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It's About Time! The Journyx Blog
If you’re like us here at Journyx and are infatuated with all things tech, why not spread a little of that geeky-love to Mom this weekend? There are many high-tech presents out there that will show Mom how much you care! Consider her interests: does she spend time outside at the grandkids’ soccer practice? She’ll appreciate a solar-powered Kindle cover! Strapped for cash? No problem! There are many options that won’t cost you a penny. What about putting together an Instagram album of the most meaningful moments you’ve captured from family events? Any Mom would appreciate the thoughtfulness of this gift!
These are just two ideas I snagged from the gift guide, “Tech Gifts For Mother’s Day”. It’s a list that hopefully will inspire a nice gesture that Mom is sure enjoy.
Happy Mother's Day to all the moms out there!
Competitive advantage. The term brings to mind long meetings spent listening to various market reports, conjectures about competitor pricing and strategy, and of course looking at the clock every five seconds wishing that the conversation was over. Long-term forecasting of the competitive landscape is not without value, yet it does have one disadvantage that is baked right in: unless competitors are handing you actual plans and numbers, you are essentially engaging in advanced guesswork. Unfortunately, those guesses can easily prove false or inapplicable.
So, is there any sort of advantage that is definite, measurable, and applicable to every competitor regardless of industry? I am so glad you asked.
I term it the “lightspeed advantage” because it implies that you are able to pivot from bad situations and escape to clear, profitable waters at the speed of light. Remember when Han Solo made his lightspeed jumps away from the empire? Well, there is no reason that your team can’t be like the Millenium Falcon.
The key is to keep track of all of your resources, both human and monetary, so that you know exactly what you have available and when. Then, you must be sure to check those resources against your backlog of completed projects (you have been keeping a backlog of projects, right?) and determine the types of projects that have the greatest opportunity for profitability. That way, when opportunity presents itself, you will know your constraints and can bid with an almost nonexistent margin of error. If a project or customer doesn’t fit your criteria, move on to one that does.
This may seem like an obvious advantage, but think about it: while competitors are tied up dealing with projects outside of their scope, constantly vying for attention and eating up resources, you have completed two or three projects and are working on more. The difference is in the specificity. You knew you could complete the assignment with your proposed budget and deadline before you even began. The stakeholders are happy, your team is happy, and you are rich.
I’ve caught Mad Men fever. That's an Instagram of me "Draping" in the office. Really, who hasn’t been infected with this highly epicurean, uber-stylish and intelligently executed television series set in the swingin’ sixties? I've learned a few lessons from the show that might help with career life and thought I'd share them with you today.
Networking is a necessity.
That hasn’t changed and it never will. Business over cocktails is a regular occurrence on the series and we can definitely relate to this in our world today. There was a scene where a huge merger was initiated over cocktails between three men at a table in a restaurant. You’d be wrong if you assumed this is just Hollywood pizzazz - that type of interaction doesn't just happen on the screen.
Recognize new opportunities.
An eye for opportunity is invaluable, especially working for a technology company. For example, a technology company would need to decide if it's a good idea to develop a mobile app. Take Harry Crane, a former copywriter from Sterling Cooper, the advertising firm where Mad Men takes place. He was able to spot the potential of television as an up-and-coming medium, and negotiated a new start to his career as the head of the television department. If you can recongnize the power in something new, be smart and get behind it. Hopefully you’re at a company that allows for creative initiatives whether it’s re-establishing the current focus on prospects or just giving a shot at a new office get-together.
It’s okay if you’re the only female copywriter.
Alright, I’m looking at you, Peggy. I can relate. Part of my means of staying connected with the tech industry is by jumping in at tech events, where women are unfortunately still in the minority. It’s easy to feel intimidated walking into a room where almost everyone has more experience and is older. At least a few times in your life, no matter your status, you will find yourself feeling out of place like Peggy. And again, like Peggy, if you learn to curb fear and uncertainty, you will be unstoppable.
Journyx provides efficient timesheet software for businesses large and small. We have covered many of our software's advantages in the past, from key integrations to small business advantages. One of the topics we discuss the most is the importance of building a backlog of data from which to learn, and we stand behind that. The value of a backlog of information is maximized if the business begins tracking time from the outset. However, many businesses do not realize the necessity of a robust time-tracking tool until much later, relying instead on less sophisticated paper-based methods or simply not tracking time at all. Any startup should definitely integrate time tracking as a core process.
