Stepping into the complex field of government contracting requires a strategic mindset, deep market insights, and resilience. That’s when Margarita Howard, who leads HX5 as its CEO and sole owner, enters the chat. Her leadership has propelled the company forward, establishing it as a key player in providing support services to the government sector. Under Howard’s direction, the company has a workforce of 1,000 employees, operates across 34 states and 90 government locations, and has successfully navigated government contracting challenges.
Margarita Howard’s approach to success is about having a sound business strategy.She believes in truly understanding the client’s needs and what the government wants beyond just checking off requirements. When building relationships, she focuses on authentic connections that bring real value, paving the way for new opportunities and deeper insights.
Howard’s method of navigating this landscape starts with identifying opportunities. The process extends to a thorough review of solicitation documents, ensuring a comprehensive understanding of the requirements and evaluation criteria. A critical component of HX5’s strategy involves preparing detailed bids that exceed the specified requirements, demonstrating the company’s capacity to deliver value efficiently and effectively.
Differentiation is vital in a sector as competitive as government contracting. The firm’s strategy highlights its unique capabilities and successful past performances. This is complemented by offering competitive pricing and thoroughly understanding the client’s objectives. The company’s efforts to differentiate itself are underpinned by a commitment to innovation and excellence, ensuring its proposals stand out in a crowded marketplace.
Time-Tested Strategies of Margarita Howard and HX5
The first step is mastering the procurement process. It’s more than just watching for announcements on industry-specific platforms like GovWin; it involves deep-diving into each potential contract.
A notable aspect of the company’s strategy is its investment in infrastructure and capabilities essential for successful contract execution. “That’s something HX5 did very early on rather than buying big fancy furniture or offices or anything like that,” says Howard.
From its inception, the enterprise invested in a government-approved accounting system. “This is what we used to bill the government. So, that was also very attractive to large businesses, that we were very small at the time, and that we already had this government accounting system in place, which those large businesses had,” she says. That purchase enhanced operational efficiency and served as a significant value addition in the eyes of large businesses and government agencies.
“Allocating resources such as staffing and budgets when preparing bids for government contracts is extremely important,” says Howard. “First and foremost, we thoroughly review the scope of work identified in the proposal and all defined deliverables and timelines.”
Howard offers advice for those interested in becoming a successful government contractor: “You should familiarize yourself with all aspects of the government procurement process, including relevant regulations, procedures, and contract types, as this is essential to understanding how contracts are awarded and managed and that will help you navigate the process more effectively.”
She continues, “You have to ensure that your submitted proposal aligns with all the requirements and demonstrates to the customer how the company can fulfill the requirements of the project effectively. Understanding the project’s requirements allows you to evaluate and accurately propose the staffing levels and financial resources that may be required to complete the project successfully.”
The HX5 team carefully evaluates each solicitation, paying close attention to its intricacies, deadlines, technological demands, and the specific expertise required to complete the proposal.
“From there, we identify the team members to be assigned to the effort based on skill sets, knowledge, availability, etc., and then outline their respective roles and responsibilities in the effort,” says Margarita Howard. “We ensure the team members identified for the proposal team have the necessary expertise and experience to successfully support the proposal.”
Cost is a crucial consideration for the firm. “In conjunction with identifying the staffing needs, we define a budget that accounts for all expected proposal costs, including personnel costs and any other costs for other things that may be needed for the particular proposal, such as special equipment, materials, travel, consultants,” says Howard. “We try to ensure the budget is realistic, but it always must allow for potential contingencies and unforeseen expenses.”
Women-Owned Business
According to a Guidant Financial report, there’s been a 39% increase in new women-owned independent businesses compared to 2023. The 2024 Wells Fargo Impact of Women-Owned Business Report states that women-owned businesses comprise 39.1% of all companies, totaling over 14 million, and employ a staggering 12.2 million individuals.
These ventures generate an impressive $2.7 trillion in revenue. This surge showcases women entrepreneurs’ pivotal role in shaping the economy, opening new avenues for collaboration and innovation across the board.
The rise in women-owned businesses brings a notable advantage: It opens up a broader field for partnerships and collaborative efforts. This increase diversifies the business ecosystem and amplifies the potential for innovative alliances and team-building initiatives across various sectors.
Margarita Howard says, “Women-owned businesses can benefit from partnering with other firms, including large primes or other small businesses, to pursue larger contracts or projects requiring diverse expertise.
She and the company have come a long way since the early days. “In the start-up years of the business, a big part of my job was going and knocking on lender’s doors, meeting with the bankers, and trying to get a line of credit for the business, or a small business loan,” she says. Despite being turned down the majority of the time, she persisted.
“One bank is still ours today because they gave us that first chance,” she notes. “They worked with us to obtain a business loan through their small business lending program. And so, to this day, that’s our bank. And they thank us every single year. And now we are fortunate; banks are always knocking on our doors and trying to earn our business.”
A component of HX5’s continued success in the government contracting sector is its emphasis on continuous learning and adaptation. Howard points to the importance of staying informed about regulatory changes, procurement trends, and industry best practices. This commitment to ongoing professional development ensures that it remains at the forefront of the industry, ready to adapt to changing dynamics and capitalize on new opportunities.
“Learning from others’ experiences can provide very valuable insights and guidance,” says Margarita Howard. Continuously investing in professional development and business capabilities helps one stay updated on relevant industry trends, regulations, and best practices.”