http://projects.washingtonpost.com/top-secret-america/articles/national-secu
rity-inc/ 


Posted at 12:24 AM, 7/20/2010


National Security Inc.


In June, a stone carver from Manassas chiseled another perfect star into a
marble wall at CIA headquarters, one of 22 for agency workers killed in the
global war initiated by the 2001 terrorist attacks.

The intent of the memorial is to publicly honor the courage of those who
died in the line of duty, but it also conceals a deeper story about
government in the post-9/11 era: Eight of the 22 were not CIA officers at
all. They were private contractors.

To ensure that the country's most sensitive duties are carried out only by
people loyal above all to the nation's interest, federal rules say
contractors may not perform what are called "inherently government
functions." But they do, all the time and in every intelligence and
counterterrorism agency, according to a two-year investigation by The
Washington Post.

What started as a temporary fix in response to the terrorist attacks has
turned into a dependency that calls into question whether the federal
workforce includes too many people obligated to shareholders rather than the
public interest -- and whether the government is still in control of its
most sensitive activities. In interviews last week, both Defense Secretary
Robert M. Gates and CIA Director Leon Panetta said they agreed with such
concerns.

The Post investigation uncovered what amounts to an alternative geography of
the United States, a Top Secret America created since 9/11 that is hidden
from public view, lacking in thorough oversight and so unwieldy that its
effectiveness is impossible to determine.

It is also a system in which contractors are playing an ever more important
role. The Post estimates that out of 854,000 people with top-secret
clearances, 265,000 are contractors. There is no better example of the
government's dependency on them than at the CIA, the one place in government
that exists to do things overseas that no other U.S. agency is allowed to
do.

Private contractors working for the CIA have recruited spies in Iraq, paid
bribes for information in Afghanistan and protected CIA directors visiting
world capitals. Contractors have helped snatch a suspected extremist off the
streets of Italy, interrogated detainees once held at secret prisons abroad
and watched over defectors holed up in the Washington suburbs. At Langley
headquarters, they analyze terrorist networks. At the agency's training
facility in Virginia, they are helping mold a new generation of American
spies.

Through the federal budget process, the George W. Bush administration and
Congress made it much easier for the CIA and other agencies involved in
counterterrorism to hire more contractors than civil servants. They did this
to limit the size of the permanent workforce, to hire employees more quickly
than the sluggish federal process allows and because they thought - wrongly,
it turned out - that contractors would be less expensive.





Nine years later, well into the Obama administration, the idea that
contractors cost less has been repudiated, and the administration has made
some progress toward its goal of reducing the number of hired hands by 7
percent over two years. Still, close to 30 percent of the workforce in the
intelligence agencies is contractors.

"For too long, we've depended on contractors to do the operational work that
ought to be done" by CIA employees, Panetta said. But replacing them
"doesn't happen overnight. When you've been dependent on contractors for so
long, you have to build that expertise over time."

A second concern of Panetta's: contracting with corporations, whose
responsibility "is to their shareholders, and that does present an inherent
conflict."

Or as Gates, who has been in and out of government his entire life, puts it:
"You want somebody who's really in it for a career because they're
passionate about it and because they care about the country and not just
because of the money."

Contractors can offer more money - often twice as much - to experienced
federal employees than the government is allowed to pay them. And because
competition among firms for people with security clearances is so great,
corporations offer such perks as BMWs and $15,000 signing bonuses, as
Raytheon did in June for software developers with top-level clearances.

The idea that the government would save money on a contract workforce "is a
false economy," said Mark M. Lowenthal, a former senior CIA official and now
president of his own intelligence training academy.

As companies raid federal agencies of talent, the government has been left
with the youngest intelligence staffs ever while more experienced employees
move into the private sector. This is true at the CIA, where employees from
114 firms account for roughly a third of the workforce, or about 10,000
positions. Many of them are temporary hires, often former military or
intelligence agency employees who left government service to work less and
earn more while drawing a federal pension.

Across the government, such workers are used in every conceivable way.