For one thing, the disparity between what the startup founder thinks will take the most time and effort and what actually takes up the majority of a company's time is often quite different. Even if a business is being “bootstrapped” and run by a small number of people, it is incredibly valuable to know what the greatest time sinks are for your company, and where more attention is needed. In many cases, it is not readily apparent that specific tasks are preventing other, more important duties from being performed. A time-tracking tool, and the discipline to use it, will reveal such issues quickly. Startups that can pivot to tasks with a greater ROI are often the ones who find the greatest success.
Another benefit of time-tracking for startups is derived from the first. By knowing exactly which tasks are time drains, you can determine what jobs can be outsourced and which ones require a dedicated employee. Take a company website, for instance. If the team is relatively inexperienced and spending a great deal of time coding the site, it might be a good idea to outsource the project so that they can focus on jobs that play to their strengths. If, on the other hand, the team is struggling with ongoing website maintenance issues, and the site goes down for extended periods of time, it might be better to go ahead and hire a programmer full-time. Remember, both skill set AND time should act as determinants for resource allocation.
I know what you’re thinking: one of the greatest challenges for startups is lack of cash. How can you afford an advanced time tracking solution? Well the good news is that Journyx provides its Timesheet application for free to all businesses with ten users or less. We want you to be successful, and we believe we can help. Get your time under control so you can determine the best path for your business, from startup to mature company.
If you work in an office, you know how hard it can be to get employees to participate in team building events. Usually they're boring or awkward or irrelevant - or a combination of all three. At Journyx, we won't settle for that! Last Tuesday, the Journyx team got together and polished off some very tasty Torchy’s Tacos and watched TED Talks. (Notice the "T" theme?) We watched two popular TED Talks in our conference room as we munched on our lunch. Here are links to the Talks we watched - you still have time to grab your taco!
It’s worth it to do something fun and out of the norm for your office that will get your team excited (or at least bring them together). Sometimes the workplace can seem disconnected. Bonding is great for co-workers and has statically been proven to jumpstart efficiency. With an event like this, who can complain? Especially if you fill your mind AND your tummy at the same time!
What are things you’ve done in your office to open up the workplace? Anything you want to try?
Let’s discuss the social media darling you’ve probably heard a lot about lately: Pinterest. Though female consumers have led the way to this site becoming incredibly powerful, it won’t be long until corporate brands start making an impact on this site. Businesses with strong visual elements are already doing well on Pinterest. Watch this video by Magnet Media to learn some basic tips for how your business can use Pinterest effectively:
What if your business is not inheritably visual? You can still think of other ways to include visuals in your marketing materials. Some key places include…
- Your blog
- Your website
- Your landing pages
- Your collateral
When I first asked writers on the Journyx blog to include a picture with every single blog post (or some other media element), I was met with resistance. But with sites like Pinterest demanding brands show their ideas in a visual way, my instincts to make the Journyx blog more multi-media driven were right. Think back to when YouTube first came onto the web. At first, it was just a place for young people to film their lives and entertain each other. But now YouTube is the go-to location for online video content for all types of brands and businesses.
How can you present your business in a more visual way? Is your brand already on Pinterest? We are!
Businesses are consumers to professional goods and services just as people are consumers to personal goods and services. Businesses are susceptible to many of the same problems that any consumer faces. One of these is the purchase of tools that ultimately prove extraneous, either because another tool in their repertoire already fulfills a key need, or because the tools are useless as a standalone. The truth is, with enterprise-level software, standalone functionality often doesn’t cut it. If a tool cannot communicate with other important business applications, then ultimately it makes business systems clunky and inefficient. Like a link in a chain, individual software may be strong, but unless it is chained together with other strong links, it isn’t useful.
Obviously, the less sophisticated a business is, the easier it is to get by with simple, standalone systems. The problem is that the number of businesses that fall under the category of “simple” is very low. Let’s be honest, businesses only really seem easy from the outside. Even the most basic business has managers, founders, and executives throwing their hands up and asking, “What’s next?”
There is no one solution that will fit every company and that is kind of the point. Choosing software that recognizes its limitations and allows for linkages with other software to addresses those weaknesses is a very sound strategy. Popular business software such as Microsoft Dynamics follows this principle, and that is one reason why many companies view it as a flexible and intuitive program. There is no reason to limit yourself when so many options are available to customize your software to fit your needs specifically.
