Leading HX5: Margarita Howard's Approach to Government Contracts

In the demanding government contracting sector, Margarita Howard excels with her precise, compliant, and strategic leadership. As the CEO, president, and sole owner of HX5, she has led the company to significant achievements, securing major contracts with federal agencies, including NASA and the Department of Defense.“I had that competitive edge or desire. And I knew that I didn't want HX5 to be dependent on sole-source awards,” says Howard.

“In order to be a successful government contractor, you have to invest time in researching and understanding your target market,” Howard advises. “You need to analyze government procurement trends, identify key decision-makers within agencies, and track upcoming opportunities through government procurement websites.”

In addition to her college and graduate school education, Howard served in the United States Air Force, which provided a strong foundation for her future endeavors. Her experience with contractor companies that supported the military gave her a deep understanding of government operations and health care management. This background prepared her for a career in government contracting, a field that men have traditionally dominated.

“I'm happy to say I've seen it change so much,” says Howard. “It’s been my experience that women’s decisions seem to be scrutinized more often than the decisions made by their male counterparts, so that can be difficult to overcome sometimes.”

Margarita Howard's approach is based on deeply understanding the client's needs. Each government project has its complex requirements, and understanding these nuances is the first step toward crafting a successful proposal. Meticulous preparation starts with an in-depth analysis of solicitation documents to fully grasp what the government expects from a project.

Howard says, “To excel in government contracting, it is imperative to understand the unique characteristics and intricacies of this marketplace. Government agencies at federal, state, and local levels have diverse needs and requirements, which can vary significantly across industries and regions.”

Large companies and government entities are required to meet small business objectives. “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 often leads to new contracts and the expansion of existing work,” says Margarita Howard.

HX5: Compliance and Integrity

Adherence to strict government regulations and standards is a cornerstone of HX5’s operational ethos under Howard’s leadership. “If you are successful, then you have to ensure you perform the work successfully in order to be considered for future work,” she says. “Once we’ve been awarded a prime contract, it's crucial to stay compliant with all contractual requirements, regulations, and reporting obligations, and we ensure we have the best teams in place to do this.” 

Navigating compliance intricacies isn’t merely about following rules, but integrating these regulations into the very fabric of the company’s workflow. “Winning and performing on government contracts requires dealing with complex regulations, compliance requirements, and lengthy procurement timelines. We’ve had to invest heavily in time and money to navigate the complexities of these regulations and compliance requirements and have on many occasions had to hire legal or regulatory experts to assist in understanding and ensuring we’re always in adherence,” says Margarita Howard.

In a sector driven by constant changes in technology and policy, staying static is not an option — Howard champions continuous learning and adaptability as essential traits for her team. HX5’s commitment to staying ahead of industry trends is about leadership, maintaining relevance, and setting standards. Howard’s focus on professional development ensures that her team is current and often ahead of the curve, anticipating shifts and preparing solutions in advance.

A significant aspect of securing government contracts involves the tactical allocation of resources. Howard’s expertise in optimizing HX5’s staffing and budgeting for bids is a testament to her strategic foresight. Each bid is prepared with a detailed understanding of the scope of work, meticulously aligning HX5’s capabilities with the project's requirements. This careful planning underpins the company's ability to deliver projects on time, within budget, and often beyond expectations.

“Performing on a government contract can require significant upfront investments in proposal development, marketing, and having the infrastructure in place for successful performance,” Howard points out. “As a small business starting up many years ago, HX5 faced these and other challenges due to limited financial resources and personnel.”

Howard says the company overcame those obstacles “by prioritizing the opportunities we decided to go after, and we built strong and lasting subcontracting relationships with other companies.” She explained that the firm collaborated closely with the Small Business Administration, taking advantage of the SBA's resources designed to help small businesses get started.

The company was strategic in its spending priorities. It prioritized a government-approved accounting system rather than investing in upscale furniture or office spaces. This early implementation of such a system made the company attractive to larger businesses, as it demonstrated capabilities similar to those of established entities while still being relatively small.

Margarita Howard on the Importance of Feedback and Continuous Improvement

Despite their successful track record, Margarita Howard and her team always remain active. They routinely seek feedback from completed projects, using the insights gained to refine their processes and proposals, ensuring the company maintains its competitive edge. “We try to continuously assess our performance, refine our strategies, and invest in professional development education so our employees are able to always stay ahead in performance,” says Howard. This cycle of performance assessment and enhancement is crucial for continuous improvement.

And it’s been paying off. “We have won some, for our size company, very large prime contracts. And we have large businesses as our subcontractors. And then we're a very good subcontractor as well. We have also been awarded a Prime-Subcontractor of the Year award in recognition of our outstanding performance as a subcontractor,” says Howard.

While rooted in centuries of history, the practice of government contracting has evolved dramatically, especially over the last few decades. Margarita Howard’s leadership at HX5 perfectly exemplifies how modern strategies and age-old principles can merge to meet contemporary needs.