In this Success After Service episode of GovCon Unscripted, host Chelsea Roberts talks with Josh Brandt, Technology Director for C5 Systems at ManTech, about what military transition actually demands once the uniform comes off. Josh spent 24 years in the Army, served at NATO, instructed, deployed to Iraq, and finished his career as the J6R sergeant major at JSOC before moving into industry.

He's candid about the myths that trip people up: that your value automatically translates, that the biggest offer is the best one, and that you can do this alone. The conversation covers building marketability before you separate, running a job search like a target package, choosing a company on culture rather than comp, and using DoD SkillBridge to test-drive an employer.

Josh also points listeners to the programs that carried him through: The Honor Foundation, Warriors Ethos, and Home Base.

Timestamps: 

00:00 Welcome and the Success After Service series 

01:00 Meet Josh Brandt 

06:30 Be comfortable being uncomfortable 

12:00 The myth of automatic recognition 

14:00 Same mission, different uniform 

24:00 Run your job search like a target package 

28:00 It doesn't have to be the forever place 

29:00 SkillBridge and time pressure 

31:30 Resources and how to reach Josh

Resources:

• Josh Brandt's LinkedIn Profile
• Chelsea's LinkedIn Profile
• ManTech's Website

Other resources: 

• The Honor Foundation:
• Warriors Ethos
• Home Base

🎧 Listen now on: 

🔹 Apple: https://podcasts.apple.com/us/podcast/govcon-unscripted/id1766384482 

🔹 Spotify: https://open.spotify.com/show/1NL0kFAvmgECLTJpUZYNHy 

Like and follow us: 

🔹 YouTube: https://www.youtube.com/@GovConUnscriptedUS 

🔹 Facebook: https://www.facebook.com/govconunscriptedpodcast/ 

🔹 LinkedIn: https://www.linkedin.com/showcase/govcon-unscripted/posts/ 

That's where the federal hiring market actually is right now, and it's the conversation Chelsea Roberts has with Richie Lampani in this episode of GovCon Unscripted.

Richie is a Fractional Head of Talent who has built recruiting infrastructure from zero for EarthDaily Federal (geospatial intelligence, cleared defense) and runs his own firm, Rebel Talent Systems. His path is not traditional. He came up in the music industry, booked Wu-Tang Clan and Marilyn Manson, and learned to act as an agent for both sides of every deal. He brought that instinct into 14 years of recruiting and now applies it to one of the toughest cleared-talent markets in recent memory.

In this conversation, Richie and Chelsea walk through the structural shifts every federal contractor and every job seeker needs to understand right now. They cover why the resume has stopped working as a screening signal, why job boards now flood roles with 150 to 350 applications inside hours, and why AI-tailored resumes have collapsed the differentiation any candidate can claim on paper. Richie shares his frontline experience with fraudulent applicants, suspected overseas operators using AI and stolen profiles to bid on US technical and even cleared roles, and walks through the specific tells that catch them, including a memorable Chicago subway question that broke one candidate. He explains why TS/SCI full-scope-poly roles are paradoxically the safest hiring ground in the current environment, and why networking has reclaimed its position as the only durable channel for sales and capture hires in a 12-to-18-month federal sales cycle.

Practitioners on the job-search side will hear specific tactics: how to construct a LinkedIn profile that actually surfaces in recruiter back-end SEO, why your About section and tagline matter more than your headline, why political content on LinkedIn is shrinking your opportunity set, and why Richie himself took a third-shift stocking job at Walmart during his last search rather than burn cash chasing roles he hadn't networked into.

Timestamps:

00:00 — Open · Richie introduces himself and his three current fractional engagements

00:50 — The music-industry-to-recruiting path · why booking bands taught him to agent both sides

03:20 — What Richie is hiring for now · AI/ML and all levels of sales

04:30 — The fraudulent candidate problem · who is doing it and why it is so hard to catch

07:50 — The Chicago subway tell · how a single geography question broke a fraudulent applicant

10:30 — Why cleared roles are the safest place to hire right now

11:30 — 350 applications in 24 hours · why the job board model has broken

13:30 — "The resume is probably dead" · why AI-tailored resumes have collapsed differentiation 14:45 — Why sales hires now come almost entirely from networking, not applications

15:30 — Richie's own job search · 30 interviews from referrals, one callback from an application 16:15 — Walking into Walmart for third-shift stocking work mid-search · the case against shame 17:20 — Drop the resume off in person · why the hybrid candidate has the edge

19:30 — LinkedIn hygiene · why open-networking is hurting your algorithm

22:00 — The Rebel Talent Systems free LinkedIn SEO tool

23:45 — Top two pieces of advice: clean resume, and keep politics off your profile

28:00 — How to actually stand out · build something useful and show your work

29:30 — How to find Richie · Rebel Talent Systems and Rachel Tyrell, his autonomous AI assistant

Resource links:

• Richie's LinkedIn Profile
• Chelsea's LinkedIn profile
• Rebel Talent Systems (free LinkedIn SEO tool): https://rebeltalentsystems.com
• Richie's books: Head and Heart: Winning the AI Recruiting War · Unfinished Rooms: Why Great Employees Keep One Foot Out the Door

Other resources:

• https://rebeltalentsystems.com
• richie@rebeltalentsystems.com

🎧 Listen now on:

🔹 Apple: https://podcasts.apple.com/us/podcast/govcon-unscripted/id1766384482

🔹 Spotify: https://open.spotify.com/show/1NL0kFAvmgECLTJpUZYNHy

Like and follow us:

🔹 YouTube: https://www.youtube.com/@GovConUnscriptedUS

🔹 Facebook: https://www.facebook.com/govconunscriptedpodcast/

🔹 LinkedIn: https://www.linkedin.com/showcase/govcon-unscripted/posts/

Join our #govcon #community

https://www.linkedin.com/groups/14618490/

In this episode of GovCon Unscripted, host Chelsea Roberts sits down with Jerry Hollister, Co-Owner of BBC Entrepreneurial Training & Consulting (BBCetc) and a former DoD contracting officer with three decades in the SBIR/STTR space. Jerry walks through the actual mechanics of what changed in the reauthorization, what didn't, and where the program quietly shifted in ways most companies haven't internalized yet.

The conversation covers Strategic Breakthrough Awards (up to $30M, five agencies, 1:1 match, must come from existing SBIR budget). The sole source training mandate for contracting officers, an authority that has existed since Reagan but that most KOs are afraid to use. The new foreign influence disclosure regime and the eight-list cross-check that agencies must now run. The shift to monthly topic releases at DoD. And the multiple award winner debate, where the senator from Massachusetts and the SBIR mill problem held up the entire bill for two months.

Jerry also discusses BBCetc's pricing model (hourly, no success fees, no equity), the FAST Program network across 42 states, and his recommendation for any company sitting on the edge of the program.

Timestamps:

00:00 Cold open

00:30 Welcome and introductions

01:00 What BBCetc does and the SBIR/STTR consulting model

01:40 The reauthorization fight and Public Law 119-83

03:20 SBIR program mechanics. Phase one, phase two, phase three

07:30 The phase two to phase three valley of death

08:50 Why DoD acquisition timelines kill SBIR transitions

12:30 What the reauthorization actually changed

13:00 Sole source training for contracting officers

14:00 The Strategic Breakthrough Award explained

16:00 Where the match dollars can come from

17:30 Why a $30M award is unlikely in practice

19:00 No new money. Just new authority.

20:00 DoD's shift to monthly topic releases

21:30 Why the cycle changed and whether it sticks

24:00 Pre-solicitation, DSIP, and the FAR-based dialogue rules

29:00 Foreign influence disclosures and the eight-list check

33:30 The SBIR mill debate and the multiple award winner question

36:00 The benchmark proposal that didn't pass

38:30 What the new topic limits will look like starting October 1

40:30 BBCetc's pricing model and the FAST Program network

43:30 How to reach Jerry

Resources:

• Jerry's LinkedIn Profile
• Chelsea's LinkedIn profile
• BBCetc Website

Additional Resources:

• Public Law 119-83 DSIP (Defense SBIR/STTR Innovation Portal): https://www.congress.gov/119/plaws/publ83/PLAW-119publ83.pdf
• SBA FAST Program: https://www.sbir.gov/community/fast

🎧 Listen now on:

🔹 Apple: https://podcasts.apple.com/us/podcast/govcon-unscripted/id1766384482

🔹 Spotify: https://open.spotify.com/show/1NL0kFAvmgECLTJpUZYNHy

Like and follow us:

🔹 YouTube: https://www.youtube.com/@GovConUnscriptedUS

🔹 Facebook: https://www.facebook.com/govconunscriptedpodcast/

🔹 LinkedIn: https://www.linkedin.com/showcase/govcon-unscripted/posts/

Join our #govcon #community

https://www.linkedin.com/groups/14618490/

That's the through-line of this week's conversation with David Stearman, Founder and CEO of Proposal Strategy and Development Consulting, who has spent 27 years inside federal proposals at firms like Booz Allen and on the consulting side serving small and midsize GovCons. David walks Chelsea through the structural problems facing small businesses in the current environment, the bid/no-bid discipline most smalls lack, why PWin above 70 percent is almost always a fiction, and where AI fits (and doesn't) in proposal work.

David Stearman founded Proposal Strategy and Development Consulting in February 2015 after a career that took him from freelance academic editor to senior director of proposals at large GovCons. His firm provides full-spectrum proposal support to small and midsize federal contractors, including direct support, staff augmentation, training, coaching, mentoring, and consulting. The firm's stated values are relationships over transactions and radical honesty, and David's idea of value to a client often includes telling them not to pursue an opportunity, even when that costs him consulting hours.

In this episode, David and Chelsea cover the past year's impact on small GovCons from DOGE, the FAR overhaul, and reorienting priorities. They get into why the smalls who marketed themselves as nimble were often the ones caught flat-footed, particularly narrow-banded firms in PMO support that lost contracts and now have nothing to sell in an M&A. David argues that the real path to success on GSA Schedules and large IDIQs is not winning task orders, it is creating them: shaping opportunities, marketing the vehicle to customers, and building relationships long before the RFP drops.

The conversation goes deep on bid/no-bid discipline. David presents his three-circle Venn diagram for pursuit decisions (can we do it, can we win it, can we make money doing it), explains why PWin is a "made-up number," and makes the case that win rate and capture rate together tell a very different story than either does alone. He also unpacks why the proposal field has a structural burnout problem and how owners who hand RFPs to proposal pros without upstream work are part of the cause.

On AI, David is neither an evangelist nor a Luddite. He breaks down where AI tools (RFP shredders, outline generators, gate-review prep) have given him a net-negative ROI because the quality-check time exceeded the original task. His framing: AI is a tool, the implementation matters more than the tool, and "more and faster is not the same as better."

The episode closes on relationships and the principle David calls the three degrees of Kevin Bacon. 95 percent of his business has come through referrals, including a client he met after spending the first 20 minutes of a discovery call playing Jewish geography rather than talking shop. David's standing offer: he will always take a conversation.

Timestamps

00:00 — Welcome and David's introduction

01:00 — How a philosophy degree leads to federal proposals

04:00 — The love-hate relationship with the industry

07:00 — The past year: DOGE, FAR overhaul, and small business impact

10:00 — The perfect storm: NAICS graduation, PMO cancellations, no M&A assets

13:00 — GSA strategy: don't win task orders, create them

15:00 — The proposal is not what wins, the offer is

17:00 — Why proposal professionals burn out at a structural level

20:00 — Bid/no-bid as growth strategy and the three-circle Venn diagram

22:00 — Why PWin is a made-up number and what to measure instead

24:00 — AI in proposals: the cautious case

29:00 — When AI use cases backfire

34:00 — Where AI actually works in proposal workflows

40:00 — Contact and how to reach David

42:00 — Three degrees of Kevin Bacon and why every conversation matters

Resources:

Follow David on LinkedIn

Proposal Strategy and Development Consulting Website

David's email: dstearman@proposal-strategy-consulting.com

Chelsea's LinkedIn profile

🎧 Listen now on:

🔹 Apple: https://podcasts.apple.com/us/podcast/govcon-unscripted/id1766384482

🔹 Spotify: https://open.spotify.com/show/1NL0kFAvmgECLTJpUZYNHy

Like and follow us:

🔹 YouTube: https://www.youtube.com/@GovConUnscriptedUS

🔹 Facebook: https://www.facebook.com/govconunscriptedpodcast/

🔹 LinkedIn: https://www.linkedin.com/showcase/govcon-unscripted/posts/

Join our #govcon #community:

https://www.linkedin.com/groups/14618490/

Geoff Orazem has spent 15 years inside the defense innovation machine as a Marine, a McKinsey alum, a founder of the Eastern Foundry incubator, a J2 Ventures advisor, and a current DARPA contractor working on acquisitions reform. In this new episode of GovCon Unscripted, he sits down with Chelsea Roberts to unpack why so many promising startups stall when they try to sell to DOD first, why a commercial revenue stream is almost always the smarter on-ramp, and what's actually changing (and what isn't) in software acquisition, OTs, IDIQs, CMMC, and the ATO process. Geoff also previews a Day Zero angel fund concept aimed at the part of the market he says is most underserved: the founders who haven't even hit seed yet.

Timestamps:

00:00 — Cold open

00:30 — Meet Geoff: Marine, McKinsey, Eastern Foundry, J2, DARPA

02:30 — What an incubator actually is (and the Sam's Club model)

04:30 — Competitor or teammate? Inside the incubator dynamic

07:50 — Dual-use vs. defense-only: where the bright line lives

10:30 — Why commercial revenue is the better door into GovCon

14:30 — Software acquisition: what's improving, what's still broken

17:00 — The CMMC perception problem and the cheat sheet DOD should write

22:00 — 670 FAR clauses and the "first contract in a box" idea

25:30 — How venture got into defense, and why J2 is different

29:30 — Where J2 is investing: comms, cyber, medical, HR tech

34:30 — The Day Zero angel fund thesis

37:30 — Final thoughts and how to reach Geoff

Resource Links:

🔗 Geoff Orazem on LinkedIn

🔗 J2 Ventures

🔗 DARPA

🎧 Listen now on:

🔹 Apple: https://podcasts.apple.com/us/podcast/govcon-unscripted/id1766384482

🔹 Spotify: https://open.spotify.com/show/1NL0kFAvmgECLTJpUZYNHy

Like and follow us:

🔹 YouTube: https://www.youtube.com/@GovConUnscriptedUS

🔹 Facebook: https://www.facebook.com/govconunscriptedpodcast/

🔹 LinkedIn: https://www.linkedin.com/showcase/govcon-unscripted/posts/

Join our #govcon #community: https://www.linkedin.com/groups/14618490/

New to GovCon? Here's a guide: https://share.hsforms.com/288nO18bsRCCmdJZL66pClwbzmvx

21 AI Prompts to Supercharge Your GovCon BD Engine: https://collaborativecompositions.com/21-ai-prompts-to-supercharge-your-govcon-bd-engine/

AI Prompt Guide for Federal Contractor Marketing: https://collaborativecompositions.com/ai-prompt-guide-for-federal-contractor-marketing/

18 AI Prompts to Build Your GovCon Growth Strategy: https://collaborativecompositions.com/18-ai-prompts-for-govcon-growth-strategy/

In this Success After Service Special Episode of GovCon Unscripted, host Chelsea Roberts sits down with Bryon Kroger, CEO and Founder of Rise8 and co-founder of Kessel Run, the DoD's first software factory. Bryon spent ten years on active duty in the Air Force, first as an intelligence officer running targeting operations, then in acquisitions, where he stood up the program that became the proof point for modern software delivery in defense.

This conversation goes places most GovCon podcasts won't. Bryon explains why Kessel Run's core program was officially killed on March 31st, why the Air Force "failed Kessel Run" rather than the other way around, and why he believes acquisition reform is a dead end ("the cavalry is never coming"). He breaks down the Inverse NUMI Maneuver, his theory of culture change borrowed from the Toyota-GM joint venture. He explains why behavior has to change before thinking ever will. He gets specific on the Software Acquisition Pathway, why MVP and MVCR have been pattern-matched into the same IOC/FOC trap they were meant to replace, and why his teams shipped to a secret network in 119 days while modern SWP programs project initial delivery at two to three years. And he shares the framework he uses now at Rise8: net value releases over arbitrary capability gates.

For small business GovCons trying to get a foot in the door on real modernization work, this episode is a field manual. For acquisitions professionals, it's a mirror.

Timestamps

00:00 Cold open

00:30 Welcome + Success After Service series intro

01:00 Bryon's background: 10 years Air Force, Intel to acquisitions, founding Kessel Run

02:30 Is "digital transformation" still a real term? The analog government / digital world impedance mismatch

04:30 Catch-22 of culture change: you can't change behavior without breaking legacy process

06:00 Continuous delivery as the first move — and the Inverse NUMI Maneuver

08:00 "F reform, the cavalry is never coming" — why policy reform doesn't change the ground truth

09:00 The RMF myth: NIST documentation actually supports continuous ATO

11:00 Kessel Run's status today: officially killed March 31st, and why

14:00 Why Rise8 focuses on Space Force and VA, not Air Force

16:00 The outcomes story: DORA metrics, deployment frequency, and what bureaucracy did to them

18:00 Why severing the user connection killed user-centered design

20:00 Talking directly to end users — the contracting problem nobody admits

22:30 Software Acquisition Pathway: useful tool, weaponized by the bureaucracy

25:00 Net value releases vs. IOC/FOC theater

27:00 The Rise8 name: Fall seven, Rise8 (a Japanese proverb)

28:00 The new GovTech education nonprofit + Prodacity + Ship Summit

30:00 Conference Kidz: Chelsea's nonprofit story

31:30 "Cynicism is cowardice. You need rampant optimism."

Resources:

• Chelsea's LinkedIn profile
• Bryon Kroger's LinkedIn
• Rise8 Website

More from Bryon

• DOW Acquisition Playbook
• 21 Days to Contract Act
• Software Factory 2.0
• The Hard Truth on Production
• COTS Maximalist (Not Anti-Build)
• Mission Operating System (free): https://www.rise8.us
• Continuous ATO Playbook: available on the Rise8 website

🎧 Listen now on:

🔹 Apple: https://podcasts.apple.com/us/podcast/govcon-unscripted/id1766384482

🔹 Spotify: https://open.spotify.com/show/1NL0kFAvmgECLTJpUZYNHy

Like and follow us:

🔹 YouTube: https://www.youtube.com/@GovConUnscriptedUS

🔹 Facebook: https://www.facebook.com/govconunscriptedpodcast/

🔹 LinkedIn: https://www.linkedin.com/showcase/govcon-unscripted/posts/

Join our #govcon #community:

https://www.linkedin.com/groups/14618490/

New to GovCon? Here's a guide:

https://share.hsforms.com/288nO18bsRCCmdJZL66pClwbzmvx

21 AI Prompts to Supercharge Your GovCon BD Engine:

https://collaborativecompositions.com/21-ai-prompts-to-supercharge-your-govcon-bd-engine/

AI Prompt Guide for Federal Contractor Marketing:

https://collaborativecompositions.com/ai-prompt-guide-for-federal-contractor-marketing/

18 AI Prompts to Build Your GovCon Growth Strategy:

https://collaborativecompositions.com/18-ai-prompts-for-govcon-growth-strategy/

The real influence happens before the budget is written.

In this new episode of GovCon Unscripted, Chelsea Roberts sits down with Nic Adams, Director of Government Relations at Overland AI, to break down what most contractors get wrong about Capitol Hill.

Spoiler: It’s not about hiring a lobbyist and magically landing appropriations.

Nic shares how the NDAA and Defense Appropriations process really works, what “fly-in season” actually means, why BD and government relations must run in parallel, and what the “frozen middle” is doing to slow innovation across defense acquisition.

If you're building in GovCon, especially defense tech or AI, this episode is your Hill playbook.

What You'll Learn:

• The difference between lobbying and consulting 

• Why appropriations adds don’t guarantee revenue 

• How to approach Hill staff effectively 

• Why staffers matter more than members 

• What the “frozen middle” really means 

• How to shape policy without being a registered lobbyist 

Key Timestamps:

00:02:45 — Why the NDAA matters more than most founders realize

00:04:00 — What “fly-in season” is and why it works

00:10:30 — Why it’s never too early to engage the Hill

00:16:50 — How to structure Hill meetings (30 minutes max)

00:25:00 — Why appropriations money doesn’t automatically go to you

00:29:00 — Understanding the “frozen middle.”

Resources:

• Chelsea's LinkedIn profile
• Nic's LinkedIn profile
• Overland AI LinkedIn page

🎧 Listen now on:

🔹 Apple: https://podcasts.apple.com/us/podcast/govcon-unscripted/id1766384482

🔹 Spotify: https://open.spotify.com/show/1NL0kFAvmgECLTJpUZYNHy

Like and follow us:

🔹 YouTube: https://www.youtube.com/@GovConUnscriptedUS

🔹 Facebook: https://www.facebook.com/govconunscriptedpodcast/

🔹 LinkedIn: https://www.linkedin.com/showcase/govcon-unscripted/posts/

Join our #govcon #community:

https://www.linkedin.com/groups/14618490/

New to GovCon? Here's a guide:

https://share.hsforms.com/288nO18bsRCCmdJZL66pClwbzmvx

21 AI Prompts to Supercharge Your GovCon BD Engine:

https://collaborativecompositions.com/21-ai-prompts-to-supercharge-your-govcon-bd-engine/

AI Prompt Guide for Federal Contractor Marketing:

https://collaborativecompositions.com/ai-prompt-guide-for-federal-contractor-marketing/

18 AI Prompts to Build Your GovCon Growth Strategy:

https://collaborativecompositions.com/18-ai-prompts-for-govcon-growth-strategy/

In this new episode of GovCon Unscripted, Chelsea Roberts sits down with Lisa Sherwin Wulf, Founder of LSW Marketing, to break down the strategic marketing gaps hindering GovCon growth, especially as companies expand from federal to state and local markets.

From unrealistic ROI timelines…to performance marketing myths…to why SLED can quietly outspend Fed…this episode challenges long-held assumptions about public sector marketing.

