Living Up to Your Promises
In This Chapter
• Doing what the contract says
• Understand contract deliverables
• Having one point of contact for the customer
• Dealing with problems as they arise
• Duties of top management
Getting a government contract was your first goal. Now, you must move beyond getting the government contract to keeping it. One of the nice features of having the government as your customer is that, once the customer identifies a need, that need tends to be a recurring need—year after year, decade after decade. The challenge is to keep the contract you have and use the net revenues from that contract to fund the getting of more contracts. Holding on to your own contracts is called defending your territory. For example, ...