{"id":38784,"date":"2018-09-14T18:06:21","date_gmt":"2018-09-14T18:06:21","guid":{"rendered":"https:\/\/one.sightlinemg.com\/defensenews\/uncategorized\/2018\/09\/14\/pentagon-prepared-to-offer-industry-better-cash-flow-if-they-deserve-it\/"},"modified":"2026-08-07T23:03:08","modified_gmt":"2026-08-07T23:03:08","slug":"pentagon-prepared-to-offer-industry-better-cash-flow-if-they-deserve-it","status":"publish","type":"post","link":"https:\/\/one.sightlinemg.com\/defensenews\/pentagon\/2018\/09\/14\/pentagon-prepared-to-offer-industry-better-cash-flow-if-they-deserve-it\/","title":{"rendered":"Pentagon prepared to offer industry better cash flow \u2013 if they deserve it"},"content":{"rendered":"<figure class=\"wp-block-smg-jwplayer-video\"><atype-video-jwplayer nostick=\"true\" playlisturl=\"https:\/\/cdn.jwplayer.com\/v2\/playlists\/fCzRqMW8?tags=a0c2a845-7a7e-4069-b05d-d7efca75eb08\" poster=\"\/wp-content\/uploads\/2026\/08\/video-poster-a0c2a845-7a7e-4069-b05d-d7efca75eb08.jpg\" aspectratio=\"16 \/ 9\" mute autostart=\"false\"><\/atype-video-jwplayer><figcaption class=\"wp-element-caption\">In an interview with deputy editor Aaron Mehta, Undersecretary of Defense for Acquisition and Sustainment Ellen Lord provides an update on her office&#8217;s reorganization and the path ahead for acquisition reform.<\/figcaption><\/figure>\n\n\n<p class=\"wp-block-paragraph\">WASHINGTON \u2014 Ellen Lord, the Pentagon\u2019s head of acquisition and sustainment, thinks she has found a way to incentivize defense contractors to work more quickly and efficiently. And as a wise man once said, it\u2019s all about the benjamins.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">In an interview after her keynote at the <a href=\"https:\/\/www.defensenews.com\/smr\/defense-news-conference\/\" target=_blank>second annual Defense News Conference<\/a>, Lord said that as part of a broader package of initiatives, she is looking at ways to offer better cash flow for defense firms if they are working smartly on their projects.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">\u201cI believe the lifeblood of most industry is cash flow, so what we will do is regulate the percentage of payments or the amount of profit that can be achieved through what type of performance they demonstrate by the numbers,\u201d Lord said.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Hence, \u201cwe\u2019re going to begin to reward companies through profit or through progress or performance payments, as a function of how they manage all of that, as well as quality and delivery and a variety of other things.\u201d<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">In essence, good actors in industry who are efficient, in both cost and time, will be rewarded; companies who may not be as efficient won\u2019t be likewise rewarded.<\/p>\n\n\n\t<aside class=\"smg-interstitial-link wp-block-smg-interstitial-link\">\n\t\t<a href=\"https:\/\/one.sightlinemg.com\/defensenews\/smr\/defense-news-conference\/2018\/09\/06\/as-reorganization-should-be-completed-a-year-ahead-of-time\/\" class=\"smg-interstitial-link__inner\">\n\t\t\t\t\t\t\t<div class=\"smg-interstitial-link__media\">\n\t\t\t\t\t<img loading=\"lazy\" decoding=\"async\" width=\"300\" height=\"229\" src=\"https:\/\/one.sightlinemg.com\/wp-content\/uploads\/2026\/08\/3H4A0004.jpg_0240ff.jpg?w=300\" class=\"smg-interstitial-link__image wp-post-image\" alt=\"\" \/>\t\t\t\t<\/div>\n\t\t\t\t\t\t<div class=\"smg-interstitial-link__content\">\n\t\t\t\t<span class=\"smg-interstitial-link__kicker\">Related<\/span>\n\t\t\t\t<h3 class=\"smg-interstitial-link__title\">Pentagon\u2019s A&#038;S reorganization should be completed a year ahead of time<\/h3>\n\t\t\t\t\t\t\t\t\t<p class=\"smg-interstitial-link__excerpt\">The Defense Department&#039;s Acquisition and Sustainment office should be fully armed and operational by early next year.<\/p>\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/a>\n\t<\/aside>\n\t\n\n\n<p class=\"wp-block-paragraph\">It\u2019s an idea that wouldn\u2019t work without the wide variety of data \u2014 both current and historical \u2014 now available to provide the Pentagon with a baseline of what should be acceptable and what is not. Lord early in her tenure zeroed in on the <a href=\"https:\/\/www.defensenews.com\/pentagon\/2017\/12\/08\/heres-how-ellen-lord-will-reduce-acquisition-time-by-50-percent\/\" target=_blank>need to exploit that data<\/a>.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">The data allows the Pentagon to measure how industry manages \u201ctheir factories, how they manage their overhead structures, how they are using all of that to manage costs to the actual systems that we are purchasing,\u201d Lord said.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">\u201cDo they get proposals in in time, are they good quality, are they meeting their small business targets \u2014 a whole variety of things that distill down into data that allows us to measure performance.\u201d<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Whether this will work remains to be seen. Traditionally, defense firms have a better cash flow than their nondefense counterparts in the industrial space, and several experts who spokes to Defense News on background wondered if the enticement of cash flow would be enough to convince companies to share data and change their production plans.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Lord said to expect this policy to go into effect sometime before the end of the year.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>How do you get the defense industry to work smarter? Ellen Lord has an idea.<\/p>\n","protected":false},"author":7,"featured_media":27210,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"_yoast_wpseo_meta-robots-noindex":"","_yoast_wpseo_meta-robots-nofollow":"","_yoast_wpseo_canonical":"","_acf":"","_yoast_wpseo_primary_category":19,"_jetpack_feature_clip_id":0,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","_smg_distribution_targets":{"8":{"categories":["acquisition","acquisition-update","newsletters","home","daily-brief"],"primary_category":"acquisition"}}},"categories":[160,110,12,36,19,30],"tags":[],"coauthors":[3378],"class_list":["post-38784","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-daily-news-roundup","category-defense-news-conference","category-industry","category-newsletters","category-pentagon","category-smr"],"acf":{"subheadline":"","legacy_arc_id":"ODAOUYPEVVG3DNG7YRIPEQ3BWU","arc_canonical_url":"\/pentagon\/2018\/09\/14\/pentagon-prepared-to-offer-industry-better-cash-flow-if-they-deserve-it\/","remove_feature_photo":true,"is_sponsored":false,"subtype":"","redirect_url":"","disable_inline_ads":false,"native_logo_pretext":"Presented By:"},"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v26.0 (Yoast SEO v28.1) - https:\/\/yoast.com\/product\/yoast-seo-premium-wordpress\/ -->\n<title>Pentagon prepared to offer industry better cash flow \u2013 if they deserve it - Defense News<\/title>\n<meta name=\"description\" content=\"How do you get the defense industry to work smarter? 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