If you're frustrated with a slow pipeline, weak conversion, or event-heavy strategies that aren’t delivering, this conversation will recalibrate your approach.

What You’ll Learn:

• Why Fed and SLED require fundamentally different marketing strategies
• The KPI indicators most GovCon teams ignore
• Why “just go to more events” is a dangerous mindset
• The real role of AI in marketing productivity (and risk)
• Why evergreen content still wins if you use it correctly

Timestamps:

00:02:00 – Marketing expectations vs. GovCon reality

00:05:00 – Why the public sector doesn’t convert like the commercial

00:20:00 – The SolarWinds experiment: Contact Us vs. Free Trial

00:22:00 – Fed vs. SLED strategy differences

00:31:00 – Will AI replace marketers?

00:36:00 – Wulf Cocktail Den & creative branding

Resources:

Chelsea's LinkedIn profile

Lisa's LinkedIn profile

LSW Marketing website

🎧 Listen now on:

🔹 Apple: https://podcasts.apple.com/us/podcast/govcon-unscripted/id1766384482

🔹 Spotify: https://open.spotify.com/show/1NL0kFAvmgECLTJpUZYNHy

Like and follow us:

🔹 YouTube: https://www.youtube.com/@GovConUnscriptedUS

🔹 Facebook: https://www.facebook.com/govconunscriptedpodcast/

🔹 LinkedIn: https://www.linkedin.com/showcase/govcon-unscripted/posts/

Join our #govcon #community:

https://www.linkedin.com/groups/14618490/

New to GovCon? Here's a guide:

https://share.hsforms.com/288nO18bsRCCmdJZL66pClwbzmvx

21 AI Prompts to Supercharge Your GovCon BD Engine:

https://collaborativecompositions.com/21-ai-prompts-to-supercharge-your-govcon-bd-engine/

AI Prompt Guide for Federal Contractor Marketing:

https://collaborativecompositions.com/ai-prompt-guide-for-federal-contractor-marketing/

18 AI Prompts to Build Your GovCon Growth Strategy:

https://collaborativecompositions.com/18-ai-prompts-for-govcon-growth-strategy/

Discover how AI, venture capital, and emerging technologies are accelerating the future of warfare and government contracting.

In this new episode of GovCon Unscripted, Chelsea Roberts sits down with defense technology consultant Graham Plaster to explore the rapidly evolving defense innovation ecosystem. From the rise of venture-backed defense unicorns to the growing demand for AI, drones, and next-generation manufacturing, Graham shares firsthand insights into how the government and industry must adapt to stay competitive.

The conversation dives into the shifting role of venture capital, the recalibration of large defense primes, and the importance of networking within innovation communities like Silicon Nation. Listeners will also gain perspective on how emerging technologies, such as AI-enabled systems and advanced manufacturing, are reshaping the future of national security.

Whether you're a small business, startup, or established contractor, this episode offers actionable insights on navigating the GovCon landscape and staying relevant in an era defined by speed and disruption.

Key Topics Covered:

• The rise of venture capital in defense tech

• AI, drones, and data centers are shaping modern warfare

• Disruption of traditional defense primes

• The importance of networking and innovation ecosystems

• Next-generation maritime manufacturing and 3D printing

• Bridging the speed gap between government and industry

Timestamps:

• 00:00 – Introduction to GovCon Unscripted

• 00:00:30 – Graham Plaster’s career journey

• 00:03:30 – Emerging technologies shaping defense

• 00:05:00 – Venture capital’s role in defense innovation

• 00:07:30 – The AI ecosystem and future implications

• 00:11:30 – Silicon Nation and networking communities

• 00:14:00 – Disruption of primes vs. small businesses

• 00:16:00 – Next-generation maritime manufacturing

• 00:19:30 – Advice for government and industry innovators

• 00:21:00 – Final thoughts and how to connect with Graham

Resources:

• Graham's LinkedIn profile
• Chelsea's LinkedIn Profile

🎧 Listen now on:

🔹 Apple: https://podcasts.apple.com/us/podcast/govcon-unscripted/id1766384482

🔹 Spotify: https://open.spotify.com/show/1NL0kFAvmgECLTJpUZYNHy

Like and follow us:

🔹 YouTube: https://www.youtube.com/@GovConUnscriptedUS

🔹 Facebook: https://www.facebook.com/govconunscriptedpodcast/

🔹 LinkedIn: https://www.linkedin.com/showcase/govcon-unscripted/posts/

Join our #govcon #community:

https://www.linkedin.com/groups/14618490/

New to GovCon? Here's a guide:

https://share.hsforms.com/288nO18bsRCCmdJZL66pClwbzmvx

21 AI Prompts to Supercharge Your GovCon BD Engine:

https://collaborativecompositions.com/21-ai-prompts-to-supercharge-your-govcon-bd-engine/

AI Prompt Guide for Federal Contractor Marketing:

https://collaborativecompositions.com/ai-prompt-guide-for-federal-contractor-marketing/

18 AI Prompts to Build Your GovCon Growth Strategy:

https://collaborativecompositions.com/18-ai-prompts-for-govcon-growth-strategy/

From EFP innovation in Iraq to drone warfare in Ukraine and generative AI shaping perception in real time, Danny breaks down why technology alone doesn’t win wars, humans do.

This conversation explores:

• Why military planning is fundamentally storytelling

• How simulation and “fictitious play” prepare leaders for chaos

• Why doctrine must evolve, but carefully

• The psychological impact of information warfare

• What GovCon leaders can learn from battlefield adaptability

If you operate in federal contracting, national defense, or emerging tech—this episode reframes how you think about risk, innovation, and strategic decision-making.

Timestamps:

00:00 – Introduction to Success After Service series

02:00 – Iran strike discussion & strategic reactions

08:30 – Why technology alone doesn’t win wars

10:45 – The Rhino Mount innovation story

16:00 – Drones, doctrine, and adaptation

19:00 – AI, psyop anime, and perception warfare

25:00 – Storytelling as military planning

31:00 – “The Closest Thing to War” training philosophy

36:00 – Lessons from Ukraine drone footage

39:00 – Building the LAB: Simulation for modern leaders

Resources:

First Person Xperience Website

Daniel's LinkedIn Profile

Chelsea's LinkedIn Profile

🎧 Listen now on:

🔹 Apple: https://podcasts.apple.com/us/podcast/govcon-unscripted/id1766384482

🔹 Spotify: https://open.spotify.com/show/1NL0kFAvmgECLTJpUZYNHy

Like and follow us:

🔹 YouTube: https://www.youtube.com/@GovConUnscriptedUS

🔹 Facebook: https://www.facebook.com/govconunscriptedpodcast/

🔹 LinkedIn: https://www.linkedin.com/showcase/govcon-unscripted/posts/

Join our #govcon #community:

https://www.linkedin.com/groups/14618490/

New to GovCon? Here’s a guide:

https://share.hsforms.com/288nO18bsRCCmdJZL66pClwbzmvx

21 AI Prompts to Supercharge Your GovCon BD Engine::

https://collaborativecompositions.com/21-ai-prompts-to-supercharge-your-govcon-bd-engine/

AI Prompt Guide for Federal Contractor Marketing:

https://collaborativecompositions.com/ai-prompt-guide-for-federal-contractor-marketing/

18 AI Prompts to Build Your GovCon Growth Strategy::

https://collaborativecompositions.com/18-ai-prompts-for-govcon-growth-strategy/

Guy shares lessons from nearly four decades in federal contracting, including why most companies chase the wrong opportunities, why RFIs aren’t the starting point, and why contract ceilings don’t mean what most people think they mean. The conversation dives into Ethical Stalking for Government Contractors, the importance of real customer intelligence, and how expectations have changed between primes, subs, and agencies.

This episode is a must-listen for anyone trying to move from reactive bidding to intentional strategy in the federal market.

Timestamps

00:00 Intro

01:00 Guy’s background in federal contracting

05:00 From doing to teaching GovCon strategy

07:30 Why teaming expectations changed

10:00 RFIs, competition, and market shifts

14:00 Iceberg blindness explained

17:00 Easy-button myths in GovCon

20:00 Ethical Stalking framework

23:00 Intelligence vs tools

30:00 Contract ceilings vs real value

33:00 Why context matters in GovCon data

36:00 Always be learning

37:30 How to connect with Guy

Resources

Go-To-Guy Timberlake's LinkedIn Profile

The American Small Business Coalition

Chelsea Roberts's LinkedIn Profile

🎧 Listen now on:

🔹 Apple: https://podcasts.apple.com/us/podcast/govcon-unscripted/id1766384482

🔹 Spotify: https://open.spotify.com/show/1NL0kFAvmgECLTJpUZYNHy

Like and follow us:

🔹 YouTube: https://www.youtube.com/@GovConUnscriptedUS

🔹 Facebook: https://www.facebook.com/govconunscriptedpodcast/

🔹 LinkedIn: https://www.linkedin.com/showcase/govcon-unscripted/posts/

Join our #govcon #community:

https://www.linkedin.com/groups/14618490/

New to GovCon? Here’s a guide for you:

https://share.hsforms.com/288nO18bsRCCmdJZL66pClwbzmvx

21 AI Prompts to Supercharge Your GovCon BD Engine:

https://collaborativecompositions.com/21-ai-prompts-to-supercharge-your-govcon-bd-engine/

AI Prompt Guide for Federal Contractor Marketing

https://collaborativecompositions.com/ai-prompt-guide-for-federal-contractor-marketing/

18 AI Prompts to Build Your GovCon Growth Strategy

https://collaborativecompositions.com/18-ai-prompts-for-govcon-growth-strategy/

Matt shares lessons from 20+ years inside the Pentagon, working acquisition reform, policy, software pathway rollout, OTAs, and Middle Tier of Acquisition. The conversation breaks down what’s actually slowing the system down, where policy helps, where it hurts, and why leadership, not regulations may be the biggest driver of change.

Topics include:

Acquisition reform reality vs theory

OTAs and why flexibility matters

MTA and software pathway lessons learned

IDIQ strategy problems

Policy vs leadership in reform

Where acquisition is heading next

Timestamps:

01:05 Matt’s background in acquisition

03:38 Being told he was “going too fast”

04:45 MTA and reform efforts

07:12 Creativity requires fewer boundaries

08:35 How MTA is actually used

10:30 Changes to acquisition authority

15:05 Software pathway challenges

20:00 OTAs and flexible contracting

22:03 “OT should be used for pretty much everything”

24:00 IDIQ problems

28:14 Fear of doing it wrong

33:40 Future of acquisition reform

Resources:

Matt MacGregor's LinkedIn Profile

Matt MacGregor's Email Address

Creative Defense Network

Defense Tech and Acquisition

Chelsea Roberts's LinkedIn Profile

🎧 Listen now on:

🔹 Apple: https://podcasts.apple.com/us/podcast/govcon-unscripted/id1766384482

🔹 Spotify: https://open.spotify.com/show/1NL0kFAvmgECLTJpUZYNHy

Like and follow us:

🔹 YouTube: https://www.youtube.com/@GovConUnscriptedUS

🔹 Facebook: https://www.facebook.com/govconunscriptedpodcast/

🔹 LinkedIn: https://www.linkedin.com/showcase/govcon-unscripted/posts/

Join our #govcon #community:

https://www.linkedin.com/groups/14618490/

New to GovCon? Here’s a guide for you:

https://share.hsforms.com/288nO18bsRCCmdJZL66pClwbzmvx

21 AI Prompts to Supercharge Your GovCon BD Engine:

https://collaborativecompositions.com/21-ai-prompts-to-supercharge-your-govcon-bd-engine/

AI Prompt Guide for Federal Contractor Marketing

https://collaborativecompositions.com/ai-prompt-guide-for-federal-contractor-marketing/

They explore the growing gap between policy and implementation, the risks of long procurement timelines, why agility matters more than ever, and how leadership, joint ventures, and new funding models may shape the future of government contracting.

Timestamps:

01:00 Policy vs implementation

03:20 Governance vs government

06:30 Acquisition speed problems

08:10 Agile vs traditional systems

10:30 Lessons from Ukraine and drones

14:00 Policy changes and execution gaps

18:00 Operational accountability

21:05 Obsolescence risk in procurement

26:20 Responsible heretics and leadership

33:40 Policy changes ahead

37:30 Future of primes and joint ventures

Resources:

Dr. David Bray's LinkedIn Profile

Stimson Center

Chelsea Roberts's LinkedIn Profile

🎧 Listen now on:

🔹 Apple: https://podcasts.apple.com/us/podcast/govcon-unscripted/id1766384482

🔹 Spotify: https://open.spotify.com/show/1NL0kFAvmgECLTJpUZYNHy

Like and follow us:

🔹 YouTube: https://www.youtube.com/@GovConUnscriptedUS

🔹 Facebook: https://www.facebook.com/govconunscriptedpodcast/

🔹 LinkedIn: https://www.linkedin.com/showcase/govcon-unscripted/posts/

Join our #govcon #community:

https://www.linkedin.com/groups/14618490/

New to GovCon? Here’s a guide for you:

https://share.hsforms.com/288nO18bsRCCmdJZL66pClwbzmvx

21 AI Prompts to Supercharge Your GovCon BD Engine:

https://collaborativecompositions.com/21-ai-prompts-to-supercharge-your-govcon-bd-engine/

AI Prompt Guide for Federal Contractor Marketing

https://collaborativecompositions.com/ai-prompt-guide-for-federal-contractor-marketing/

If you're navigating government contracting in 2025 and beyond, this episode covers:

• 8(a) program strategy

• Federal market contraction & opportunity

• FAR changes & regulatory evolution

• GovCon content marketing strategy

• The power of deep focus

• How to build visibility without hype

This episode is designed for serious GovCon professionals ready to move from noise to authority.

Timestamps:

01:00 – Eric’s mission and move to DC

05:00 – Cutting through AI noise

08:00 – Thumbnail strategy & YouTube growth

11:00 – The power of asking for help

17:00 – Focus and productivity

21:00 – Why proximity to DC matters

28:00 – FAR overhaul discussion

33:00 – Why now may be the time for 8(a)

36:00 – The shrinking contractor pool opportunity

40:00 – What’s next

Resources:

Eric Coffie's LinkedIn page

GovCon Giants

Chelsea Roberts's LinkedIn page

🎧 Listen now on:

🔹 Apple: https://podcasts.apple.com/us/podcast/govcon-unscripted/id1766384482

🔹 Spotify: https://open.spotify.com/show/1NL0kFAvmgECLTJpUZYNHy

Like and follow us:

🔹 YouTube: https://www.youtube.com/@GovConUnscriptedUS

🔹 Facebook: https://www.facebook.com/govconunscriptedpodcast/

🔹 LinkedIn: https://www.linkedin.com/showcase/govcon-unscripted/posts/

Join our #govcon #community:

https://www.linkedin.com/groups/14618490/

New to GovCon? Here’s a guide for you:

https://share.hsforms.com/288nO18bsRCCmdJZL66pClwbzmvx

21 AI Prompts to Supercharge Your GovCon BD Engine:

https://collaborativecompositions.com/21-ai-prompts-to-supercharge-your-govcon-bd-engine/

AI Prompt Guide for Federal Contractor Marketing

https://collaborativecompositions.com/ai-prompt-guide-for-federal-contractor-marketing/

#govcon #governmentcontracting #8a #federalcontracts #smallbusiness #procurement #entrepreneurship #businessgrowth

In this Success After Service (SAS) Special Episode of GovCon Unscripted, Chelsea Roberts sits down with Daniel Gomez, Founder & CEO of First Person Xperience, to explore why creativity is rewarded on the battlefield, but punished in garrison. And why that mindset gap may be costing more than we realize.

From Civil Affairs and JSOU instruction to building immersive national defense simulations, Danny shares how experiential learning, controlled failure, and scenario design can reshape how the defense community prepares for future conflict.

They discuss:

• Why we’re always preparing for yesterday’s war
• The failure of imagination cited in the 9/11 report
• How immersive training changes retention and decision-making
• The AI experiment that left leaders “woefully unprepared”
• Why innovation gaps between adversaries matter
• Building The Lab: a national defense creativity engine

Timestamps:

02:15 – Danny’s transition from Active Duty to Founder

06:40 – What “First Person Experience” actually means

11:10 – Immersion vs. virtual training

16:35 – “Creativity is rewarded on the battlefield and punished in garrison”

22:20 – Fighting yesterday’s war

27:05 – The failure of imagination problem

31:40 – The AI scenario experiment (Project Genesis)

39:10 – Trust, control, and no-win futures

Resources:

Daniel Gomez's LinkedIn Profile

First Person Xperience Website

Chelsea Roberts's LinkedIn Profile

🎧 Listen now on:

🔹 Apple: https://podcasts.apple.com/us/podcast/govcon-unscripted/id1766384482

🔹 Spotify: https://open.spotify.com/show/1NL0kFAvmgECLTJpUZYNHy

Like and follow us:

🔹 YouTube: https://www.youtube.com/@GovConUnscriptedUS

🔹 Facebook: https://www.facebook.com/govconunscriptedpodcast/

🔹 LinkedIn: https://www.linkedin.com/showcase/govcon-unscripted/posts/

Join our #govcon #community:

https://www.linkedin.com/groups/14618490/

New to GovCon? Here’s a guide for you:

https://share.hsforms.com/288nO18bsRCCmdJZL66pClwbzmvx

21 AI Prompts to Supercharge Your GovCon BD Engine:

https://collaborativecompositions.com/21-ai-prompts-to-supercharge-your-govcon-bd-engine/

AI Prompt Guide for Federal Contractor Marketing

https://collaborativecompositions.com/ai-prompt-guide-for-federal-contractor-marketing/

From proposal management to orals coaching, Rebecca shares how personality, ownership, and execution are becoming even more critical in an AI-enabled GovCon environment.

This episode is a masterclass in blending technology, execution, and human ownership in today’s competitive federal landscape.

Timestamps:

02:18 – How Rebecca Found GovCon

07:45 – Proposal Management vs. Orals Coaching

14:52 – Coaching Engineers & Presentation Mindset

24:20 – Are PowerPoints Dead?

34:58 – “You can’t AI an oral presentation.”

37:09 – “Orals is the only way to get at that real true level of talent.”

Resources:

Rebecca Link's LinkedIn page

OneGlobe

Chelsea Roberts's LinkedIn page

🎧 Listen now on:

🔹 Apple: https://podcasts.apple.com/us/podcast/govcon-unscripted/id1766384482

🔹 Spotify: https://open.spotify.com/show/1NL0kFAvmgECLTJpUZYNHy

Like and follow us:

🔹 YouTube: https://www.youtube.com/@GovConUnscriptedUS

🔹 Facebook: https://www.facebook.com/govconunscriptedpodcast/

🔹 LinkedIn: https://www.linkedin.com/showcase/govcon-unscripted/posts/

Join our #govcon #community:

https://www.linkedin.com/groups/14618490/

New to GovCon? Here’s a guide for you:

https://share.hsforms.com/288nO18bsRCCmdJZL66pClwbzmvx

21 AI Prompts to Supercharge Your GovCon BD Engine:

https://collaborativecompositions.com/21-ai-prompts-to-supercharge-your-govcon-bd-engine/

Jeff explains why materiality matters more than penny-level perfection, how audit risk really shows up in cost-reimbursable contracts, and why “follow the funding” is one of the most dangerous habits in government accounting. They also dig into LPTA risk, soft fraud in time charging, and why commercial companies struggle when they enter cost-based contracting.

This episode is essential listening for contractors navigating DCAA audits, cost allocation, commercial-to-government transitions, and compliance culture.

Timestamps:

01:12 – Jeff Shapiro’s GovCon background

05:48 – What DCAA actually does

12:06 – The 3-cent check story

14:42 – Why materiality matters

22:10 – Proposal costs vs. contract scope

32:18 – “Follow the funding” risks

Resources:

Jeff Shapiro's LinkedIn page

CohnReznick GovCon Resources

Chelsea Roberts's LinkedIn page

🎧 Listen now on:

🔹 Apple: https://podcasts.apple.com/us/podcast/govcon-unscripted/id1766384482

🔹 Spotify: https://open.spotify.com/show/1NL0kFAvmgECLTJpUZYNHy

Like and follow us:

🔹 YouTube: https://www.youtube.com/@GovConUnscriptedUS

🔹 Facebook: https://www.facebook.com/govconunscriptedpodcast/

🔹 LinkedIn: https://www.linkedin.com/showcase/govcon-unscripted/posts/

Join our #govcon #community:

https://www.linkedin.com/groups/14618490/

New to GovCon? Here’s a guide for you:

https://share.hsforms.com/288nO18bsRCCmdJZL66pClwbzmvx

21 AI Prompts to Supercharge Your GovCon BD Engine:

https://collaborativecompositions.com/21-ai-prompts-to-supercharge-your-govcon-bd-engine/

Michelle explains why HUBZone was never meant to be a compliance exercise or a goal-checking mechanism, but a community-driven economic engine rooted in geographic investment, workforce stability, and local multiplier effects. Drawing on her 15+ years inside the federal small business ecosystem, she breaks down how acquisition strategies, not small businesses, have undermined the program’s intent and what reform could look like if policymakers, agencies, and contractors realigned around mission over metrics.

This episode explores economic revitalization, public-private partnerships, workforce health, and why community infrastructure must be part of acquisition strategy conversations if HUBZone is going to survive increased scrutiny.