Contractors kill enemy fighters. They spy on foreign governments and
eavesdrop on terrorist networks. They help craft war plans. They gather
information on local factions in war zones. They are the historians, the
architects, the recruiters in the nation's most secretive agencies. They
staff watch centers across the Washington area. They are among the most
trusted advisers to the four-star generals leading the nation's wars.

The role of private contractors
As Top Secret America has grown, the government has become more dependent on
contractors with matching security clearances.
<http://projects.washingtonpost.com/top-secret-america/galleries/gallery-day
-2/> Launch Gallery >

So great is the government's appetite for private contractors with
top-secret clearances that there are now more than 300 companies, often
nicknamed "body shops," that specialize in finding candidates, often for a
fee that approaches $50,000 a person, according to those in the business.

Making it more difficult to replace contractors with federal employees: The
government doesn't know how many are on the federal payroll. Gates said he
wants to reduce the number of defense contractors by about 13 percent, to
pre-9/11 levels, but he's having a hard time even getting a basic head
count.

"This is a terrible confession," he said. "I can't get a number on how many
contractors work for the Office of the Secretary of Defense," referring to
the department's civilian leadership.

The Post's estimate of 265,000 contractors doing top-secret work was vetted
by several high-ranking intelligence officials who approved of The Post's
methodology. The newspaper's Top Secret America database includes 1,931
companies that perform work at the top-secret level. More than a quarter of
them - 533 - came into being after 2001, and others that already existed
have expanded greatly. Most are thriving even as the rest of the United
States struggles with bankruptcies, unemployment and foreclosures.

The privatization of national security work has been made possible by a
nine-year "gusher" of money, as Gates recently described national security
spending since the 9/11 attacks.

With so much money to spend, managers do not always worry about whether they
are spending it effectively.

"Someone says, 'Let's do another study,' and because no one shares
information, everyone does their own study," said Elena Mastors, who headed
a team studying the al-Qaeda leadership for the Defense Department. "It's
about how many studies you can orchestrate, how many people you can fly all
over the place. Everybody's just on a spending spree. We don't need all
these people doing all this stuff."

Most of these contractors do work that is fundamental to an agency's core
mission. As a result, the government has become dependent on them in a way
few could have foreseen: wartime temps who have become a permanent cadre.

Just last week, typing "top secret" into the search engine of a major jobs
Web site showed 1,951 unfilled positions in the Washington area, and 19,759
nationwide: "Target analyst," Reston. "Critical infrastructure specialist,"
Washington, D.C. "Joint expeditionary team member," Arlington.

"We could not perform our mission without them. They serve as our
'reserves,' providing flexibility and expertise we can't acquire," said
Ronald Sanders, who was chief of human capital for the Office of the
Director of National Intelligence before retiring in February. "Once they
are on board, we treat them as if they're a part of the total force."

The Post's investigation is based on government documents and contracts, job
descriptions, property records, corporate and social networking Web sites,
additional records, and hundreds of interviews with intelligence, military
and corporate officials and former officials. Most requested anonymity
either because they are prohibited from speaking publicly or because, they
said, they feared retaliation at work for describing their concerns.

The investigation focused on top-secret work because the amount classified
at the secret level is too large to accurately track. A searchable database
of government organizations and private companies was built entirely on
public records. [For an explanation of the newspaper's decision making
behind this project, please see the
<http://projects.washingtonpost.com/top-secret-america/articles/editors-note
/> Editor's Note.]

----

The national security industry sells the military and intelligence agencies
more than just airplanes, ships and tanks. It sells contractors' brain
power. They advise, brief and work everywhere, including 25 feet under the
Pentagon in a bunker where they can be found alongside military personnel in
battle fatigues monitoring potential crises worldwide.

Late at night, when the wide corridors of the Pentagon are all but empty,
the National Military Command Center hums with purpose. There's real-time
access to the location of U.S. forces anywhere in the world, to granular
satellite images or to the White House Situation Room.

The purpose of all this is to be able to answer any question the chairman of
the Joint Chiefs of Staff might have. To be ready 24 hours a day, every day,
takes five brigadier generals, a staff of colonels and senior
noncommissioned officers - and a man wearing a pink contractor badge and a
bright purple shirt and tie.

