In the weeks since the announcement, the U.S. Army has shared details on how it will reform its service-level acquisition process. Part of the change involves consolidating the service’s program executive offices (PEOs), which are responsible for buying new weapons, into six new offices called “portfolio acquisition executives” (PAEs). Plans also include the creation of a new office to rapidly field and scale emerging technologies. Similar initiatives are in the works at the other services.
Measures like these have been championed by the private sector, which has traditionally on the cutting edge of innovative capabilities for decades. Cipher Brief COO & Executive Editor Brad Christian caught up with Entrepreneur and Stanford Professor Steve Blank, who recently published a Department of War Program Executive Office directory to help entrepreneurs better navigate the current complicated system for selling to government. Their conversation has been lightly edited for length and clarity.
Steve Blank
Steve Blank is an adjunct professor at Stanford and co-founder of the Gordian Knot Center for National Security Innovation. His book, The Four Steps to the Epiphany is credited with launching the Lean Startup movement. He created the curriculum for the National Science Foundation Innovation Corps. At Stanford, he co-created the Department of Defense Hacking for Defense and Department of State Hacking for Diplomacy curriculums. He is co-author of The Startup Owner's Manual.
THE INTERVIEW
Christian: Describe your initial reaction to the Pentagon's somewhat surprise announcement that it was overhauling its acquisition process.
Blank: It was mind blowing. It was mind blowing not because anything the Secretary said was new; these are things that people who are interested in acquisition reform have been asking for the last 10 years. But it was put in a single package and was clearly done by the infusion of people who have actually run large businesses and were used to all the language of organizations that already know how to deliver with speed and urgency.
The part that didn't get said, is essentially that the Department of War wants to adopt startup innovation techniques of lean iteration, pivots, incremental releases, good enough delivery, and that gets you what the Secretary asked for, which was speed of delivery. But all those are things that we've lived with in Silicon Valley for the last 50 years. And it wasn't until we had people who worked outside of buildings with no windows inside the Pentagon to understand that those techniques could actually be applied. And it required blowing up the existing system. And they did that spectacularly well. There are very few holes in these proposals.
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Christian: Obviously the Pentagon procurement system is a product of decades of bureaucracy and rules. Are you hopeful that you're going to be able to see the kind of change in the rapid timeline that they've laid forth here?
Blank: Number one, this is a pretty extensive reorganization. Right now, the Department of War is siloed between requirements and system centers for testing and prototyping and acquisition, which was the acquisition with a small A with the PEOs and program managers, and then it went to contracts and then it went to sustainment, et cetera.
Those were silos. Now we're putting it all underneath a single portfolio acquisition executive. So, instead of making their offices 10,000 people, it's actually a matrix organization, much like a combatant command is. Most of those people will stay in their existing organizations but now be tasked to work on specific portfolios. And the portfolios will no longer be arranged by weapons system. They're going to be arranged, for example, by war fighting concepts or technology concepts, et cetera.
That said, boy are they trying moving an elephant and make it dance. And at the same time, they recognized - this was one of the genius parts - that people won't just get a memo and know what to do. Historically, they've depended on the Defense Acquisition University, which taught contracting officers and the rest, how to work with the 5,000 pages of the DFAR and FAR, Federal Acquisition, Defense Acquisition Regulations. One of the unnoticed things was that they basically told the Defense Acquisition University, to stop teaching what they're teaching today, recognizing that they need to teach people this new methodology. That's not going to happen by telepathy.
First of all, we need to train the trainers, then we need to train all the people who've grown up in their career following the paperwork. I predict six months or a year of chaos and confusion. And there are always saboteurs in a large-scale reorganization who are angry that their cheese has been moved or worse, their authority has been diminished or their head count went somewhere else. This is going to be no different except maybe at a bigger scale.
In the end, if we pull this off (and I'll explain the only possible reason not to do this) the country will be much better for it.
The other obstacle will be if you're on the board of directors and the executive staff of a prime, you're going to go through the 12 stages of denial and grief and whatever because I don't know how many times both Deputy Secretary of Defense Steve Feinberg and Secretary Hegseth made it clear that the primes weren't delivering and they weren't investing in the things the country needed and they got used to the system and we were kind of mutually dependent on a broken system - and that's over. Well, you're not going to let your stockholders say you just went home and packed up. Obviously, it's pretty clear that appealing to the Pentagon isn't going to work, but Congress is “coin operated”. This is now going to be a race of lobbying cash from the primes versus lobbying cash for the first time from private equity and venture capital. So it's going to be, who has the biggest pile of cash to influence Congress and the executive branch to keep these rules in place or modify them?
Remember what a disaster this is if you're an existing large company selling to the DoD. It says number one, we're going to buy commercial off the shelf. Number two, we're going to buy commercial off the shelf and then modify it. If and only if either one and two work, we will do some bespoke contracting with the existing organization. It's never happened before. Pretty clear, pretty direct. So, the easy thing would be for primes to change their business model. But my prediction is they're going to double and triple down on the amount of lobbying and dollars spent.
Christian: In addition to the lobbying are we going to see consolidation? A major prime, like you said, isn't going to just pack up their bags and go home. Are they just going to start scooping up all of the small commercial providers?
Blank: In the space segment, they were already doing that. And in fact, were told to kind of stand down and that these things needed to flourish. You have to remember that primes and corporations are companies. Their number one priority, at least in their heads, is no longer national interests, it's the shareholders and returns and revenues and profits. That's the nature of capitalism. The problem here is that the Department of War said, 'Well, that's nice, but we're not getting what we need out of that. Send a note to your shareholders that life's about to change'. That's going to create a lot of conflict - with a lot of money involved - in trying to bend the rules back.