Timestamps:

03:10 – Michelle’s return to HUBZone leadership as Vice Chair

08:45 – What HUBZone was designed to fix in the U.S. economy

14:30 – The multiplier effect and why geography matters

22:05 – Where acquisition strategy diverged from program intent

31:40 – Fraud narratives vs. structural procurement issues

41:10 – Why reform matters more than preservation

Resources Mentioned:

Michelle Burnett's LinkedIn page

HUBZone Contractors National Council

Chelsea Roberts's LinkedIn page

🎧 Listen now on:

🔹 Apple: https://podcasts.apple.com/us/podcast/govcon-unscripted/id1766384482

🔹 Spotify: https://open.spotify.com/show/1NL0kFAvmgECLTJpUZYNHy

Like and follow us:

🔹 YouTube: https://www.youtube.com/@GovConUnscriptedUS

🔹 Facebook: https://www.facebook.com/govconunscriptedpodcast/

🔹 LinkedIn: https://www.linkedin.com/showcase/govcon-unscripted/posts/

Join our #govcon #community:

https://www.linkedin.com/groups/14618490/

New to GovCon? Here’s a guide for you:

https://share.hsforms.com/288nO18bsRCCmdJZL66pClwbzmvx

21 AI Prompts to Supercharge Your GovCon BD Engine:

https://collaborativecompositions.com/21-ai-prompts-to-supercharge-your-govcon-bd-engine/

Learn how to:

• Leverage military experience in a civilian career
• Build authentic company culture for recruitment and retention
• Use social media strategically in GovCon without crossing compliance lines

Timestamps:

• 01:15 – Brittinay’s Air Force journey: Jet engines & DoD flight attendant
• 05:40 – Transition to civilian life & career in MarCom
• 10:30 – Lessons from the military applied to marketing & recruitment
• 15:50 – The psychology of social media and branding in GovCon
• 23:10 – Influencer marketing & C-suite content strategy
• 30:05 – Attracting talent & teaming partners in government contracting
• 36:50 – Advice for veterans & transitioning military personnel

Resources:

• Brittinay Shaw
• E&M Technologies
• Chelsea Roberts
• Collaborative Compositions

Subscribe, share, and follow for more Success After Service stories!

🎧 Listen now on:

🔹 Apple: https://podcasts.apple.com/us/podcast/govcon-unscripted/id1766384482

🔹 Spotify: https://open.spotify.com/show/1NL0kFAvmgECLTJpUZYNHy

Like and follow us:

🔹 YouTube: https://www.youtube.com/@GovConUnscriptedUS

🔹 Facebook: https://www.facebook.com/govconunscriptedpodcast/

🔹 LinkedIn: https://www.linkedin.com/showcase/govcon-unscripted/posts/

Join our #govcon #community:

https://www.linkedin.com/groups/14618490/

New to GovCon? Here’s a guide for you:

https://share.hsforms.com/288nO18bsRCCmdJZL66pClwbzmvx

21 AI Prompts to Supercharge Your GovCon BD Engine:

https://collaborativecompositions.com/21-ai-prompts-to-supercharge-your-govcon-bd-engine/

Drawing from his career in the Air Force, his time at MITRE, and his transition to co-founding an innovation consultancy, Dan explains why innovation must be democratized across organizations rather than isolated inside special teams. He shares how language, humility, and communication determine whether ideas gain traction or trigger resistance.

This conversation breaks down what “novelty with impact” really means, how innovators can invite experimentation without threatening the status quo, and why small, fast failures outperform large, prestige-driven programs. Dan also explores portfolio-based risk management, data-driven storytelling, and what punk rock teaches leaders about building sustainable cultures of innovation.

Timestamps

• 06:34 – The danger of isolated innovation teams
• 12:11 – Why innovation challenges the status quo
• 14:34 – Defining innovation as “novelty with impact”
• 18:13 – “Let’s try this” as an invitation to innovate
• 21:02 – Why communication blocks innovation more than ideas
• 25:10 – Optimal failure vs. epic failure
• 30:40 – Sunk cost bias and prestige programs
• 38:03 – Portfolio theory and innovation risk
• 42:47 – Confronting reality with data
• 45:27 – Why data never speaks for itself

Resources

• Dan Ward
• The SparkLit Group Website
• Dan's Authored Books
• Chelsea Roberts LinkedIn Profile

🎧 Listen now on:

🔹 Apple: https://podcasts.apple.com/us/podcast/govcon-unscripted/id1766384482

🔹 Spotify: https://open.spotify.com/show/1NL0kFAvmgECLTJpUZYNHy

Like and follow us:

🔹 YouTube: https://www.youtube.com/@GovConUnscriptedUS

🔹 Facebook: https://www.facebook.com/govcon-unscriptedpodcast/

🔹 LinkedIn: https://www.linkedin.com/showcase/govcon-unscripted/posts/

Join our #govcon #community:

https://www.linkedin.com/groups/14618490/

New to GovCon? Here’s a guide for you:

https://share.hsforms.com/288nO18bsRCCmdJZL66pClwbzmvx

21 AI Prompts to Supercharge Your GovCon BD Engine:

https://collaborativecompositions.com/21-ai-prompts-to-supercharge-your-govcon-bd-engine/

Sumner shares how Fuse has navigated the SBIR and STTR ecosystem, progressed through multiple phase three transitions, and avoided the “valley of death” that traps so many small businesses. He explains why constant warfighter engagement, operational testing, and embedding veterans inside program teams create what he calls “unfair advantages.”

The conversation also explores why user experience matters in defense networking, how legacy platforms shape design constraints, and what small companies must do to survive real-world demonstrations, exercises, and mission environments.

Timestamps

• 07:01 – Fuse Integration’s mission and network focus
• 10:25 – Using SBIR to transition real capability
• 21:11 – Why warfighter access determines success
• 31:20 – Operational execution during exercises
• 35:02 – Leadership, culture, and resilience

Resources

• Sumner Lee's LinkedIn page
• Fuse Integration's LinkedIn
• Fuse integration's Instagram Link
• Fuse Integration's Facebook Link
• Chelsea Roberts' LinkedIn page

🎧 Listen now on:

🔹 Apple: https://podcasts.apple.com/us/podcast/govcon-unscripted/id1766384482

🔹 Spotify: https://open.spotify.com/show/1NL0kFAvmgECLTJpUZYNHy

Like and follow us:

🔹 YouTube: https://www.youtube.com/@GovConUnscriptedUS

🔹 Facebook: https://www.facebook.com/govconunscriptedpodcast/

🔹 LinkedIn: https://www.linkedin.com/showcase/govcon-unscripted/posts/

Join our #govcon #community:

https://www.linkedin.com/groups/14618490/

New to GovCon? Here’s a guide for you:

https://share.hsforms.com/288nO18bsRCCmdJZL66pClwbzmvx

21 AI Prompts to Supercharge Your GovCon BD Engine:

https://collaborativecompositions.com/21-ai-prompts-to-supercharge-your-govcon-bd-engine/

Michelle shares what she learned from fixing and leading the VA’s Veteran-Owned Small Business Certification Program, why “control” is the most common reason companies fail certification, and how veterans and small businesses should rethink past performance, niche strategy, and transition planning. This conversation explores what actually drives awards in GovCon and why relevance, credibility, and trust matter more than logos and labels.

Timestamps:

00:00 – Welcome to GovCon Unscripted

01:00 – Success After Service series introduction

02:00 – Michelle’s Air Force and entrepreneurial background

05:00 – Transitioning from military service to business ownership

07:00 – Entering the VA and fixing VetCert

12:00 – Why control is the #1 certification failure point

18:00 – Veteran-owned certification as an “earned” designation

22:00 – Why chasing certifications misses the real problem

26:00 – Turning rank into relevance and revenue

31:00 – Past performance starts with you

36:00 – The danger of “pass-through” GovCon models

41:00 – Niching down and building credibility inside agencies

46:00 – Final advice for transitioning leaders

Resources:

Michelle Gardner-Ince's LinkedIn profile

GI Strategic Solutions

Chelsea Roberts' LinkedIn profile

🎧 Listen now on:

🔹 Apple: https://podcasts.apple.com/us/podcast/govcon-unscripted/id1766384482

🔹 Spotify: https://open.spotify.com/show/1NL0kFAvmgECLTJpUZYNHy

Like and follow us:

🔹 YouTube: https://www.youtube.com/@GovConUnscriptedUS

🔹 Facebook: https://www.facebook.com/govconunscriptedpodcast/

🔹 LinkedIn: https://www.linkedin.com/showcase/govcon-unscripted/posts/

Join our #govcon #community:

https://www.linkedin.com/groups/14618490/

New to GovCon? Here’s a guide for you:

https://share.hsforms.com/288nO18bsRCCmdJZL66pClwbzmvx

21 AI Prompts to Supercharge Your GovCon BD Engine:

https://collaborativecompositions.com/21-ai-prompts-to-supercharge-your-govcon-bd-engine/

This episode explores the realities of defense innovation, why good ideas stall inside government systems, and how empathy, persistence, and understanding mission priorities still matter in GovCon.

Luke shares what he’s learned navigating the space between warfighters, innovators, and industry, and what contractors often misunderstand about how government actually works.

Timestamps:

[00:00] Introduction to GovCon Unscripted and Success After Service

[06:30] Serving after the uniform comes off

[18:45] Why innovation struggles inside defense systems

[21:00] Understanding the problem before the solution

[35:00] Empathy as a differentiator in GovCon

[38:00] Being persistent without becoming noise

[45:30] Final reflections on service, innovation, and reality

Resources:

• Luke Shabro

• Chelsea Roberts

• Wayfinder Strategies Website

• Stability Policing - Future

🎧 Listen now on:

🔹 Apple: https://podcasts.apple.com/us/podcast/govcon-unscripted/id1766384482

🔹 Spotify: https://open.spotify.com/show/1NL0kFAvmgECLTJpUZYNHy

Like and follow us:

🔹 YouTube: https://www.youtube.com/@GovConUnscriptedUS

🔹 Facebook: https://www.facebook.com/govconunscriptedpodcast/

🔹 LinkedIn: https://www.linkedin.com/showcase/govcon-unscripted/posts/

Join our #govcon #community:

https://www.linkedin.com/groups/14618490/

New to GovCon? Here’s a guide for you:

https://share.hsforms.com/288nO18bsRCCmdJZL66pClwbzmvx

21 AI Prompts to Supercharge Your GovCon BD Engine:

https://collaborativecompositions.com/21-ai-prompts-to-supercharge-your-govcon-bd-engine/

In this episode of GovCon Unscripted, Marsha Lindquist, Managing Partner/President of Granite Leadership Strategies Inc., explains why pricing must be involved early, why fixed-price contracts demand sharper strategy, and how contractors get into trouble when pricing is treated as an afterthought.

Timestamps:

00:01:00 – Why strategic pricing matters

00:05:18 – The danger of “average pricing.”

00:08:34 – Pricing is not something you slap together

00:12:58 – Fixed price vs cost-plus risk

00:16:45 – Inflation, escalation, and long-term risk

00:24:45 – LPTA realities and race-to-the-bottom traps

Resources:

• Secrets of Strategic Pricing for Government Contractors
• Granite Leadership Strategies
• Marsha Lindquist's LinkedIn profile
• Chelsea Robert's LinkedIn profile

🎧 Listen now on:

🔹 Apple: https://podcasts.apple.com/us/podcast/govcon-unscripted/id1766384482

🔹 Spotify: https://open.spotify.com/show/1NL0kFAvmgECLTJpUZYNHy

Like and follow us:

🔹 YouTube: https://www.youtube.com/@GovConUnscriptedUS

🔹 Facebook: https://www.facebook.com/govconunscriptedpodcast/

🔹 LinkedIn: https://www.linkedin.com/showcase/govcon-unscripted/posts/

🔹 Join our #govcon #community:

https://www.linkedin.com/groups/14618490/

New to GovCon? Here’s a guide for you:

https://share.hsforms.com/288nO18bsRCCmdJZL66pClwbzmvx

21 AI Prompts to Supercharge Your GovCon BD Engine:

https://collaborativecompositions.com/21-ai-prompts-to-supercharge-your-govcon-bd-engine/

Larry talks candidly about transitioning into government contracting, the mindset shift required to succeed, and the hard lessons small businesses learn as they grow.

From relationships and reputation to finding your true differentiator, this conversation is packed with practical insight for veterans and non-veterans alike, navigating GovCon.

On this episode, we discuss:

• Transitioning from military service into govcon
• Why relationships matter more than titles
• The mistake small businesses make when they oversell
• Finding your niche and true differentiator
• Serving with purpose beyond the uniform

Timestamps:

[00:00] – Welcome to GovCon Unscripted

[02:18] – Transitioning from military service

[05:40] – Mindset shifts after service

[08:55] – Relationship-driven growth in govcon

[11:53] – Why small businesses oversell

[14:20] – Finding your niche and differentiator

[18:10] – Lessons learned along the way

[22:45] – Final advice for growing companies

Links & Resources:

• Larry Pokroy on LinkedIn
• Chelsea Roberts on LinkedIn
• BayInfotech Website

🎧 Listen now on:

🔹 Apple: https://podcasts.apple.com/us/podcast/govcon-unscripted/id1766384482

🔹 Spotify: https://open.spotify.com/show/1NL0kFAvmgECLTJpUZYNHy

Like and follow us:

🔹 YouTube: https://www.youtube.com/@GovConUnscriptedUS

🔹 Facebook: https://www.facebook.com/govconunscriptedpodcast/

🔹 LinkedIn: https://www.linkedin.com/showcase/govcon-unscripted/posts/

🔹 Join our #govcon #community:

https://www.linkedin.com/groups/14618490/

New to GovCon? Here's a guide for you:

https://share.hsforms.com/288nO18bsRCCmdJZL66pClwbzmvx

21 AI Prompts to Supercharge Your GovCon BD Engine:

https://collaborativecompositions.com/21-ai-prompts-to-supercharge-your-govcon-bd-engine/

Derek breaks down what true end-to-end AI-powered acquisition looks like, why most tools in the market fall short, and how GovSignals is addressing challenges like CMMC, FedRAMP, IL5, data silos, proposal automation, market research, contract management, and multi-portal fragmentation.

On this episode, we discuss:

• Why acquisition is really a linear data pipeline government never automated
• How AI accelerates capture, proposals, and post-award workflows
• How FedRAMP, CMMC, and IL5 differ and why misinterpretation creates risk
• Why disconnected systems force contractors into manual work
• How semantic search replaces keyword-based hunting
• Collapsing procurement timelines from months to minutes
• What GovSignals is doing with DIU and enterprise-level workflows
• The vision for a 10-minute transaction in federal contracting

Timestamps:

[00:00] – Welcome and introduction

[01:10] – What GovSignals AI is and who it serves

[04:10] – The limitations of today’s acquisition workflow

[06:45] – Why AI is an enabler, not the entire solution

[09:50] – Replacing legacy tech stacks in business development

[13:20] – Crawl-walk-run adoption and internal process maturity

[17:30] – Proposal, capture, and contract management as “projects”

[21:40] – DIU workflows, IL5 environments, and compliance foundations

[24:00] – FedRAMP vs CMMC: common industry misconceptions

[27:50] – Making WAWF/PIEE invoicing easier for contractors

[33:20] – The data management problem behind opportunity search

[36:45] – Semantic search, reasoning agents, and enrichment

[40:10] – Navigating data silos and IDIQ task orders

[44:30] – Solving entity resolution and historical linkage

[50:00] – Feature sets coming in 2026

[52:20] – The vision of a 10-minute procurement

[55:00] – How to reach Derek and learn more

Links & Resources:

• GovSignals AI

• Derek Hoyt on LinkedIn

• Chelsea Roberts on LinkedIn

🎧 Listen now on:

🔹 Apple: https://podcasts.apple.com/us/podcast/govcon-unscripted/id1766384482

🔹 Spotify: https://open.spotify.com/show/1NL0kFAvmgECLTJpUZYNHy

Like and follow us:

🔹 YouTube: https://www.youtube.com/@GovConUnscriptedUS

🔹 Facebook: https://www.facebook.com/govconunscriptedpodcast/

🔹 LinkedIn: https://www.linkedin.com/showcase/govcon-unscripted/posts/

🔹 Join our #govcon #community: https://www.linkedin.com/groups/14618490/

New to GovCon? Here's a guide for you:

https://share.hsforms.com/288nO18bsRCCmdJZL66pClwbzmvx

21 AI Prompts to Supercharge Your GovCon BD Engine:

https://collaborativecompositions.com/21-ai-prompts-to-supercharge-your-govcon-bd-engine/

David shares hard lessons from working across the Navy, Space Force, and broader defense ecosystem, including the realities of risk, collaboration, uncertainty, and what separates the companies that cross the “valley of death” from those that never make it.

On this episode, we discuss:

• Why understanding your customer’s mission matters more than ever
• How newer DoD organizations innovate (and why they learn faster)
• Why companies should stop “pivoting with the wind.”
• Traits of founders and teams who survive the valley of death
• The role of data in shaping battlefield advantage
• Collaboration, timing, and how companies can stay relevant

Timestamps:

[00:00] – Introducing David Schiff

[03:15] – What’s changing in DoD innovation

[05:00] – Why newer organizations innovate differently

[09:40] – Adapting to changing requirements

[15:22] – How companies lose momentum

[23:10] – The role of data in decision-making

[29:45] – What founders misunderstand about DoD customers

[35:00] – Why companies should “stay the course” instead of pivoting

[42:55] – Lessons from working across Navy and Space Force

[48:10] – What success looks like for companies in defense

Links & Resources:

• Chelsea’s LinkedIn Profile

• David Schiff LinkedIn

• Govini's Website

🎧 Listen now on:

🔹 Apple: https://podcasts.apple.com/us/podcast/govcon-unscripted/id1766384482

🔹 Spotify: https://open.spotify.com/show/1NL0kFAvmgECLTJpUZYNHy

Like and follow us:

🔹 YouTube: https://www.youtube.com/@GovConUnscriptedUS

🔹 Facebook: https://www.facebook.com/govconunscriptedpodcast/

🔹 LinkedIn: https://www.linkedin.com/showcase/govcon-unscripted/posts/

🔹 Join our #govcon #community: https://www.linkedin.com/groups/14618490/

New to GovCon? Here's a guide for you:

https://share.hsforms.com/288nO18bsRCCmdJZL66pClwbzmvx

21 AI Prompts to Supercharge Your GovCon BD Engine:

https://collaborativecompositions.com/21-ai-prompts-to-supercharge-your-govcon-bd-engine/

They break down what QC actually requires on federal construction projects, the most common mistakes that cost contractors time and money, and what inspectors are really looking for during site visits.

On this episode, we discuss:

• What QC really requires on federal construction projects
• Why most contractors fail before they even step on site
• QC pitfalls that cause delays, rework, or non-compliance
• What federal inspectors check beyond the paperwork
• Why documentation determines whether QC passes or fails
• How proper training protects contractors from costly mistakes

Timestamps:

[00:00] – Introducing Renee and Greg

[03:10] – What QC actually means for federal contractors

[07:20] – QC mistakes contractors don’t realize they’re making

[11:45] – Why documentation is the backbone of compliance

[16:30] – What inspectors really look for

[21:55] – The role of a trained QC Manager

[27:40] – Building QC systems that prevent rework

[33:15] – Lessons from decades in federal construction

[38:00] – Final advice for contractors before bidding

Links & Resources:

• QC University Website
• Chelsea's LinkedIn Profile
• Renee’s LinkedIn
• Greg Glendenning's LinkedIn
• QC University YouTube
• Instagram – Quality Control Collective
• TikTok – QC Collective

🎧 Listen now on:

🔹 Apple: https://podcasts.apple.com/us/podcast/govcon-unscripted/id1766384482

🔹 Spotify: https://open.spotify.com/show/1NL0kFAvmgECLTJpUZYNHy

Like and follow us:

🔹 YouTube: https://www.youtube.com/@GovConUnscriptedUS

🔹 Facebook: https://www.facebook.com/govconunscriptedpodcast/

🔹 LinkedIn: https://www.linkedin.com/showcase/govcon-unscripted/posts/

🔹 Join our #govcon #community: https://www.linkedin.com/groups/14618490/

New to GovCon? Here's a guide for you:

https://share.hsforms.com/288nO18bsRCCmdJZL66pClwbzmvx

21 AI Prompts to Supercharge Your GovCon BD Engine:

https://collaborativecompositions.com/21-ai-prompts-to-supercharge-your-govcon-bd-engine/

Gene breaks down how Washington truly works.

Not the myths, but the real interplay of timing, process, funding cycles, and influence that determines outcomes for federal contractors.

He shares what companies misunderstand about advocacy, why access alone is never enough, and how small businesses can position themselves long before decisions are made.

On this episode, we discuss:

• Understanding the federal lifecycle and why timing changes outcomes
• Lessons from Gene’s new book, Cleared Hot
• Why strategy requires patience, not shortcuts
• How to build influence the right way
• What contractors get wrong about Congress and advocacy
• How to align actions with budget cycles and committee movement

Timestamps:

[00:00] – Introducing Gene Moran

[02:12] – How Washington really works behind the scenes

[06:32] – Timing, process, and aligning with the federal lifecycle

[09:55] – Misconceptions about access and advocacy

[13:40] – Where small businesses lose momentum

[18:10] – Influence versus access in the federal environment

[23:05] – Gene’s book Cleared Hot and its core message

[28:44] – What companies should understand before engaging Congress

[33:30] – Final insights on winning in Washington

Links & Resources:

• Chelsea’s LinkedIn Profile

• Gene Moran Website

• Gene’s LinkedIn

• Gene’s Instagram

• Gene’s YouTube Channel

• Book – “Cleared Hot”

🎧 Listen now on:

🔹 Apple: https://podcasts.apple.com/us/podcast/govcon-unscripted/id1766384482

🔹 Spotify: https://open.spotify.com/show/1NL0kFAvmgECLTJpUZYNHy

Like and follow us:

🔹 YouTube: https://www.youtube.com/@GovConUnscriptedUS

🔹 Facebook: https://www.facebook.com/govconunscriptedpodcast/

🔹 LinkedIn: https://www.linkedin.com/showcase/govcon-unscripted/posts/

🔹 Join our #govcon #community: https://www.linkedin.com/groups/14618490/

New to govcon? Here's a guide for you:

https://share.hsforms.com/288nO18bsRCCmdJZL66pClwbzmvx

21 AI prompts to supercharge your govcon bd engine:

https://collaborativecompositions.com/21-ai-prompts-to-supercharge-your-govcon-bd-engine/

Katie shares her journey from Army aviation to GovCon CEO, breaking down what it really takes to lead a mission-driven company, build customer trust, and stay resilient in a market where you lose far more than you win.

