Starting From Scratch, Again (December 2008)

One of the biggest challenges we face in the contracting business is the constant and consistent turn-over of personnel we work with on a day-to-day basis in the performance of our contracts. Some of this is caused by the customer and some of it is caused by the client.

It is not uncommon to work with an individual, for any given length of time, develop a sense of trust and then one day they are gone! They have either moved on to other responsibilities or transferred, for often an unknown reason. The reality is that we face the fact that we are starting from scratch, again…and again.

The follow-on person may not be as conversant, capable or committed to the end result as the previous individual, or they may be more committed. Whatever the case, it is necessary for each of us to stand back and reflect on what has been accomplished, what needs to be accomplished and reformulate our plan as to how we can keep momentum going or at least not let it be deflated by the change in leadership.

The realization is that our mentoring, advising, coaching, guiding, counseling, etc., does have an impact on both the current and long-term effects of our efforts to comply with the contract. It may be frustrating, but can be overcome. It may take a while to bring the new person up to speed on what has been accomplished and make any adjustments to the work plan in order to accomplish new goals and a new agenda.

The Mentoring Process is an ideal way to bridge the gap between the former and the current contact with whom we will work. The mentoring process is designed to help make adjustments to a new leadership style or a new direction that is now required.

The most important element in the new relationship is establishing trust and developing an appreciation for our competence and expertise that is brought to the contract. This is often done by finding out early and completely what the new goal is, what objectives need to be established, and how we can help to realize the end-results of that goal.

Another aspect is ensuring that our new contact understands that we are on site to assist in achieving his personal and professional goals. This may be done by reviewing what has already been accomplished within the terms of the contract. This then becomes a new assessment that helps determine the direction of the effort applied to accomplish the contract mission and tasks.

Change is inevitable in the contracting business. It is something that we are faced with on a recurring basis as new people become assigned to their jobs with new responsibilities in the continuing reformation and transition of governments and defense organizations.

Our responsibility remains to ensure that the contract is completed as required and that our impact on the client or customer is consistent and effective in presenting universally accepted concepts and principles that promote security and effectiveness within their culture and traditions.