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Navigating Business and Government Customer Engagement

How are you navigating your business and government customer engagement today?

The sky did not fall for FY22 spending as MANY predicted would happen with a year-long continuing resolution (CR). I never saw a year-long CR as a serious threat and stated so publicly and fairly early. Two reasons drove agreement on a funding bill: (1) geo-political events shifted significantly, and (2) impending mid-term elections clarified the perspectives of Congress.

During multiple “peacetime” deployments of six months duration while on active duty, I observed that six months is a long time in world events. During the course of each deployment, something would shift on the international stage. Sometimes the shifts are subtle; sometimes more substantial. Forces would adjust schedules accordingly in order to provide the appropriate response. Families would learn of the schedule change in near-real time. News of a schedule change never meant an early homecoming.

Spend your time communicating how you deliver your solution to a requirement on cost and on schedule in a way that your competitors cannot. Share on X

Use of the military in the foreign policy tool kit requires that forces be acquired and well-maintained. It also requires being able to move into position quickly. Responses to geopolitical shifts are “come-as-you-are” events. We are seeing it again with short-fuzed deployments to NATO positions in eastern Europe as well as the Aegean and Black Seas.

The specious “defense vs. non-defense” spending dialogue in Congress will be dialed back, at least until after the mid-terms. Recent world events may well change the spending dynamic for the foreseeable future. The reality is that it’s too soon to know how big the Russia-Ukraine “event” will become.

What You Should Be Doing with Your Business and Government Customer Engagement 

What should you be doing with respect to your business and government customer engagement? The federal budget process that funds government spending through legislation will not change. However, the priorities may shift and your engagement plan may require some fine tuning. If you are spending time devouring headlines of “winners and losers” of the FY22 Omnibus or the impending FY23 President’s Budget, you are spinning your wheels. 

Spend your time communicating how you deliver your solution to a requirement on cost and on schedule in a way that your competitors cannot.

The Make Your Move podcast is a multi-season series devoted to the lessons learned of military members in their post-active duty lives. I hope you enjoy the stories of the men and women brave enough to share their transition stories so publicly. Listen to the latest episode here.

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