The key is to find what works and what doesn’t. There are many ways to go about this, from looking up software reviews to following companies on social media, but one of the most effective is still a quick phone call. Businesses should be able to answer questions about their tools and how they can solve your problems. Calling a company also serves as a fantastic litmus test for customer service, which every company claims to excel at, yet comes up short in reality.
Eliminate “shelfware” and expand the capabilities of your business software through a little research, and you will find that business problems become much more manageable. Insight is a key competitive advantage, and even moreso given the cutthroat pace of our current economic climate.
Have you found any particularly effective software combinations? Do you have any tips for evaluating the efficacy of business tools?
There were many things I noticed while attending Microsoft Convergence, but you can apply these key takeways to any trade show. They are sure to improve your convention experience and get the attention you know you want!
Don’t let your booth staff talk a visitor’s ear off
If anything they should LISTEN. This is the number one reason attendees don’t stop by in the first place. They don’t want a 10 minute sales pitch for something they might not want or need. It’s great to cast a wide net, but you need to train your team to target valuable prospects more selectively by asking the right questions. It might sound like a given but, actually pay attention to the comments from people who stop by your booth. James Brawner, Director of Marketing at Journyx, emphasized this point in his interview at the show.
Be sure to let your booth staff take a break when necessary. You can have the best attention-grabbing displays and games, but if the staff is moping and tired, prospects will have a bad impression of your booth. If you want them to be happy go-getters then periodic breaks are the best way to keep that energy up!
Attend the functions afterward
I know, I just said pace yourself. But here’s why I highly recommend going to the after parties: deals happen there just as fast as on the booth floor. It's another opportunity to get in front of attendees or future partners, and that means more bang for your buck. So have fun with it! Well, not
Do you have any other ideas for getting the most out of conventions? Let us know some of your best practices!
Government contracting differs from traditional business ventures in many key ways, and one of those is the marketing of your product. As in any industry, differentiators will ultimately determine who wins the contract, yet it is important to realize that these differentiators are unique when dealing with government agencies. For one thing, you are not offering a good or service to a wide market; you are offering it to one particular agency. For that reason, specificity is much more important than in traditional marketing. You are only trying to capture the attention of one customer, so your marketing efforts should reflect their needs in detail.
You also must realize that these agencies can see right through buzzwords, marketing slogans, etc. because they are ultimately irrelevant to them. Using such words in your approach is not only useless, but potentially harmful, as they indicate that you do not know what they actually want. Offering to build “the highest quality airplane money can buy” will be less effective than saying “we can build you an airplane that meets your target specifications for $50,000 less than you thought it would cost,” for instance. These kinds of details will make a big difference when the time for proposal comes.
It is also important to acknowledge the human element of these interactions. Since the idea of a massive bureaucracy is so closely associated with government agencies, it is easy to forget that individual humans have a significant impact on where a contract is awarded. It is therefore very important to network with the agencies that you are interested in contracting for to get an inside view of requirements, and also to become a friendly resource for them. Successfully doing this can translate to a contract award since you will be remembered as a valuable asset when they are making final decisions. Don’t lose sight of whom you are trying to win over, and market to specific agencies, and you can significantly increase the odds that you will win the contract you want.
Let’s jump right in to the final aspects of time management that automated software can help:
4. Timesheet Rules Handling
In nearly every business environment, there will be rules dictating employee time spent on work. This might mean that certain activities are disallowed at certain times, or that employees are only allowed to work a certain number of hours per week, or any other of a variety of regulations. For companies using a paper timekeeping system, these rules can quickly become arduous to navigate. Employees will be required to memorize or look up the rules every time they have even a slight deviation in their standard time entry, and approvers will need to be even more careful as they peruse the numerous timesheets submitted that might have slight errors. Again, minor errors at the data entry level can quickly snowball into much larger issues down the line.
Automated timesheets can effectively eliminate the vast majority of these problems. For starters, they can be arranged so that certain options are not even available to employees. This makes sure that those activities that employees should not engage in cannot be entered at all. Automated timesheet systems also allow for timesheet rejection notices and reminders that come without requiring the attention of a supervisor. Thus, employees will know immediately if there was an error, saving time for both themselves and their managers as well as minimizing the chance for entry errors.
