New technologies, albeit slowly adopted, are changing federal processes and the manner in which contractors interface with their government customers.  Renewed emphasis on competition, especially on re-competes where incumbents actually are replaced, means that the era of seemingly life-long contracts is at an end.  The government has already shifted to being a net buyer of services, changing not only what is brought, but sometimes the definition of who a “federal customer” is.  All of these changes, plus new ones emerging every day, mean that contractors have to constantly adapt to remain successful.

Business fundamentals, though, do remain the same.  Social media can never replace in-person meetings.  Video conferencing and webinars don’t allow companies to develop the types of solid business relationships that are only possible with physical proximity.  You can’t be a successful contractor if you assume that selling to the feds is exactly like selling commercially.

Despite the yearning of some companies, yesterday is not coming back.  Neither, though, can you be successful without the requisite time and knowledge.  Federal market success requires both the ability to adapt and adherence to tested business principles.