Govcon Giants Podcast

Today we dig into the hard truths of small-business innovation in defense: most startups won't sell end items—they'll be 1st– or 2nd-tier subs whose tech is embedded in a prime's system. We unpack why founders fear losing IP to primes (and why we need better mechanisms than today's SBIR handoffs), where OCONUS opportunities really exist (think F-35 supply-chain niches and vetted foreign subsidiaries—limited but real), and why talent acquisition is make-or-break. Bottom line: protect your IP, read every teaming/NDA, know when aviation or cleared work changes your risk—and recruit serious S&E horsepower if you want to matter. Key Takeaways: IP first. Most small firms will be subs; use defensible NDAs/teaming terms and SBIR data-rights to avoid handing your crown jewels to primes. OCONUS is niche. Foreign buys happen (e.g., F-35 components), but protectionist policies mean smaller budgets and tougher entry—win with differentiated tech. Talent is strategy. Deep science & engineering capability (think Caltech/MIT-level rigor) remains the decisive edge for modernization programs. Know more about the Bootcamp: https://govcongiants.org/bootcamp Learn more: https://federalhelpcenter.com/ https://govcongiants.org/

In this episode of The Daily Windup, we take a deep dive into how executive power really works in the U.S. government — from executive orders and OMB oversight to how federal procurement priorities shift when a new president takes office. My guest, Dr. Andy Rudalevige, one of the nation's leading scholars on the presidency, breaks down how executive orders shape policy, how OMB quietly influences every dollar that gets spent, and why civil service stability matters more than ever. We explore the tension between presidential control and congressional authority, the ripple effects of personnel cuts across agencies, and what America can learn from European models of governance. Andy also reminds us why optimism for democracy still matters — because despite division at the top, most Americans still agree more than they realize. Key Takeaways: Executive orders aren't laws — they guide the executive branch but can't override Congress, though they profoundly shape how contracts and spending unfold. OMB (Office of Management and Budget) wields enormous influence, managing budgets, regulations, and procurement policy — the real "engine room" of federal power. Civil service expertise is eroding, risking continuity and competence, but public trust in democratic ideals remains a source of resilience for America's future. Learn more: https://govcongiants.org/

In this episode of The Daily Windup, we dive deep into America's fiscal reality check — and it's not pretty. Federal spending is now 53% higher than before the pandemic, with annual deficits exceeding $2 trillion. The interest alone on the national debt has reached $1 trillion, surpassing the Pentagon's entire budget and soon to overtake Medicare. My guest explains why both parties are trapped in a cycle of permanent tax cuts and permanent spending, creating what economists call a "structural deficit" — a fiscal hole that's now too big to close painlessly. We explore what happens if a recession hits while the government's already drowning in debt — and who's really going to pay the price when the cuts come. Key Takeaways: Federal spending is up 53% since before the pandemic, with deficits stuck near $2 trillion a year. Interest on the debt ($1 trillion) now costs more than the Pentagon and soon Medicare — a true structural deficit. Spending cuts will hit lower-income Americans hardest, while tax extensions and interest costs keep the system locked in debt. Know more about the Bootcamp: https://govcongiants.org/bootcamp Learn more: https://federalhelpcenter.com/ https://govcongiants.org/

In this episode of The Daily Windup, I sit down with Frank Kendall, former Secretary of the Air Force, to unpack one of the toughest challenges facing national defense today — the shrinking U.S. industrial base. Frank explains how, after two decades of decline, the U.S. no longer has the production capacity or lead times to meet urgent wartime demand. We've seen this shortage firsthand in the fight against ISIS and again during the Ukraine conflict, where the U.S. struggled to produce enough munitions fast enough. Frank shares how risk management, not “infinite budgets,” must guide rebuilding efforts — and how small and mid-sized government contractors can align themselves with Air Force modernization goals through partnerships with futures and technology development commands. Key Takeaways: The U.S. defense industrial base has been shrinking for 20+ years, leaving critical capacity gaps in wartime. Building for “war-level demand” is financially impossible — smart risk-based investments are essential. Small and mid-sized contractors should connect with Air Force's Integrated Capabilities Command and Technology Development Office to align with future opportunities. Know more about the Bootcamp: https://govcongiants.org/bootcamp Learn more: https://federalhelpcenter.com/ https://govcongiants.org/ 

