Mindset Matters: Cultivating the Right Attitude for Success in Government Contracting

October 16, 2024 | Government

In government contracting, mindset and attitude are everything. The right mindset can set you apart, build stronger relationships, and lead to sustainable success. Let’s explore some attitudes best left at the door—and those that will open doors.

Attitudes to Leave at the Door:

1. Don’t Be the FAR Police: Agencies and contractors have to follow the Federal Acquisition Regulations (FAR), but coming across as a stickler for every detail may prevent a contract from being awarded but it doesn’t mean it will be awarded to you. Instead of looking for catch 22s and pulling the protest trigger, look for ways to add value to the relationship. If they don’t see the value, move on. There’s likely other customers that buy what you sell. 
2. Avoid the Entitlement Trap: While being a Veteran, a woman, or part of a minority group can be a balancing differentiator in government procurement, don’t think just because you are a Veteran, woman, or minority business owner that the government owes you a contract. Yes, they do have contracting goals they strive to meet with specific socioeconomic categories, but there are plenty of companies that sell their value, not their status. They are likely to get those opportunities, not the ones that expect contracts because of their specific small business status. Bottom line: Success in government contracting is based on merit, performance, and relationships.
3. Respect the Agency’s Expertise:
   Don’t assume that government agencies are incompetent, and avoid positioning yourself or your company as having all the answers and being the government’s savior. The best government contractors see themselves as partners to the agency not someone they can’t live without.  Bringing a helpful attitude with a dose of humility will foster respect and openness.

Attitudes to Embrace:

1. Help for the Sake of Being Helpful:
   This mindset fosters trust and positions you as a resource. By genuinely helping, you build credibility and open doors for future opportunities. Example: If you don’t sell something an agency asks for, offer to help them find a competent source. 
2. Embrace the Agency’s Mission:
   Understand the mission behind each agency and align with it. When you care about their objectives beyond profit, you become a valuable partner in fulfilling their goals.
3. Be Sales-Oriented, Not Sales-Driven:
   Yes I know I’ve said, don’t sell. I guess this is yet another government paradox. However, a sales-oriented mindset means you’re thinking strategically about how to serve clients best, rather than pushing a product. This approach builds lasting relationships and showcases your commitment to the agency’s success.

Conclusion: A winning attitude in government contracting means focusing on service, openness, and alignment with agency missions. Leave entitlement, rigid rules, and hard-sell tactics behind, and embrace a genuine, mission-driven, and collaborative mindset for success.

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