Talking the GovCon Talk
New market entrants are quick to discover that government contracting has a semantics problem. In this industry if you don't talk the talk, walking the walk of a mature government contractor is wishful thinking. Learning the language of the target govcon customer truly opens doors that were unseen before, while using the wrong lexicon can slam them in your face.
Although resources like dictionaries from the Pulse exist to help contractors learn the lingo, there are multiple languages spoken in federal contracting. Not only do different agencies often speak different languages, but it’s also not uncommon for different offices within an agency to use different terms and phrases (i.e. dialects). There are surprisingly few resources available that crosswalk or translate languages between agencies. The idiosyncrasies that exist between agency jargon usually feed acronym-laden conversations that can leave experienced contractors’ heads spinning.
It might seem like an arduous process, but taking the time to learn and understand the nuances between the various conversational dialects of your government customers pays dividends. No matter the role you play in your company, being able to speak intelligently between multiple government stakeholders is advantageous. With terminology taking a front seat in this industry it’s imperative to communicate your message in a language that’s familiar to your audience.
Just as when traveling in a foreign speaking country, you'll want to get a handle on the basics of conversation when entering a new agency or federal market. Like learning a new foreign language, the process of learning to speak government contracting takes time and practice to master. Taking an intentional approach to learning your agency’s preferred phraseology can expedite the process, but it’s important to keep in mind that it doesn’t happen overnight. Also similar to learning a new language, there are some basic pieces of advice and best practices to follow when trying to learn a new agency language.
To get started or sharpen your skills here are a couple of tips for learning the govcon lexicon.
1. Familiarize yourself with the most common contracting terms.
a. Having a foundation to build upon is critical. If you don’t have the basics everything else is confusing!
b. Sources likeUSDA, the Pulse (linked above), DAU and numerous articles exist to help you get the basics
c. Leverage industry specific blogs, articles, and reports such as those published by theCenter for Strategic and International Studies (CSIS) or Nextgov. These can help new entrants understand current trends and challenges in federal contracting, along with the specific language used in these contexts
2. Understand your target agency's mission, structure, and regulations.
a. Start with your target agency’s website and strategic documents to learn about its history, goals, and organizational hierarchy.
b. Use this information as context to help you interpret the various terms used throughout the agency's solicitations and contracts.
c. Follow the agency leadership on platforms like LinkedIn to keep up with the latest information they share and what they care about,
3. Get familiar with the agency specific acquisition regulations.
a. These could modify or supplement the Federal Acquisition Regulation (FAR) These can be foundhere.
b. These might contain unique terms and/or provide further clarification.
c. Examples include the Special Operations Federal Acquisition Regulation Supplement or the Department of State Acquisition Regulation.
4. Leverage networking and educational resources.
a. Talking with people who know the language can offer valuable insights into an agency's terminology.
b. Agency advocates such as OSBDU’s and small business representatives as well as contractors with past performance with the target agency can also be fantastic resources.
c. Go to industry specific conferences and events both online and in person. Simply listening in on conversations that are happening in the context of a specific agency’s preferences can improve understanding and help with interpretation. These weeklywebinars put on by Jennifer Schaus are fantastic sources of relevant current FAR content to help keep your knowledge fresh
5. Hire a translator or federal guide.
a. If you find you want to be proficient in the language of government contracting but find it challenging to learn the different dialects that exist between agencies, you might consider the help of aguide.
b. Get an enhanced understanding of the agency nuances and improve your agency specific language skills (think terminology, acronyms, phraseology).
c. Modern language learning tools show that practical interactive learning via exposure to the language in context can be more valuable than individual/independent learning.
Unlocking the ability to communicate effectively with your customers is critical to developing and nurturing successful relationships with them. By mastering the language of federal contracting, you gain a competitive advantage over other new entrants who may struggle to understand and navigate the industry's complexities. This advantage will lead to more successful proposals, better negotiation outcomes, and increased chances of winning contracts. Most importantly, understanding the language of your govcon customer facilitates understanding, effective communication, credibility, networking, compliance, and ultimately a competitive edge in this highly specialized and regulated market.