On this episode, we discuss:

• Why integrity, not shortcuts, drives long-term success
• How process protects culture, employees, and customers
• Army aviation, competition, and grit carried into entrepreneurship
• Losing ten times for every win and pushing forward anyway
• What it means to build a mission-driven small business in GovCon

Timestamps:

[00:00] – Introducing Katie Bigelow & Mettle Ops

[06:12] – Ethics, mission, and doing business the right way

[10:45] – Process, transparency, and fixing mistakes as a team

[17:00] – Grit, competition, and lessons from Army aviation

[19:20] – Losing ten times for every win in GovCon

[24:30] – Building resilience as an entrepreneur

[30:15] – What success really looks like inside a mission-driven company

Links and Resources:

• Chelsea’s LinkedIn Profile

• Katie Bigelow’s LinkedIn Profile

• Mettle Ops Website

🎧 Listen now on:

🔹 Apple: https://podcasts.apple.com/us/podcast/govcon-unscripted/id1766384482

🔹 Spotify: https://open.spotify.com/show/1NL0kFAvmgECLTJpUZYNHy

Like and follow us:

🔹 YouTube: https://www.youtube.com/@GovConUnscriptedUS

🔹 Facebook: https://www.facebook.com/govconunscriptedpodcast/

🔹 LinkedIn: https://www.linkedin.com/showcase/govcon-unscripted/posts/

🔹 join our #govcon #community: https://www.linkedin.com/groups/14618490/

New to govcon? Here's a guide for you:

https://share.hsforms.com/288nO18bsRCCmdJZL66pClwbzmvx

21 AI Prompts to Supercharge your GovCon BD Engine:

https://collaborativecompositions.com/21-ai-prompts-to-supercharge-your-govcon-bd-engine/

Chelsea shares the story behind her entrepreneurial journey, as well as the podcast, why it started, how it connects industry and government, and what she’s learned by flipping the script and putting herself in the hot seat.

From her work helping small businesses navigate government contracting to building real conversations that go beyond policy talk, Chelsea opens up about the human side of GovCon, the importance of trust, and why real voices matter more than corporate jargon.

On this episode, we discuss:

• How GovCon Unscripted was born and what it aims to do
• Why conversations, not soundbites, drive the industry forward
• Balancing storytelling and technical substance in GovCon media
• How Collaborative Compositions is bridging communication between agencies and businesses
• What’s next for the podcast and community

Timestamps:

[00:00] - Chelsea introduces GovCon Unscripted’s origin and purpose

[02:30] - The value of authentic conversations in GovCon

[06:10] - How storytelling helps contractors and agencies connect

[10:45] - What makes GovCon media different from mainstream business talk

[13:25] - Future topics, trends, and guests shaping 2026

Links and Resources:

• Chelsea’s LinkedIn Profile
• Collaborative Compositions Website
• GovCon Unscripted Podcast Page
• Hey GovCon, Get Help Amazon Link
• When Federal Growth Stalls, Pivot and Grow Again Webinar Recap
• Melinda Milheim's LinkedIn Profile
• Phoenix Canyon's Website
• Christopher Zebra International's Website

Michael opens up about the moment that changed everything, his battle with identity after leaving the Marines, and how he turned trauma into the foundation of his business and mentorship philosophy.

On this episode, we discuss:

• The internal battle veterans face when the uniform comes off
• Lessons from the Marines that translate directly to entrepreneurship
• Overcoming addiction, loss, and self-destruction through purpose
• Building Adversity Academy and redefining leadership through service
• What anyone, veteran or not, can learn about resilience, focus, and fulfillment

Timestamps:

[00:00] - Introducing Michael Allison and his journey from Marine to entrepreneur

[04:05] - Early career, identity struggles, and bottling emotions

[09:30] - The breaking point — turning pain into purpose

[15:10] - Lessons from Marine Corps leadership applied to business

[20:45] - Building Adversity Academy and helping others through mentorship

[26:30] - Balancing entrepreneurship, family, and mission

[31:22] - Advice for veterans transitioning into civilian and business life

[35:14] - Closing insights: resilience, focus, and redefining success

Like and follow us:

🔹 YouTube: https://www.youtube.com/@GovConUnscriptedUS

🔹 Facebook: https://www.facebook.com/govconunscriptedpodcast/

🔹 LinkedIn: https://www.linkedin.com/showcase/govcon-unscripted/posts/

🔹 JOIN OUR #govcon #community: https://www.linkedin.com/groups/14618490/

Links and Resources:

• Chelsea’s LinkedIn Profile

• Michael Allison’s LinkedIn Profile

• Adversity Academy Website

From budget uncertainty to data-driven opportunity, Kevin shares how leading firms are adapting to the next wave of federal market shifts — and how to stay ahead of the curve when policy and procurement collide.

On this episode, we discuss:

• The real impact of government shutdowns on the contractor ecosystem
• Federal spending projections and which agencies are poised to grow
• GSA vehicle evolution and what’s next for contract consolidation
• Why compliance, AI, and data visibility will define competitive advantage in 2026
• The mindset shift from panic to preparation, and where opportunity still exists

Timestamps:

[00:00] - Introduction to Kevin Plexico & Deltek’s role in GovCon market intelligence

[02:00] - Fallout from the recent government shutdowns

[06:00] - 2026 spending forecasts and agency-level growth

[10:00] - GSA vehicle changes and consolidation trends

[13:00] - FAR reforms, modernization, and procurement agility

[18:00] - The new intersection of AI, data, and compliance

[24:00] - Risk mitigation and maintaining opportunity pipelines

[30:00] - How contractors can prepare for 2026 and beyond

Like and follow us:

🔹 YouTube: https://www.youtube.com/@GovConUnscriptedUS

🔹 Facebook: https://www.facebook.com/govconunscriptedpodcast/

🔹 LinkedIn: https://www.linkedin.com/showcase/govcon-unscripted/posts/

🔹 JOIN OUR #govcon #community: https://www.linkedin.com/groups/14618490/

Links and Resources:

• Chelsea’s LinkedIn Profile

• Kevin Plexico’s LinkedIn Profile

• Deltek Website

Brian shares his story from post-9/11 Navy service to entrepreneurship, emphasizing lessons on leadership, discipline, and why financial literacy is a continuation of service.

On this episode, we discuss:

• Lessons from a Navy career that shaped his business philosophy
• How discipline and accountability became his biggest assets
• Having strategies and financial advice for transitioning service members
• Balancing family, reserves, and entrepreneurship
• Why planning 40 years ahead defines financial freedom

Timestamps:

[01:26] - Joining the Navy after 9/11 and early career lessons

[02:43] - Starting a financial advisory business from scratch

[04:07] - Leadership and lessons from military experience

[08:01] - Transitioning from the Navy to entrepreneurship

[12:24] - Reserve service benefits and camaraderie

[16:15] - Transition challenges and redefining purpose

[22:30] - Mentorship and paying it forward

[25:19] - Transition tips for military personnel

[28:45] - Industry challenges and aging workforce

Like and follow us:

🔹 YouTube: https://www.youtube.com/@GovConUnscriptedUS

🔹 Facebook: https://www.facebook.com/govconunscriptedpodcast/

🔹 LinkedIn: https://www.linkedin.com/showcase/govcon-unscripted/posts/

🔹 JOIN OUR #govcon #community: https://www.linkedin.com/groups/14618490/

Links and Resources:

• Chelsea’s LinkedIn Profile
• Brian Pultro’s LinkedIn Profile
• LPL Financial

On this episode, we discuss:

• The rise of #GovConGrifters and why fact-checking is mission critical
• Cancelled contracts, contract reactivations & morale shockwaves
• FAR overhaul “fast passes” and what the speed means for the industry
• Why teaming is more like Tinder than tradition, baggage, and all
• Pipeline illusions and why 2026 requires ruthless focus

Timestamps:

[00:00] - Introducing Tan Wilson & Entellect, LLC

[02:00] - The rise of GovCon grifters and carnival barkers

[05:00] - Fake wins, bad advice, and outright fraud

[06:00] - AI hallucinations & fabricated citations in protests

[07:00] - Spam bots, inbox noise & authentic connection rules

[09:00] - Cancelled contracts, terminated staff & cultural fallout

[10:00] - FAR overhauls & administrative shakeups

[13:00] - Waste, efficiencies & destabilization in government

[18:00] - Show your value or be consolidated

[21:00] - Set-asides, DEI & the rise of RFIs

[23:00] - Bundling, shrinking industrial base & small biz squeeze

[25:00] - Joint ventures & the hot trend in teaming

[27:00] - Tinder teaming, baggage & red flags

[29:00] - AI as flattery & why human judgment matters

[30:00] - Pipelines as lifeblood illusions vs. reality

[32:00] - Tools, AI limits & the human in the loop

[34:00] - The winners: value clarity, confidence, and strategic partnerships

Like and follow us:

🔹 YouTube: https://www.youtube.com/@GovConUnscriptedUS

🔹 Facebook: https://www.facebook.com/govconunscriptedpodcast/

🔹 LinkedIn: https://www.linkedin.com/showcase/govcon-unscripted/posts/

🔹 JOIN OUR #govcon #community: https://www.linkedin.com/groups/14618490/

Links and Resources:

• Chelsea’s LinkedIn Profile

• Tan Wilson’s LinkedIn Profile

• Entellect, LLC Website

• Tan’s Two Cents Podcast

Jena shares her journey from Army service to running a veteran-owned small business, securing prime contracts, and learning how to pivot when the market shifts. She also opens up about the Molly Jones Foundation, which is focused on animal welfare, environmental sustainability, and veteran services.

On this episode, we discuss:

• Transitioning from Army service to GovCon entrepreneurship
• How PGT Solutions went from sub to prime contractor
• The contract crisis and how she kept her team intact
• Diversifying beyond VA contracts and into innovation
• Why she launched the Molly Jones Foundation

Timestamps:

[04:53] - Jena’s military background and transition into GovCon

[16:19] - Starting PGT Solutions and first international contract in Bangladesh

[27:04] - Becoming a prime through novation and re-competes

[38:36] - Market instability, contract crisis & retaining staff

[45:43] - The Molly Jones Foundation and its three pillars

[51:36] - Contact information and future plans

Like and follow us:

🔹 YouTube: https://www.youtube.com/@GovConUnscriptedUS

🔹 Facebook: https://www.facebook.com/govconunscriptedpodcast/

🔹 LinkedIn: https://www.linkedin.com/showcase/govcon-unscripted/posts/

🔹 JOIN OUR #govcon #community: https://www.linkedin.com/groups/14618490/

Links and Resources:

• Chelsea’s LinkedIn Profile

• Jena Jones’ LinkedIn Profile

• PGT Solutions Website

• Molly Jones Foundation Website

Robert shares how his defense ventures led to the launch of Mission Cultivate, a discreet and secure social networking platform designed for defense, national security, and industry professionals who are tired of “happy hour networking” and cluttered platforms.

On this episode, we discuss:

Why authentic connections still drive GovCon success

How Mission Cultivate ensures security and vetted access

Why traditional networking isn’t working, and what comes next

How 60,000+ users joined the waitlist through word of mouth

Timestamps:

[00:00] - Introducing Robert Fehlen and Dark Corner Solutions

[01:00] - Launching new platforms across defense and national security

[02:00] - Robert’s path into GovCon — family military legacy and entrepreneurship

[03:00] - Why Mission Cultivate was created

[06:00] - Government participation and growing waitlist of 60,000+

[08:00] - Word-of-mouth growth and community management

[10:00] - Cutting noise, avoiding spam, and discouraging pitch-heavy interactions

[13:00] - Community types: public, private, hidden

[15:00] - Surfacing non-SAM.gov opportunities and problem statements

[20:00] - Tackling plagiarism and AI-generated content

[23:00] - Launch plans, events, and regional expansion

[25:00] - Security, vetting, and AWS GovCloud infrastructure

[27:00] - Balancing professional and personal conversations in communities

[29:00] - White-glove onboarding for organizations and associations

[30:00] - Where to connect with Robert

🎧 Listen now on:

🔹 Apple: https://podcasts.apple.com/us/podcast/govcon-unscripted/id1766384482

🔹 Spotify: https://open.spotify.com/show/1NL0kFAvmgECLTJpUZYNHy

Like and follow us:

🔹 YouTube: https://www.youtube.com/@GovConUnscriptedUS

🔹 Facebook: https://www.facebook.com/govconunscriptedpodcast/

🔹 LinkedIn: https://www.linkedin.com/showcase/govcon-unscripted/posts/

🔹 JOIN OUR #govcon #community: https://www.linkedin.com/groups/14618490/

New to GovCon? Here's a guide for you:

https://share.hsforms.com/288nO18bsRCCmdJZL66pClwbzmvx

Links and Resources:

• Chelsea’s LinkedIn Profile

• Robert Fehlen’s LinkedIn Profile

• Mission Cultivate Website

• Dark Corner Solutions Website

From interoperability challenges in uniform to helping pre-Series A founders navigate federal markets, Giles shares candid lessons on accelerating acquisition cycles, building strategic partnerships, and supporting warfighters with cutting-edge solutions.

On this episode, we discuss:

• Transitioning from 20 years of MarGiles Walger: From Marine Corps to OODAx & Fast-Tracking Dual-Use Techine Corps service into entrepreneurship
• How OODAx helps pre-Series A companies break into GovCon faster
• The importance of market research, Sources Sought, and RFIs
• Why veterans bring unique strengths to entrepreneurship, but need “business language”
• National security urgency and why peer threats are already here

Timestamps:

[02:09] - Giles’ background: Marine Corps to AWS to founding OODAx

[04:03] - OODAx’s mission: accelerating contracting for pre-Series A companies

[05:00] - Interoperability challenges and navigating acquisition in uniform

[12:08] - Transition struggles: avoiding GovCon, then jumping back in

[17:25] - Continuous learning: programs like APFIT and acquisition insights

[18:34] - Why veterans are ready for entrepreneurship (with a caveat)

[22:55] - Industry challenges: compliance, ITAR/EAR, ATOs, and BD gaps

[29:08] - National security urgency: peer threats, not “near-peer”

[33:04] - Future collaboration and referral partnership with Chelsea

🎧 Listen now on:

🔹 Apple: https://podcasts.apple.com/us/podcast/govcon-unscripted/id1766384482

🔹 Spotify: https://open.spotify.com/show/1NL0kFAvmgECLTJpUZYNHy

Like and follow us:

🔹 YouTube: https://www.youtube.com/@GovConUnscriptedUS

🔹 Facebook: https://www.facebook.com/govconunscriptedpodcast/

🔹 LinkedIn: https://www.linkedin.com/showcase/govcon-unscripted/posts/

🔹 JOIN OUR #govcon #community: https://www.linkedin.com/groups/14618490/

New to GovCon? Here's a guide for you:

https://share.hsforms.com/288nO18bsRCCmdJZL66pClwbzmvx

Links and Resources:

• Chelsea’s LinkedIn Profile

• Giles Walger’s LinkedIn Profile

• OODAx Website

Melinda shares her unconventional path into government contracting from pizza delivery driver to managing $7 billion in contracts and how an ethics crisis led her to build businesses that prioritize training, integrity, and long-term student support.

On this episode, we discuss:

• From delivering pizzas to handling missile systems and major weapons contracts
• The financial reality of leaving government for the private sector
• Why integrity sometimes costs more than money — and why it’s worth it
• Why practical GovCon training matters more than theory
• How certifications like CFCM can dramatically increase salaries

Timestamps:

[07:53] - Melinda’s unconventional entry into GovCon

[21:44] - First day trauma and managing $7B in contracts

[27:21] - Transitioning to private sector: pay gaps and ethics dilemmas

[33:16] - Launching her consulting journey and leaving Moss Adams

[38:33] - Building Phoenix Canyon and Christopher Zebra International

[45:34] - Resume tips, buzzwords, and certifications for career growth

[01:03:29] - Business commitments and student-first philosophy

🎧 Listen now on:

🔹 Apple: https://podcasts.apple.com/us/podcast/govcon-unscripted/id1766384482

🔹 Spotify: https://open.spotify.com/show/1NL0kFAvmgECLTJpUZYNHy

Like and follow us:

🔹 YouTube: https://www.youtube.com/@GovConUnscriptedUS

🔹 Facebook: https://www.facebook.com/govconunscriptedpodcast/

🔹 LinkedIn: https://www.linkedin.com/showcase/govcon-unscripted/posts/

🔹 JOIN OUR #govcon #community: https://www.linkedin.com/groups/14618490/

New to GovCon? Here's a guide for you:

https://share.hsforms.com/288nO18bsRCCmdJZL66pClwbzmvx

Links and Resources:

• Chelsea’s LinkedIn Profile

• Melinda Milheim’s LinkedIn Profile

• Phoenix Canyon Website

• Christopher Zebra International Website

Al shares why transparency with candidates matters, how to build strong talent benches, and why mission-driven professionals often value national security work more than money. He also explores how AI is reshaping recruiting while human review remains central.

On this episode, we discuss:

• Proposal recruiting vs. active contract recruiting — and how to manage both
• The importance of client intelligence and proactive candidate engagement
• Challenges of recruiting for Top Secret and above clearances
• Why GovCon culture must adapt to compete with big tech perks
• AI’s role in recruiting includes useful insights, but with a human touch, which is critical

Timestamps:

[03:41] - Introducing Al Vega and Clerco’s recruiting focus

[05:07] - Proposal recruiting vs. active contract recruiting

[07:23] - Intelligence gathering and collaboration across BD, capture, and recruiting

[10:43] - Building talent benches and engaging candidates early

[13:20] - Recruiting cleared professionals and unique challenges

[15:39] - Mission-driven motivation vs. money-driven candidates

[17:55] - GovCon adapting to big tech culture and younger CEOs

[23:04] - AI’s role in recruiting and resume detection

[28:01] - Human review vs. automation in resume screening

[31:08] - LinkedIn sourcing strategies and algorithm optimization

[35:02] - Civilianizing resumes for transitioning government employees

[37:12] - Recruiter roles clarified — finding talent, not jobs

🎧 Listen now on:

🔹 Apple: https://podcasts.apple.com/us/podcast/govcon-unscripted/id1766384482

🔹 Spotify: https://open.spotify.com/show/1NL0kFAvmgECLTJpUZYNHy

Like and follow us:

🔹 YouTube: https://www.youtube.com/@GovConUnscriptedUS

🔹 Facebook: https://www.facebook.com/govconunscriptedpodcast/

🔹 LinkedIn: https://www.linkedin.com/showcase/govcon-unscripted/posts/

🔹 JOIN OUR #govcon #community: https://www.linkedin.com/groups/14618490/

New to GovCon? Here's a guide for you:

https://share.hsforms.com/288nO18bsRCCmdJZL66pClwbzmvx

Links and Resources:

• Chelsea’s LinkedIn Profile
• Al Vega’s LinkedIn Profile
• Clerco's website link

From ChatGPT to Jasper and Copy AI, Al explains how to optimize LinkedIn profiles, build credibility with recommendations, and avoid the pitfalls of AI misuse that can lead to account restrictions.

On this episode, we discuss:

• Why AI should enhance, and not replace authentic content
• Best practices for optimizing your LinkedIn profile and posts
• The risks of automation bots and compliance issues
• Resources to sharpen your LinkedIn presence and stand out in GovCon

Timestamps:

[00:00] - Chelsea introduces Al and his book "The AI LinkedIn Advantage"

[04:21] - ChatGPT and other AI tools for profile optimization and content

[06:47] - The dangers of AI bots and LinkedIn’s spam restrictions

[10:08] - Profile essentials: headshots, backgrounds, keywords, recommendations

[12:15] - Using AI for research while keeping an authentic voice

[18:46] - LinkedIn groups: overlooked networking goldmines

[23:09] - Free profile audit tool and resources at linkvantage.com/audit

[23:45] - Plans for collaboration and community recommendations

🎧 Listen now on:

🔹 Apple: https://podcasts.apple.com/us/podcast/govcon-unscripted/id1766384482

🔹 Spotify: https://open.spotify.com/show/1NL0kFAvmgECLTJpUZYNHy

Like and follow us:

🔹 YouTube: https://www.youtube.com/@GovConUnscriptedUS

🔹 Facebook: https://www.facebook.com/govconunscriptedpodcast/

🔹 LinkedIn: https://www.linkedin.com/showcase/govcon-unscripted/posts/

🔹 JOIN OUR #govcon #community: https://www.linkedin.com/groups/14618490/

New to GovCon? Here's a guide for you:

https://share.hsforms.com/288nO18bsRCCmdJZL66pClwbzmvx

Links and Resources:

• Chelsea’s LinkedIn Profile

• Al Kushner’s LinkedIn Profile

• Free Resource: linkvantage.com/audit

• Book: The AI LinkedIn Advantage

Natasha shares how companies are pivoting from federal to state and local, why proposals are shifting toward AI-driven evaluations, and how oral presentations are becoming a new proving ground for contractors.

On this episode, we discuss:

• How state, local, and even overseas opportunities are reshaping GovCon
• Why proposals are no longer just writing exercises but real sales pitches
• The rise of AI in proposal evaluation and what it means for small businesses
• Oral presentations as the new battleground for differentiation

Timestamps:

[00:00] - Chelsea introduces Natasha and her background

[00:02:00] - From federal to international acquisitions (Sweden, Japan, Australia)

[00:03:00] - Why contractors are pivoting to state and local opportunities

[00:08:00] - Proposal writing vs. sales pitching: the danger of rinse-and-repeat AI templates

[00:10:00] - AI entering the evaluation process and what it means for bidders

[00:13:00] - The rise of oral presentations and coaching SMEs to “sell” solutions

[00:18:00] - Surge in proposal submissions thanks to AI tools — and the new competition

[00:21:00] - Capture strategy, sourcing, and avoiding costly canceled solicitations

[00:28:00] - Wired bids, the importance of saying “no,” and the SWOT approach

[00:33:00] - Why good consultants say no to blind bidding and $20/hour “writers”

[00:34:00] - Natasha’s contact info and closing thoughts

🎧 Listen now on:

🔹 Apple: https://podcasts.apple.com/us/podcast/govcon-unscripted/id1766384482

🔹 Spotify: https://open.spotify.com/show/1NL0kFAvmgECLTJpUZYNHy

Like and follow us:

🔹 YouTube: https://www.youtube.com/@GovConUnscriptedUS

🔹 Facebook: https://www.facebook.com/govconunscriptedpodcast/

🔹 LinkedIn: https://www.linkedin.com/showcase/govcon-unscripted/posts/

🔹 JOIN OUR #govcon #community: https://www.linkedin.com/groups/14618490/

New to GovCon? Here's a guide for you:

https://share.hsforms.com/288nO18bsRCCmdJZL66pClwbzmvx

Links and Resources:

• Chelsea’s LinkedIn Profile

• Natasha Velez’s LinkedIn Profile

• NVS Strategic Solutions Website

From early entrepreneurial ventures to advising venture groups and law firms, Art brings candid insights on why acquisition feels broken, how to work with the system instead of against it, and the hidden lessons he carried from Army Applications Lab.