5. Workflow Approvals and Process Auditing
At some point along the line most companies will want to get employee timesheets in front of a qualified approver to make sure that the time is being spent on relevant tasks and that there are no other issues. If a business is acting as a government contractor, the DCAA will also want to make sure that a qualified supervisor is monitoring employee time. In even modestly sized organizations, manual timesheet entry presents numerous issues in this regard. In situations that require multiple levels of approval things quickly go awry, requiring multiple copies of daily time entry to be stored and catalogued.
Automated time entry systems can be programmed to follow a designated approval path and, once there, allows timesheets to be shared as necessary throughout the organization. Further, it allows multiple layers of approval so if an employee is working on a project, but that is not his only responsibility, then the project manager can view data appropriate to him while another supervisor receives different or more complete data, depending on the needs of the company.
For an audit report, this becomes even more critical, as the ease with which timesheets and timesheet processes are identified can make an audit either extremely painless or convoluted. Automated systems create an easy to follow approval path and offer instant access to timesheet data. As long as employees follow baseline processes, no audit will ever be unnecessarily difficult.
Remember, every time tracking system is a tool. Unless a business has effective processes in place, no timesheet system can be effective. That being said, an automated time tracking system is a much better tool than a manual system. Businesses who implement them discover the numerous advantages of easily accessible employee and project data, allowing them to make more accurate adjustments and future predictions that will ensure maximum profitability.
We recently came across this helpful video created by one of our customers, KOOP Radio.
Would you feel more comfortable logging your time as a volunteer for
Here at Journyx, we like to have fun! You might have figured this out from our previous blog about the giveaways last month. Well, I can’t wait to tell you about this new incentive we’re offering our fans and followers on social media.
You’ll want to pay extra close attention at the beginning of every month when we post a trivia question to Twitter or Facebook. It could be anything from “What is a trait you look for in a leader?” to “What’s the coolest piece of swag you’ve received at a tradeshow?” Prizes will range from gift cards to coffee mugs… or even something bigger! You’ll have to play to find out!
You could win lots of gift cards like these.
Why are we doing this? It’s just a wonderful chance to get to know you! Obviously if you have subscribed to us on our Linkedin company page, followed us on Twitter or are a fan of the Journyx Facebook page, you know a little about us. It’s very important to us to know you, as well!
Remember if you don’t play, you don’t win!
This is the second installment of our 3 part series entitled “5 Aspects of Time Tracking Nirvana” If you haven’t read part 1 please do so here.
Let’s take a look at some of the specific ways an automated time tracking system can optimize your daily time entry and data access needs:
1. Employee Project and Work Type Selections
One of the most important features of any time tracking system is for employees to track their time to specific tasks or projects. That way, the company can see exactly where employees are most productive and restructure responsibilities accordingly. In a manual system, employees will be required to sift through long lists of tasks, many of which are not applicable to their role. Obviously, the chance for confusion is high, and when confusion exists at this basic level it can snowball into massive errors requiring extensive revisions.
Automated time tracking software alleviates this issue by filtering tasks to specific employees. That way, employees cannot assign time to tasks outside of their role. This reduced chance of confusion and error helps establish a baseline by which an employee can properly navigate the time entry process. Further, it saves time by allowing the employee instant access to approved responsibilities.
2. Daily Time Entry Compliance
While companies have time entry requirements that vary from strict to relaxed, there will be situations in which is necessary to require specific, daily time entry. A great example of this comes when dealing with the DCAA as a government contractor. In this scenario, employees would be required to enter time daily (no later than 9am for the previous days work).
Obviously, this aspect of time tracking greatly benefits from software, as it is far easier to prove that there are standards in place for an automated system than in a manual, paper-based one. Automated software provides daily reminders that make it nearly impossible for an employee to forget this requirement, and the software provides an incredibly effective audit trail should the DCAA ever need to take a look at your records.
3. Auditable Correction Process
In even the most advanced time tracking software systems there will be the need for the occasional correction because, let’s face it, humans will always find a way to make mistakes. In time tracking as in life, it is the way those mistakes are handled that separate the excellent from the wanting. The DCAA can play a role in this too. If a business is acting as a government contractor then any and all changes to existing timesheet data must be documented.
