Speaking at an industry event last week Acting DOD CIO John Zangardi stated that his top future priority is learning to “speak warfighter”.  Zangardi and his team understand that their own success depends on how well they’re able to support their internal customers.  This is a vital lesson for contractors.  If you don’t understand your customer’s culture, or worse, require them to understand yours, your federal business is already a step behind success.  Do you “speak warfighter”?  How about “immigration” or “energy”?  While government acquisition officials may look at themselves as one customer, the reality is that each office has its own lingo and pressure points.  Understanding them is critical to success.  Another recent event reminded us of a related point:  “you’re given two ears and one mouth for a reason.”  While your firm is understandably eager to show your greatest solutions, it is almost always best to stop and listen to what your customer has to say first.  You’ll not only pick up cues that way, but be better able to speak their language.