As he steps down from his job, one of the top Department of Defense acquisition officials said he’s afraid that military contract regulations will start looking like the complex tax code. John Young, Undersecretary of Defense for Acquisitions, said current movement to make contract procurement even more complicated won’t necessarily produce value for tax payers. He told Defense Weekand other reporters at his final media roundtable, “The more we do this, the more program managers will have to do to comply and they’ll spend less time managing their programs.”
Perhaps inadvertently so, he also provided excellent advice to someone trying to sell to government, “People run programs, not documents and processes,” said Young.
No doubt that you need to understand documents and processes to sell the government, but understanding people will produce real success.