How contractors can navigate the Trump era

Government contractors face an unprecedented level of chaos and uncertainty as the Trump administration aggressively repositions the federal government.

The pace of change alone is a challenge for contractors and customers alike.

But contractors can take concrete steps that can help them navigate the current environment, according to David Berteau, CEO of the Professional Services Council.

His main pieces of advice include maintaining close communication with your customers, "so they understand what you are doing you are doing it."

Berteau also recommends contractors emphasize concrete results and outcomes that they deliver. That conversation will resonate with customers who are tasked to justify their spending, he said.

Finding growth areas also remains important, according to Berteau.

While the focus at the start of the Trump administration remains on cuts, eventually the attention will turn to priority areas such as border security and defense that will see more investment.

“Focus on where the government needs to expand and extend its actions, that’s where the growth is going to be,” Berteau said.

A healthy relationship between contractors and government customers has never been more important, Berteau said.

“For the government to achieve its missions and execute its functions, it needs a strong public private sector partnership with contractors,” he said. “The government decides what it wants to do, but how to do it requires industry.”