In today's episode of The Daily Windup, we break down what the latest Federal Reserve Beige Book is really saying — and why it's sending a chilling warning most investors are ignoring. According to the Fed's own field reports, economic activity has “declined slightly” across three-quarters of the U.S., with only a handful of districts showing modest growth. The tone of this Beige Book is weaker than December 2007 — the start of the Great Recession. Even the Fed's internal staff now estimates a 50% chance of recession, while the market continues to price in 0% risk. In short: the data is flashing red, but Wall Street's acting like it's business as usual. Key Takeaways: The Fed's Beige Book reveals that ¾ of the U.S. economy is stagnating or contracting in real time. The report's tone is weaker than the Beige Book from the start of the 2008 crisis. Even the Fed staff pegs recession odds at 50%, yet the market is still pricing in zero risk. Know more about the Bootcamp: https://govcongiants.org/bootcamp Learn more: https://federalhelpcenter.com/ https://govcongiants.org/ 

In this episode, I sit down with Frank Kendall and talk about one of the biggest traps in defense procurement — the endless search for “acquisition magic.” Frank exposes why every few years, someone promises a revolutionary new system to fix everything — and why those reforms almost always fail. From $30 billion MRAP programs that saved lives but were later abandoned, to R&D overruns averaging 25%, he lays out a brutally honest framework for how the government should manage risk, cost, and speed the right way. Key Takeaways: There's no such thing as acquisition magic — sustainable improvement comes from training, data, and risk management. The MRAP program cost $30B but proved that taking calculated risk can save lives when done strategically. Defense R&D programs average 25% overruns — but smart leadership can bring that down to 10% without killing innovation. Learn more: https://federalhelpcenter.com/ https://govcongiants.org/ 

Today I sit down with insurance expert Wes to demystify the policies every government contractor needs but few truly understand. We cover why a General Liability (GL) policy typically includes attorney fees (if you notify the carrier before hiring your own lawyer), why a certificate ≠ the policy, how exclusions (like aviation work) can leave you exposed, and how audits can trigger surprise bills if you don't price insurance into bids. Real numbers, real stakes: a threatened $700,000 suit that settled for $5,000 (I paid a $2,000 deductible), a $240,000 aircraft damage claim denied under standard GL, audits demanding $15,000 after higher-than-estimated revenue, and cyber “social engineering” fraud that many policies only cover (often up to $250,000) if you phone-verify wire changes. We also hit W-2 vs. 1099 pitfalls, multi-state workers' comp, and why many policies run 400+ pages—so get a second opinion before you sign or bid. Key Takeaways: Notify your carrier first. GL often supplies the attorney and covers fees; hiring your own lawyer first can void coverage. Match policy to scope. Aviation work needs aviation liability; add states for workers' comp; price insurance into bids to avoid audit shocks. Harden the basics. Have your agent review contracts + operations + full policies (not the certificate); add cyber/EPLI and follow phone-verification for wires. Learn more: https://govcongiants.org/ Linkedin: https://www.linkedin.com/in/wes-edison/

In this episode of The Daily Windup, we dig into one of the biggest myths floating around right now — that the U.S. economy has somehow become recession-proof. Despite headlines saying everything's fine, the hard data tells a different story: real GDP has dropped in two of the last three months, growth has fallen from 3.2% to just 1.3%, and both soft and hard data are flashing warning signs. Yet, the market's still acting like the party never ends. We break down what the Fed's Beige Book reveals, why the numbers don't lie, and what every business owner and government contractor should be preparing for right now. Key Takeaways: GDP growth has fallen from 3.2% to 1.3%, showing the economy is slowing — not stabilizing. Soft data is finally morphing into hard data weakness, signaling a potential recession ahead. The Fed's Beige Book is a must-read for anyone tracking real economic health across sectors. Learn more: https://federalhelpcenter.com/ https://govcongiants.org/ 

In this episode, I talk with Frank Kendall, former Secretary of the Air Force, about how artificial intelligence is reshaping defense and government contracting at lightning speed. Frank explains why AI isn't just a buzzword—it's “software that works”—and why the government must learn to be a smart customer, not a slow gatekeeper. We also break down how large language models like ChatGPT are driving a second wave of transformation, creating both massive opportunities and serious risks around bias, human control, and infrastructure strain as electricity demand surges to power this revolution. Key Takeaways: The next wave of AI, powered by large language models, is redefining how defense and government contracting operate. $100s of billions in AI-related contracts are on the horizon, but speed without oversight risks bias and control issues. The Air Force's 700,000-person, $170B enterprise depends on adapting to AI faster than adversaries like China. Learn more: https://federalhelpcenter.com/ https://govcongiants.org/ 

