The DOD civilian workforce is shrinking, and that means change for your DOD business.  While DOD, on the whole, is likely to get more money next year than last, you’re more likely to conduct any resultant business with someone in uniform.  All service branches, especially the Army, have made plans to put more and more service people into “back office” jobs in order to keep the ranks of the military more stable.  Anyone who has dealt with professional soldiers and sailors will tell you that they bring different skill and mind sets to the table.  That means you have to know where this new customer is coming from, what makes them different from their predecessor, and how to respect their protocols.  You can be in the same room in the same building as you were a year ago, but if the people have changed, your approach better have as well.  Who else might you see at the negotiation table?  Another contractor.  DOD civilian workers may be the “odd men (and women) out” as Congress and the Administration seek to prioritize jobs for uniformed personnel and leverage the non-permanent status of contractors.  Know before you go!