And just as an aside, the primes aren't useless. You don't want them to go out of business. No startup is building an aircraft carrier or a joint strike fighter. We can make the argument of whether we should anymore, but that's secondary. That level of complexity and skill set is just not built yet. Maybe the Andurils and others will get there in another five years, but they're not there yet. And so, waving a wand and making the primes go away completely is equally inane as saying we could depend on startups for everything that the Department of War needs.
But the balance of power, at least as the secretary and deputy believe, is that we need to be building things faster and delivering them faster and on time. And we're going to look for alternate sources. That's just a mind blower. So, as I said, I see six months to a year of confusion as this reorganization happens and people come and go as they establish who's in charge, what the rules are, et cetera.
The only good thing about making this happen is in a normal administration, the administration would wait for Congress's approval. I've not seen that happen in many of these cases with this administration. And in this case, it might actually be good for the country. Time will tell.
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Christian: You referenced decades of Silicon Valley's experience with iterating and moving quickly. One of the threats and one of the actual challenges that a country like China poses to America is they have a top-down autocratic government that doesn't change every four years. That presents a unique challenge to the Pentagon that Silicon Valley doesn't know, or the private sector doesn't necessarily have. How much of a risk is there for the next administration to come in and potentially change everything? And then, if you're one of those big primes, are you baking that into your long-term planning that this might shift in a measurable way in the future? Or do you think these changes are going to be something that is so overwhelmingly positive that future administrations have to stick with it?
Blank: Well, if you were asking me this three years ago, I would have said you should get all this done now because it's going to be flipped back in three years. What's different now though, is the amount of capital available for startups, scale-ups, and private equity firms that can match or overpower the lobbying efforts of the primes. So as I said, both the executive branch and Congress are coin operated, even more so now than ever. And for the first time ever, the insurgents have as much or more coin than the incumbents. That's what's going to change this game.
So yes, a Democratic administration or another Republican one might have a different opinion. But in this case, we're talking about piles of money flooding the streets of Washington D.C. to try to change the game. Think about who is now sitting in the cabinet and in other places where we're seeing people with commercial experience for the first time ever at scale, inside the executive branch for sure and inside the Department of War which changes the nature of the conversation and as we're seeing - the types of things they're recommending. It wasn't that people didn't recognize this before. It was kind of hard to explain this to people who had never run a business or who have been career successful. I've said for years, we had world class organizations, world class people for a world that no longer existed.
Finally, we have people who understand what that world should be like because they've been operating in it. Secretary Feinberg has been writing checks for tens of billions of dollars- buying aircraft carriers, okay, he’s written those kinds of checks before. Tell me who else has ever been in that position.
Again, it's not that the DOW should run like a corporation or a startup, but having that experience sets a bar for what you know is possible for doing extraordinary things. It's what this country knew how to do in World War II and during the Cold War, and we just kind of lost it when Robert McNamara, ex-chief financial officer of Ford, put in the first version of the Planning, Programming, Budgeting and Execution System (PPBE) in 1962. We've been operating on that system for 63 years, or some variance of it.
Basically, he imposed a chief financial officer's strategy on budgeting and planning, which made sense at the time. It stopped making sense about 15 years ago, but no one inside the building knew what to do differently. That's changed.
There was also one set of announcements that kind of flew under the radar, and that was that the policy organization in the DOW lost three organizations to acquisition and sustainment (A&S). I think Elbridge Colby runs that group and it went to A&S. So all the foreign military sales and all the policy stuff kind of disappeared overnight. I don't know what the talking points will be, but the optics aren't great for policy. That's number one.
The second thing that got buried in the memo and I'm not sure it was in the speech, but this new Economic Defense Unit (EDU) I think has taken over the office of strategic capital. And I think that's good given what the agenda is, which is that we're essentially using the whole of nation approach to decouple from China and not only invest in critical minerals but in the other parts of the ecosystem that we need as well, everything from batteries to drone motors to whatever. So we can operate independently. Scaling that unit up was strategically as important.
This was an acquisition announcement, but watching all these other moves are really smart chess pieces at scale, not just nibbling around the edges, but at scale. And I think paying attention to the other moves that are being made inside the DOW, you'll at least understand the master chess game that they're at least trying to implement. It's pretty smart.
Christian: You've done incredible work recently with helping people understand and navigate his environment in ways that perhaps were difficult for people to understand before. What are you going to be looking for next and what are you potentially going to be working on as a result of these changes?
Blank: I think you're referring to the PEO directory that I wrote, which is about 300 pages long. It’s the first phone book for the Department of War with a 30 page preamble of go-to-market strategies. I literally have started rewriting it and it's now going to be called the Portfolio Acquisition Executive Handbook and now it's going to explain how PAEs work and what the silos looked like before and how each service is reorganizing.
For example, the Army likely will condense 12 PEOs into six portfolios and make major shifts, this month or certainly by the end of the year. And the other services will follow. I think the Army is a little ahead of everybody else. But having a phone book to actually explain who's who and what they're supposed to be doing.
As I said, it will be six months to a year of chaos and I think having some kind of handbook that at least shows you where things are heading and who are the new people to call on would be helpful. So that's what the Stanford Gordian Knot Center for National Security Innovation is doing.
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