On this episode, we discuss:

-Why acquisition frustrations are systemic, not personal

-Creativity in getting emerging tech like drones into the system

-Why SBIRs can become a trap if companies never graduate from them

- The difference between being a vendor vs. being a true problem-solver

Timestamps:

[00:00] - Chelsea introduces Art and his entrepreneurial journey

[00:06:00] - How acquisition was built for “bombs, bullets, boots, and beans” — not modern tools

[00:10:00] - Creative contracting workarounds: drones classified as “targets”

[00:16:00] - Vendors vs. advisors: problem-solving over promises

[00:20:00] - Why no consultant should ever guarantee you a contract in 3 months

[00:23:00] - Educating clients on breaking free from the SBIR hamster wheel

[00:28:00] - The danger of focusing only on research without reaching real users

[00:31:00] - Why the user isn’t the buyer in DOD acquisitions

[00:33:00] - Advice for transitioning service members and federal professionals

[00:36:00] - How to connect with Art and his advisory work

🎧 Listen now on:

🔹 Apple: https://podcasts.apple.com/us/podcast/govcon-unscripted/id1766384482

🔹 Spotify: https://open.spotify.com/show/1NL0kFAvmgECLTJpUZYNHy

Like and follow us:

🔹 YouTube: https://www.youtube.com/@GovConUnscriptedUS

🔹 Facebook: https://www.facebook.com/govconunscriptedpodcast/

🔹 LinkedIn: https://www.linkedin.com/showcase/govcon-unscripted/posts/

🔹 JOIN OUR #govcon #community: https://www.linkedin.com/groups/14618490/

New to GovCon? Here's a guide for you:

https://share.hsforms.com/288nO18bsRCCmdJZL66pClwbzmvx

Links and Resources:

• Chelsea’s LinkedIn Profile

• Art Trevethan’s LinkedIn Profile

• Art’s Website

In this special episode of GovCon Unscripted, Chelsea Meggitt is joined by David Neal, known as a game-changer in government contracting, and David Fine, a technologist and AI advocate, to explore the role of artificial intelligence in federal acquisition.

Together, they unpack the promise and the pitfalls of emerging AI tools, why due diligence matters more than ever, and what small businesses need to know when exploring state, local, and federal opportunities in a tech-powered world.

On this episode, we will understand:

• The right way to use AI in GovCon
• Why “automation” doesn’t mean “replacement”
• How AI helps uncover hidden set-aside opportunities
• Why small businesses are shifting to state/local contracts
• The book that started it all: Hey GovCon, Get Help

Timestamps:

[00:00] – Chelsea shares book update and intro

[02:09] – Meet David Fine and David Neal

[06:20] – AI’s role in sourcing, compliance, and intelligence

[10:09] – Why most AI tools are still beta-quality

[14:15] – The ethics of AI-generated proposals

[18:59] – Where AI shines: reading long docs & flagging key data

[22:20] – State and local contracting: the 50-system puzzle

[24:54] – Tech as an enabler, not a solution

[26:11] – What’s next: sign-offs, future episodes & book promotion

🎧 Listen now on:

🔹 Apple: https://podcasts.apple.com/us/podcast/govcon-unscripted/id1766384482

🔹 Spotify: https://open.spotify.com/show/1NL0kFAvmgECLTJpUZYNHy

Like and follow us:

🔹 YouTube: https://www.youtube.com/@GovConUnscriptedUS

🔹 Facebook: https://www.facebook.com/govconunscriptedpodcast/

🔹 LinkedIn: https://www.linkedin.com/showcase/govcon-unscripted/posts/

🔹 JOIN OUR #govcon #community: https://www.linkedin.com/groups/14618490/

New to GovCon? Here's a guide for you:

https://share.hsforms.com/288nO18bsRCCmdJZL66pClwbzmvx

Links and Resources:

• Hey GovCon, Get Help on Amazon

• David Neal on LinkedIn

• David Fine on LinkedIn

• Chelsea’s LinkedIn Profile

In this episode, Chelsea is joined by Kris Brinker, Co-founder of Ocean 5 Strategies, to talk about why branding, messaging, and content strategy matter more than ever, especially for companies graduating from 8(a) or hitting a growth plateau.

We unpack how established firms can evolve their image, align internal culture with external messaging, and create trust with buyers across the procurement process.

On this episode, we found out:

• The biggest messaging mistakes in GovCon
• Why branding isn’t just about logos, it’s about building trust
• Content strategies that align with the sales cycle
• Why your website is more important than you think
• How to measure ROI when sales cycles take 12+ months

Timestamps:

[00:00] – Baby updates and Chelsea’s big May

[02:41] – Meet Kris Brinker & Ocean 5 Strategies

[07:40] – Brand isn’t colors, it’s what people believe about your company

[14:33] – Addressing different audiences: procurement, partners, and staff

[19:45] – Involving technical staff in messaging strategy

[22:40] – What to do after 8(a) graduation or sudden growth

[28:35] – Content creation with strategic alignment

[34:09] – Why your website is your most valuable asset

[35:19] – Measuring marketing ROI in government sales

[47:31] – Next steps, sharing, and content release planning

🎧 Listen now on:

🔹 Apple: https://podcasts.apple.com/us/podcast/govcon-unscripted/id1766384482

🔹 Spotify: https://open.spotify.com/show/1NL0kFAvmgECLTJpUZYNHy

Like and follow us:

🔹 YouTube: https://www.youtube.com/@GovConUnscriptedUS

🔹 Facebook: https://www.facebook.com/govconunscriptedpodcast/

🔹 LinkedIn: https://www.linkedin.com/showcase/govcon-unscripted/posts/

🔹 JOIN OUR #govcon #community: https://www.linkedin.com/groups/14618490/

New to GovCon? Here's a guide for you:

https://share.hsforms.com/288nO18bsRCCmdJZL66pClwbzmvx

Links and Resources:

Chelsea’s LinkedIn Profile

Kris Brinker's LinkedIn profile

Ocean 5 Strategies Website

In this episode of GovCon Unscripted, Chelsea Roberts is joined by Tom Barrow, counsel at Woods Rogers and a former Army JAG attorney, to dissect the FAR 2.0 rewrite. They unpack what reforms are possible and what’s simply untouchable by executive action.

This is the conversation federal contractors need right now to cut through the noise and focus on what really matters.

On this episode, we discuss:

• The critical difference between statutes and regulations
• What FAR 2.0 can’t touch—competition, payments, and small business goals
• Why commercial acquisition isn’t a silver bullet
• How cybersecurity requirements are reshaping "commercial" solutions
• What contractors should know when submitting claims or settlement proposals

[00:00] – Meet Tom Barrow: Army JAG to government contracts attorney

[05:15] – FAR 2.0 explained: What’s changing vs. what’s not

[08:04] – Statutes vs. regulations and who really has authority

[20:30] – Government payment obligations and contractor rights

[27:47] – Small business programs and the role of 8(a) awards

[33:10] – Commercial acquisition and cybersecurity compliance tension

[41:51] – Will FAR 2.0 reform actually work? Final thoughts

🎧 Listen now on:

🔹 Apple: https://podcasts.apple.com/us/podcast/govcon-unscripted/id1766384482

🔹 Spotify: https://open.spotify.com/show/1NL0kFAvmgECLTJpUZYNHy

Like and follow us:

🔹 YouTube: https://www.youtube.com/@GovConUnscriptedUS

🔹 Facebook: https://www.facebook.com/govconunscriptedpodcast/

🔹 LinkedIn: https://www.linkedin.com/showcase/govcon-unscripted/posts/

🔹 JOIN OUR #govcon #community: https://www.linkedin.com/groups/14618490/

New to GovCon? Here's a guide for you:

https://share.hsforms.com/288nO18bsRCCmdJZL66pClwbzmvx

Links and Resources:

• Chelsea’s LinkedIn Profile
• Tom Barrow’s LinkedIn Profile
• Woods Rogers Law Firm

In this episode, Chelsea catches up with Katie Helwig, president of Mild Red LLC, to decode the latest from GSA. From MAS and OASIS+ to the emerging Polaris contract. They explore what small businesses need to know now to stay ahead in 2025’s evolving GovCon landscape.

On this episode:

How centralized procurement is reshaping federal acquisition

What small firms need to qualify for OASIS+

Why Polaris is set to dominate the IT landscape

Tips for using past performance to get on GSA faster

Strategic steps every small biz should take now

Timestamps:

[00:00] – Chelsea & Katie's pre-show chat: baby news and big moves

[07:07] – Katie introduces Mildred LLC and talks GSA history

[15:54] – What’s inside OASIS+: categories, points, and teaming

[25:30] – Polaris: how it differs from CIOSP and MAS

[34:16] – GSA MAS: getting on, adding CLINs, and past performance tips

[42:24] – July reconnection and next steps

🎧 Listen now on:

🔹 Apple: https://podcasts.apple.com/us/podcast/govcon-unscripted/id1766384482

🔹 Spotify: https://open.spotify.com/show/1NL0kFAvmgECLTJpUZYNHy

Like and follow us:

🔹 YouTube: https://www.youtube.com/@GovConUnscriptedUS

🔹 Facebook: https://www.facebook.com/govconunscriptedpodcast/

🔹 LinkedIn: https://www.linkedin.com/showcase/govcon-unscripted/posts/

🔹 JOIN OUR #govcon #community: https://www.linkedin.com/groups/14618490/

New to GovCon? Here's a guide for you:

https://share.hsforms.com/288nO18bsRCCmdJZL66pClwbzmvx

Links and Resources:

• Katie Helwig on LinkedIn

• Mild Red LLC

• APEX Accelerators (formerly PTAC)

• Chelsea’s LinkedIn Profile

On this episode, we explore:

G2X’s all-in-one platform for BD professionals

Why companies need to stop trying to prime everything

How AI certification is becoming a critical differentiator

Why your next customer may not be federal at all

Preparing for a world where ChatGPT and coding meet GovCon

Timestamps:

[00:00] – Chelsea and Alexa catch up on real estate and big life news

[04:04] – What makes GovCon Unscripted different

[07:51] – G2X: One login for smarter BD capture

[14:32] – Pivot #1: Focus more on subcontracting

[19:23] – Pivot #2: Invest in AI PM certifications

[25:47] – Pivot #3: Explore state and local markets

[27:21] – OpenAI & Anthropic: What to watch in GovTech AI

[34:32] – “Innovate or die”: The accelerating pace of GovCon tech

[44:47] – Shared roots, personal stories, and what’s next

🎧 Listen now on:

🔹 Apple: https://podcasts.apple.com/us/podcast/govcon-unscripted/id1766384482

🔹 Spotify: https://open.spotify.com/show/1NL0kFAvmgECLTJpUZYNHy

Like and follow us:

🔹 YouTube: https://www.youtube.com/@GovConUnscriptedUS

🔹 Facebook: https://www.facebook.com/govconunscriptedpodcast/

🔹 LinkedIn: https://www.linkedin.com/showcase/govcon-unscripted/posts/

🔹 JOIN OUR #govcon #community: https://www.linkedin.com/groups/14618490/

New to GovCon? Here's a guide for you:

https://share.hsforms.com/288nO18bsRCCmdJZL66pClwbzmvx

Links and Resources:

• Chelsea’s LinkedIn Profile
• Alexa's LinkedIn profile
• G2Xchange Website
• G2Exchange LinkedIn page
• AI PM Certification via Cognilytica

In this episode, Chelsea welcomes Andy Semotiuk, U.S. and Canadian immigration attorney, Forbes contributor, and policy expert, to explore how shifting U.S.-Canada dynamics are impacting global trade, innovation, and the human cost of enforcement.

We cover:

Tariffs and the decline of North American cooperation

The rising role of Canadian contractors in U.S. detention infrastructure

Why top academic talent is quietly leaving the U.S.

A controversial vision: North America as a shared economic zone

Timestamps:

[00:00] – Meet Andy Semotiuk and podcast setup

[07:14] – Tariff tensions and why Canada is pushing back

[13:47] – Could the U.S. become the next China-style isolationist power?

[21:00] – The logistics and contracts behind U.S. immigration detention

[28:41] – Ukraine’s tech model and U.S. brain drain to Canada

[34:17] – $10 billion in lost trade—and rising concerns

[41:49] – Wealth inequality and the disappearing middle class

[46:55] – Where to find Andy and continue the conversation

🎧 Listen now on:

🔹 Apple: https://podcasts.apple.com/us/podcast/govcon-unscripted/id1766384482

🔹 Spotify: https://open.spotify.com/show/1NL0kFAvmgECLTJpUZYNHy

Like and follow us:

🔹 YouTube: https://www.youtube.com/@GovConUnscriptedUS

🔹 Facebook: https://www.facebook.com/govconunscriptedpodcast/

🔹 LinkedIn: https://www.linkedin.com/showcase/govcon-unscripted/posts/

🔹 JOIN OUR #govcon #community: https://www.linkedin.com/groups/14618490/

New to GovCon? Here's a guide for you:

https://share.hsforms.com/288nO18bsRCCmdJZL66pClwbzmvx

Links and Resources:

• Andy Semotiuk LinkedIn profile
• Pace Law Firm
• Chelsea’s LinkedIn Profile

In this episode, Chelsea sits down with Callye Keen, CEO of KForm and host of Startup Defense, to explore the real challenges of bringing new defense technology to market from startup myths to manufacturing realities.

We cover:

🛠️ The hard truths of scaling defense tech

📉 Why most SBIR-funded startups never transition

💡 What “innovation as a service” actually looks like

🤝 Why partnerships (not pitches) win contracts

🧠 A smarter approach to requirements development

Timestamps:

[00:00] – Personal intros and podcast history

[06:04] – Callye’s journey from machine shop to full-scale innovation hub

[10:36] – Why he works mostly with defense startups

[14:10] – The gap between cool demos and real manufacturing

[20:08] – Why success in GovCon needs a new startup playbook

[28:57] – Market signals, not just funding, matter

[34:53] – How Callye designs products around user feedback

[41:31] – The missing middle in DoD prototyping

[46:16] – Packaging innovation into services government can buy

[53:11] – Why speed (not scale) is your first defense milestone

🎧 Listen now on:

🔹 Apple: https://podcasts.apple.com/us/podcast/govcon-unscripted/id1766384482

🔹 Spotify: https://open.spotify.com/show/1NL0kFAvmgECLTJpUZYNHy

Like and follow us:

🔹 YouTube: https://www.youtube.com/@GovConUnscriptedUS

🔹 Facebook: https://www.facebook.com/govconunscriptedpodcast/

🔹 LinkedIn: https://www.linkedin.com/showcase/govcon-unscripted/posts/

🔹 JOIN OUR #govcon #community: https://www.linkedin.com/groups/14618490/

New to GovCon? Here's a guide for you:

https://share.hsforms.com/288nO18bsRCCmdJZL66pClwbzmvx

Links and Resources:

• KForm Website

• The Startup Defense Podcast by Callye Keen

• Chelsea’s LinkedIn Profile

In this episode, Chelsea Roberts sits down with Chip Walter, former Navy pilot and CIA innovation lead turned partner at Marlinspike. Together, they unpack the real impact of the new Executive Order on acquisition reform—and what it means for startups, contracting officers, and the defense tech landscape.

On this episode, we discuss:

📜 How the new EO challenges legacy contracting models

💡 Why OTAs offer more substance than SBIR grants

🔍 What makes dual-use technology a national advantage

🚀 The agile edge: Marlinspike’s portfolio of cutting-edge companies

⚖️ Balancing innovation with the role of the primes

Timestamps:

[00:00] – Chip’s background: Navy, CIA, Northrop Grumman, and Marlinspike

[07:05] – Why the term “innovation” is often misused—and what it really looks like

[13:08] – Cracking the code on DoD money flow and program entry points

[15:55] – OTAs vs. SBIRs: Which offers a real path to program of record?

[20:17] – Contracting officer shortages and the burden of outdated systems

[25:16] – “10-for-1” rule: How the EO forces smarter rulemaking

[30:45] – DoD’s overreliance on cost-plus—and the consequences

[38:24] – Can the primes really move at startup speed?

[44:32] – Why autonomy needs full commitment, not half-measures

[48:01] – Inside Marlinspike’s portfolio: robotics, AI, autonomy & logistics

[55:29] – Mission-first investing & Chip’s advice for startups

🎧 Listen now on:

🔹 Apple: https://podcasts.apple.com/us/podcast/govcon-unscripted/id1766384482

🔹 Spotify: https://open.spotify.com/show/1NL0kFAvmgECLTJpUZYNHy

Like and follow us:

🔹 YouTube: https://www.youtube.com/@GovConUnscriptedUS

🔹 Facebook: https://www.facebook.com/govconunscriptedpodcast/

🔹 LinkedIn: https://www.linkedin.com/showcase/govcon-unscripted/posts/

🔹 JOIN OUR #govcon #community: https://www.linkedin.com/groups/14618490/

New to GovCon? Here's a guide for you:

https://share.hsforms.com/288nO18bsRCCmdJZL66pClwbzmvx

Links and Resources:

• Chip Walter on LinkedIn

• Marlinspike Website

• Chelsea’s LinkedIn Profile

In this episode, I sit down with Noura Bashshur, Senior Director of Growth at Vultron, to explore how proposal writing is being turned on its head by AI, compressed deadlines, and non-FAR procurement methods.

We dive into smarter, faster ways to win—and how contractors must shift from boilerplate compliance to strategic persuasion.

On this episode, we cover:

🚀 What today’s evaluators actually look for in proposals

📚 How to use Noura’s Proposal Strategy Workbook with or without AI

🤖 Leveraging generative tools to amplify—not replace—your thinking

💼 Why traditional FAR-based workflows are becoming obsolete

Timestamps:

[00:00] - Meet Noura Bashshur and intro to today’s topic

[03:05] - The end of template-based proposal writing

[06:13] - OTAs, CSOs, and the shrinking GovCon timeline

[10:09] - AI as your proposal team’s new co-pilot

[17:56] - “Ladder logic” and how to link responses to national priorities

[21:11] - Inside Noura’s Proposal Response Strategy Workbook

[24:06] - Using AI to validate strategy, not just generate content

[32:59] - Getting teams into their “zone of genius”

[38:17] - What makes Voltron different from other platforms

[43:30] - How to contact Noura and download her workbook

🎧 Listen now on:

🔹 Apple: https://podcasts.apple.com/us/podcast/govcon-unscripted/id1766384482

🔹 Spotify: https://open.spotify.com/show/1NL0kFAvmgECLTJpUZYNHy

Like and follow us:

🔹 YouTube: https://www.youtube.com/@GovConUnscriptedUS

🔹 Facebook: https://www.facebook.com/govconunscriptedpodcast/

🔹 LinkedIn: https://www.linkedin.com/showcase/govcon-unscripted/posts/

🔹 JOIN OUR #govcon #community: https://www.linkedin.com/groups/14618490/

New to GovCon? Here's a guide for you:

https://share.hsforms.com/288nO18bsRCCmdJZL66pClwbzmvx

Links and Resources:

• Noura Bashshur’s LinkedIn

• Vultron Website

• Chelsea’s LinkedIn Profile

Key Takeaways:

🎯 The $15M Training Gap: Why current EW range systems fail pilots (and how DEWM’s Dart fixes it).

✈️ From Spark Tank to SBIR: How winning an Air Force "Shark Tank" led to a Phase II SBIR and TRL 9 tech.

💡 Attritable ≠ Disposable: The art of building low-cost, high-fidelity threat emitters for mass adoption.

🛠️ Operator-Led Innovation: Why DEWM’s team of ex-pilots gives them an edge in customer discovery.

Timestamps:

[00:00] - Clark’s transition from F-15E pilot to disruptor.

[11:50] - How the F-15’s 20-year EW gap inspired DEWM.

[17:14] - Dart: The $150K alternative to $15M range systems.

[25:24] - SBIR Phase II wins (and why TPOCs make/break success).

[34:56] - Why SEAD training is broken (and how F-35s will force change).

[42:04] - The million-dollar question: “Have you found program funding?”

🎧 Listen now on:

🔹 Apple: https://podcasts.apple.com/us/podcast/govcon-unscripted/id1766384482

🔹 Spotify: https://open.spotify.com/show/1NL0kFAvmgECLTJpUZYNHy

Like and follow us:

🔹 YouTube: https://www.youtube.com/@GovConUnscriptedUS

🔹 Facebook: https://www.facebook.com/govconunscriptedpodcast/

🔹 LinkedIn: https://www.linkedin.com/showcase/govcon-unscripted/posts/

🔹 JOIN OUR #govcon #community: https://www.linkedin.com/groups/14618490/

New to GovCon? Here's a guide for you:

https://share.hsforms.com/288nO18bsRCCmdJZL66pClwbzmvx

Links & Resources:

Chelsea Meggit's LinkedIn

DEWM’s Website

Clark Haymond’s LinkedIn

Key Takeaways:

🚨 Scam Alert: The predatory emails and contracts targeting new GovCon entrants (and how to avoid them).

🏔️ Remote Hustle: Building federal relationships from Alaska during COVID—and making it stick.

📜 Policy Whiplash: Overnight contract mods, scrubbed DEI language, and dodged greenhouse gas reporting.

🏆 Resilience Wins: How Christine’s "slow growth" strategy earned her a SBA award—and a shot at the national title.

Timestamps:

[00:00] - From oil crisis to GovCon: Christine’s pivot story.

[10:27] - The SAM.gov scam flood (and costly lessons learned).