Erik Saar's job title is "knowledge engineer." In one of the most sensitive
places in America, he is the only person in the room who knows how to bring
data from far afield, fast. Saar and four teammates from a private company,
SRA International, teach these top-ranked staff officers to think in Web
2.0. They are trying to push a tradition-bound culture to act differently,
digitally.

Help wanted: professionals with security clearances
Recruiters for companies that hold government contracts meet with job
seekers who have security clearances at a Targeted Job Fairs event in
McLean, Va. Launch
<http://projects.washingtonpost.com/top-secret-america/galleries/video-day-2
/>  Video >

That sometimes means asking for help in a public online chat room or
exchanging ideas on shared Web pages outside the military computer networks
dubbed .mil - things much resisted within the Pentagon's self-sufficient
culture. "Our job is to change the perception of leaders who might drive
change," Saar said.

Since 9/11, contractors have made extraordinary contributions - and
extraordinary blunders - that have changed history and clouded the public's
view of the distinction between the actions of officers sworn on behalf of
the United States and corporate employees with little more than a security
badge and a gun.

Contractor misdeeds in Iraq and Afghanistan have hurt U.S. credibility in
those countries as well as in the Middle East. Abuse of prisoners at Abu
Ghraib, some of it done by contractors, helped ignite a call for vengeance
against the United States that continues today. Security guards working for
Blackwater added fuel to the five-year violent chaos in Iraq and became the
symbol of an America run amok.

 Contractors in war zones, especially those who can fire weapons, blur "the
line between the legitimate and illegitimate use of force, which is just
what our enemies want," Allison Stanger, a professor of international
politics and economics at Middlebury College and the author of "One Nation
Under Contract," told the independent Commission on Wartime Contracting at a
hearing in June.

Misconduct happens, too. A defense contractor formerly called MZM paid
bribes for CIA contracts, sending Randy "Duke" Cunningham, who was a
California congressman on the intelligence committee, to prison. Guards
employed in Afghanistan by ArmorGroup North America, a private security
company, were caught on camera in a lewd-partying scandal.

But contractors have also advanced the way the military fights. During the
bloodiest months in Iraq, the founder of Berico Technologies, a former Army
officer named Guy Filippelli, working with the National Security Agency,
invented a technology that made finding the makers of roadside bombs easier
and helped stanch the number of casualties from improvised explosives,
according to NSA officials.

Contractors have produced blueprints and equipment for the unmanned aerial
war fought by drones, which have killed the largest number of senior
al-Qaeda leaders and produced a flood of surveillance videos. A dozen firms
created the transnational digital highway that carries the drones' real-time
data on terrorist hide-outs from overseas to command posts throughout the
United States.

Private firms have become so thoroughly entwined with the government's most
sensitive activities that without them important military and intelligence
missions would have to cease or would be jeopardized. Some examples:

*At the Department of Homeland Security (DHS), the number of contractors
equals the number of federal employees. The department depends on 318
companies for essential services and personnel, including 19 staffing firms
that help DHS find and hire even more contractors. At the office that
handles intelligence, six out of 10 employees are from private industry.

*The National Security Agency, which conducts worldwide electronic
surveillance, hires private firms to come up with most of its technological
innovations. The NSA used to work with a small stable of firms; now it works
with at least 484 and is actively recruiting more.

 *The National Reconnaissance Office cannot produce, launch or maintain its
large satellite surveillance systems, which photograph countries such as
China, North Korea and Iran, without the four major contractors it works
with.

*Every intelligence and military organization depends on contract linguists
to communicate overseas, translate documents and make sense of electronic
voice intercepts. The demand for native speakers is so great, and the amount
of money the government is willing to pay for them is so huge, that 56 firms
compete for this business.

*Each of the 16 intelligence agencies depends on corporations to set up its
computer networks, communicate with other agencies' networks, and fuse and
mine disparate bits of information that might indicate a terrorist plot.
More than 400 companies work exclusively in this area, building classified
hardware and software systems.

Hiring contractors was supposed to save the government money. But that has
not turned out to be the case. A 2008 study published by the Office of the
Director of National Intelligence found that contractors made up 29 percent
of the workforce in the intelligence agencies but cost the equivalent of 49
percent of their personnel budgets. Gates said that federal workers cost the
government 25 percent less than contractors.

