Technology development is no longer driven by the companies that sell the products but by the customers who are demanding them. Decreasing budgets have affected the makeup of the company's clientele. Today, approximately 65 percent of the company's business comes from the military while 35 percent is other government, commercial and international business. And the approach the government is taking has changed as well. To this end, GTE Government Systems is working toward having a good relationship with each client from the beginning.
Proper planning is the key to success.
If companies react to requests from customers rather than devise solutions for the future, they will not do as well. Business people and technologists must work together toward future goals. In the past, companies reviewed Commerce Business Daily to find out what contracts the government was offering for bids. Now, businesses have to work in a different way. Customers who used to search for information systems are now interested in total solutions, he says.