In this episode, I dive into one of the most perplexing financial phenomena of 2025 — the S&P 500's explosive rally to new all-time highs. Despite no rate cuts, no fiscal stimulus, and no major breakthroughs, the market has surged more than expected — a “four sigma event” that's occurred only 0.4% of the time in the past 35 years. We break down how psychology, not fundamentals, is fueling this run — a blend of greed, fear, and herd mentality that could set the stage for a painful day of reckoning when reality hits. Key Takeaways: The S&P 500's rally is a four standard deviation event — statistically almost impossible. Markets are being driven by emotion, not fundamentals, as fear turns into unchecked greed. Without fiscal stimulus or Fed cuts, this could be a short-lived rally before a major correction. Learn more: https://federalhelpcenter.com/ https://govcongiants.org/ 

In this episode, I sit down with Frank Kendall, former Secretary of the Air Force and Undersecretary of Defense for Acquisition, Technology, and Logistics. Frank shares what's really happening behind the scenes of the newly announced $175 billion “Golden Dome” program—a reboot of Reagan's Strategic Defense Initiative that could balloon to $500 billion. We talk about what this means for government contracting, the risks of rushing massive programs, and his firsthand look at managing $170 billion budgets and 700,000 personnel in the Air and Space Force. Key Takeaways: The Golden Dome could open unprecedented government contract opportunities across defense and space sectors. Rushing a $175B program risks massive waste and inefficiency—potentially doubling its cost to $500B. The Air Force's 2050 vision focuses on AI, autonomy, and long-range power projection to counter China's military buildup. Learn more: https://federalhelpcenter.com/ https://govcongiants.org/ 

In this episode of Govcon Giants, I sit down with Lisa Shea Mundt, Co-Founder of The Pulse of GovCon, to unpack how artificial intelligence is transforming the federal marketplace — from the GSA's Grok AI rollout to the Pentagon's $200 million AI investments. With 14 years of experience and billions in proposal wins, Lisa shares a front-row view of how automation is reshaping the bid process — and what small businesses can do to stay competitive, human, and ahead. We dive into how contractors can future-proof their strategies, adapt to data-driven procurement, and leverage AI instead of fearing it. Key Takeaways: AI is changing the language of proposals — clarity, strategy, and storytelling matter more than ever. Federal buyers are evolving fast; small businesses must evolve their capture and BD processes to match. The future belongs to those who can pair tech literacy with human insight in every proposal and pitch. Learn more: https://govcongiants.org/  Lisa's Linkedin: https://www.linkedin.com/in/lisasheamundt/ Youtube: https://www.youtube.com/@thepulseofgovconvideos 

In this episode of The Daily Windup, I expose the hard truth about financing in government contracting—why banks lend only to those who don't need money and how the wrong SBA loan can trap you for years. We unpack a real story of a contractor who borrowed $800,000 under a 10-year SBA loan only to find it blocked her from getting new funding for awarded contracts. I also share how the SBA's EIDL loans differ, why subordination matters, and the top five things you need to know about Encore Funding—a company that truly understands the business of federal contractors. Key Takeaways: $800,000 SBA loans can backfire if you grow faster than your repayment schedule. EIDL loans can be subordinated—traditional SBA loans can't, and that can limit your funding. Encore Funding specializes in helping contractors with flexible working capital when banks won't.