The process of reducing the number of contractors has been slow, if the
giant Office of Naval Intelligence in Suitland is any example. There, 2,770
people work on the round-the-clock maritime watch floor tracking commercial
vessels, or in science and engineering laboratories, or in one of four
separate intelligence centers. But it is the employees of 70 information
technology companies who keep the place operating.

They store, process and analyze communications and intelligence transmitted
to and from the entire U.S. naval fleet and commercial vessels worldwide.
"Could we keep this building running without contractors?" said the captain
in charge of information technology. "No, I don't think we could keep up
with it."

Vice Adm. David J. "Jack" Dorsett, director of naval intelligence, said he
could save millions each year by converting 20 percent of the contractor
jobs at the Suitland complex to civil servant positions. He has gotten the
go-ahead, but it's been a slow start. This year, his staff has converted one
contractor job and eliminated another - out of 589. "It's costing me an arm
and a leg," Dorsett said.

 ---

Washington's corridors of power stretch in a nearly straight geographical
line from the Supreme Court to the Capitol to the White House. Keep going
west, across the Potomac River, and the unofficial seats of power - the
private, corporate ones - become visible, especially at night. There in the
Virginia suburbs are the brightly illuminated company logos of Top Secret
America: Northrop Grumman, SAIC, General Dynamics.

Of the 1,931 companies identified by The Post that work on top-secret
contracts, about 110 of them do roughly 90 percent of the work on the
corporate side of the defense-intelligence-corporate world.

To understand how these firms have come to dominate the post-9/11 era,
there's no better place to start than the Herndon office of General
Dynamics. One recent afternoon there, Ken Pohill was watching a series of
unclassified images, the first of which showed a white truck moving across
his computer monitor.

The truck was in Afghanistan, and a video camera bolted to the belly of a
U.S. surveillance plane was following it. Pohill could access a dozen images
that might help an intelligence analyst figure out whether the truck driver
was just a truck driver or part of a network making roadside bombs to kill
American soldiers.

To do this, he clicked his computer mouse. Up popped a picture of the truck
driver's house, with notes about visitors. Another click. Up popped infrared
video of the vehicle. Click: Analysis of an object thrown from the driver's
side. Click: U-2 imagery. Click: A history of the truck's movement. Click. A
Google Earth map of friendly forces. Click: A chat box with everyone else
following the truck, too.

 Ten years ago, if Pohill had worked for General Dynamics, he probably would
have had a job bending steel. Then, the company's center of gravity was the
industrial port city of Groton, Conn., where men and women in wet galoshes
churned out submarines, the thoroughbreds of naval warfare. Today, the
firm's commercial core is made up of data tools such as the digital imagery
library in Herndon and the secure BlackBerry-like device used by President
Obama, both developed at a carpeted suburban office by employees in loafers
and heels.

The evolution of General Dynamics was based on one simple strategy: Follow
the money.

The company embraced the emerging intelligence-driven style of warfare. It
developed small-target identification systems and equipment that could
intercept an insurgent's cellphone and laptop communications. It found ways
to sort the billions of data points collected by intelligence agencies into
piles of information that a single person could analyze.

It also began gobbling up smaller companies that could help it dominate the
new intelligence landscape, just as its competitors were doing. Between 2001
and 2010, the company acquired 11 firms specializing in satellites, signals
and geospatial intelligence, surveillance, reconnaissance, technology
integration and imagery.

On Sept. 11, 2001, General Dynamics was working with nine intelligence
organizations. Now it has contracts with all 16. Its employees fill the
halls of the NSA and DHS. The corporation was paid hundreds of millions of
dollars to set up and manage DHS's new offices in 2003, including its
National Operations Center, Office of Intelligence and Analysis and Office
of Security. Its employees do everything from deciding which threats to
investigate to answering phones.

General Dynamics' bottom line reflects its successful transformation. It
also reflects how much the U.S. government - the firm's largest customer by
far - has paid the company beyond what it costs to do the work, which is,
after all, the goal of every profit-making corporation.

