Too many companies and their people, spend too much time searching for and through crappy dots. This means they are likely ingesting those crappy dots as part of the day-to-day activities associated with growth in Federal Contracting. You know what I mean by dots, right? The bits and pieces of information that, when collected with intent, and validated for accuracy, timeliness and relevance, can be used to inform decisions, both in life and in business. An important subset of our training and coaching is helping to raise the level of context for our members, so they can see the crappy dots for what they are, a distraction. 
 

That’s not always an easy feat, though. In my opinion, it’s much harder to teach people who have some information than it is to teach those who have no information. Why? Read on and I’ll explain my views. 

Thanks to Google and every other app, engine and system that collects, indexes, stores and presents publicly accessible information, we’ve got it coming out of our ears! Combine that with everyone out there trying to be a Federal Contracting resource, informed or not. Then there are the opportunists on YouTube and other social media sites, posing as “experts” on the topic of ‘How to Win in Government Contracting.’ All of this chatter leads to confusion and bad decisions. Many of those who are well-meaning, and most of the one’s chasing the “Get Rich as a Middle-Man” scheme, end up collecting a lot of crappy dots that have the same value as the initial obligation made to a newly awarded GSA Schedule. ZERO!  

If you have thoughtfully taken the time to pursue new information, you, rightfully so, want to believe it was worthwhile. In other words, you want to believe this new information is the basis of good and useful knowledge you can apply and benefit from. Imagine being told the information you have, isn’t nearly as good or relevant as you thought it was. How would that make you feel? How would you prove or disprove those assertions? 
 
In Federal Contracting, many people dig their heels in when they feel their knowledge is being challenged. The result is an unconscious (or conscious) limitation to receiving new information that will truly help them see, and understand more clearly.

Here’s the really hard one. Let’s say you came into Federal Contracting one, five or twenty years ago, and you have seen reasonable success. The knowledge you have acquired has worked for you and your company to a satisfactory level. Why would you change anything? Why would you need to? I have been that person in the past, and I train and coach these people today. It can be a battle showing them new ways of using information they’ve seen, heard and used for years, with positive results.
 
But, when you get through to them and the results improve, it is magnificent. This is something we encounter often during Ethical Stalking for Government Contractors Bootcamp when we’re working through the level-set segments. These are where we highlight the lack of context that exists for many in Government and Industry. This gap in understanding has immediate and continuing impacts on efforts to find and win contracts and subcontracts with federal agencies. When these crappy dots infiltrate market research and pipelines, the resulting slow-down gives their competitors an edge. An even worse result is when they are knocked off-course completely, taking them out of the hunt for a particular pursuit. 

Life is too short for crappy dots.

Peace, Health, and Success,

Go-To-Guy Timberlake