Ok, so we made that last one up.  The point is that many contractors could think that the fundamentals of conducting government business have changed with the evolution of technology.  While each solution has its own unique characteristics, there is less change in doing business with federal agencies than may initially meet the eye.  It’s important for companies to understand that the federal budget process remains the same, FAR and other rules remain largely the same (and unfortunately grow), and that most federal customers tend to be more risk averse than their commercial counterparts.  Relationships continue to matter, as well.  Whether it’s relationships with federal customers or other contractors, a familiar face is often equated with lower risk and easier accessibility.  It may be easy to get your head turned with the latest tech headlines but remember that the same was true when federal agencies first talked about the cloud.  Adhering to business basics is still the best way to pursue sales.  That means researching potential customer needs and opportunities, doing the proper homework before a meeting, showing up on time, listening more than speaking in most meetings, and following up at all stages of the business development process.  Speaking of process, its also important to understand federal acquisition processes.  They haven’t changed much, either, although non-FAR-based acquisition authority is used more than it once was to acquire new, not yet commercial, solutions.  While we always think it is a best practice for contractors to understand what has changed in the way of rules and compliance responsibilities, the actual business of government changes much more at an evolutionary pace, rather than revolutionary.  Whether its AI, medical equipment, or furniture, traditional federal business development steps are still the best way to achieve success.