NOTE: Don’t get me wrong, I love new technology stuff as much as anyone. In leading The ASBC over the years, I’ve learned some difficult and expensive lessons. How many govcon companies have wasted time and money on the latest apps that don’t pan out? How many of these apps didn’t deliver because the company had the wrong expectations, or just wasn’t ready to use it? It’s why I try to live by the rule tactics before technology. – Go-To-Guy

In the blink of an eye, another new app leveraging the latest technological features appears in the marketplace to help federal contractors succeed. For companies with results-producing tactics already in place, leveraging benefits like economies of scale are often easier to realize. For those hoping good business processes will be a result of a technology acquisition, the likelihood of them experiencing frustration, wasted time, and missed opportunities is very real.

Here’s why.

Federal contracting is experiencing a flood of new tools aimed at scaling, simplifying, and streamlining the business development lifecycle. Surprising no one is the fact most federal contractors (should I just say all?) are very interested in reducing the time and expense of finding, qualifying, and winning business because it contributes to a competitive edge. However, buying the latest and greatest technology does not magically bestow the knowledge and skills needed for companies to create good processes. While the prospects of increasing capacity, and reducing the time and money associated with growth activities is absolutely on the table, it’s far from a sure thing. With no benchmark of what it takes, and how long it takes to accomplish specific outcomes, there’s no way to determine if an app will be a fit for your offering, customer type, and most important, your business processes. Not having a documented process to guide your company to its efficiency in tasks true north means not having the clarity and understanding necessary to make good decisions about business tools. Instead of analyzing features for fit and relevance, you’ll be comparing company names, logos, and prices. While I’ve got you on the ropes, let me hit you with one additional question. What model do you follow for managing your processes, and which model did the creators have in mind when they were building the app?

If this sounds like me nudging you away from buying that new pipeline tool or market intelligence subscription, you’re right. At least until the end of this piece. How’s that sound?

Let me leave you with this. Imagine you’ve already purchased this new solution without applying the suggestions herein. As a result of making this buy you now embark on a journey of:

1. 1. 1. Learning this new system;

   2. 2. Developing your non-existent processes on-the-fly, and;

   3. 3. Still managing all aspects of running your business.

Phew! You thought things were crazy before, and now you’ve entered the realm of the Death Trifecta. See you on the other side?

Peace, Health, and Thriving,

Go-To-Guy Timberlake