Stanley’s federal government team is on a roll
Even as some of the federal government’s larger security programs are being put on hold, Daniel Myslewski, who is spearheading Stanley Convergent Security’s federal business development group, says the government’s smaller bread-and-butter security programs are moving forward, his group is looking to hire half a dozen new government account managers and application engineers, and Stanley is preparing to open a new office for his federal team on 15th Street in Washington, DC, a block from the White House.
“The larger programs and projects are getting pulled off the street, or being broken up into smaller pieces,” Myslewski, told GSN in an interview at the GovSec show on March 23. “But the smaller projects – those at $5 million or less – are moving forward.”
As an example of this phenomenon, Myslewski pointed to a $60 million program that was being considered by Amtrak to procure new command-and-control equipment and some advanced IT integration work. “It was a true Washington, DC, play,” he observed.
Instead, Amtrak has decided to shelve the nationwide effort and initiate a regional program with a smaller scope of work, valued at five to 10 million dollars, that will begin in Chicago.
“We would go after a $60 million program if security represented a large component of the entire job,” explained Myslewski. “Whereas, if it is a five to 10 million project -- and 80 to 90 percent is security – we absolutely are going to go after it.”
Stanley has been pleased with the quality of the applicants it has been interviewing for its new government positions. Where, in the past, employees at major contractors, such as Northrop Grumman or Lockheed Martin, may not have wanted to take jobs in the physical security arena – integrating cameras, access control and other physical security systems – today, says Myslewski, “We’re getting wonderful applicants.”
He pointed to two “sweet spots” that are providing Stanley with lots of new and continuing business. First, is the installation and maintenance of Lenel access control systems, which has long been a specialty of Stanley. He noted that Stanley recently landed a contract worth about $750,000 to install Lenel’s access control devices, along with intrusion detection systems and other equipment at the Aberdeen Proving Ground in Maryland. He also noted that the Veterans Affairs Department has hired Stanley on numerous recent projects.
A second bright spot, says Myslewski, is Stanley’s continuing effort to challenge ADT Security in the installation and maintenance of Sensitive Compartmented Information Facilities, or SCIFs, throughout the U.S. ”We’re big enough to compete nationally, but nimble enough to conform to our client’s requirements,” Myslewski told GSN.
Stanley also has its eye on Guam, in the Pacific Ocean, which is likely to become home to some of the U.S. Navy’s fleet and physical assets, currently based in Japan. “Nothing has been released yet,” Myslewski acknowledged, but he thinks this transition to Guam could lead to all sorts of new security work.
Myslewski is also proud of the increased cooperation that his federal business development group has developed with the “mechanical group” at Stanley that peddles doors, locks, hinges and other commodity hardware to military bases and government facilities.
“If my group has trouble getting into a base, we’ll team up with the mechanical guys and go in together,” explained Myslewski.
If anything symbolizes the new confidence that Stanley Convergent has in the government marketplace it is probably its new offices at 805 15th Street, Northwest, in Washington, DC, which will house about 20 employees and boast a spanking new conference room overlooking 15th Street that can hold another 20 people for “lunch-and-learn” sessions the company plans to offer to its clients and prospects.
Doors to the new office should open in about three weeks.