[16:39] - The $120 NDAA guide that never arrived.

[24:47] - Winning Small Business Person of the Year—without self-nominating.

[34:27] - How admin changes impacted her contracts (good and bad).

[40:08] - Why she caps growth at 1-2 contracts/year to protect her reputation.

🎧 Listen now on:

🔹 Apple: https://podcasts.apple.com/us/podcast/govcon-unscripted/id1766384482

🔹 Spotify: https://open.spotify.com/show/1NL0kFAvmgECLTJpUZYNHy

Like and follow us:

🔹 YouTube: https://www.youtube.com/@GovConUnscriptedUS

🔹 Facebook: https://www.facebook.com/govconunscriptedpodcast/

🔹 LinkedIn: https://www.linkedin.com/showcase/govcon-unscripted/posts/

🔹 JOIN OUR #govcon #community: https://www.linkedin.com/groups/14618490/

New to GovCon? Here's a guide for you:

https://share.hsforms.com/288nO18bsRCCmdJZL66pClwbzmvx

Links & Resources:

Christine Hopkins’ LinkedIn

Chelsea Meggitt's LinkedIn

ASCI Website

We discuss marketing challenges in GovCon, personal branding, visibility in a crowded market, and why contractors need to shift from “proposal mills” to strategic storytelling.

On this episode, we discuss:

💡 Why visibility is critical in the federal space

🧭 How marketing can serve as the “true north” for your GovCon business

📈 The power of personal branding, purpose, and authenticity

🎯 Tactical advice on building a GovCon marketing strategy that resonates

[00:00] - Chelsea welcomes Stacey Piper and introduces her GovCon journey

[04:10] - Transitioning from intelligence to federal contracting and early career roles

[09:32] - Founding Piper Strategies and launching during a government shutdown

[14:45] - Why marketing is more than color palettes—it's about value and clarity

[21:07] - Using thought leadership and content strategy to get “found”

[29:55] - Government buyers as humans: trust, familiarity, and storytelling

[37:20] - Balancing personal and company brands in a niche market

[44:01] - Stacey’s advice for small GovCon businesses ready to scale

[51:14] - Where she sees the future of GovCon marketing heading

Links & Resources:

•  Stacey Piper’s LinkedIn
•  Piper Strategies
• Piper Strategies Messaging Pivots
• GovCon Unscripted Podcast

We dive deep into the power of clear communication in the world of federal contracting. David shares his insights on how even the most qualified contractors can lose opportunities if they fail to effectively deliver their message.

We talk about:

🎤 Why effective communication is a game-changer in GovCon

🧠 The power of message alignment in proposal delivery

💥 How contractors unintentionally confuse the customer

In This Episode:

[00:00] - Chelsea introduces David Doerrier

[01:10] - David’s background in training and communication

[03:30] - Mistakes contractors make in message delivery

[06:00] - Importance of aligning visuals and spoken words

[08:45] - The "listener first" mindset for contractors

[12:00] - Speaking with clarity during proposal presentations

[15:00] - Advice for GovCon teams to improve communication

Links & Resources:

• Present Your Way to Success Website
• Chelsea's LinkedIn
• David Doerrier's LinkedIn

We talk about his work with SEAL teams, innovation funding, overcoming acquisition hurdles, and his pivot into writing techno-thrillers.

On this episode, we discuss:

🧠 What it takes to innovate within the bureaucracy of the Department of Defense

💡 How JL leveraged labs and OTAs to build cutting-edge solutions

📚 Why he turned to writing and what inspires his techno-thriller novels

[00:00] - Chelsea introduces JL Hancock and his background as a cryptologist and SEAL team innovator

[04:22] - Working with autonomous systems and the early days of defense robotics

[16:40] - Tapping into national labs for cutting-edge special operations tech

[28:06] - Navigating traditional acquisition vs. OTAs and DIUx

[43:27] - Building cross-branch collaboration and managing prime contractor relationships

[57:27] - JL’s post-military journey as a consultant and author of "The Hawk Enigma"

[01:05:13] - Over-the-horizon targeting, unmanned systems, and future warfare

Links and Resources:

• Chelsea’s LinkedIn Profile

• JL Hancock’s Website

We explore:

🔍 How to turn chaos into opportunity

💼 Why the top of your resume is your prime real estate

💡 Tools to identify and articulate your strengths

🧠 How mindset and perspective shape career outcomes

In This Episode:

00:00 - Chelsea welcomes Mark and introduces his expertise in GovCon

05:15: Helping individuals prepare for the opportunities on the other side of chaos

10:45: Why the top half of your resume matters most 

16:30: Identifying your strengths and highlighting them effectively

22:50: Using tools to conduct a strengths analysis

28:10: How to shift your attitude and perspective on a career transition

Links and Resources:

Chelsea’s LinkedIn Profile

Mark’s LinkedIn Profile

Focusing On Results Website

We discuss: 

🔍 The most pressing challenges GovCon businesses face in today’s market

💡 Strategies for navigating government contracts successfully

🚀 Key insights on business growth and sustainability in the federal space

In This Episode:

[00:00] - Chelsea introduces Tim and his experience in the GovCon industry

[05:15] - Common pitfalls businesses face in government contracting

[10:30] - How to position your company for federal contract success

[16:45] - Emerging trends and opportunities in the GovCon space

[22:00] - The importance of networking and building relationships in GovCon

[27:40] - Tim’s top advice for businesses looking to scale in GovCon

Links and Resources:

Chelsea’s LinkedIn Profile

Tim’s LinkedIn Profile

Kalogon LinkedIn Page

We cover:

🔍 The pitfalls and scams in federal contracting

💡 Why success requires more than a "one-trick pony"

🚀 How to orient yourself in the GovCon market

If you're serious about surviving—and thriving—in the GovCon space, this is the must-have guide everyone’s been waiting for.

In This Episode:

[00:00] - Chelsea introduces David Neal and their book

[01:00] - Why this book helps frustrated contractors

[03:00] - The "carnival barker" scams to avoid

[05:00] - Building the right team for GovCon success

[10:00] - Advice for federal employees becoming contractors

[13:00] - How to pre-order (launching April 10!)

Links & Resources:

• Pre-order Hey, GovCon, Get Help!
• Chelsea's LinkedIn
• David Neal's LinkedIn

We explore:

🚨 How different government agencies manage 911 services and emergency response.

🔑 Why staffing shortages are the biggest crisis facing 911 centers today.

📡 How new technologies—like video calls and text-to-911—impact public safety.

If you want to understand the evolving landscape of 911 services and how innovation is shaping the future of emergency response, this episode is packed with insights you won’t want to miss!

In This Episode:

[00:00] - Chelsea introduces Barry Furey and his extensive experience in 911 operations.

[03:30] - The biggest challenges in modernizing 911 services.

[07:45] - How different agencies coordinate emergency response.

[12:15] - Why staffing shortages are delaying emergency call responses.

[18:30] - The impact of video calls, AI, and text-to-911 technology.

[23:00] - How technology professionals can transition into public safety roles.

Links and Resources:

• Chelsea’s LinkedIn Profile
• Barry Furey’s LinkedIn Profile
• Public Safety Resources & 911 Training Programs

We explore:

• Why she created Breaking the Standard to provide small businesses with free, accurate GovCon insights.
• How small businesses can find the right resources and avoid predatory GovCon “experts.”
• The biggest challenges facing small business contractors and how to overcome them.

If you're a small business looking for no-cost, high-quality GovCon insights, this episode is packed with game-changing takeaways!

In This Episode:

[00:00] - Chelsea introduces Aubrey Gainfort and the Breaking the Standard Podcast.

[03:30] - The lack of free, accessible information for small businesses in GovCon.

[07:45] - How small businesses can avoid costly misinformation.

[12:15] - The biggest GovCon trends affecting small businesses today.

[18:30] - Balancing a government career with industry outreach.

[23:00] - How to get involved in the GovCon community and access valuable resources.

Links and Resources:

• Chelsea’s LinkedIn Profile
• Aubrey Gainfort’s LinkedIn Profile
• Breaking the Standard Podcast
• Breaking The Standard Pocast (Apple)

We explore:

• The role of Nautilus in supporting the Naval Surface Warfare Division Dahlgren.
• Why only 0.2% of small businesses participate in the federal industrial base—and how to change that.
• How Other Transaction Authorities (OTAs) are creating new opportunities in GovCon.

If you’re a small business, tech innovator, or contractor looking to break into defense opportunities, this episode is full of insights on how to navigate and leverage emerging trends in federal contracting!

In This Episode:

[00:00] - Chelsea introduces Graham Plaster and the mission of Nautilus.

[04:15] - The key role Nautilus plays in defense innovation.

[08:30] - How tech scanning, webinars, and prototyping support Naval Surface Warfare.

[12:00] - Understanding Other Transaction Authorities (OTAs) and how they work.

[17:45] - Why small businesses are missing out on defense contracting opportunities.

[22:15] - The future of AI, cybersecurity, and dual-use tech in GovCon.

[26:00] - How emerging tech companies can join the Nautilus ecosystem.

Links and Resources:

• Chelsea’s LinkedIn Profile
• Graham Plaster’s LinkedIn Profile
• Nautilus Website
• Upcoming Tech Webinars and Opportunities

We explore:

• How micro engagements act as “dopamine” for relationship-building in GovCon.
• The five love languages adapted for government contracting: Touch, Time, Tasks, Thanks, and Talk.
• How the ‘Double Tap Technique’ and consistent follow-ups can help win contracts.

If you’re looking to turn connections into contracts with proven relationship-building strategies, this episode is packed with actionable takeaways to help you succeed in GovCon!

In This Episode:

[00:00] - Chelsea introduces Judy Bradt and the Micro Engagement Magic concept.

[03:30] - The power of small engagements in relationship-building for GovCon success.

[07:45] - Adapting Dr. Gary Chapman's love languages to federal contracting.

[12:15] - How trust is built through consistent micro engagements.

[18:30] - The ‘Double Tap Technique’ for effective follow-ups.

[23:00] - Why 15-32 touches may be necessary to win federal contracts.

[28:00] - Leveraging the GovCon Personas Guide to plan micro engagements.

Links and Resources:

• Chelsea’s LinkedIn Profile
• Judy Bradt’s LinkedIn Profile
• Summit Insight Website
• Players & Layers™ Methodology Guide
• GovCon Personas Guide
• Micro-Engagement Principle Blog

We explore:

• The five layers of players in every federal acquisition—and why relationships matter.
• Why small businesses struggle to connect with decision-makers and how to fix it.
• How to create a GovCon sales strategy based on real relationships—not just proposals.

If you’re looking to win more government contracts by understanding who to talk to and when, this episode is packed with proven strategies and expert insights to help you close more deals in GovCon!

In This Episode:

[00:00] - Chelsea introduces Judy Bradt and the Players & Layers™ methodology.

[03:30] - Why relationships—not just proposals—win government contracts.

[07:15] - The five layers of players in every federal acquisition.

[12:45] - The biggest GovCon sales mistakes small businesses make.

[18:30] - How to build trust and credibility before an RFP drops.

[22:00] - Why playing the long game in GovCon leads to more contract wins.

Links and Resources:

• Chelsea’s LinkedIn Profile
• Judy Bradt’s LinkedIn Profile
• Summit Insight Website
• Players & Layers™ Methodology Guide
• GovCon Personas Guide

We discuss:

• How businesses can leverage strategic partnerships to succeed in the GovCon space.
• The challenges and opportunities in adapting private-sector strategies for government clients.
• Why flexibility and adaptability are critical in today's evolving federal landscape.

If you’re looking to understand how to navigate both the government and corporate worlds, this episode is packed with actionable insights on how to position your business for success.

In This Episode:

[00:00] - Chelsea introduces Katie Roberts and her GovCon journey.

[03:00] - How RPR Strategies helps businesses navigate public-private partnerships.

[06:30] - Key differences between government and corporate work environments.

[09:30] - The power of strategic partnerships and adaptability in GovCon.

[12:00] - How small businesses can compete with large primes in federal contracting.

[16:00] - The impact of emerging technologies and AI on government solutions.

[21:00] - What the next administration’s policies could mean for GovCon businesses.

[26:00] - Advice for companies looking to expand into government contracting.

🎙 Links and Resources:

• Chelsea’s LinkedIn Profile
• Katie Roberts’s LinkedIn Profile
• RPR Strategies Website
• RPR Strategies LinkedIn Page

We dive into:

• Why innovation needs structure and how the ISO 56000 framework helps.
• The biggest mistakes businesses make when trying to scale innovation.
• How small businesses can balance agility with repeatable processes.

If you're looking to streamline innovation, drive efficiency, and create a sustainable GovCon business, this episode is packed with actionable insights!

In This Episode:

[00:00] - Chelsea introduces Todd Packer & Harlan Bennett and their expertise in innovation management.

[04:30] - Why businesses struggle with scaling innovation effectively.

[08:15] - The ISO 56000 innovation framework and its role in GovCon.

[12:45] - How small businesses can implement structured innovation without stifling creativity.

[16:00] - Common pitfalls GovCon companies face when trying to innovate.

[22:00] - How repeatable innovation can be a competitive advantage.

[26:30] - Advice for companies looking to improve their innovation strategy.

Links and Resources:

• Chelsea’s LinkedIn Profile
• Todd Packer’s LinkedIn Profile
• Todd Packer & Associates LinkedIn Page
• Harlan Bennett’s LinkedIn Profile
• Ever Evolving Inc. Website

We take a deep dive into GovCon Mergers & Acquisitions (M&A) and explore:

• The key factors that determine the value of a government contracting business.
• What buyers look for when acquiring a GovCon company.
• How the new SBA rule changes will impact backlog and set-aside contract sales.

If you’re a GovCon business owner thinking about your exit strategy, this episode is packed with must-know insights to help you maximize your company’s value and navigate the evolving acquisition landscape.

In This Episode:

[00:00] - Chelsea introduces Sharon Heaton and the importance of M&A in GovCon.

[03:00] - The 3 key elements of a successful GovCon business.

[06:30] - How government contracting businesses are valued.

[09:30] - Understanding EBITDA and its role in M&A.

[12:00] - Common misconceptions about selling a GovCon business.

[15:30] - The impact of new SBA rules on contract transfers and backlog.

[20:00] - Strategies for maximizing the value of your business before selling.

[25:00] - Why full and open contracts may be more valuable than set-asides moving forward.

Links and Resources:

• Chelsea’s LinkedIn Profile
• Sharon Heaton’s LinkedIn Profile
• SBLiftoff LinkedIn
• SBLiftoff Website
• SBA Certification & M&A Guidelines

In this episode, we discuss:

• Key differences between the 8(a) program and other SBA certifications.
• The social and economic disadvantage narrative required for 8(a) applications.
• Common pitfalls and how to avoid delays in the application process.

Whether you’re just starting your journey in GovCon or looking to expand your business with SBA certifications, this episode is packed with insights and advice to help you succeed.

In This Episode:

[00:00] - Chelsea introduces Dana Bonsell and the importance of SBA certifications.

[02:00] - Overview of 8(a), HUBZone, and WOSB certifications.

[06:00] - Understanding the social and economic disadvantage narrative for 8(a).

[09:30] - The role of strong accounting practices in the application process.

[12:00] - Why the SBA requires full-time dedication from 8(a) business owners.

[16:00] - How long it typically takes to secure 8(a) certification and what to expect.

[20:00] - The importance of preparation and having a solid business development strategy.

[24:00] - Common challenges and advice for applicants.

Links and Resources:

• Chelsea’s LinkedIn Profile
• Dana Bonsell’s LinkedIn Profile
• SBA LinkedIn Page
• SBA Website
• Collaborative Compositions Website

We explore the role of AFCEA in fostering collaboration between government, industry, and academia, and discuss:

• How AFCEA Alamo’s events connect transitioning military members, students, and professionals with career opportunities.
• The value of networking in building a successful career in GovCon.
• Why San Antonio is becoming a hub for GovCon innovation and IT.

Chris also shares advice for professionals looking to join industry organizations like AFCEA and tips on how to make the most of these connections.

In This Episode:

[00:00] - Chelsea introduces Chris Bennett and the AFCEA Alamo Chapter.

[03:00] - Chris’s journey into GovCon and his passion for talent acquisition.

[06:30] - The importance of networking and building relationships in GovCon.

[10:00] - AFCIA’s role in bridging the talent gap in cybersecurity and IT.

[15:00] - Why San Antonio is an emerging GovCon hub and what makes it unique.

[20:00] - How to get involved with AFCEA and maximize the value of membership.

Links and Resources:

• Chelsea’s LinkedIn Profile
• Chris Bennett’s LinkedIn Profile
• AFCEA Alamo Chapter Website
• AFCEA Alamo LinkedIn Profile
• Namauu Technological & Industrial (NTI) LinkedIn Profile
• Namauu Technological & Industrial (NTI) Website

We discuss the evolving cybersecurity landscape, covering everything from DFARS clauses and self-assessments to the importance of third-party certifications. Fernando shares actionable advice for contractors navigating these changes, offering insights into preparation, compliance costs, and tools to streamline the process.

If you’re part of the defense industrial base or considering entering the government contracting space, this episode is packed with practical guidance and expert insights to help you navigate the challenges of CMMC and ensure your business is prepared for the future.

In This Episode:

[00:00] - Chelsea introduces Fernando Machado and his expertise in CMMC compliance.

[02:00] - Understanding CMMC and the critical role of DFARS clauses.

[06:30] - Certification vs. implementation: What contractors need to know.

[10:00] - Breaking down costs and timelines for CMMC assessments.

[14:15] - The role of primes in enforcing CMMC compliance across supply chains.

[18:30] - Practical tools and resources for achieving compliance.

[22:00] - Advice for selecting a CMMC assessor and preparing your organization.

[25:00] - The future of CMMC and what contractors should expect.

🎙 Links and Resources:

Chelsea’s LinkedIn Profile

Fernando Machado’s LinkedIn Profile

CyberSec Investments

CyberSec Investments Website

We delve into how Andy’s listening events, one-on-one consultations, and proactive approach to engagement are helping businesses get found, compete effectively, and make the most of their GSA schedules. He sheds light on common challenges, including low/no sales among MAS vendors, and provides practical advice for small businesses to stay competitive. Andy also discusses the importance of market research, persistence, and positioning yourself as a solution provider to succeed in this fast-paced, highly competitive environment.

If you’re a business looking to grow through GSA schedules or better understand the federal marketplace, this episode is packed with actionable insights and resources to help you connect the dots and thrive.

In This Episode:

[00:00] - Chelsea introduces Andy Kirkpatrick and the unique role GSA plays in supporting businesses through the MAS program.

[02:10] - Andy shares how listening events help businesses voice concerns and connect with GSA.

[05:45] - Exploring the challenges of low/no sales among GSA schedule holders and how businesses can overcome them.

[09:30] - The importance of understanding market dynamics and conducting thorough research before pursuing a GSA schedule.

[12:00] - Why persistence and daily monitoring of opportunities on platforms like eBuy are essential for success.

[15:20] - How GSA collaborates with agencies to refine RFIs and RFQs and make them more accessible for businesses.

[18:45] - Andy’s advice on positioning your company as a solution provider rather than just marketing your product.

[22:30] - Success stories of businesses leveraging their GSA schedules effectively through proactive engagement.

[26:00] - How to connect with Andy and the GSA team for personalized support and guidance.

Links and Resources:

Chelsea’s LinkedIn Profile

Andrew Kirkpatrick's LinkedIn Profile

GSA Website

GSA LinkedIn Profile

We dive into AFC’s unique position as a non-procuring activity, the importance of human-machine integration, and how events like Vertex bring together industry, academia, and soldiers to solve real-world challenges. Aubrey also gives us a glimpse into AFC’s innovative outreach strategies, from hosting socials to participating in tech-focused events like South by Southwest. He offers actionable advice on how small businesses can connect with AFC and navigate the world of government contracting.

Whether you're a small business owner looking to break into federal opportunities or just curious about how the Army is shaping the future of defense, this conversation is packed with insights and strategies you won’t want to miss!

In This Episode:

[00:00] - Chelsea introduces Aubrey Lavitoria and his role at Army Futures Command.

[01:45] - Aubrey shares his transition from Navy to Army and his passion for innovation.

[04:32] - How AFC’s non-traditional approach gives small businesses access to shaping requirements early on.

[08:10] - The importance of public-private partnerships and engaging with non-traditional businesses in Austin, Texas.

[10:05] - Highlighting AFC’s priorities, including human-machine integration and robotics in defense.

[14:50] - Vertex: A collaborative event driving innovation between industry, academia, and the Army.

[18:30] - Success stories from AFC’s Army Applications Laboratory and its impact on small businesses.

[22:45] - Aubrey’s advice on how businesses can connect with AFC and participate in upcoming events like the AUSA Global Force Symposium and eMerge Americas.

[27:00] - Chelsea and Aubrey reflect on the importance of speed and experimentation in shaping the future of defense.

Links and Resources:

Chelsea’s LinkedIn Profile

Aubrey's LinkedIn Profile

Army Futures Command Website

Army Futures Command LinkedIn Profile

GovCon Unscripted - “Small Business Strategies for Pursuing Government Contracts”

GovCon Unscripted - “Navigating GovCon via Strategic Collaboration and Teamwork”

GovCon Unscripted - “No Shortcuts, Only Trust”

Paul’s experiences shed some light on the complexities around federal funding, the pitfalls of relying only on grants, and why building strong partnerships is so important. We also touch on his work with the Finnish defense sector and explore how cultural differences impact business strategies in the U.S. market. Paul shares some fascinating stories about helping these companies enhance their pitches, highlighting practical value over divisive buzzwords like “eco-friendly,” and identifying gaps in supply chains where innovative solutions can work.

Throughout the conversation, we reflect on some of the broader challenges that there are in government contracting such as shifting priorities, delayed programs, and the dire need for contingency planning. We also discuss how small businesses can stand out in a competitive field by developing unique intellectual property, making use of relationships, and actively looking for opportunities rather than playing the waiting game. I hope that you enjoy my conversation with Paul!

In This Episode:

[00:34] - Hear how, after retiring from AT&T, Paul founded SherpaWerks, focusing on government contracts and partnerships.

