A Letter to My 28-Year-Old Self: 7 Pieces of Advice After 20 Years in Government Contracting

October 10, 2024 | Government

A Letter to My 28-Year-Old Self: 7 Pieces of Advice After 20 Years in Government Contracting

Dear Rich:

October 4th marks a milestone—20 years since your first contract award on that very first contract. I can still picture that day: 28 years old, just six years out of college, filled with excitement and a good dose of fear. Now, two decades later, I want to share a few things I’ve learned along the way. If I could send a message back to you, my younger version of myself, here’s what I’d say.

1. Keep Your Integrity at the Center of Everything You Do

There will be moments when the temptation to cut corners or compromise your values arises. Don’t give in. In government contracting, reputation is everything. Decisions made with integrity will build trust and open doors, even when it seems like it’s slowing you down. Hold onto that integrity tightly, and let it guide your actions.

2. Build Relationships, Not Just Contracts

Early on, I thought success was all about closing deals. I was wrong. It’s about building relationships with people—clients, teammates, mentors. When I fully understood this, it was one of the best years at our company. Invest in understanding others’ goals and challenges. See yourself as providing problem-solving not just to your customers but to your co-workers as well. These connections will often be the foundation of your most successful partnerships and provide support through the inevitable tough times.

3. Embrace Change—It Will Be Constant

The only certainty in this industry is that things will change. I don’t know how many times the customer’s strategy shifted during the contract period. Don’t fear or resist these shifts. Adapt and learn from each one. The quicker you embrace change, the more valuable you’ll become. If you choose to fight it, it is likely your customer will find someone who will readily embrace it.

4. Focus on the Mission, Not Just the Money

Yes, profitability is essential. No margin, no mission. However,  it’s the mission that drives fulfillment. The mission is what gets us up everyday. It’s what sustains us on a bad day. Remind yourself of what’s the most important objective of this contract. Whose lives are you directly affecting by your work? When you focus on delivering value and making a positive impact, the financial success will follow. Your clients will notice and appreciate the difference.

5. Don’t Let Setbacks Define You

There will be contracts you lose, mistakes made in your existing contracts, and times when you feel like you’ve failed. Use those points of failure as a springboard to success. Those points of failure are excellent opportunities to learn and make changes. Don’t let them shake your confidence. Resilience will carry you farther than any immediate win. Tell me one champion in any field who didn’t ever face adversity.

6. Invest in Your Growth

Don’t stop learning. If I had not taken advantage of the opportunities to learn new skills or business tactics, I probably wouldn’t be writing this article right now. Take the time to stay updated with industry trends, attend workshops, and read. Don’t ever think of yourself as the most intelligent person in the room. Always be open to new ideas. The field you’re in will keep evolving, and so should you. The knowledge you build will make you invaluable and give you an edge in a competitive landscape.

7. Celebrate the Wins, Big and Small

There will be milestones and achievements that deserve acknowledgment. Don’t be so focused on the next goal that you forget to celebrate how far you’ve come. Take a moment to appreciate the journey, the hard work, and the successes, no matter how small they may seem.

Reflecting on the past 20 years, I made many good decisions and some I regret. The journey had its highs and lows. Every step, challenge, and victory has brought me to where I am today. So, take a deep breath, 28-year-old Rich, and dive in. The road ahead won’t always be easy, but achieving great things is never easy. Just ensure that the number of times you get back up is equal to the times you get knocked down.

Sincerely, 

Rich

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