The company reported $31.9 billion in revenue in 2009, up from $10.4 billion
in 2000. Its workforce has more than doubled in that time, from 43,300 to
91,700 employees, according to the company.

Revenue from General Dynamics' intelligence- and information-related
divisions, where the majority of its top-secret work is done, climbed to $10
billion in the second quarter of 2009, up from $2.4 billion in 2000,
accounting for 34 percent of its overall revenue last year.

The company's profitability is on display in its Falls Church headquarters.
There's a soaring, art-filled lobby, bistro meals served on china enameled
with the General Dynamics logo and an auditorium with seven rows of white
leather-upholstered seats, each with its own microphone and laptop docking
station.

General Dynamics now has operations in every corner of the intelligence
world. It helps counterintelligence operators and trains new analysts. It
has a $600 million Air Force contract to intercept communications. It makes
$1 billion a year keeping hackers out of U.S. computer networks and
encrypting military communications. It even conducts information operations,
the murky military art of trying to persuade foreigners to align their views
with U.S. interests.

"The American intelligence community is an important market for our
company," said General Dynamics spokesman Kendell Pease. "Over time, we have
tailored our organization to deliver affordable, best-of-breed products and
services to meet those agencies' unique requirements."

In September 2009, General Dynamics won a $10 million contract from the U.S.
Special Operations Command's psychological operations unit to create Web
sites to influence foreigners' views of U.S. policy. To do that, the company
hired writers, editors and designers to produce a set of daily news sites
tailored to five regions of the world. They appear as regular news Web
sites, with names such as "SETimes.com: The News and Views of Southeast
Europe." The first indication that they are run on behalf of the military
comes at the bottom of the home page with the word "Disclaimer." Only by
clicking on that do you learn that "the Southeast European Times (SET) is a
Web site sponsored by the United States European Command."

What all of these contracts add up to: This year, General Dynamics' overall
revenue was $7.8 billion in the first quarter, Jay L. Johnson, the company's
chief executive and president, said at an earnings conference call in April.
"We've hit the deck running in the first quarter," he said, "and we're on
our way to another successful year."

 ----

In the shadow of giants such as General Dynamics are 1,814 small to midsize
companies that do top-secret work. About a third of them were established
after Sept. 11, 2001, to take advantage of the huge flow of taxpayer money
into the private sector. Many are led by former intelligence agency
officials who know exactly whom to approach for work.

Abraxas of Herndon, headed by a former CIA spy, quickly became a major CIA
contractor after 9/11. Its staff even recruited midlevel managers during
work hours from the CIA's cafeteria, former agency officers recall.

Other small and medium-size firms sell niche technical expertise such as
engineering for low-orbit satellites or long-dwell sensors. But the vast
majority have not invented anything at all. Instead, they replicate what the
government's workforce already does.

A company called SGIS, founded soon after the 2001 attacks, was one of
these.

An alternative geography
Since Sept. 11, 2001, the top-secret world created to respond to the
terrorist attacks has grown into an unwieldy enterprise spread over 10,000
U.S. locations. Launch
<http://projects.washingtonpost.com/top-secret-america/galleries/gallery-day
-1/>  Gallery >

In June 2002, from the spare bedroom of his San Diego home, 30-year-old Hany
Girgis put together an information technology team that won its first
Defense Department contract four months later. By the end of the year, SGIS
had opened a Tampa office close to the U.S. Central Command and Special
Operations Command, had turned a profit and had 30 employees.

SGIS sold the government the services of people with specialized skills;
expanding the types of teams it could put together was one key to its
growth. Eventually it offered engineers, analysts and cyber-security
specialists for military, space and intelligence agencies. By 2003, the
company's revenue was $3.7 million. By then, SGIS had become a subcontractor
for General Dynamics, working at the secret level. Satisfied with the
partnership, General Dynamics helped SGIS receive a top-secret facility
clearance, which opened the doors to more work.

By 2006, its revenue had multiplied tenfold, to $30.6 million, and the
company had hired employees who specialized in government contracting just
to help it win more contracts.

 "We knew that's where we wanted to play," Girgis said in a phone interview.
"There's always going to be a need to protect the homeland."