[03:52] - Paul discusses handling challenges such as security clearances, costs, and learning curves when implementing ideas.

[05:22] - Hear how a cybersecurity grant with the Army Cyber program saw setbacks because of shifting priorities and funding.

[08:01] - Paul has seen friends shift from government to civilian sectors for more predictable work.

[10:12] - Paul emphasizes eliminating waste and building long-term success through collaborations like with Finnish businesses.

[12:53] - In order to stand out, small businesses must offer unique value, such as intellectual property or strategic partnerships.

[15:06] - Paul shares how helping Finnish companies navigate U.S. business has involved teaching them networking and pitching skills.

[18:21]  - Focusing on practical benefits first, like speed or cost, makes eco-friendliness a secondary selling point.

[20:28] - In-depth conversations help understand a company’s culture, goals, and readiness to enter the U.S. Market.

[22:37] - Paul explains how Finland has opportunities in construction, military resources, and partnerships.

[23:56] - Hear how, after leaving AT&T, Paul started his own business and found fulfillment in mission work with FEMA.

[26:25] - It's so important to align personal values with a company's goals.

[27:06] - Paul reflects on how leaving AT&T gave him more control over his direction and allowed him to work with whom he wants.

[28:04] - Chelsea shares how working from home during COVID connected her work and personal values, boosting her passion and efficiency.

[31:38] - Paul focuses on technology, networks, and cybersecurity and learns business strategies from entrepreneurial groups like TIE.

[33:15] - Ultimately, Paul helps businesses build strong networks, elevator pitches, and plans.

[36:40] - Paul shares his contact information.

Links and Resources:

Chelsea’s LinkedIn Profile

Paul’s LinkedIn Profile

Sherpawerx’s Website

SherpaWerx’s LinkedIn Profile

AFCEA Atlanta Chapter’s Website

The conversation also makes a shift toward why it is important to build trust, to be vigilant with your intellectual property, and to avoid companies that make empty promises, such as those who make the claim that they can secure a government contract in a matter of months, an unrealistic feat. We touch upon the red flags to watch for when choosing partners, red flags such as pushy sales tactics, and we emphasize the value of working with experienced professionals who understand the complexities of the industry, and also focus on the positives by discussing some green flags.

This episode also emphasizes the importance of knowing when to rely on others with specific knowledge, such as the importance of GSA schedules and dealing with procurement processes. Shauna and David discuss how building a network of trusted partners is vital to being successful, so if you are in the complex world of government contracting or perhaps are just curious about the industry's challenges and how to avoid the common pitfalls, then this episode is packed with valuable insights to help you make informed decisions and protect your business!

In This Episode:

[01:21] - Hear about how Shauna discovered her content, including specific tips and personal client experiences, plagiarized multiple times.

[02:53] - David advocates for credibility and legitimacy.

[06:15] - Shauna’s frustration comes from her unique expertise being misused.

[08:37] - David touches upon how his expertise with NAICS codes enabled career success and substantial government contracts.

[11:57] - Shauna emphasizes patience, trust, and preparation after hearing stories of expensive business disappointments.

[13:44] - A major red flag for David is pushing GSA schedules on inexperienced companies.

[15:10] - Advising constant contact with contracting officers indicates a misunderstanding of how acquisition works.

[16:14] - Listeners are cautioned against claims of quick government contract wins.

[18:34] - David considers familiarity with systems like SAM and WAF to be strong indicators of expertise.

[19:59] - Shauna values businesses willing to admit limitations and refer clients to other experts.

[21:04] - Open networks and partnerships for reliable collaborations are crucial.

[22:08] - David emphasizes teamwork, recognizing individual strengths, and making use of networks for successful collaboration.

[24:47] - Evaluating recommendations, asking questions, and requesting references before committing is also very important.

[25:31] - A green flag is collaborators asking "why," confidently saying "no," and prioritizing efficiency over wasted efforts.

[28:22] - Shauna advises understanding multiple entry points into government spaces and modifying strategies to individual needs.

[30:53] - David shares his excitement about a major collaborative project coming soon!

Links and Resources:

Chelsea’s LinkedIn Profile

David’s LinkedIn Profile

David Neal Consulting - Website

Shauna’s LinkedIn Profile

FedSubK’s Website

FedSubK’s LinkedIn Profile

GovCon Unscripted - “Small Business Strategies for Pursuing Government Contracts”

GovCon Unscripted - “Navigating GovCon via Strategic Collaboration and Teamwork”

GovCon Unscripted - “No Shortcuts, Only Trust”

With over 35 years of experience across multiple federal agencies, Shauna’s journey began as a military spouse navigating HR and budget roles before finding her passion in acquisition and contracting, and via a series of career-broadening moves (including stints with the Corps of Engineers, the FAA, and the GSA), she has gained an incredible amount wealth of expertise that she now shares with small businesses.

Tune in as Shauna and I explore how her diverse experiences helped shape her innovative approach to contracting, emphasizing creativity and mission-focused solutions. She also opens up about the importance of mentorship and how it influenced her rise to becoming a trusted resource in the industry, and we discuss her methods for building trust with her clients and community.

It isn't all smooth sailing, though, and Shauna candidly shares her recent frustration with having her original LinkedIn content plagiarized by another entity, highlighting the challenges of maintaining credibility and integrity in a competitive space. Her story is a powerful reminder of why vetting trusted resources is critical and how genuine expertise shines through.

Whether you’re a small business owner looking to break into federal contracting or simply curious about this intricate field, Shauna’s insights are invaluable, so please join us as we discuss persistence, preparation, and the power of authenticity in achieving long-term success!

In This Episode:

[00:37] - We learn that Shauna founded FedSubK to help small businesses navigate federal contracting using her 35 years of experience.

[02:44] - Shauna broadened her contracting expertise through diverse roles at the Army, FAA, and GSA.

[04:43] - Shauna relies on LinkedIn and genuine storytelling to share her expertise with small businesses.

[07:07] - Hear how Shauna discovered a company plagiarized her LinkedIn posts and website articles multiple times in one week.

[09:09] - Shauna emphasizes authenticity and collaboration to foster trust and support in the small business community.

[12:19] - Transparency about expertise builds trust, enables resource connections, and encourages focusing on unique strengths.

[14:03] - Businesses thrive by excelling in their niche, avoiding shortcuts, and maintaining focus for success.

[15:30] - Shauna points out that success in federal contracts requires patience, preparation, and understanding, as larger contracts take time.

[18:21] - Skipping important steps before pursuing GSA schedules often leads to frustration and unmet expectations later.

[19:50] - It's important to thoroughly vet partners, trust instincts, and do research to ensure reliability and prevent future problems.

[22:28] - Federal contracting success demands avoiding shortcuts and recognizing promises of "fast" as red flags.

[23:22] - Shauna argues that success in federal contracting requires foundational knowledge, relationship-building, and consistent effort over quick wins.

[26:49] - Based in Oklahoma City and combining diverse experience and collaboration, Shauna guides businesses with honesty and trusted recommendations.

[29:38] - Staying current with federal procurement changes is very important!

[32:20] - Businesses must acknowledge gaps, highlight strengths, and ensure transparency to build trust and credibility.

Links and Resources:

Chelsea’s LinkedIn Profile

Shauna’s LinkedIn Profile

FedSubK’s Website

FedSubK’s LinkedIn Profile

Listen in as she opens up about her early days, from selling lemonade as an ambitious eight-year-old to co-founding a t-shirt business after leaving the Army. She reflects on the challenges of building a business while navigating the transition from military life, including the sacrifices, setbacks, and moments of self-doubt that many veterans face. She reveals, via candid anecdotes, how the military’s focus on teamwork and mission-driven objectives prepared her for the demands of entrepreneurship.

We also discuss the critical role mentorship and community played in Kati’s success, with Kati sharing how a chance meeting with a CEO became a turning point and provided the sponsorship needed to unlock a facility security clearance and opportunities in the intelligence community. Kati provides invaluable insights into navigating the process, including the importance of persistence, building the right connections, and understanding the nuances of working within highly regulated industries.

If you’re curious about blending passion with purpose, overcoming self-doubt, or leveraging past experiences to forge a new path, then this conversation is for you! Join Kati and I for an engaging and practical discussion about grit, growth, and finding joy in doing what you love.

In This Episode:

[00:44] - We learn that Kati and her husband, former Army officers, now run a government-focused professional services company.

[02:45] - Kati always aspired to entrepreneurship and found joy in pursuing her passion post-military.

[04:27] - Military experience instilled teamwork, adaptability, and mission focus for Kati, aligning closely with entrepreneurial skills.

[05:59] - Hear how, after leaving the Army, Kati took a junior role to rebuild confidence and recalibrate her career.

[08:34] - Surrounding herself with supportive people gave Kati confidence to grow and pursue ambitious goals.

[10:05] - Kati and her husband transitioned from t-shirts to contracting, building a company around their expertise.

[13:57] - Kati reveals how mentorship and sponsorship helped her secure important clearances, enabling her to advance her business.

[16:24] - Kati started the FCL process by finding a sponsor and navigating complex submission requirements.

[19:53] - Kati learned persistence can be helpful but cautions against excessive communication during FCL approval.

[22:21] - FCL progress requires paperwork, reviews, and home inspections to confirm eligibility.

[24:37] Proactively completing accurate paperwork and training helps prevent delays during the FCL process.

[27:05] - Increased staffing and efficiency improvements helped shorten the FCL timeline for Kati’s business needs.

[28:25] - Securing an FCL enabled Kati’s company to partner on cleared work, opening significant new opportunities.

Links and Resources:

Chelsea’s LinkedIn Profile

Kati’s LinkedIn Profile

Seaside Innovations’ Website

Seaside Innovations’ LinkedIn Profile

Joining Todd is Scot Loveland, the Director of the Ohio APEX Accelerator at Youngstown State University. Scot unpacks the origin and evolution of Apex Accelerators, emphasizing how they have been indispensable since the late 1980s. He offers insights into their mission of empowering businesses to sell their products and services to various government levels, and throughout the episode, his expertise is evident as he shares how his own experience on the other side of the desk shapes his empathetic approach when guiding companies through seemingly intimidating processes!

Todd and Scot also stress the importance of continuous learning and networking, pointing out how APEX Accelerators facilitate connections with specialists and foster professional growth. Discover how they intend to unlock mysteries through training sessions. I hope that you will join us as we uncover how businesses can significantly streamline their journey to government contracting success with the right support and networking strategies!

In This Episode:

[00:46] - Todd reveals that he operates a small business in Ohio, specializing in consulting services and government contract assistance.

[01:46] - Scot oversees Ohio’s APEX Accelerator, which has aided businesses in federal contracting since 1987.

[03:28] - APEX Accelerators assist businesses in navigating government contracting through free consulting services nationwide.

[06:34] - Todd stresses that APEX Accelerators simplify government contracting with step-by-step guidance and strategic advice.

[09:18] - APEX Accelerators offer various resources, including tailored opportunity lists, training, and consortium introductions.

[10:18] - Scot highlights APEX Accelerator training that simplifies complex RFPs.

[13:38] - APEX Accelerators connect clients to experts across various networks, ensuring comprehensive government contracting support.

[16:07] - Hear about how Scot excels at demystifying government processes and fostering professional networks for client success.

[19:05] - Todd emphasizes the value of APEX Accelerators for navigating complex acronyms and making use of expert insights.

[21:14] - APEX Accelerators foster connections through events like the Tri-State Mega Matchmaker for networking.

[23:56] - APEX Accelerators streamline processes, boost efficiency, and facilitate access to customers.

[24:50] - Todd finds virtual networking valuable for building relationships, although in-person events have unique benefits.

[27:18] - Todd adds that virtual meetings offer key advantages like link sharing and a forgiving space for small businesses.

[30:05] - Scot stresses relationship-building and asking questions as being vital to success in government contracting.

[33:57] - Direct and respectful communication in matchmaker settings is refreshing and effective.

[34:43] - Todd and Scot reveal how to get in touch with them.

Links and Resources:

Chelsea’s LinkedIn Profile

Todd’s LinkedIn Profile

Todd Packer and Associates’ LinkedIn Profile

Scot’s LinkedIn Profile

Ohio APEX Accelerator at YSU’s LinkedIn Profile

Ohio APEX Accelerator - Website

Email Scot: swloveland@ysu.edu

GovCon Unscripted Episode 11

Brian discusses the complexities of helping organizations by focusing on the entire business process. Rather than isolating departments like sales, he looks at the company as a whole, integrating operations, recruiting, and finance to facilitate success. He emphasizes the importance of relationship management over mere contractual obligations, a theme central to his book, The R Factor.

Brian and I also discuss his journey and how it began as he transitioned from a military career, where he handled acquisitions for U.S. Special Operations Command, into entrepreneurship. He shares the immense value and challenging process of creating cohesive business strategies that align well with organizational needs.

One key takeaway from this episode is Brian's unique approach to organizational alignment, using tools like a "functions chart" and "crosswalk" to identify necessary skills and gaps in training. His simple two-by-two matrix helps sales teams find the best ways to engage clients, saving time and boosting results.

Brian also sheds some light on the common communication barriers in both government and industry sectors and how his "2-2-1" approach encourages listening to customer needs before pitching solutions. This approach isn't just theoretical; it transforms into actionable strategies that he has effectively implemented in real-world scenarios, including government contracting.

Join Brian and I as we explore how relationships, listening, and strategic insights can radically improve business growth and help organizations when dealing with complex transactions!

In This Episode:

[00:35] - Brian Kent, a retired military officer, consults on scaling businesses in the defense sector.

[02:49] - Brian emphasizes aligning all departments to boost sales, rather than focusing on one.

[06:11] - Brian uses his experience to guide clients with sales metrics, process improvement, and accountability.

[09:47] - For Brian, effective relationship management and clear communication prevent processes from going off the rails.

[11:33] - Brian advocates for open industry communication and client feedback to refine government contracts.

[14:05] - Misunderstanding how industry can address government problems is a common challenge across agencies.

[15:13] - Effectively Briefing solutions requires identifying who controls the money, authority, and need.

[17:20] - Brian argues that targeting decision-makers reduces the number of briefings and increases efficiency in solving problems.

[20:31] - Preparation before meetings with government officials can enhance competitive bidding and solving problems.

[23:01] - Brian points out how, in commercial markets, companies have their own budget cycles for funding decisions.

[26:06] - Brian highlights his consulting methodology, which focuses on simplifying processes across all industries.

[29:20] - Relationships scale your business!

[32:36] - Brian discusses his books and social media presence, offering daily leadership and strategy content.

Links and Resources:

Chelsea’s LinkedIn Profile

Brian’s LinkedIn Profile

Brian’s Website

Brian’s Books

Brian’s Facebook Profile

Brian’s Twitter Profile

Brian’s YouTube Channel

Brian’s Instagram Profile

Throughout our conversation, Todd talks about the Federal Procurement Data System (FPDS) – a powerful but sometimes overwhelming tool for understanding procurement awards. He offers tips on using FPDS for business development, sharing advice on navigating it to find detailed contract information. While FPDS can be a valuable resource, Todd also cautions about potential “noise” in the data and stresses the importance of thorough validation when reviewing another company’s experience or your own business's capability statement.

With passion and expertise, Todd uncovers the hidden language of government contracting, and he reveals how FPDS assists in recognizing relevant PSC and NAICS codes in contracts, encouraging businesses to update their statements accordingly. We also explore the fascinating dynamics of language translation in government procurement, understanding how terms and acronyms could help redefine opportunities.

Throughout the podcast episode, Todd offers practical advice for those diving into the vast world of government contracts, providing innovative methods to discover unforeseen opportunities. Whether you're interested in learning how to optimize travel for business connections or predictive strategies for contract expiration, this episode promises rich, actionable insights for the aspiring government contractor!

In This Episode:

[00:36] - Todd advises small organizations to use free, federally funded resources for business development.

[03:28] - It's important to verify legitimacy when using FPDS for government contracting information.

[06:33] - Todd recommends using FPDS’s "View" option for easier navigation and solution-finding.

[07:25] - FPDS is useful for tracking a company’s government contracts for collaboration.

[10:09] - Todd suggests using FPDS to verify teaming partners' government contract experience and reliability.

[13:14] - You should align your capability statement with FPDS-listed codes for better opportunity matching.

[16:47] - Todd emphasizes understanding PSC codes, as some contracting officers buy strictly by these codes.

[17:11] - We learn that FPDS provides real awards for strategy-building.

[19:48] - Todd suggests FPDS for finding adjacent market opportunities, possible partners, and untapped agency connections.

[22:53] - Todd uses FPDS to identify contracting officers, allowing for targeted pitches and competitive bids.

[26:24] - Showing that you’ve done your homework builds trust and starts the conversation on a positive note.

[26:46] - When traveling, Todd uses FPDS to connect with local government-related opportunities.

[29:17] - Tracking soon-to-expire contracts helps Todd proactively build relationships and find opportunities.

[32:38] - Todd argues that being specific with jargon and agency terminology can help uncover relevant government awards.

[36:19] - Speaking the customer's language ensures effective communication and meets them where they are.

[36:37] - Serve as a resource to bridge language gaps in government contracting.

[38:31] - Todd shares a story about the Wright brothers' struggle for government funding.

[41:06] - Early flight innovators succeeded with persistent support from knowledgeable allies.

[44:25] - Todd points out how government contracts, via vision and expertise, can drive transformative technologies forward.

[47:08] - Persistence and collaboration are vital to success in government contracting.

[48:05] - Public Service Recognition Week 2025 will honor government employees’ essential contributions.

[52:14] - Todd shares how listeners can contact him.

Bio:

Todd Packer, CF APMP, Principal Consultant and Founder of Todd Packer and Associates, LLC, is dedicated to helping organizations find resources to launch new initiatives that achieve security, prosperity and innovation.

Since

1999, Todd's commitment to innovation excellence uses research-based, outcome-focused creative problem-solving, business planning and proposal development services to help organizations and leaders to identify needs, develop ideas, manage projects and find new sources of growth and revenue.

With a Master's Degree from the University of Chicago and over twenty years experience with improving performance in international, multi-cultural environments, his innovative techniques have helped individuals from corporations, small businesses, universities, non-profit organizations and health-care facilities in the U.S., Canada and India.

Please connect with Todd via LinkedIn:

https://www.linkedin.com/in/toddpacker/

Send Todd a message and mention you heard him on Chelsea Meggitt's GovCon UNSCRIPTED - and follow the podcast, please! - and you will receive a FREE, NO OBLIGATION custom online session with Todd to explore FPDS.gov together and help your business grow!

Some other links:

Have your own fun with the Federal Procurement Data System (FPDS)!

https://www.fpds.gov/fpdsng_cms/index.php/en/

All about the APEX Accelerator program!

https://www.apexaccelerators.us/#/

Small Business Administration

Federal contracting assistance

Find an APEX Accelerator near you!

https://www.sba.gov/local-assistance/federal-contracting-assistance

And your local Small Business Development Center (SBDC), SCORE, Veterans Business Outreach Center (VBOC), Women's Business Centers (WBCs) and so much more!

https://www.sba.gov/local-assistance

Reference to the "Wrong about Wright" article Todd discussed in this episode!

From Neatorama.com

Wrong About Wright

Posted with permission by

Miss Cellania • Monday, March 30, 2015

https://www.neatorama.com/2015/03/30/Wrong-About-Wright/

Excerpt: "The article above is reprinted with permission from Uncle John's All-Purpose Extra Strength Bathroom Reader."

Learn more about Charles Lindbergh at the Apollo 11 launch!

From The National Archives (another .GOV to visit!) Two Generations of Flight and One Historic Mission November 30, 2018 by Jessie Kratz, posted in - Space Race https://prologue.blogs.archives.gov/2018/11/30/two-generations-of-flight-and-one-historic-mission/

* Todd Packer, CF APMP, Executive Syzygyst™ TP&A, LLC/TPI, LLC toddpacker@usa.net 216.752.6926 *

+++

Please join me at an event I'm co-organizing:

Better World Day 2024 on October 15, 2024!

Cultivating Gamification for a Better World For more info and to register:

https://www.eventbrite.com/e/cultivating-gamification-for-a-better-world-day-2024-tickets-1015852310607

Links and Resources:

Chelsea’s LinkedIn Profile

Todd’s LinkedIn Profile

Todd Packer & Associates’ LinkedIn Profile

FPDS

In our conversation today, we discuss the idea of collaboration and team effort, touching upon how vital it is for success, especially when working within the intricate web of government contracts. David is a firm believer in setting solid foundations and preparing strategically for long-term success rather than falling for the misleading promises of quick wins. Listen as we share stories that highlight the importance of groundwork and patience, emphasizing how planting the right seeds now can pave the way for fruitful opportunities down the line.

Plus, I can't wait for you to hear David's insights on navigating the various federal agencies and the necessity of understanding each one's unique purchasing patterns. If you've ever wondered about the importance of aligning your company’s values with those you aim to work with or the unmatched power of teamwork in securing lucrative contracts, this episode is for you, so please join David and I for an eye-opening discussion filled with practical advice as we explore the complexities of selling to the government while building stronger networks.

In This Episode:

[00:37] - David shares that he aids disadvantaged small businesses in federal sales, emphasizing client collaboration for success.

[02:19] - Be wary of charlatans in government contracting; building reputation takes dedication.

[04:46] - David advises planning for 2025 by identifying agencies buying your product because timing is crucial.

[06:40] - Analyze agency friendliness to small businesses and decide on potential collaboration.

[09:22] - Teaming expands opportunities, leading to better contract chances.

[10:10] - Agencies publish roadmaps, so use them to tailor proposals and demonstrate understanding.

[12:18] - David encourages exhaustive research, knowing that agency preferences improve meeting preparations.

[15:17] - Address agency challenges diplomatically to offer effective assistance and achieve success.

[18:04] - David points out how small businesses succeed through strategic teaming and understanding competitive pricing.

[20:33] - Securing a contract can begin with just getting your foot in the door.

[23:05] - David expresses gratitude for our connection and shared passion for helping small businesses succeed.

[26:20] - Clients benefit from strategic consultations to understand the complexities of the federal market.

