Heilmeier’s Catechism for DoD Contracting Success

There is a set of eight questions credited to an engineer named George Heilmeier that is now known as the “Heilmeier Catechism.”? The former director of the Defense Advanced Research Projects Agency (DARPA) stated that anyone proposing a research project or product development effort should be able to readily and simply answer these questions.? In my mind, the same goes for anyone marketing a product or service to the DoD, research or otherwise.? In that context, here’s my translation of Heilmeier’s sage advice:

1. What are you trying to do? Articulate your objectives using absolutely no jargon.? The DoD translation:? What problem are you trying to solve, or what capability are you trying to improve, for a warrior?? Sure, you should know at least some of the jargon – but Soldiers are people, too.? Talk straight about what your product does to improve their lives.

2. How is it done today, and what are the limits of current practice?? DoD translation:? Do you really know the military’s current requirements, and current system capabilities?? Learn them; and where the military customer can’t even identify or describe them (often the case), define the state-of-the-art capability for them in order to have them vision the possibilities.? But do it simply, and focus on the application, not the technology itself; and be ready for them to acquire less than what’s possible (aka don’t oversell a capability they don’t want).

3. What is new in your approach and why do you think it will be successful?? DoD translation:? If a military customer buys your product, what gets immediately better about the ruggedization of the Soldier’s rifle, or the longevity of the batteries in his radio?? And ultimately, what does it do differently so that they can better trust their gear to work when they need it to?

4. Who cares? If you are successful, what difference will it make?? DoD translation:? Sure, it’s cool technology.? But does it address a real need, not a perceived one?? How will it improve what they measure the most – winning on the battlefield?? And I’d add this, too:? who else cares beyond the DoD customer?? The military wants your product to have commercializable value, too.? They have to care, by law, actually; and it tends to lower DoD’s price in the long run.

5. What are the risks?? DoD translation:? Despite a Soldier’s willingness to risk his life – or perhaps because of it – he’s generally not willing to risk a new piece of equipment, and its new supplier, until you can demonstrate real capability under fire, and over time in rugged environments.? Be honest about the risks; the military will often pay a premium to reduce the risks of a new technology through development.? But it has to know about those risks up front.

6. How much will it cost?? DoD translation:? Contrary to popular belief, the military generally doesn’t care that much about cost if it can get more capability… but it need the reassurance of a LOT more capability and/or the promise of a more capable supplier. ?And come prepared to deliver the best guess not just on price for the product, but the lifetime cost of supplying and maintaining it.

7. How long will it take?? DoD translation:? The military customer values getting better capability ASAP; but the procurement system doesn’t.? Generally speaking the result is that you usually have more time than they say you do to deliver what they need.? Bottom line – be ready with an accurate plan of action and milestones that represents what you believe is realistic, not what you think they want to hear.

8. What are the mid-term and final “exams” to check for success?? DoD translation:? The military customer values honest, transparent and constant communication from its contractors.? But don’t wait for them to check up on you between signing a contract and delivering a product.? They’re generally not good at it.? Create and enforce your own deadlines, and keep the customer informed constantly about what can be delivered and when.? In my experience you can never over-inform the DoD customer – and that includes being proactive about bad news.

A ”catechism” has religions connotations, though Heilmeier was referring to the more secular definition… as far as I know.? But asking and answering these questions religiously as a DoD contractor is not a bad idea.? Either way, defense contracting is hard.? I’ll pray for you.

Chip Laingen ~ 2024