Beth Cappello, a former Homeland Security Department deputy chief information officer, told our Power Breakfast audience who they should really be talking to and how to craft proposals that stand out. Leadership and priority changes at the Department of Homeland Security come with every new administration.
For the Trump administrations, the focus has been on immigration enforcement. Other functions are under pressure, including those at the Cybersecurity and Infrastructure Agency and Federal Emergency Management Agency.
“It’s easy to think that things have changed radically. They haven’t,” said Beth Cappello, a former deputy chief information officer for DHS. She retired in early 2024 after a 30-plus year career at the department and its predecessor agencies.
“The priorities have changed but the missions haven’t,” Cappello said.
She spoke at the Oct. 24 Washington Technology Power Breakfast on Doing Business with DHS. She offered a plethora of advice on how to approach the department and pitfalls to avoid.
High on her list of pitfalls to avoid is the lack of homework companies do before they try to sell their offerings at DHS. This is particularly frustrating, given the amount of public information available.
“Do your homework. Do your research. Do not try to come and say, give me 15 minutes and I’ll give you a white paper,” she said.
Don’t come in expecting to highlight some new technology.
“You need to keep in mind that these folks are really, really busy so do your homework upfront and go in prepared with how you can solve a problem, just serves everybody’s time better,” Cappello said.
Companies also need to realize that CIOs and deputy CIOs shouldn’t be your sales target.
“They’re busy and they’re usually not the source selection official,” she said.
Cappello said to instead talk with chief technology officers at the DHS component level for technical solutions, or the chief information security officers for cybersecurity offerings. For services contracts, focus on crafting strong proposals rather than seeking meetings.
“I may sound a little harsh here but if you are a body shop, having a conversation won’t help,” Cappello said. “Bid on the work and demonstrate why you are the best option.”
The people reviewing proposals are busy so give them something they can read. “Use English. Make [the proposal] defensible,” she said.
The proposal should explain why the agency picked the winner.
“This is where they are better. This is their differentiator. This is where they are going to be more beneficial to serving my mission,” she said.
More companies are trying to enter the DHS market because more funds are flowing there, and particularly defense companies who believe they have a technology or solution that applies to DHS.
While this may be the case, Cappello offered a warning that these companies need to understand that defense and law enforcement are different.
“The DOD mission usually involves some sort of kinetic damage,” she said. “Law enforcement is about protecting and serving and sometimes that leads to a kinetic outcome, but hopefully most of the time it doesn’t.”
With a law enforcement mission, there is an element of informed compliance. Whether it is immigration or customs, people have an opportunity to follow the law. DHS’ mission is to facilitate compliance and head off illegal activity.
“A favorite phrase in [Customs and Border Protection] is making sure people know how to do the right thing and give them the capability to do the right thing the right way,” she said. “Technology has a way of enhancing that in a whole bunch of different ways.”
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