[28:30] - David reveals how to get in touch with him.

Links and Resources:

Chelsea’s LinkedIn Profile

David’s LinkedIn Profile

David Neal Consulting - Website

GovCon Unscripted Episode 1

During our conversation, Jennifer and I explore the participation of big tech companies in the federal contracting arena, and she shares insights into how some big names are venturing into the space, focusing on sectors such as political advertising. She stresses the importance of understanding market data and whether pursuing a GSA schedule is beneficial for your business, a decision that she argues should not be taken lightly without conducting thorough research beforehand.

Jennifer emphasizes the value of strong customer relationships and understanding their purchasing preferences before deciding to hop on a GSA schedule. Many might think that a GSA schedule automatically equals an influx of contracts, but Jennifer offers a reality check: it's actually about strategic relationships and knowing your buyers’ procurement methods.

If you're venturing into government contracting or looking to deepen your understanding of the market, then listen in and get ready to uncover practical nuggets of wisdom and strategic insights in this episode!

In This Episode:

[00:40] - Jennifer Schaus offers market analysis, proposal writing, networking events, and webinars for government contractors.

[02:36] - Jennifer hosts webinars with guest speakers covering regulations, strategies, and insights on federal contracting.

[05:25] - Meta helps with political campaigns, offering insights that can benefit vendors in federal contracting.

[07:00] - The D.C. market offers unique, accessible data for informed decisions in federal contracting.

[09:14] - Jennifer points out how many companies pursue the GSA schedule without analyzing available data to inform decisions.

[11:33] - The GSA schedule is optional, but competition among schedule holders is significantly more intense.

[14:15] - Jennifer provides “tough love” when it comes to GSA, encouraging companies to analyze the federal market before proceeding.

[16:11] - Many companies mistakenly believe that joining the GSA schedule guarantees sales without market research.

[17:56] - Jennifer asserts that the time to secure a GSA schedule depends on various factors.

[20:35] - Jennifer and her team provide comprehensive support for companies pursuing GSA schedules, from proposal submission to post-award services.

[23:13] - Hear how Jennifer helps midsize and smaller companies with strategic pricing to enhance their GSA proposal submissions.

[26:30] - GSA requires companies to track sales and relevant pricing for GSA-eligible clients and items.

[28:06] - Successful government contracting relies on strong relationships and expertise in various fields.

[30:33] - Hear how to get in touch with Jennifer.

Links and Resources:

Chelsea’s LinkedIn Profile

Jennifer’s Website

Jennifer’s LinkedIn Profile

JSchaus & Associates’ LinkedIn Profile

Jennifer’s YouTube Channel

Email Jennifer: hello@JenniferSchaus.com

Shirley delves into the components of these strategic playbooks, which include market understanding, refining internal procedures, and honing the articulation of a company's value proposition. She enthusiastically explains how these tools are designed to not only detect but also grasp growth possibilities in the complex federal scene.

We also discuss the genuine obstacles that small firms face in this area, such as navigating a highly regulated environment and the value of a laser-focused strategy over a scattergun approach. Shirley shares lessons from her path, which has included developing her own businesses and assisting others in climbing the arduous ladder of government contract achievement.

So, join Shirley and me as we discuss the complexities of developing a successful strategy in federal contracting, the importance of deep market intelligence, and the transforming power of a well-crafted playbook. This episode is jam-packed with professional information, personal success stories, and actionable techniques to help you win more federal contracts. Join us for a conversation that will not only inform, but also inspire!

In This Episode:

[00:39] - Shirley introduces herself. She's the president and founder of Scale2Market, a group of federal business development management consultants.

[01:25] - They develop playbooks that consist of understanding the market, internal processes of discipline, people, and articulating your true value proposition.

[02:38] - The playbook is typically a 90-day process. The process is very data driven.

[03:07] - Clients include small GovCons who want to grow and companies who want to enter the federal marketplace.

[04:58] - She has grown four businesses in the federal marketplace and gained knowledge and experience in the process.

[06:05] - She helps CEOs create value in their businesses.

[08:49] - The key to success is focusing, and the way to do that is to have knowledge.

[10:59] - One of the things that Shirley's team specializes in is finding what their clients do better than the competition.

[13:25] - She also helps coach clients through the execution plan.

[16:36] - There are so many people involved in government contracting projects which presents multiple challenges. 

[20:00] - She has a background in IT, but the playbooks are very data driven.

[24:34] - Shirley loves helping clients and when she hears them repeating information she's shared with them, it's very rewarding.

[25:06] - Shirley shares her best advice. Educate yourself about the market. Carve out a niche. Get a partner. Be aggressive about getting a foot in the door. 

Links and Resources:

Scale2Market

SCollier@Scale2Market.com

Growth Masters Federal™ Podcasts

Shirley D. Collier LinkedIn

Listen in as, during our conversation, Judy draws parallels between personal and professional proposals. Judy emphasizes the importance of understanding the dynamics in federal contracting - it's all about creating the right relationships before making proposals, ensuring that your efforts resonate with the right audience! She passionately discusses her "players and layers" methodology, which identifies key relationships needed to succeed in federal contracts.

Throughout our chat, Judy also shares invaluable resources, like her federal business development workflow, and provides strategies for navigating the complexities of government contracts. We explored how building the right team and fostering connections can drive success in the competitive federal space.

Tune in as Judy and I dive into the art of relationship-building in government contracting, the nuances of making impactful proposals, and the importance of strategic connection! This episode is sure to enrich your understanding and approach, so join us for a conversation filled with expert insights, personal stories, and practical advice!

In This Episode:

[02:01] - Judy asserts that many make ineffective proposals like strangers proposing at concerts, rather than ensuring the right match.

[03:12] - Every proposal is special, requiring love, care, time, and investment for success.

[04:51] - Judy argues that government contracting is about strong internal teams, expert resources, and relationship-building.

[06:19] - Success in federal agencies requires relationships across five identified layers, which Judy details.

[09:36] - Helping clients requires showing proven success similar to their needs.

[10:14] - Judy adds that federal business involves relationships across stakeholder, specialist, officer, user, and industry layers.

[13:36] - Creating adaptive workflows helps build stories and identify relationship gaps in agencies.

[14:52] - Learn how Judy transitioned from strategist to connecting people in federal contract success through relationship-building.

[17:44] - Judy describes how overcoming fear of sales calls led to focusing on building relationships for success.

[20:13] - Focus, connection, and consistency are so important for success in government contracting.

[23:43] - Judy discusses how the word "sales" is avoided, focusing instead on building service-oriented relationships.

[25:11] - Differentiating service from free work requires understanding contracts and setting boundaries.

[25:44] - Judy defines being of service as involving understanding client needs and offering helpful resources.

[27:48] - Great salespeople are personable, relatable, and focus on building genuine relationships.

[29:39] - Hear how Judy helped secure a major federal contract through an intensive program.

[32:57] - Learn how to get in touch with Judy.

Links and Resources:

Chelsea’s LinkedIn Profile

Judy’s LinkedIn Profile

Summit Insight’s Website

Summit Insight’s LinkedIn Profile

Judy Bradt - Government Contracts Made Easier

Summit Insight - To Bid or Not to Bid: The $65,000 Question

Call Judy: (703) 627-1074

Mark provides valuable insights into how companies can effectively position themselves to win contracts, particularly through platforms such as LinkedIn. He and I discuss the importance of having a robust online presence, avoiding common pitfalls in profile development, and the necessity of demonstrating genuine value to potential clients. He also highlights why it's so important to be aware of who the key players are, especially contracting officers and program managers, and how to effectively approach them.

Throughout the conversation, we explore the common challenges that companies face in establishing their visibility and credibility in the government sector, with Mark offering practical advice on leveraging LinkedIn for networking and relationship-building while navigating the unique regulatory landscape of government contracting. I hope that you will tune in for an engaging discussion that will equip you with the knowledge to enhance your government contracting strategies and build meaningful connections in this competitive field!

In This Episode:

[00:46] - Mark shares how he started a government marketing company in 1985 due to its unique regulations.

[03:36] - Mark helps companies define their identity and improve their presence on LinkedIn.

[05:53] - Building visibility and credibility is crucial in a relationship-driven government contracting market.

[09:14] - Mark asserts that LinkedIn profiles should clearly articulate value, avoiding generic information from résumés.

[11:53] - Researching customers and understanding contracts is vital for small businesses in government contracting.

[14:09] - Mark argues that contextualizing connection requests on LinkedIn increases the likelihood of positive responses from government employees.

[15:59] - It's important to focus on existing relationships with agencies before expanding to new government contracts.

[18:22] - Mark feels that while LinkedIn serves as an effective networking tool, deeper conversations have to take place offline.

[20:10] - Success on LinkedIn depends on user sophistication and ethical engagement within the platform.

[22:26] - Building relationships and sharing valuable information can help increase success in government contracting.

[25:41] - Hear how Mark embraces AI's potential and remains adaptable to evolving technologies.

Links and Resources:

Chelsea’s LinkedIn Profile

Mark’s LinkedIn Profile

Amtower & Company - Website

Amtower & Company’s LinkedIn Profile

Alvin Toffler - Future Shock

We also discuss the importance of having a solid foundation of documents ready before responding to RFPs, which can often feel overwhelming. Kirsten emphasizes the significance of clarity and uniformity in submissions, advising small businesses on how to present their capabilities effectively to contracting officers. We touch upon the common mistakes that can derail proposals, including the tendency to be too general or disorganized, and Kirsten provides invaluable insights into how to navigate the proposal process with confidence, encouraging listeners to focus on their core strengths while customizing their responses to meet the specific needs of the agencies that they are targeting.

Throughout the conversation, you can expect to gain practical tips on how to streamline your proposal efforts and learn how to communicate your unique value effectively. Whether you're a seasoned contractor or just starting out, this episode offers a wealth of knowledge to help you succeed in government contracting, so please join us for an engaging discussion that will empower you to take your business to the next level!

In This Episode:

[00:55] - Hear how Kirsten started helping small businesses respond to federal RFPs.

[03:46] - Kirsten begins conversations with clients to understand their RFP goals and initial documents.

[07:01] - Contracting officers seek clear solutions from small businesses rather than flashy marketing materials.

[08:10] - There is a need for uniformity in early-stage documents in order to present a cohesive image.

[11:06] - Kirsten advises small businesses to thoroughly read and understand RFPs before responding.

[13:33] - Small businesses often struggle with specificity and should focus on their core solutions.

[16:14] - Kirsten recommends focusing on primary solutions while adhering to RFP constraints such as page count.

[17:45] - Kirsten points out how many small businesses submit RFPs without clearly stating how they will solve problems.

[20:25] - It can be empowering when small businesses establish effective processes for submitting RFPs.

[22:09] - Kirsten encourages businesses to actively seek opportunities and understand government purchasing practices.

[25:59] - Businesses should also approach customers based on their specific purchasing preferences.

[28:23] - Hear how Kirsten created simple tools to help small businesses manage RFP documents.

[30:12] - Kirsten asks small businesses to share their stories and project experiences during initial meetings.

[33:39] - Learn how to get in touch with Kirsten.

Links and Resources:

Chelsea’s LinkedIn Profile

Kirsten’s LinkedIn Profile

kirsten@rfprepared.com

RFPrepared - Website

RFPrepared’s LinkedIn Profile

We also touch on important topics such as restrictions on single-use plastics to upcoming greenhouse gas regulations, with Larry offering a thoughtful take on how these rules might create challenges, especially for smaller companies without the resources to adapt quickly. Plus, we explore how cyber incursions are becoming a major concern, and what businesses both large and small can do to prepare for new reporting requirements.

Larry also gives us a peek into the growing disconnect between policymakers and the contracting officers who actually put these rules into place, shedding light on how this gap impacts businesses trying to stay compliant. There’s even some talk about joint ventures and a rule that could change the game for small business task orders, so if you're ready to get ahead of some potential surprises in federal contracting and hear Larry’s insider tips, then this is an episode of GovCon Unscripted that you will not want to miss!

In This Episode:

[00:34] - Larry leads Allen Federal Business Partners, helping government contractors with compliance and business growth.

[02:00] - Federal market changes are frequent, requiring businesses to stay updated on regulations and rules.

[04:42] - Larry explains how small business innovations face challenges due to growing regulations and increased overhead costs.

[06:44] - There is a disconnect between policy makers and contracting officers, burdening small businesses with extra requirements.

[09:19] - The acquisition workforce has been facing increased workloads and outsourcing pressures since the 1990s.

[10:53] - Larry feels that better communication between acquisition policy makers and workforce teams could improve efficiency.

[13:04] - Some large contracting productions struggle due to too many decision-makers and poor execution.

[15:00] - A role proposed by the Small Business Administration (SBA) could limit small businesses from maintaining multi-year contracts after growth.

[18:57] - New greenhouse gas, plastic, and cyber incursion rules will significantly impact small businesses.

[21:05] - Upcoming regulations on electronic chips will require detailed supply chain tracking and raise overhead costs.

[23:36] - Larry points out how small businesses must balance reasonable security with innovation to meet government cyber standards.

[26:36] - Free resources such as Federal News Network help businesses stay informed about government regulations.

Links and Resources:

Chelsea’s LinkedIn Profile

Larry’s LinkedIn Profile

lallen@allenfederal.com

Allen Federal Business Partners - Website

Allen Federal Business Partners’ LinkedIn Profile

Federal News Network

One of several standout topics that we explore is how small businesses, from startups to more established companies, can navigate the often complex world of defense contracts. Trish shares real-world examples of how businesses can position themselves to succeed in the defense sector, comparing the process to preparing for a marathon rather than a sprint.  

We also discuss how small businesses can assess their readiness and approach the Department of Defense.  Trish emphasizes the importance of patience, planning, and a five-year runway if you’re serious about working with the military. She also sheds some light on the disconnect between venture capital’s fast-paced expectations and the defense sector's methodical approach, highlighting how businesses can still thrive by adapting to both models.

If you are interested in the intersection of innovation and defense or simply want to understand how to better align your business with the Department of Defense's needs, this conversation offers invaluable insights and actionable advice.Tune in to hear Trish's inspiring journey, her story from military service to serving the military, and her advice on how to bring groundbreaking technologies, like invisibility cloaks (yes, we talk about those!), into the defense world!

In This Episode:

[00:35] - Trish introduces herself as the CEO of Difference LLC and a contractor for the Department of Defense DoD Office of Small Business Programs (DoD OSBP).

[02:54] - Programs to help small businesses, similar to a gym trainer's personalized approach based on readiness, are offered.

[05:30] - Trish often meets small businesses via the government team, helping them explore defense sector opportunities.

[08:42] - Emphasizing empathy, Trish relates her experiences to those of newcomers navigating the DOD's complexities.

[11:20] - Trish highlights the need for adaptability in the DOD.

[13:55] - Trish advises innovators to make products irresistible in the commercial market because the DOD will follow.

[17:25] - Trish explains the different investment models of venture capital and the Defense Department.

[20:28] - There is a distinction between fast-moving small companies and the lengthy DOD procurement process.

[21:07] - Small businesses need a five-year runway, often relying on commercial sectors to stay afloat.

[24:17] - Comparing the defense journey to college, Trish highlights the learning process involved in navigating the DOD.

[26:22] - With a passion for innovation, Trish encourages entrepreneurs to embrace their unique journeys and offers support along the way.

Links and Resources:

Chelsea’s LinkedIn Profile

Trish’s LinkedIn Profile

Common Entry Point for Small Businesses

APEX Accelerators

osd.business.defense@mail.mil

Throughout our conversation, Stephanie dives into the early challenges of starting Makai Defense, including securing government contracts and overcoming the challenging obstacles of a startup. With her background rooted in contracting through her parents' work and her own experiences, she reveals how these foundations helped shape her approach to business. 

Stephanie’s insights into leveraging strong networks, navigating the complexities of government contracting, and managing contracts offer a wealth of knowledge for anyone interested in the defense industry! We, in addition, discuss the significant strides that Makai has made in just a few years such as securing key contracts, building strategic partnerships, and evolving from a generalist approach to a more focused and strategic growth plan.

Stephanie’s story is not just about business success but also about her dedication to a mission-driven purpose. Her commitment to national security and innovative solutions highlights the importance of balancing immediate needs with long-term goals.

I hope that you will tune in to hear Stephanie’s candid reflections on the ups and downs of entrepreneurship in the defense sector and her advice for others looking to make an impact. If you are curious about the intersection of innovation, defense contracting, and strategic growth, then this episode is a must-listen for you!

In This Episode:

[01:20] - Stephanie shares how she leveraged the Hawaiian-owned business designation and her family’s military background when overcoming startup challenges.

[04:17] - In the first year, Stephanie and her partner consulted while getting prime contracts and proposals.

[06:19] - Having a large corporation’s mentorship was perfect, offering both understanding and investment for Makai's success.

[08:31] - Stephanie explains how Makai blends service with innovation.

[10:11] - Hear how networking and industry connections were crucial for Makai’s growth and finding new partners.

[12:38] - Stephanie observes more openness now, emphasizing the need for research and connecting with decision-makers.

[15:17] - Stephanie reveals how diversification helps her business get through funding shifts, balancing various contract types and agencies.

[17:13] - Cost-plus contracts offer flexibility but require DCAA-compliant accounting systems and preparation.

[20:52] - Stephanie values the mission over quick profits, planning for long-term impact and national security.

[22:14] - As a Hawaiian-owned business, Makai leverages the 8(a) program for strategic planning and future growth.

[25:07] - Stephanie values her core team, which balances skill gaps and shares a unified vision for growth.

[27:47] - As Stephanie’s business grows, it shifts from wearing many hats to becoming more specialized and focused.

Links and Resources:

Chelsea’s LinkedIn Profile

Stephanie’s LinkedIn Profile

Email Stephanie: stephaniehutch@makaidefense.com

Makai’s Website

Makei’s LinkedIn Profile

Kekoa Foundation’s Website

Kekoa Foundation’s LinkedIn Profile

Join us as we dive deep into the nuances of funding and financial strategy in the federal contracting space, with Teresa sharing her unique perspective on the importance of starting financial conversations early to avoid pitfalls and ensure sustainable growth. We also discuss the common struggle of securing appropriate funding and the impact of being unprepared for the costs associated with government contracts.

Teresa's background in business growth and business financing and her personal experience growing up with entrepreneurial parents give her a well-rounded view on what is truly required to succeed in govcon. One of many highlights of our conversation is Teresa’s emphasis on the necessity of building strong, honest relationships with financial partners and understanding various lending options. She sheds some light on how small businesses can avoid losing their profit margins and make informed decisions about financing and strategic planning early.

Whether you’re a small business owner, a contractor, or simply curious about the ins and outs of federal contracting, this episode is full to the brim with practical advice and inspiring stories. 

Tune in to gain a deeper understanding of how to navigate financial challenges and foster growth in your business. If you like what you hear, then please also be sure to subscribe and leave a review wherever you listen!

In This Episode:

[01:08] - Teresa  loves working for a company focused on doing good for clients. Though her schedule is packed she faces minimal daily pressure.

[04:38] - Addressing funding issues early is important in order to avoid difficult financial situations and predatory practices.

[06:24] - Teresa argues that effective business planning requires upfront conversation about money, including hiring and operational expenses.

[08:58] - Self-advocacy in the govcon business and understanding various lending options are crucial.

[11:16] - If you lack financial expertise, Teresa advises, consider outsourcing to ensure proper management and avoid failure.

[13:30] - It's important to build strong banker relationships; they should be honest and able to refer you to helpful partners.

[16:46] - Securing funding is more challenging than winning contracts.

[18:20] - Teresa explains how effective business development involves targeting valuable opportunities and seeking mentorship for guidance.

[20:53] - Teresa discusses the importance of having a solid price and funding strategy.

[23:57] - Start with SBDCs and Apex Accelerators which offer free services and government contracting support.

[27:07] - Frequent conferences help with networking and finding mentors, and honest connections are very important for business success.

Links and Resources:

Chelsea’s LinkedIn Profile

Teresa’s LinkedIn Profile

Parabilis - Website

Parabilis - LinkedIn Page

For the introductory episode, I am joined by David Neal, a true advocate for small businesses in the government contracting world. Listen in as we dive into a fascinating discussion about the critical role which small businesses play in driving innovation and sustaining our economy, especially in the federal sector.

David and I chat about our shared passion for supporting small businesses which has been a driving force for us, especially since the pandemic. We explore how these businesses not only kept things running during challenging times but are also incredibly important for the future of federal contracting.

David’s insights are invaluable as he shares practical advice on taking on the complexities of government contracts, including the unique challenges and opportunities for small businesses. We also touch upon selling to the government as opposed to the corporate world, with David’s experiences providing a clear perspective on how to approach these different environments.

From understanding government language to overcoming the obstacles of past performance requirements, this opening episode is packed with actionable tips and strategies, so if you’re a small business owner or just curious about the ins and outs of government contracting, then tune in to get inspired and learn how to turn those small business dreams into big successes! Please also be sure to subscribe and leave a review wherever you listen!

In This Episode:

[00:53] - Why do we love small businesses?

[03:57] - David points out that, for small businesses, one-on-one coaching can be crucial and that personalized guidance helps with the process.

[06:43] - David discusses the differences between federal and corporate sales.

[08:12] - Misunderstandings about programs like ADA highlight the need for persistence and accurate knowledge.

[10:16] - David adds that federal contracts often favor established companies but that knowing the competition and starting small can help.

[12:45] - The government values prior government experience more than commercial, so building relevant past performance is challenging.

[14:01] - David suggests using corporate past performance by matching it to contract size for better results.

[16:04] - David describes a specific method to present past performance for federal contracts.

[18:00] - It's important to understand agency-specific rules and to network to discover opportunities and build relationships.

[21:47] - Small business owners should still focus on their core business while looking for federal contracting expertise.

[23:17] - Helping small businesses succeed with contracts is fulfilling, and discussing specific programs can be helpful.

[26:24] - David contributed to the book Game Changers for Government Contractors. Chelsea contributed to the book Government Marketing Best Practices 2.0

Links and Resources:

Chelsea’s LinkedIn Profile

David’s LinkedIn Profile

Game Changes for Government Contractors