Acquisition and Contract Expert Recognized

ExecutiveBiz posts its inaugural list of government contracting and procurement industry leaders.

Booz Allen Hamilton Senior Vice President Carl Salzano has been named by ExecutiveBiz as one of the Top Contracts and Procurement Executives to watch in the Washington, D.C. metro area. In a September 2, 2009 post, the blog names eight industry leaders to its first annual list.

Salzano is a well-known thought leader in federal government acquisition policy and commercial and international contracting, capture strategy, and contract negotiation. He heads Booz Allen’s Acquisition Team in providing to client teams full lifecycle acquisition services, including contract management, risk management, professional services subcontracting, and business development.

Since Salzano joined the firm in 1986, Booz Allen’s annual sales have soared from $175 million to more than $4.5 billion. Salzano helps position Booz Allen for the next level of growth by “creating an environment of empowerment, hiring the best talent, retaining them, and not being overly prescriptive,” he says. “If we continue to do those things well, the rest of the business will follow.”

ExecutiveBiz says tighter proposal deadlines and smaller federal budgets are just two challenges contract executives face in 2009, and interviewed the top executives to find out how they’re planning ahead. In the article, Salzano says Booz Allen’s success going forward will rely on partnership and transparency, and explains his response to the shift towards fixed-price contracts: “We emphasize understanding the totality of the problem. We bring up issues early so our client doesn’t have surprises.”

Despite recent changes in the current economic and political environment, Booz Allen is not making dramatic departures from its existing contracts and procurement strategy. “We’re continuing to going after those things we know how to do well,” Salzano says. “I advise companies to go for quality growth and stick to the things you’re good at. Don’t stray from your core competencies.” He recommends having a strategy that gets you out in front of the issues so you have an opportunity to shape the discussion, not simply react to it. He also advises building relationships with both internal and external clients.

Salzano is on the Board of Visitors of the Defense Acquisition University, is a member of the Professional Services Council, and sits on the Board of Advisors of the National Contract Management Association.

story posted October 5, 2009