National Security Inc.
« Previous Page 6 of 6
And then there was what happened to SGIS last month, when it did the one thing the federal government can never do.
It sold itself.
The new owner is a Fairfax-based company called Salient Federal Solutions, created just last year. It is a management company and a private-equity firm with lots of Washington connections that, with the purchase of SGIS, it intends to parlay into contracts.
"We have an objective," says chief executive and President Brad Antle, "to make $500 million in five years."
Of all the different companies in Top Secret America, the most numerous by far are the information technology, or IT, firms. About 800 firms do nothing but IT.
Some IT companies integrate the mishmash of computer systems within one agency; others build digital links between agencies; still others have created software and hardware that can mine and analyze vast quantities of data.
The government is nearly totally dependent on these firms. Their close relationship was on display recently at the Defense Intelligence Agency's annual information technology conference in Phoenix. The agency expected the same IT firms angling for its business to pay for the entire five-day get-together, a DIA spokesman confirmed.
And they did.
General Dynamics spent $30,000 on the event. On a perfect spring night, it hosted a party at Chase Field, a 48,569-seat baseball stadium, reserved exclusively for the conference attendees. Government buyers and corporate sellers drank beer and ate hot dogs while the DIA director's morning keynote speech replayed on the gigantic scoreboard, digital baseballs bouncing along the bottom of the screen.
Carahsoft Technology, a DIA contractor, invited guests to a casino night where intelligence officials and vendors ate, drank and bet phony money at craps tables run by professional dealers.
The McAfee network security company, a Defense Department contractor, welcomed guests to a Margaritaville-themed social on the garden terrace of the hotel across the street from the convention site, where 250 firms paid thousands of dollars each to advertise their services and make their pitches to intelligence officials walking the exhibition hall.
Government officials and company executives say these networking events are critical to building a strong relationship between the public and private sectors.
"If I make one contact each day, it's worth it," said Tom Conway, director of federal business development for McAfee.
As for what a government agency gets out of it: "Our goal is to be open and learn stuff," said Grant M. Schneider, the DIA's chief information officer and one of the conference's main draws. By going outside Washington, where many of the firms are headquartered, "we get more synergy. . . . It's an interchange with industry."
These types of gatherings happen every week. Many of them are closed to anyone without a top-secret clearance.
At a U.S. Special Operations Command conference in Fayetteville, N.C., in April, vendors paid for access to some of the people who decide what services and gadgets to buy for troops. In mid-May, the national security industry held a black-tie evening funded by the same corporations seeking business from the defense, intelligence and congressional leaders seated at their tables.
Such coziness worries other officials who believe the post-9/11 defense-intelligence-corporate relationship has become, as one senior military intelligence officer described it, a "self-licking ice cream cone."
Another official, a longtime conservative staffer on the Senate Armed Services Committee, described it as "a living, breathing organism" impossible to control or curtail. "How much money has been involved is just mind-boggling," he said. "We've built such a vast instrument. What are you going to do with this thing? . . . It's turned into a jobs program."
Even some of those gathered in Phoenix criticized the size and disjointedness of the intelligence community and its contracting base. "Redundancy is the unacceptable norm," Lt. Gen. Richard P. Zahner, Army deputy chief of staff for intelligence, told the 2,000 attendees. "Are we spending our resources effectively? . . . If we have not gotten our houses in order, someone will do it for us."
On a day that also featured free back rubs, shoeshines, ice cream and fruit smoothies, another speaker, Kevin P. Meiners, a deputy undersecretary for intelligence, gave the audience what he called "the secret sauce," the key to thriving even when the Defense Department budget eventually stabilizes and stops rising so rapidly.
"Overhead," Meiners told them - that's what's going to get cut first. Overhead used to mean paper clips and toner. Now it's information technology, IT, the very products and services sold by the businesspeople in the audience.
"You should describe what you do as a weapons system, not overhead," Meiners instructed. "Overhead to them - I'm giving you the secret sauce here - is IT and people. . . . You have to foot-stomp hard that this is a war-fighting system that's helping save people's lives every day."
After he finished, many of the government officials listening headed to the exhibit hall, where company salespeople waited in display booths. Peter Coddington, chief executive of InTTENSITY, a small firm whose software teaches computers to "read" documents, was ready for them.
"You have to differentiate yourself," he said as they fanned out into the aisles. Coddington had glass beer mugs and pens twirling atop paperweight pyramids to help persuade officials of the nation's largest military intelligence agency that he had something they needed.
But first he needed them to stop walking so fast, to slow down long enough for him to start his pitch. His twirling pens seemed to do the job. "It's like moths to fire," Coddington whispered.
A DIA official with a tote bag approached. She spotted the pens, and her pace slowed. "Want a pen?" Coddington called.
She hesitated. "Ah . . . I have three children," she said.
"Want three pens?"
She stopped. In Top Secret America, every moment is an opportunity.
"We're a text extraction company. . . ," Coddington began, handing her the pens.
Staff researcher Julie Tate contributed to this report.