In this episode of The Daily Windup, we explore how small businesses can leverage over 200 proven GovCon templates and AI-powered tools to win millions in government contracts—while also learning how shifting regulations and compliance costs are reshaping the financing landscape for contractors. I also share a real-world story of one entrepreneur who scaled her business over 15 years, exited successfully, and walked away with a major payday. Whether you're just starting or ready to scale, this conversation shows how preparation, partnership, and persistence turn contract confusion into generational wealth. Key Takeaways: Access to 200+ GovCon templates and AI tools can accelerate your path to winning contracts. New federal regulations often lead to higher lending costs that contractors must plan for. Building a solid 10-15-year track record can lead to a lucrative exit or business sale. Learn more: https://federalhelpcenter.com/ https://govcongiants.org/ 

In this episode of The Daily Windup, I break down how billions in government contracts go unclaimed every year—and how to make sure your business isn't part of that statistic. We walk through the pitch deck process, TRL levels, and the exact details you need to win over DoD evaluators. You'll also learn why following formatting instructions (yes, down to Times New Roman font) could mean the difference between getting funded or being instantly deleted. Federal contracting success isn't luck—it's precision, presentation, and professionalism. Key Takeaways: Every year, billions in government contracts are left on the table because small businesses don't follow simple instructions. Nail your pitch deck by focusing on validation, scalability, and cost savings (save $10M over 5 years, for example). Follow DoD formatting rules to the letter—one wrong file or missing item can get your email deleted instantly. Learn more: https://federalhelpcenter.com/ https://govcongiants.org/ 

In this episode of The Daily Windup, I dive into what separates struggling government contractors from the ones winning consistently—it's not luck, it's relationships. We uncover how transparency, community, and the right financial partners can make or break your business. I share why visibility matters (Encore's team hit 24 conferences nationwide), what questions to ask your lender, and why ignoring these red flags could cost you your next government contract. Ten minutes of pure insight, zero time wasted. Key Takeaways: Don't trust financial partners who dodge your questions—transparency is everything. The right community and visibility can open more government contract doors than cold calls ever will. Ask smarter: know your lender's background, cost of funds, and industry presence before signing anything. Learn more: https://federalhelpcenter.com/ https://govcongiants.org/ 

In this Govcon Giants episode, I sat down with Eric Raven, former Under Secretary of the Navy (2022–2024) and longtime defense budget insider, to uncover how a $260B department with nearly 900,000 people actually buys from tens of thousands of small businesses—and where the next wave of Government contracting dollars is headed. From small-business access through Gold Coast (Navy Gold Coast Conference) and buying commands like NAVAIR and NAVSEA, to workforce demands in the submarine industrial base, to the administration's ambitious “Golden Dome” missile-defense program, this episode is packed with insights you can act on now. Access & Wins: How to engage Navy buying commands (BSOs), why responding to RFIs/Sources Sought matters, and how to leverage events like Gold Coast. Scale & Policy: The shift toward “teeth > tail,” OTAs, and commercial practices that scale pilots from a handful of units to 10,000+. Where the Money's Going: Submarine base supply chain (17k suppliers, 100k workers needed), the U.S. shipbuilding gap (0.1% vs. China's ~50%), and the $175B–$500B Golden Dome initiative. Learn more: https://govcongiants.org/ Erik's Linkedin: https://www.linkedin.com/in/erik-raven-7359a6324/ 

In this episode of The Daily Windup, we explore why project management skills—not just certifications—can make or break your success in business and government contracting. From PMP to Agile to Lean Six Sigma, today's guest explains how learning the language of project management changes the way veterans and small businesses enter the civilian market, build credibility, and drive profitability. Why PMP certification creates instant credibility for veterans and small businesses How Lean and Six Sigma directly improve customer satisfaction and profitability The belt system explained—white, yellow, green, black, and master black belt, karate style Learn more: https://govcongiants.org/ 

On this Daily Windup, Craig Cohen returns to break down one of the biggest landmines in government contracting finance: the “up to” trap. That line on your term sheet might sound generous, but it's designed to keep you jumping through hoops while banks nickel-and-dime you with endless hidden fees. Eric shares his airline analogy that makes the whole scam click instantly. The danger behind “up to” language in loan agreements How teaser rates + fees end up costing more than transparent pricing Why real lenders should give you one clear list of all charges Learn more: https://govcongiants.org/ 

On today's episode of The Daily Windup, we dive into the costly mistakes small businesses make when jumping into government contracting too soon. Our guest breaks down why rushing to bid without preparation backfires, the importance of aligning opportunities with your long-term strategy, and how proper market analysis and patience can make or break your success. Why bidding too early leads to terminations, cure notices, and damaged reputations How to use tools like USASpending.gov to identify real customers and opportunities The importance of building foundational excellence—legit setup, compliance, and CRM basics Learn more: https://govcongiants.org/ 