In a manual system these corrections, and their documentation, can quickly get out of hand. There is really no easy way for an employee to make corrections, and then the approval of those corrections, along with a file keeping system that makes those documentations easy to access in the event of an audit further increases difficulty and room for errors. In practical terms, it is a logistical nightmare.
Automated time tracking software makes this process much more easy. Documentation is kept in the software itself, and previous time entry data is easy to access. Approvals of corrections, should they be necessary, are also much easier as managers can simply check the individual employees entry data. Again, auditing this system is very easy because all changes can be noted and viewed easily.
In the third and final installment of this series we look at the final two aspects of time management that automated time tracking software can help with. Stay tuned for more great information!
Paper based employee time tracking is certainly possible. However, possible rarely means optimal, and in this case it certainly doesn’t. Let’s list a few of the disadvantages of this antiquated time management system: Employees will require extensive knowledge about the types of projects and tasks they can log time against. They must also be trained on processes for manually correcting existing times entries. Approvers must then painstakingly review every timesheet to make sure that it is correct, and they must then account for any errors. While this might not take much time on a one-off basis, it will represent an enormous waste of effort that could be better applied elsewhere. Of course, the chances that an error might go unnoticed or uncorrected are also much higher in a manual process.
So what is the answer? Simple. An automated time-management system can drastically reduce errors while allowing employees and managers the ability to accurately view where and when time is being spent most productively. There are several steps in the time management process that can be automated to quickly downgrade any headaches. Those are:
- Employee project and work type selections on timesheets
- Daily time entry compliance
- Auditable correction process for existing timesheet entries
- Standard timesheet rules handling
- Workflow approvals that capture process/change details and ensure proper approval
Automating these aspects of time entry will have direct results, and the best part is that it isn’t very hard or expensive to implement such a system. The best providers will offer you both cloud and installed options for time management software.
In the next part of this series, we will begin looking at these time-management steps in depth to demonstrate exactly how quality software can maximize the value of your time and resources.
During our time at Convergence 2012, we had the opportunity to talk with Michele Price on her radio show Breakthrough Business Strategies. She captured some of the engaging techniques we used in our booth with a short video which you can view below.
Michele’s interview with James Brawner and Christa Freeland revealed multiple key ideas which you can use for your own business. If you’re considering going to Convergence next year, here are a few things we did at the show that Michele really complimented Journyx on:
- Michele thought our booth was very effective in telling attendees what we had to offer without requiring passers by to read a large amount of text.
- Christa highlighted how we followed the Convergence hashtags (#Conv12, #msdyngp, #msdyncomm) to create a live feed of everything happening for the show before we even went to Houston.
- Michele thought we were ahead of the curve with our flyer encouraging game players to scan a QR code to tweet their scores and spread the word about the Journyx booth.
- Michele really found our video game (Kinect Joy Ride) fun, innovative and engaging.
Do any of these tips give you new ideas for your next trade show?
This Q&A was taken from our Journyx webinar series featuring Wes Fue entitled “Federal Government Contracting-It’s a Whole New World!” For more information, sign up for an upcoming webinar or check our archives for previously recorded webinars.
The short answer to this question is: no. Consider this, you wouldn’t want your pricing information out there either! However, that does not mean that there is no way to determine a fair pricing structure for your contract proposal. One of the most effective ways is to go to usaspending.gov. From there, you can find a wealth of pricing information. For instance, you can see how much government agencies have spent on projects similar to the one you are proposing, you can see the total amount spent on certain project categories, and you can see the types of projects your chosen agency has awarded. If you are still on the hunt for competitive intelligence, it is also possible to type in the name of a business to see the projects that they have been awarded in the past and the pricing of those contracts. All of this information is free and public. So, even though it is not possible to see a specific bid for an active solicitation, it is very possible to structure a reasonable estimate using the wealth of information available online.
Many businesses require approvals of employee time entry, the more flexible the better. In addition, they often require layered approvals, or approvals from more than one individual, whether that be from supervisors, HR, or managers of specific projects. Microsoft Dynamics, one of the more popular offers a basic level of this functionality in Business Portal, but unfortunately the approvals are set to allow no more than one approver and one supervisor to review the timesheet. While this may work for smaller and simpler companies, expansion and a desire to use timesheets in a capacity beyond administrative functions will require a more robust approval system.