Eight years after it began, SGIS was up to revenue of $101 million, 14
offices and 675 employees. Those with top-secret clearances worked for 11
government agencies, according to The Post's database.

The company's marketing efforts had grown, too, both in size and
sophistication. Its Web site, for example, showed an image of Navy sailors
lined up on a battleship over the words "Proud to serve" and another image
of a Navy helicopter flying near the Statue of Liberty over the words
"Preserving freedom." And if it seemed hard to distinguish SGIS's work from
the government's, it's because they were doing so many of the same things.
SGIS employees replaced military personnel at the Pentagon's 24/7
telecommunications center. SGIS employees conducted terrorist threat
analysis. SGIS employees provided help-desk support for federal computer
systems.

Still, as alike as they seemed, there were crucial differences.

For one, unlike in government, if an SGIS employee did a good job, he might
walk into the parking lot one day and be surprised by co-workers clapping at
his latest bonus: a leased, dark-blue Mercedes convertible. And he might
say, as a video camera recorded him sliding into the soft leather driver's
seat, "Ahhhh . . . this is spectacular."

And then there was what happened to SGIS last month, when it did the one
thing the federal government can never do.

It sold itself.

The new owner is a Fairfax-based company called Salient Federal Solutions,
created just last year. It is a management company and a private-equity firm
with lots of Washington connections that, with the purchase of SGIS, it
intends to parlay into contracts.

"We have an objective," says chief executive and President Brad Antle, "to
make $500 million in five years."

----

Of all the different companies in Top Secret America, the most numerous by
far are the information technology, or IT, firms. About 800 firms do nothing
but IT.

 Some IT companies integrate the mishmash of computer systems within one
agency; others build digital links between agencies; still others have
created software and hardware that can mine and analyze vast quantities of
data.

Anti-Deception Technologies
>From avatars and lasers to thermal cameras and fidget meters, this
multimedia gallery takes a look at some of the latest technologies being
developed by the government and private companies to thwart terrorists.
<http://projects.washingtonpost.com/top-secret-america/galleries/gallery-tec
hnology/> Launch Gallery >

The government is nearly totally dependent on these firms. Their close
relationship was on display recently at the Defense Intelligence Agency's
annual information technology conference in Phoenix. The agency expected the
same IT firms angling for its business to pay for the entire five-day
get-together, a DIA spokesman confirmed.

And they did.

General Dynamics spent $30,000 on the event. On a perfect spring night, it
hosted a party at Chase Field, a 48,569-seat baseball stadium, reserved
exclusively for the conference attendees. Government buyers and corporate
sellers drank beer and ate hot dogs while the DIA director's morning keynote
speech replayed on the gigantic scoreboard, digital baseballs bouncing along
the bottom of the screen.

Carahsoft Technology, a DIA contractor, invited guests to a casino night
where intelligence officials and vendors ate, drank and bet phony money at
craps tables run by professional dealers.

The McAfee network security company, a Defense Department contractor,
welcomed guests to a Margaritaville-themed social on the garden terrace of
the hotel across the street from the convention site, where 250 firms paid
thousands of dollars each to advertise their services and make their pitches
to intelligence officials walking the exhibition hall.

Government officials and company executives say these networking events are
critical to building a strong relationship between the public and private
sectors.

"If I make one contact each day, it's worth it," said Tom Conway, director
of federal business development for McAfee.

As for what a government agency gets out of it: "Our goal is to be open and
learn stuff," said Grant M. Schneider, the DIA's chief information officer
and one of the conference's main draws. By going outside Washington, where
many of the firms are headquartered, "we get more synergy. . . . It's an
interchange with industry."

These types of gatherings happen every week. Many of them are closed to
anyone without a top-secret clearance.

At a U.S. Special Operations Command conference in Fayetteville, N.C., in
April, vendors paid for access to some of the people who decide what
services and gadgets to buy for troops. In mid-May, the national security
industry held a black-tie evening funded by the same corporations seeking
business from the defense, intelligence and congressional leaders seated at
their tables.

Such coziness worries other officials who believe the post-9/11
defense-intelligence-corporate relationship has become, as one senior
military intelligence officer described it, a "self-licking ice cream cone."

