Avionics News August 2022 - 24

Advertisers Index
UNCLE SAM WANTS YOU
Continued from page 23
Aero Standard . . . . . . . . . . . . . . . . . . . . 62
Aircraft Electronics Association . . . IBC, 49
Aircraft Lighting International . . . . . . . . 62
Aircraft Spruce . . . . . . . . . . . . . . . . . . . . 5
AVweb . . . . . . . . . . . . . . . . . . . . . . . . . . 52
Cal Labs . . . . . . . . . . . . . . . . . . . . . . . . 62
CiES . . . . . . . . . . . . . . . . . . . . . . . . . . . 64
Columbia Helicopters . . . . . . . . . . . . . . 63
Corporate Angel Network . . . . . . . . . . . 29
Dallas Avionics . . . . . . Inside Front Cover
EDMO . . . . . . . . . . . . . . . . . . .Back Cover
Garmin . . . . . . . . . . . . . . . . . . . . . . . . . . 3
National Business Aviation Association . . . 25
Sandia Aerospace . . . . . . . . . . . . . . . . . 53
Schweiss Doors . . . . . . . . . . . . . . . . . . 64
Tech-Aid Products . . . . . . . . . . . . . . . . . 62
TGH Aviation . . . . . . . . . . . . . . . . . . . . . . 7
Tri-Star Technologies . . . . . . . . . . . . . . 11
True Blue Power . . . . . . . . . . . . . . . . . . . 1
24 avionics news * august 2022
" We have to follow their processes to the letter all the way down to how
we handle the actual work order, " Stehlik cautioned. " It's not classified
information, but it has to be controlled and protected. They appoint a Defense
Contract Management Agency to oversee how well we're following the
contract's requirements.
" And when the job is completed, they come in and inspect what we've done.
They may even give the component a functionality test before they accept it. It
can be a bit frustrating for our people. They know how to do their jobs. "
When you're dealing with the government, the work may be exactly the
same as a regular customer's job. But in many instances, it has to be done in a
different way. That's often another stumbling block in the way of shops taking
part in government projects.
" Every contract is different, and the various services (Army, Navy, Air
Force) have their own unique ways of wanting things done, " Stehlik said.
" Again, we have to follow very specific instructions on everything we do.
" My biggest advice is to get to know the requirements very well and pay
close attention to the fine print in the contract. It's always changing. We get
audited quite frequently, and if we don't comply, we know it will cost us
future work. "
IT'S NOT BIG, BUT IT'S STEADY
Now that you've gotten a bit of an education as to what it takes to work
with the government, you're wondering if it's all worth it. As mentioned
earlier, the U.S. government doesn't have the deepest pockets when it comes
to upgrading its aircraft. So why bother with it?
" Right now, it's about 1% of our total business, and it's very timeconsuming
for everyone on our team who is involved with the government
and military projects, " Stehlik said. " But it's definitely worth the effort. "
" There are a lot of companies in the same boat we are in, " Miesbach added.
" We're all continually learning about how to best deal with the military and
government representatives. Things change and it's challenging, but the array
of work we get to do is amazing. "
Ochs said that while the amount of paperwork and individual peculiarities
of the various branches can be off-putting, the opportunities, in his opinion,
are too good to pass up.
" Don't be intimidated by it all, " Ochs said. " We started small, but now
some of our best long-term customers are in the government contracting arena.
Most of them are really great people to work with. The majority actually
prefer working with smaller companies because we can be more flexible to
their needs.
" I've heard many times that they are actually finding it harder to find shops
to fill their needs today. I think the problem is so many capable shops don't
even want to try to get the business. The bottom line is that while they are
looking for value, when you work with the government, you know you are
going to get paid.
" It's a great long-term opportunity if you're willing to do the legwork and
learn the processes. I'd say the long-term opportunity is too good to pass up. " q
Avionics News August 2022

Table of Contents for the Digital Edition of Avionics News August 2022
