Third Commandment of Government Contractors: Thou shalt start as low as possible

by Thompson Coburn LLP
Contact

(This article is part of a 10-part series for the blog of Public Contracting Institute called, “A Government Contractor’s Ten Commandments.”)

If all we knew about Washington was based on the dramas we watch on television or the stories reported in the media, it would be easy to conclude that everything that gets accomplished is based on who people know. Make no mistake about it, knowing the right people can be a very helpful thing over the course of a career in Government contracts, and that is one place where experience trumps raw intelligence. However, experienced executives also know that they simply cannot keep going to their same contacts (senators, congressmen, political appointees) every time a problem arises — at some point they will have used up all their credit.

If you are in this business for the long run, you should never lose sight of the fact that most Government actions originate with and are controlled by low-to-mid-level Government employees who are there for the duration and who remain in place even as political appointees and their administrations come and go. Their names rarely appear in the media. The work they do is usually in the background. They might not even meet with contractors in person on a regular basis — and yet their power is undeniable. It is easy to fall into the trap of calling these people “bureaucrats,” but that word is a cynical stereotype that can lead to problems on its own.

Smart executives know that, as a general rule, the best way to approach a problem with the Federal Government is to start at the lowest rung possible and work your way up, rung by rung. Can you start at the top? Sure, but there are reasons you might not want to do that: First, and perhaps most important, one of the biggest mistakes you can make is to go over someone’s head, or around him, without giving him a good-faith opportunity to address the problem. This could lead to embarrassment for the employee, or worse, and he will not soon forget the source of the problem, even as he rises through the ranks.

Second, if you happen to know someone who is in a powerful position, give some careful thought as to whether you really want to ask her to intercede on your behalf. Her staff members are not stupid — they will know when their boss is being asked to do something because of a relationship and not based on the merits, and that can lead to loss of morale, gossip, and perhaps whistleblowing. If you were really a friend of this official, why would you ever put her in this position? Phrased another way, the fact that you have a close personal relationship with someone might mean that they are radioactive to you. There are too many ways this kind of thing can go wrong, and your competitors are not going to be objective in their analysis of what actually happened. Instead, start at the bottom and work your way up if necessary. If the matter has to go to your friend or relative, she should probably recuse herself from dealing with it.

Third, don’t count on your congressional representatives to carry your water for you. Many people naively believe that a letter or inquiry from their representative or senator will strike fear into the heart of the agency, thus achieving their goals without spending a penny on a lawyer. There is no doubt that having the right politician in your corner can be a big help, but if that is the only thing you have going for you, you have a problem. Members of Congress are certainly going to do what they can, within proper boundaries, to help a constituent, particularly if their efforts can lead to more jobs in their state or district. If you have supported an elected official financially, again within the legal limits, you will normally be treated politely and efficiently. But Federal agencies are well-versed in the ways of Washington, and they have professional personnel who deal with Congressional staffers daily. They know how to handle Congressional inquiries, and they aren’t going to panic just because your letter to their agency head shows courtesy copies have been sent to the President, the Vice President and all the elected officials from your state. When they do receive a Congressional inquiry, they initiate a process that enables the agency head to respond to the elected official in a timely and informed way. This process involves going to the very people you are accusing of skullduggery and asking them to prepare a response to your letter. This means that these agency personnel now have to stop the work they are doing and turn their attention and energy to your complaints — another thing they will not soon forget.

Although there are situations when political intervention can be effective, on most occasions it is going to end in a note from your representative or senator enclosing the agency’s response and thanking you for your inquiry. The only thing that will have changed is that you will now have alienated several key agency personnel. This is where the raw power of a Government employee can come into play: Because of the broad discretion accorded to Government officials, they have the ability to make countless decisions without telling anyone about them — not exercising an option or ignoring a request for an equitable adjustment, a waiver request, or a personnel change under your contract, to name a few. In other words, they have the ability to turn off your faucet without telling you, and it could be quite a while before you realize you have been damaged.

While there are exceptions to every rule, this commandment involves your obligation to work with your Government customers in good faith, avoiding anything that would cause them to lose face. Dealing in a straightforward and transparent manner with your Government contacts and developing solid business relationships with them are vital to your success. Going over their heads or around them without giving them a fair opportunity to address the problem will create risks that could harm both you and your company.

If you are new to the series, we welcome you to check out Commandments One and Two.