Another official, a longtime conservative staffer on the Senate Armed
Services Committee, described it as "a living, breathing organism"
impossible to control or curtail. "How much money has been involved is just
mind-boggling," he said. "We've built such a vast instrument. What are you
going to do with this thing? . . . It's turned into a jobs program."

Even some of those gathered in Phoenix criticized the size and
disjointedness of the intelligence community and its contracting base.
"Redundancy is the unacceptable norm," Lt. Gen. Richard P. Zahner, Army
deputy chief of staff for intelligence, told the 2,000 attendees. "Are we
spending our resources effectively? . . . If we have not gotten our houses
in order, someone will do it for us."

On a day that also featured free back rubs, shoeshines, ice cream and fruit
smoothies, another speaker, Kevin P. Meiners, a deputy undersecretary for
intelligence, gave the audience what he called "the secret sauce," the key
to thriving even when the Defense Department budget eventually stabilizes
and stops rising so rapidly.

"Overhead," Meiners told them - that's what's going to get cut first.
Overhead used to mean paper clips and toner. Now it's information
technology, IT, the very products and services sold by the businesspeople in
the audience.

"You should describe what you do as a weapons system, not overhead," Meiners
instructed. "Overhead to them - I'm giving you the secret sauce here - is IT
and people. . . . You have to foot-stomp hard that this is a war-fighting
system that's helping save people's lives every day."

 After he finished, many of the government officials listening headed to the
exhibit hall, where company salespeople waited in display booths. Peter
Coddington, chief executive of InTTENSITY, a small firm whose software
teaches computers to "read" documents, was ready for them.

"You have to differentiate yourself," he said as they fanned out into the
aisles. Coddington had glass beer mugs and pens twirling atop paperweight
pyramids to help persuade officials of the nation's largest military
intelligence agency that he had something they needed.

But first he needed them to stop walking so fast, to slow down long enough
for him to start his pitch. His twirling pens seemed to do the job. "It's
like moths to fire," Coddington whispered.

A DIA official with a tote bag approached. She spotted the pens, and her
pace slowed. "Want a pen?" Coddington called.

She hesitated. "Ah . . . I have three children," she said.

"Want three pens?"

She stopped. In Top Secret America, every moment is an opportunity.

"We're a text extraction company. . . ," Coddington began, handing her the
pens.

Staff researcher Julie Tate contributed to this report.

 
<http://projects.washingtonpost.com/top-secret-america/articles/national-sec
urity-inc/> <>

 



[Non-text portions of this message have been removed]



------------------------------------

--------------------------
Want to discuss this topic?  Head on over to our discussion list, 
[email protected].
--------------------------
Brooks Isoldi, editor
[email protected]

http://www.intellnet.org

  Post message: [email protected]
  Subscribe:    [email protected]
  Unsubscribe:  [email protected]


*** FAIR USE NOTICE. This message contains copyrighted material whose use has 
not been specifically authorized by the copyright owner. OSINT, as a part of 
The Intelligence Network, is making it available without profit to OSINT 
YahooGroups members who have expressed a prior interest in receiving the 
included information in their efforts to advance the understanding of 
intelligence and law enforcement organizations, their activities, methods, 
techniques, human rights, civil liberties, social justice and other 
intelligence related issues, for non-profit research and educational purposes 
only. We believe that this constitutes a 'fair use' of the copyrighted material 
as provided for in section 107 of the U.S. Copyright Law. If you wish to use 
this copyrighted material for purposes of your own that go beyond 'fair use,' 
you must obtain permission from the copyright owner.
For more information go to:
http://www.law.cornell.edu/uscode/17/107.shtmlYahoo! Groups Links

<*> To visit your group on the web, go to:
    http://groups.yahoo.com/group/osint/

<*> Your email settings:
    Individual Email | Traditional

<*> To change settings online go to:
    http://groups.yahoo.com/group/osint/join
    (Yahoo! ID required)

<*> To change settings via email:
    [email protected] 
    [email protected]

<*> To unsubscribe from this group, send an email to:
    [email protected]

<*> Your use of Yahoo! Groups is subject to:
    http://docs.yahoo.com/info/terms/

Reply via email to