Federal government contracting requires sophisticated approaches to partnership building and program management. Organizations supporting defense and space missions must combine agile leadership with technical expertise to maintain effective long-term agency relationships.
HX5, a Florida-based business, demonstrates how tactical planning and operational discipline support resilient government partnerships. Under Margarita Howard’s leadership, the company has grown from a startup to an organization with over 1,000 employees operating across 34 states and 90 government locations.
Howard’s military service and subsequent private sector experience shaped her way of looking at government partnerships. After serving in the Air Force, she gained valuable insights working on the implementation team for the Tricare program, a health care program for uniformed service members, retirees, and their families, managed by the Defense Health Agency under the U.S. Department of Defense.
“Part of my responsibility was ensuring that we had providers that wanted to be a part of their network,” Howard explains. “I was an area field manager at the time, responsible for my office in Florida, and then quickly advanced to a regional director where I had seven states in the Southeast that I was responsible for.”
This experience provided a crucial understanding of government operations. “I learned a lot about the military structure, but at the same time, interacting with the commercial side of it,” she says. “Then also monthly meetings with the military senior leadership at every military installation in my seven states, giving them a monthly briefing of how things were going.”
HX5’s Partnership-Driven Strategy: Integrating Expertise and Adaptability in R&D Success
HX5’s partnership model integrates technical expertise with adaptability. “Our focus is supporting R&D and specialty area programs, all with a heavy emphasis on education, skill sets, and experience in STEM science, technology, engineering, and math disciplines. So across DOD and NASA, those are the specialties that are our primary workforce. And as such, many highly specialized jobs require advanced education,” says Margarita Howard.
Recruiting and retaining individuals with STEM-based education and certification is crucial for maintaining high standards and operational efficiency in these fields. The company also invests significantly in training programs that equip employees with the necessary skills and knowledge to excel in their roles. This includes regular training on security protocols, compliance requirements, and the latest industry standards.
This emphasis on expertise extends to information security protocols. Margarita Howard says, “Social media is a concern to us because of the work that we do, and it’s something that we’re always cautioning our employees about, what they can put on their LinkedIn profiles, for example, and just to be very mindful not to post details of the work they do or places they may be going.”
Howard’s methods emphasize proactive engagement with agency requirements. “You have to certainly understand your customer’s needs and any specific requirements or regulations that may apply to them,” she notes. “Even though almost all work is highly competitive, building relationships with government procurement officers, government customers, prime contractors, and other stakeholders can enhance the chances of winning prime contracts by providing a better understanding of the government needs and challenges.”
Contract identification in the federal marketplace demands sophisticated monitoring systems and relationship networks. Margarita Howard and HX5 utilize a multilayered plan. Beyond digital monitoring, the company cultivates relationships through procurement officer engagement and industry event participation, creating comprehensive awareness of upcoming opportunities that match its expertise and objectives.
An operational intelligence system enables effective opportunity pursuit, but successful execution demands equally sophisticated operational systems. The complexity of federal contracting requires methodical approaches to timeline management and resource allocation.
The company developed sophisticated systems for managing complex requirements. “The government processes are often lengthy and change often, which can lead to delays in contract awards and payments,” Margarita Howard explains. “We learned this very early on and had to quickly develop realistic timelines and budget projections and establish contingency plans to manage cash flow and other operational challenges during what ended up often being extended procurement periods.”
She continues, “As a small startup company, we had limited past performance history in government contracting, and that can present a real struggle for companies trying to win their first contract. Many government procurements will often prioritize contractors with proven track records of previous performance. One thing we did early on was pursue subcontracting opportunities that allowed the company to gain valuable experience and references, and we invested in certifications and system infrastructure that was relevant to our industry.”
Margarita Howard’s Insights on Systematic Partnership Development
HX5 has a methodical take on proposal development, investing substantial resources to create comprehensive submissions that align with agency requirements. The company emphasizes thorough analysis and innovative solutions in each proposal.
“We believe that it’s critical for a company to invest significant time and resources in developing comprehensive and compelling proposals that address all aspects of the requirements of the solicitation we’re proposing on,” Howard says. “The proposal must demonstrate a deep understanding of the client’s needs, propose innovative solutions, and showcase the company’s ability to deliver value.”
Past performance plays a crucial role in establishing credibility. Howard notes that HX5 has “invested heavily over the years in strategic business development” as an essential foundation for competitive success. This investment enables the company to effectively showcase its qualifications and track record of successful contract execution. As Howard says, contractors must “leverage your respective past performance examples, client testimonials of outstanding performances, et cetera, to strengthen your credibility and, accordingly, your competitiveness.”
Howard emphasizes systematic approaches to proposal development and contract execution. “Any successful proposal must always address how the company will ensure strict compliance with all applicable regulations, requirements, and standards that go along with performing on a government contract,” she explains. “We ensure that all proposals go through a thorough review that includes verification that these items have all been addressed.”
The intersection of technological advancement and mission complexity continues reshaping government contracting dynamics. Agencies face unprecedented challenges in cybersecurity, artificial intelligence integration, and global technological competition. These evolving requirements create new dimensions of partnership frameworks, demanding sophisticated approaches to technical innovation and relationship management.
As government agencies tackle increasingly sophisticated challenges, the partnerships forged through systematic development and adaptation will shape the advancement of critical missions. Organizations like HX5 that combine technical excellence with sophisticated relationship frameworks are well-positioned to influence the next generation of government program execution.