In today's Daily Windup, I sit back down with Craig Cohen, VP of Business Development at Encore Funding, to uncover the hidden ways banks quietly deny small businesses—even when you're holding multi-million-dollar government contracts. From rejecting companies for being “too liquid” to charging an “unused line” fee when you don't even borrow, Craig exposes how traditional finance prioritizes protecting themselves, not helping you grow in the federal space. Why banks underwrite based only on past revenue, not your new awards The shocking “too liquid” reason lenders deny strong credit applicants Hidden “unused line” fees that charge you even when you don't borrow Learn more: https://govcongiants.org/ 

On today's episode of the Govcon Giants Podcast, I sit down with Andrew Hunter, former Assistant Secretary of the Air Force for Acquisition, Technology, and Logistics, to unpack the realities of how the government buys—and where opportunities exist for contractors. With nearly two decades on Capitol Hill, years in the think tank space, and direct leadership in rapid acquisition at the Department of Defense, Andrew shares firsthand stories from counter-IED programs in Iraq to drone defense and logistics modernization. We dive into the $700B+ defense budget, the slowdown of new entrants into the federal market, and why outdated Air Force systems still create massive openings for innovative contractors ready to deliver modern solutions. Key topics covered: Insights from Andrew Hunter's career spanning Capitol Hill, think tanks, and DoD rapid acquisition. Why new entrants into government contracting have slowed—and how small businesses can still break through. The urgent need to modernize legacy systems and the opportunities it creates for contractors. Learn more: https://govcongiants.org/

On today's Daily Windup, I'm addressing one of the most overlooked deal-killers in government contracting: poor follow-up and lack of preparation. My guest, with 17 years in supplier diversity and small business programs, shares behind-the-scenes insights from grueling conference days to procurement readiness training at DIA. Together, we highlight how simple actions—like sending a follow-up within 48 hours, keeping your website sharp, and answering questions confidently—can be the difference between winning attention and losing out. This episode is all about helping small businesses tighten up their processes, impress decision-makers, and position themselves as credible, ready-to-win partners. Key topics covered: The importance of timely follow-up, updated websites, and clear communication in building credibility. Real-world examples of small firms winning next-day interviews through preparation and professionalism. How sloppy outreach and weak readiness instantly kill opportunities with primes and agencies. Learn more: https://govcongiants.org/ 

On today's Daily Windup, I dive into how certifications can be the catalyst for massive growth in government contracting. From real-world success stories like Sarah scaling her 8A business to $30M, Marcus building his SDVOSB to $25M, and Lisa cracking $40M through combined certifications, this episode reveals why credentials aren't just paper—they're profit multipliers. I also unpack why certifications like PMP, Agile, and Lean Six have become essential in today's government contracting landscape, with over 600,000 project management roles available and the DoD increasingly requiring PMP for leadership. Whether you're a veteran translating military skills or a contractor chasing scale, you'll learn how credibility and capability must align to win. Key topics covered: Real success stories of entrepreneurs scaling to $25M–$40M with certifications (8A, SDVOSB, and combined approaches). The rising necessity of professional certifications like PMP, Agile, and Lean Six in the government space. Why credibility, combined with capability and relatability, is critical for winning government contracts. Learn more: https://govcongiants.org/

On today's Daily Windup, I'm revealing what it truly takes for small businesses to break into the supply chain of a major defense contractor like BAE Systems. With 17 years of insider experience, my guest explains why market research, industry days, and knowing the forecast are non-negotiable when 99% of contracts tie back to the DoD. We cut through the myths around teaming agreements and subcontracting plans, exposing why most fail—and how legacy small businesses thrive by coming prepared with research, mission alignment, and credibility. This episode is a playbook for showing up the right way, avoiding common pitfalls, and positioning your business to win in the defense sector. Key topics covered: Why research, industry days, and forecasts are essential to succeeding with primes like BAE Systems. The biggest pitfalls that keep small businesses out—weak introductions, lack of mission alignment, and poor preparation. How to leverage FPDS data, prove past performance, and align proposals with agency missions to break in. Learn more: https://govcongiants.org/ 

On today's Daily Windup, I'm diving into the Community Care Network (CCN) and how it reshaped the way the VA provides care to veterans across the country. My guest Lori Smith shares how she stepped up to support Region 4—covering 14 Western states—only to end up helping manage a $128 billion portfolio of healthcare contracts. From IVF treatments to dental and home health visits, CCN has become the VA's largest network of independent providers, ensuring veterans receive quality care when the VA can't meet demand in-house. We also talk about Lori's mission today with AccuEligent—helping small businesses, minority-owned, and women-owned firms get educated, compliant, and truly prepared to step into the world of government contracting. Too many firms win awards but fail because they don't understand the 60-day payment delays, the proposal fine print, or compliance requirements. This episode is packed with insight on how to avoid those costly mistakes and position your business to win and actually deliver.

