If you are a sales representative for IBM, your sales goal is set at whatever level you achieved last year plus at least 20 %. Thus, if you sold $10,000,000 you will be expected to sell $12 million. There may have been some major changes in the market. Last year may have been an exceptionally lucky year. These things don’t make any difference.

If you are a bureaucrat at the Commerce Department and you obligated $10,000,000 last year you will be expected to obligate $12,000,000 this year. It does not make any difference, if you wasted the money last year -- or will do so this year. You don’t go back to zero and try to justify each new project for the coming budgeting year. You start with last year’s budget and build on that.

If you consistently obligate money for things which have a politically vocal constituency, you will be looked upon with favor. Your goal is to reach GS-15 at least three years before retirement.