Another issue with the basic validation levels concerns the ability for employees to edit timesheets even after they have been approved. This effectively renders the approval invalid. Time spent going back and double-checking all previously approved timesheets for discrepancies is obviously and needlessly wasted. Approvers need to be able to “lock down” a timesheet after approval, unless of course there is an explicit reason for later modification, in which case the approver should be given the ability to request changes as necessary.
Fortunately, it is still possible to reap the substantial benefits of the Microsoft Dynamics accounting programs. Journyx Timesheet combined with Accountlink for Microsoft Dynamics allows for full approval flexibility. Timesheets can be entered and approved through any web browser, and do not require any technical knowledge whatsoever to navigate and submit. Once the approval process has been completed, the data can then be easily transferred into the Microsoft Dynamics interface. In this way businesses can experience all the benefits of Microsoft Dynamics while maintaining the robust approval levels that modern businesses require. There is no reason not to experience the best of both worlds thanks to Journyx Accountlink for Microsoft Dynamics.
Technology can either make us feel like we’re superhuman or it can be a super drag. One area that makes most of us want to pull our hair out is our email inbox. Email can easily become too cluttered to be managed and it affects the sender and the recipient. I have experienced numerous times where my email gets lost in the shuffle and I am asked to resend important information so the recipient can finally find my email.
But what if your email could be clean and automated? What if email could make you feel powerful instead of inefficient?
Boomerang is an inbox management tool for Gmail and Outlook. With Boomerang you can…
- Schedule emails
- Track email responses
- Send email back to your inbox for a later date
Boomerang is also available on your mobile phone, so you can manage your email on the go. I think Boomerang is an awesome idea. I’m already used to sending email with scheduling capabilities via our marketing automation tool, so I can see how useful this feature could be for my own personal email. No more forgetting birthdays or looking like a spammer to new network connections! The more I read about Boomerang, the more I feel empowered by this tool and what it can accomplish for the user.
Does managing your time with effective technology make you feel like a superhero? Let our readers know so they can feel superhuman as well.
Unless you are living in utopian sci-fi society, all of your employees are human, and that’s a good thing because humans are smart and resourceful. They are also prone to make mistakes and forget things. The time entry functionality of Microsoft Dynamics Business Portal is unfortunately very susceptible to both of these flaws. If an employee makes a mistake or forgets to enter time by a set date, there is nothing to validate or remind them to do so.
That means, most unfortunately, that approvers will have to manually look through timesheets to check for errors or omissions with no real idea of where, specifically, an issue will arise. Since approvers are often managers or even higher-level employees, this waste of time can have a very real and detrimental impact to the operations of a company. Worse, because Business Portal doesn’t feature multi-layered approvals, it is possible that an erroneous timesheet could make it all the way to payroll, necessitating a lengthy period in which timesheet submission processes must be backtracked and fixed. Again, a waste of time for all involved.
Businesses must have a system in place that both validates timesheets to make sure there are no issues with the entered information, and that sends reminders so that timesheets are submitted at a designated time. Fortunately, Journyx Timesheet combined with Journyx Accountlink for Microsoft Dynamics allows for just such a functionality, and does so while still enabling all of the advantages of Microsoft Dynamics, extending its value by adding necessary functionality.
Data from Microsoft Dynamics can be transferred bi-directionally with data from Journyx Timesheet, so the robust validations and reminders set in Journyx Timesheet reflect in the Microsoft Dynamics program. Best of all, none of this requires any advanced technical skills, and data can be input and viewed over the web. It is a convenient solution to a very real problem, and can drastically improve the value of timesheet data through error elimination.
This Q&A was taken from our Journyx webinar series featuring Laura Faulkner entitled “Holding Your Ground-3 Keys to Expanding Your Government Contracts Now” For more information, sign up for an upcoming webinar or check our archives for previously recorded webinars.
This can be tricky, because it is never wise to spread yourself too thin and dilute resources. However, considering the potential volatility of government contracting (due to budget costs, contract realignment, etc.) it is also wise to branch out into several different contract areas to be sure you always have a place. Thus, it is advisable to proceed into those other areas using a low-risk approach. That might mean subcontracting or taking on smaller contracts initially. That way, you do not expend too many resources on untested ventures, and should the need arise to reallocate resources it will be easier to maintain a less risky contract with less experienced personnel.