Turnover among federal IT managers has increased nearly one-third since 2009 as feds struggle to retain experienced tech workers and recruit new IT personnel.  Nearly one-quarter of federal personnel classified as “Information Technology Management” have left federal service in just the past three years.  These numbers pose a challenge for contractors.  Educating new IT staff on the state of new technologies and solutions is one challenge. You can’t assume today’s customer has heard it before.  Dealing with people less familiar with the “hows” of federal IT is another. This includes specifying solutions, ensuring funding, and navigating the acquisition process.  In fact, a contractor’s best bet may be that it is speaking to another contractor who knows what needs to be done for their mutual customer agency.  If you know you may be dealing with a newer customer take the time to ensure they understand your value proposition and make sure you’re stating your message in terms they understand.  Younger workers, for example, listen and learn differently from the older workforce they replaced.  Successful firms will deploy newer communications techniques to make sure their message gets across.  Also, as with acquisition, a better educated contractor can be a real asset to a relatively inexperienced federal customer.  Make sure you know how funding can be obtained and suggest acquisition methods.  You’ve been through this maze before.  Don’t assume your customer has.