CFMCF Reverse Industry Day highlights Navy contracting challenges and collaboration

By Cassidy Mills, Staff Writer

April 1, 2026

The Central Florida Marine Corps Foundation, in partnership with PM TRASYS, hosted CFMCF Reverse Industry Day on March 18, bringing together government and industry professionals to share real-world lessons and insights on U.S. Department of the Navy contracting.

Held in the University of Central Florida’s Partnership III building, the event aimed to strengthen collaboration and foster practical understanding of acquisition processes and featured a panel session navigating Navy contracting and effective program management.

Moderated by Barron Mills of 4C Strategies, the session featured Luis Garcia of General Dynamics Mission Systems; Lou Lara, of Saab Inc.; Sean Morgan of CymStar; and Mike Motko of Innovative Reasoning.

Motko stressed the importance of early communication, noting that timely engagement between government and industry can significantly influence how companies prepare for and pursue potential opportunities.

“Early communication is critical. If you don’t get that initial spark or visibility, by the time an opportunity hits, it’s usually too late,” Motko said. “At that point, companies are often reacting instead of planning, which can limit both competition and the quality of solutions.”

Garcia highlighted the difficulty of navigating shifting requirements, emphasizing that evolving priorities and changing guidance can create uncertainty for companies trying to align their solutions with mission needs.

“Understanding where the Marine Corps is going and what the organization is trying to accomplish is critical, especially when requirements change frequently,” Garcia said. “Without that alignment, it becomes much harder to deliver solutions that truly meet the mission as it evolves.”

Morgan underscored the value of networking at multiple levels, emphasizing that consistent engagement beyond senior leadership helps build stronger working relationships and improves overall coordination.

“Networking at lower levels matters. The more we can connect people who are doing the work day-to-day, the better the collaboration between government and industry,” Morgan said. “Those relationships help solve problems faster and create a clearer understanding of mission needs on both sides.”

Lara emphasized the need for careful financial planning when pursuing contracts, noting that companies must account for the significant upfront investment of time, resources, and internal approvals required before even submitting a proposal.

“Once you say yay and convince the chain of command, you’re going to spend a lot of money,” Lara said. “So, you have to expect that up front if you’re really going to go through the process.”

The panel also addressed the balance between competition and collaboration, the complexities of contract scope, and the importance of preparation. Attendees were encouraged to engage in both the strategic and operational aspects of acquisition processes.

“Transparency, preparation, and relationship-building are what drive success in government contracting,” Morgan said. “Without those elements in place, it becomes significantly harder to build trust and deliver effective outcomes.”

CFMCF Reverse Industry Day provided a rare opportunity for new businesses and government professionals to learn from experienced leaders while fostering a cooperative environment focused on delivering capabilities efficiently.