Shay Assad: Fuse Defense & Commercial Business Models to Benefit the Warfighter

Speed to Contract. Speed to Market.

Host Tim Templeton talks with Shay Assad, former Director of Defense Pricing in the DoD and CEO of Raytheon Co.’s Engineering and Construction Businesses. Among other topics, they discuss how deliberate risk can empower deliberate speed, why entrepreneurial companies deserve special handling by the government, and how a scenario of ‘cost trust’ can help the US truly reward innovation in commercial businesses.
See live discussions of Speed to Contract & Speed to Market topics at the Government Contract Pricing Summit in June. For information & registration, visit gcpsummit.com.

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1. Shay Assad: Fuse Defense & Commercial Business Models to Benefit the Warfighter (00:00:00)

2. Look at acquisition through 3 different prisms (00:05:27)

3. Don't avoid risk by operating in all 3 with the same rule set (00:06:50)

4. Traditional defense companies run differently than commercial (00:07:59)

5. Create systems that make it easy for companies to meet requirements (00:11:10)

6. Develop commercial systems as companies do for themselves (00:13:52)

7. Produce an estimating model with an actual cost foundation (00:15:10)

8. Primes & subs should present a model that creates data correlation (00:16:35)

9. An approach where both parties assume a degree of risk (00:17:54)

10. Non-traditional firms should be handled differently. They've invested capital (00:18:53)

11. Defense companies take no risk. Government makes the entire investment (00:20:14)

12. Govt. doesn't have the skill set to deal with non-traditionals (00:20:57)

13. Existing policies don't incentivize companies to reduce costs (00:21:49)

14. Speed, improvement, innovation, price & cost-benefit (00:22:08)

15. The PEO has to put their name on a document for the warfighter (00:23:04)

16. Process the data 10X faster & ensure accuracy (00:24:20)

17. Changes for significant procurements, technology, or spending only (00:24:52)

18. Non-traditionals deserve an ROI (00:25:26)

19. A degree of substantiation for anyone who wants to look at it (00:26:23)

20. On the commercial side, don't present it as a root canal (00:27:36)

21. Commercial firms need assurance that pricing won't be divulged (00:28:05)

22. Buying products is different than buying services (00:30:00)

23. Reward speed, quality, & price (00:32:05)

24. Create an environment of trust (00:32:54)

25. Reward outstanding, transparent companies that submit proposals on time (00:36:58)