed. Government customers has further fragmented the Change happens. Continuously. Especially in healthcare.Are you and your organization ready? www.cvpcorp.com Winter 2019 |
MARLIN FedHealthIT Magazine Visit us at FedHealthIT.comTotal Addressable Federal Health IT Market, GFY 2018 – 2023 of Healthcare. This revolution is($ in billions) being driven by the cooperation of the contractor community,contractor base, but in the same to the Government and as niche comprised of firms of all sizes. Thesense further heightened the providers to these larger private mid-market is vibrant and buildingcompetitive market dynamics for extensions of Government. As substantial past performance, afirms, ranging from the few person alluded to before, at times in differentiated technical acumenshop to the largest integrators, the M&A and value creation and disruptive go to marketand also repopulated the new markets, it’s as much about supply strategy. So where have all theemerging middle market. and demand and perception health deals gone? Just wait. of opportunity as it is about Those firms who invest for theNotwithstanding on which inherent spending and funding long-term, grounded in capability,side of the aisle one stands, fundamentals that remain strong technological innovation, and thepriorities seemed to change on in Fed Health. The pendulum right contracts vehicles, will beelection night 2016. The Trump always seems to swing back. A uniquely positioned to benefitAdministration ushered in a push towards IT modernization, from the next wave of Fed HITvery public refocus on national and hopefully more $20M-$100M consolidation.security and defense spending. total contract value opportunitiesThis is not to suggest that Fed that are a lifeblood of the middle ABOUT MARC MARLINHealth is not a priority, but the market HIT contractors, will onlyperception of market strength and increase the supply of actionable Marc Marlin is a Managingtotal addressable market shifted acquisition targets. Director at KippsDeSanto &in balance toward Intel/Defense. Co., the largest investmentOf note, since January 2017, The Fed IT space - to include bank exclusively focused onapproximately 73 percent of deal Federal Health - is amid a the aerospace/defense, andannouncements have promoted a technology revolution. Programs Government technology solutionsdefense/intel element. The large that introduce cloud migration, sectors. Marc has a broad basepurchase nature of acquisition in and the aforementioned of experience in providingthis market has seemed to motivate commercial technology platforms transaction advisory services, witha doubling-down of investment that increase efficiency, reduce a particular focus on mergersin these market segments by the cost, and enhance user experience and acquisitions for professionalpublic integrators, with trickle are just the tip of the iceberg of services and software companies.down impact to the mid-market contractor-led initiatives expected Past clients include NES, Edaptiveand smaller contractors who to improve the delivery and Systems, Danya International,dual purpose as direct support quality and reduce the overall cost 2020, GlobalNet Services, 7Delta, Magellan Health, and General Dynamics, amongst others.68 | W i n t e r 2 0 1 9
WE WOULD LIKE TO CONGRATULATE SIX INDIVIDUALS RECOGNIZED AS THE 2019 FEDERAL HEALTHCOMMUNICATORS OF THE YEARTIMOTHY A. COX, MS NICOLE SHILEY GILBRIDEDIRECTOR, IT STRATEGIC COMMUNICATION DEPUTY DIRECTOROFFICE OF INFORMATION OUTREACH COORDINATION AND STAKEHOLDERAND TECHNOLOGY ENGAGEMENTDEPARTMENT OF VETERANS AFFAIRS DEPARTMENT OF VETERANS AFFAIRSJENNIFER MORGAN GRAY ALAN GREILSAMERCOMMUNICATIONS DIRECTOR DIRECTOR, MEDIA RELATIONSCENTER FOR INFORMATION TECHNOLOGY VETERANS HEALTH ADMINISTRATIONNATIONAL INSTITUTES OF HEALTH DEPARTMENT OF VETERANS AFFAIRSREGINALD HUMPHRIES TREVA LUTESCOMMUNICATIONS LEAD, (CTR) COMMUNICATIONS SPECIALIST, OFFICE OFOFFICE OF INFORMATION AND TECHNOLOGY CONNECTED CAREDEPARTMENT OF VETERANS AFFAIRS VETERANS HEALTH ADMINISTRATION DEPARTMENT OF VETERANS AFFAIRSNOMINATED AND CHOSEN BY A PANEL OF INDUSTRY AND GOVERNMENT LEADERS, THIS AWARDRECOGNIZED THOSE PROFESSIONALS WHO HAVE DEMONSTRATED A COMMITMENT TO THEENHANCEMENT OF COMMUNICATION AND RELATIONSHIPS BETWEEN GOVERNMENT, INDUSTRY ANDTHE BROADER FEDERAL HEALTH COMMUNITY THEY SERVE.
Search