Rachael Lee—aka my pick for “Queen of FEMA”—joins me to rip the curtain back on how small businesses really win FEMA work. We unpack why readiness beats rushing to a disaster site, the exact first steps (check the Disaster Recovery box in SAM, register on FEMA's vendor portal, tune your capability statement + NAICS to the work you can perform), and how to get on the radar before the storm by plugging into primes on vehicles like LOGCAP and WEXMAC and showing up at FEMA Industry Days posted on SAM.gov. Rachael explains FEMA's speed expectations—be able to mobilize in 24–48 hours—and shares war stories like a student who lost a tasking when she couldn't field 35 trucks by Friday. We also bust myths (you rarely start with a direct FEMA prime), and map the real path: subcontract with primes already on the vehicle, deliver, then scale. Rachael's background is stacked: 8 years Army (92A supply), contracting roles with KBR, and now consulting teams that carry clients from registrations to project execution. She helped a client win a $2.8B global MAC, and breaks down the surge in FEMA-relevant vehicles—WEXMAC 2.0 ($2.8B, awarded 12/24/2024) rolling into 2.1 at $10B—plus how notices flow to primes and why being on their lists matters. If you're serious about disaster response, this episode is your lifeboat: research your niche, verify margins on FPDS.gov, get your docs tight, register with primes, and be ready to move at a moment's notice. Connect with Rachael: LinkedIn: https://www.linkedin.com/company/rachael-consulting-llc/  Facebook: https://www.facebook.com/profile.php?id=100090054228009  Twitter: Rachael's Consulting (@RachaelsCo81056) Tiktok: https://www.tiktok.com/@rachaelconsulting 

In today's episode of The Daily Windup, I break down how the consultant approach in government contracting can put $50,000 to $250,000 in your pocket per deal—without waiting five to seven years to “grow organically.” Instead of grinding it out on small projects, I show you how to partner with established companies that already have bonding, teams, and supplier credit in place. When you step into the federal arena this way, you're playing in the million-dollar league right from the start. I share real examples, including how I made $200,000 in my very first year by teaming up with a $20 million client. This strategy is all about win-win partnerships: if your client makes an extra $1.5 million, they're happy to cut you a $500,000 check. It's the same paperwork, the same government forms, but the paydays are exponentially bigger. If you've been spinning your wheels chasing scraps, this episode will show you why the consultant approach is the fastest, smartest way to scale in government contracting.

On today's episode of The Daily Windup, I sit down with an entrepreneur who launched a blue-collar oil company in Boston with nothing more than grit, sacrifice, and a risky SBA loan. Starting with just $7,000 in cash and a $25,000 SBA loan, he went all-in during the worst possible timing—the 2007 financial downturn—when everyone thought he was crazy to get into the unstable oil markets. He shares how word-of-mouth, community support, and his background as a firefighter and veteran helped him grow from a one-man side hustle to nearly 50 employees supporting their families today. We also talk about the sacrifices required to get a business off the ground, how he used discounts to reward public servants, and why his military background gave him the discipline to survive in a cutthroat industry. His story is a powerful reminder that hard work and persistence can outlast market crashes, bank rejections, and doubt from others. This is one of those raw, unfiltered success stories that every aspiring government contracting or small business entrepreneur needs to hear.

On today's Daily Windup, I hammer home one of the most powerful—and most misunderstood—concepts in government contracting: the Rule of Two. If there's a reasonable expectation that at least two small businesses can bid at fair market prices, agencies are required to set contracts aside. Yet too often, agencies sidestep this by funneling work into IDIQs awarded to large firms. That's why the SBA is preparing a rule change to codify and expand the Rule of Two into law—closing loopholes and creating more set-aside opportunities for small businesses. I break down what this means for you: how small firms can shape requirements before solicitations are finalized, why teaming with competitors in logistics or IT is smarter than fighting each other, and why most small businesses are losing out simply because they're not responding. With 55 people on our call, I stressed this isn't theory—it's your chance to protect opportunities from being swallowed by the big players. Learn the Rule of Two, use it, and stop letting contracts slip away.

