Success in government contracting demands more than technical expertise. It requires a nuanced understanding of complex regulations, a strategic approach to relationship-building, and an unwavering commitment to excellence. Margarita Howard, the sole owner and CEO/president of HX5, a Fort Walton Beach, Florida-based company, has mastered these elements, leading her firm to secure a number of large government contracts.
Margarita Howard has led HX5’s growth into 34 states, operating at 90 government locations and employing over 1,000 people. The highly skilled team supports federal operations, especially for the Department of Defense and NASA. HX5’s project portfolio spans research, engineering, IT, and mission operations support.
Recognising the distinct dynamics of the government marketplace is essential for navigating its complexities effectively. “To excel in government contracting, it is imperative to understand the unique characteristics and intricacies of this marketplace,” Howard explains. “Government agencies at federal, state, and local levels have diverse needs and requirements, which can vary significantly across industries and regions.”
This understanding forms the foundation of HX5’s success strategy. Howard advises aspiring contractors to invest time in thoroughly exploring the market. She says, “In order to be a successful government contractor, you have to invest time in researching and understanding your target market. You need to analyze government procurement trends, identify key decision-makers within agencies, and track upcoming opportunities through government procurement websites.”
However, traversing the government contracting space is challenging. “Government contracting is laden with rules, regulations, and compliance requirements that can be daunting to new business owners,” says Margarita Howard. “Businesses must invest in educating themselves about these regulations and ensure strict adherence to them.”
To handle the complexities of government contracting, HX5 brought together a team of expert advisers specialising in industry policies and regulations. Their guidance ensures the company complies with all laws and standards while successfully dealing with defence contracting challenges.
HX5 Is Building Long-Term Success
Meticulous recordkeeping is vital for successful government contracting, ensuring compliance and building trust with federal agencies. “It’s important that a company’s records are impeccable when working with the government due to the compliance reporting and audits that companies have to agree to in order to perform on government contracts,” says Howard. This attention to detail has been crucial in securing repeat business.
Howard emphasises that attaining repeat business in government contracting hinges on consistently delivering high-quality work and exceeding client expectations. She notes, “Large businesses and the government have to meet small-business goals. So when they find a small company that they know understands the industry, that performs well, takes care of its employees, and know they’re not going to have to hold their hand, so to speak, that makes for a very positive long-term relationship between the two companies and oftentimes leads to new contracts and the expansion of existing work.”
Robust relationships with government agencies play a vital role in ensuring repeat opportunities and continued business growth. “Building strong relationships with government agencies is an invaluable asset for successful government contractors as it can provide the contractor with positive performance appraisals and sometimes even lead to new or additional business,” Margarita Howard points out.
According to Howard, the foundation for repeat business is laid from the very first contract. She explains, “You start building [on] your past performance, which those initial contracts we received provided the foundation for.” By consistently delivering excellent results, contractors can build a track record that speaks for itself, making them a preferred choice for future projects and fostering long-term partnerships with government agencies.
Margarita Howard’s Inspiring Path From Journey To Owner and President/CEO
Howard’s journey to the top of the government contracting field is as impressive as it is instructive. A service-disabled veteran with a Master of Public Administration degree, she transitioned from the Air Force to the business world, bringing along with her an understanding of military needs and operations.
Margarita Howard shares, “I was fortunate to get into pursuing a college education early on, which was always my goal. Where I grew up, most people did not go to college. At that time, the school systems did not actively prepare minority students for college and therefore, getting and completing an advanced education was that much more difficult.”
Howard’s advice for businesses looking to enter the government contracting field is clear: Invest in understanding the market, build strong relationships, maintain impeccable records, embrace new technologies, and, above all, commit to excellence in every aspect of operations.
The 8(a) Business Development Program, administered by the Small Business Administration, plays a crucial role in the success of many small businesses in the government contracting arena. Margarita Howard acknowledges the program’s significance in her company’s growth trajectory. “After becoming an 8(a) company, we were awarded very quickly four contracts in one year and that really helped in getting us off the ground,” she recalls.
However, Howard cautions against overreliance on the program’s benefits. She emphasizes the importance of using the 8(a) status as a launching pad rather than a crutch. “We had been in the industry, we knew small businesses in our area that that’s all they did. And once the program was over after nine years, they were done. They had never competed, they had never really done it on their own,” she says.
Howard counsels businesses considering the 8(a) program to thoroughly prepare before applying. “The applicant needs to be prepared to thoroughly demonstrate how their business meets the current eligibility criteria and must be able to showcase its potential for success while providing all the necessary documentation and information requested by the SBA,” she says. This preparation includes developing a comprehensive business plan, understanding both the benefits and responsibilities of program participation, and being ready to meet stringent reporting requirements.
For businesses that successfully enter the 8(a) program, Howard recommends focusing on delivering high-quality work, building strong relationships with government agencies and prime contractors, and continuously improving capabilities. She says, “An 8(a) firm that can build a reputation for excellence can lead to additional contracting opportunities and long-term success for the firm.”
In an industry where change is constant and competition fierce, HX5 has demonstrated that success comes from a combination of technical expertise, regulatory knowledge, and a deep commitment to client missions.
