And that payoff is cost savings. Our work is expanding faster than our budget. The program managers have to do more with less. Cost savings and streamlining are an essential part of their jobs now. They can use the money saved for other things.
Cost reduction gets their attention.
You then have to deliver what you promise. Fortunately, our first conversions had big savings. The incumbents who bid offered dramatically lower prices and they performed. This was important in convincing top management to convert the Artesia contract in 1994-95. The parties involved are satisfied Our initial experience under the performance contracts is that the project officers are happier.