By Nic Coppings,
Co-founder and Managing Principal, The Hi-Q Group

Business development expert Nic Coppins offers a reality check for government contractors and the many ways they alienate customers.

How often do you hear yourself speaking, only to realize you haven’t listened?

In the GovCon market, many deny having these eight habits yet continuously exhibit them, alienating customers and stakeholders.

It’s a subtle dance of ego and intent, where the line between being assertive and outright intrusive blurs. The real question is, are you genuinely customer-focused or just playing the part?

1. Talking Too Much: The Art of Listening Lost

Dominating conversations has become a default for many. You think you’re demonstrating expertise, but you lose the essence of engagement by prioritizing your voice over the customers’. The irony is that in your attempt to impress, you express nothing but your inability to prioritize the customer’s voice. Remember, if you are talking, you are losing. If the customer is talking, you are winning.

2. Jargon Overload: Communication, not Confusion

The government sector loves its acronyms, but clarity is vital. You might know your “gov-speak” or tech terms, but does your audience understand it? Speak plainly, simplify complexities, and ditch the jargon to ensure your message hits home. Confusing your audience isn’t expertise; it’s a barrier.

3. “Solution-itis” is an actual disease: Diagnose First

Jumping into a solution discussion before understanding the problem is like skipping the diagnosis in medicine. This assumption-driven approach often leads to misalignment with the customer’s real needs. Slow down, diagnose first, and tailor your solutions to fit those needs.

4. Question Quality: Dig Deeper

Failing to ask questions is a missed chance for insight; asking generic ones wastes it. Quality questions uncover the customer’s unique challenges and differentiate you from the competition. Craft your questions carefully and go deep to unlock valuable perspectives that most of your competitors will never get.

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