We’ve said it before, but it’s still true.  Whether doing business with federal agencies or anyone else, you’ve got to know the territory.  A recent article in the current “Washingtonian” magazine proves this point. Titled “I Fully Intend to Outlast These People”: 18 Federal Workers on What It’s Really Like to Work for the Trump Administration”, the article paints a picture of the attitudes of many rank and file workers with regard to their political bosses.  Despite the title, some of the interviewed career feds actually have nice, or at least neutral, things to say.  It depends on the agency and, likely, the role each worker plays in it.  Information like this is vital to developing a business approach to a federal agency.  What’s on the mind of the person you’re talking to?  What’s his/her concern?  Importantly, do they have one foot out the door, making your contact with them of potentially diminished use?  Knowing where your customer is coming from is part of being able to develop a relationship with that person and, at a minimum, helping you avoid land mines that could seriously impede your business development efforts in an agency.  Conversely, if you can be a pain-easer or problem solver, you’ve just increased your business chances, even if the problem you helped solve is only tangentially related to the business you came to discuss.  If you don’t know where your customer is on environmental issues like these, ask.  Remember that most people really like talking about themselves.  What they have to say may help you close additional business.