Always Under-Promise, But Over-Deliver

You’ve heard the expression “downplay expectations” applied to all manner of scenarios.  It applies to government contractors, as well.  One should never promise the moon but deliver a meteor.  In other words, under-promise but over-deliver.  Be upfront with your client about your limitations as a contractor.  If your strength is communications, don’t promise website development unless you’re prepared to staff the contract with a web developer.  Or let them know that while you currently don’t have one on your team, you’ll start looking for one to meet that need.

Similarly, when setting performance expectations, never commit to 100% because you don’t know if you’ll always have 100%.  People quit, move on, get sick… sometimes with little or no notice.  Another client may have an emergency that requires all hands on deck.  Unforeseen things happen, and it’s important you commit realistically.  So maybe go in at 70-75% of your potential and when you exceed that—and chances are you will—you’ll have a pleasantly surprised client.

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