Written by:

Thompson Coburn LLP
Contact
more
less

Thompson Coburn LLP on:

Readers' Choice 2017
Reporters on Deadline

"My best business intelligence, in one easy email…"

Your first step to building a free, personalized, morning email brief covering pertinent authors and topics on JD Supra:
Sign up using*

Already signed up? Log in here

*By using the service, you signify your acceptance of JD Supra's Privacy Policy.
Privacy Policy (Updated: October 8, 2015):
hide

JD Supra provides users with access to its legal industry publishing services (the "Service") through its website (the "Website") as well as through other sources. Our policies with regard to data collection and use of personal information of users of the Service, regardless of the manner in which users access the Service, and visitors to the Website are set forth in this statement ("Policy"). By using the Service, you signify your acceptance of this Policy.

Information Collection and Use by JD Supra

JD Supra collects users' names, companies, titles, e-mail address and industry. JD Supra also tracks the pages that users visit, logs IP addresses and aggregates non-personally identifiable user data and browser type. This data is gathered using cookies and other technologies.

The information and data collected is used to authenticate users and to send notifications relating to the Service, including email alerts to which users have subscribed; to manage the Service and Website, to improve the Service and to customize the user's experience. This information is also provided to the authors of the content to give them insight into their readership and help them to improve their content, so that it is most useful for our users.

JD Supra does not sell, rent or otherwise provide your details to third parties, other than to the authors of the content on JD Supra.

If you prefer not to enable cookies, you may change your browser settings to disable cookies; however, please note that rejecting cookies while visiting the Website may result in certain parts of the Website not operating correctly or as efficiently as if cookies were allowed.

Email Choice/Opt-out

Users who opt in to receive emails may choose to no longer receive e-mail updates and newsletters by selecting the "opt-out of future email" option in the email they receive from JD Supra or in their JD Supra account management screen.

Security

JD Supra takes reasonable precautions to insure that user information is kept private. We restrict access to user information to those individuals who reasonably need access to perform their job functions, such as our third party email service, customer service personnel and technical staff. However, please note that no method of transmitting or storing data is completely secure and we cannot guarantee the security of user information. Unauthorized entry or use, hardware or software failure, and other factors may compromise the security of user information at any time.

If you have reason to believe that your interaction with us is no longer secure, you must immediately notify us of the problem by contacting us at info@jdsupra.com. In the unlikely event that we believe that the security of your user information in our possession or control may have been compromised, we may seek to notify you of that development and, if so, will endeavor to do so as promptly as practicable under the circumstances.

Sharing and Disclosure of Information JD Supra Collects

Except as otherwise described in this privacy statement, JD Supra will not disclose personal information to any third party unless we believe that disclosure is necessary to: (1) comply with applicable laws; (2) respond to governmental inquiries or requests; (3) comply with valid legal process; (4) protect the rights, privacy, safety or property of JD Supra, users of the Service, Website visitors or the public; (5) permit us to pursue available remedies or limit the damages that we may sustain; and (6) enforce our Terms & Conditions of Use.

In the event there is a change in the corporate structure of JD Supra such as, but not limited to, merger, consolidation, sale, liquidation or transfer of substantial assets, JD Supra may, in its sole discretion, transfer, sell or assign information collected on and through the Service to one or more affiliated or unaffiliated third parties.

Links to Other Websites

This Website and the Service may contain links to other websites. The operator of such other websites may collect information about you, including through cookies or other technologies. If you are using the Service through the Website and link to another site, you will leave the Website and this Policy will not apply to your use of and activity on those other sites. We encourage you to read the legal notices posted on those sites, including their privacy policies. We shall have no responsibility or liability for your visitation to, and the data collection and use practices of, such other sites. This Policy applies solely to the information collected in connection with your use of this Website and does not apply to any practices conducted offline or in connection with any other websites.

Changes in Our Privacy Policy

We reserve the right to change this Policy at any time. Please refer to the date at the top of this page to determine when this Policy was last revised. Any changes to our privacy policy will become effective upon posting of the revised policy on the Website. By continuing to use the Service or Website following such changes, you will be deemed to have agreed to such changes. If you do not agree with the terms of this Policy, as it may be amended from time to time, in whole or part, please do not continue using the Service or the Website.

Contacting JD Supra

If you have any questions about this privacy statement, the practices of this site, your dealings with this Web site, or if you would like to change any of the information you have provided to us, please contact us at: info@jdsupra.com.

- hide
*With LinkedIn, you don't need to create a separate login to manage your free JD Supra account, and we can make suggestions based on your needs and interests. We will not post anything on LinkedIn in your name. Or, sign up using your email address.