VOLUME 11, ISSUE 3 - SUMMER EDITION 2004

Spotlight on Consultants

Bernard Markowicz, Managing Director of Decision/Analysis Partners

The last issue of Update included a profile of a USTDA success story in the wireless telecommunications sector in Jordan. Following the award of the USTDA grant, the USTDA-funded technical advisor, Decision/Analysis Partners, played a significant role in making this success possible.

Decision/Analysis Partners is a small U.S. business that has been active in USTDA’s program since 2001. In that time, the firm has performed a wide variety of activities. In addition, the company has secured additional contracts from contacts made doing USTDA-funded work. As a result, the company is a good example of how USTDA can assist U.S. firms in establishing overseas contacts that can lead to long-term relationships.

Recently, Update interviewed Bernard Markowicz, Ph.D., Managing Director, about the firm’s experience with USTDA’s program.

Update: How did your company become involved in USTDA’s program?

Dr. Markowicz: Back in 2001, we tried to identify U.S. Government agencies that would recognize our technical talent and that would be open to new small vendors. USTDA-sponsored definitional missions were a good way for us to showcase our technical and problem-solving expertise.

Update: How has USTDA helped you to expand the company’s global business contacts?

Dr. Markowicz: USTDA-funded work has helped us to become knowledgeable about countries and expand our qualifications. This has put us in a better position to win other contracts. For instance, our first definitional mission on ports in Morocco gave us port expertise in North Africa. This knowledge led to a definitional mission and to technical work supporting a port security conference in Cairo. Our work in Jordan has also led to other work in that country funded by the World Bank.

Update: What can you tell me about the value of USTDA-funded desk studies and definitional missions to your firm?

Dr. Markowicz: In my opinion, it would be hard, almost impossible, to bid on a feasibility study or a technical assistance project without understanding how USTDA works and what it is trying to achieve. Definitional missions have helped us do that. Desk studies are very small projects. But, we like them because they give us an opportunity to be of assistance to USTDA in a very narrow but important way.  I would be remiss if I did not mention that working with USTDA staff has been one of the most rewarding components of our work with the agency. We have always found our USTDA colleagues to be engaged, knowledgeable, hard working, and true advocates for their work.

Update: Do you have any advice for new firms interested in exploring opportunities associated with USTDA’s program?

Dr. Markowicz: Yes, ask for feedback when your proposals are not selected. We tried a number of times before we were first successful. But, when we asked for and received feedback on the reasons why, we understood that we were too focused on the technical aspects and not focused enough on evaluating the business and financial feasibility of projects. 

Update: Thank you for your time, Dr. Markowicz.