Today on the Daily Windup, I get real about why so many one-to-three-person shops struggle to break into government contracting. Too many “rice bowl” programs run in silos, too many events promise the world and deliver confusion, and folks get pressured to “share it with your network” before anyone vets the content. I only put my name on things that truly help—no gum-flapping, no bait-and-switch. If you're tired of paying for workshops that don't match the title, you'll feel this one. I lay out a cleaner path: start with the end in mind, follow a step-by-step roadmap, and focus on fundamentals—terminology, the process, registrations (SAM, D-U-N-S referenced), and real learning vs. hype. I talk through our contract boot camp approach and the “seed in the dirt” mindset: you plant, water, and give it time. If you've got zero experience and feel overwhelmed, this episode is your permission to skip the noise and invest in the steps that actually move you toward your first government contract.

On today's episode of the Govcon Giants Podcast, I sit down with Zach Michelson, Small Business Program Manager at Sandia National Laboratories. Sandia is more than just a research and development hub — it's a $5.2 billion operation that spent nearly $1.7 billion in subcontracts last year. Even more shocking, over $1 billion went directly to small businesses, accounting for 67% of their procurement spend. That means hundreds of new suppliers — between 350 and 500 every single year — are being added to their vendor list. If you've ever wondered where real contracting dollars are flowing, Sandia is one of the most active buyers in the game. Zach and I break down exactly what Sandia is buying right now — from R&D testing equipment to construction projects, IT, staffing, and even everyday commercial products. You'll also learn how to get in the door through their iSupplier portal, avoid common mistakes, and position your company as one of their go-to vendors. With upcoming construction booms, innovation buys, and opportunities hidden outside of SAM.gov, this is a must-listen episode if you're serious about cracking into government contracting. Zach's Linkedin: https://www.linkedin.com/in/zachmikelson/  Company Linkedin: https://www.linkedin.com/company/sandia-national-laboratories/  Website: https://www.sandia.gov/ 

On today's Daily Windup, I break down the reality behind recent reports on the federal contracting market. While confidence is up thanks to the $2 trillion Infrastructure Investment and Jobs Act, the truth is small businesses are struggling more than ever. We're seeing 30% fewer small business entrants into the federal marketplace and 40% fewer firms supporting the government compared to just a decade ago. Agencies like NAVFAC are shifting nearly everything into long-term MAC and IDIQ contracts—deals most micro-businesses with under 10 employees can't even qualify for. The result? A widening gap between small firms and the billion-dollar giants. But here's the opportunity: the same reports highlight strategic teaming initiatives, business development, and cybersecurity as top priorities for success. I've seen firsthand how critical these are—I've even been hacked three times this year, and the government is about to roll out stricter CMMC cybersecurity requirements across solicitations. If you don't master BD, teaming, and compliance, you'll be left behind. This episode is my straight talk about the risks, the trends, and the skills every small business needs to survive in government contracting today.

On today's Daily Windup, I sit down with Corliss Uduema—who proudly calls herself the “365 24/7 Veteran Supporter”—to hear her incredible journey from managing government contracts overseas in Italy and Japan to launching her own business back home. Corliss shares what it was like to operate with limited resources abroad, why being mission-focused is essential, and how cultural experiences shaped her approach to leadership. From cooking Thanksgiving dinner for colleagues in Japan to realizing a ham that costs $10 in the U.S. could be $250 overseas, she opens up about lessons learned across 59 countries. But it wasn't all smooth sailing. Corliss admits that during 95% of her time in business in North Carolina, she wasn't making money—and that was intentional. Instead, she dedicated herself to helping small businesses and veteran-owned companies navigate the intimidating government contracting system. Along the way, she uncovered scams where entrepreneurs were charged $5,000 for worthless “resources” they could have accessed for free. Today, she's on a mission to expose those predatory practices and teach others how to succeed in government contracting without falling for the hype.

On today's Daily Windup, I sit down with the founder of Triforce, a company that has been delivering IT solutions for nearly 22 years. What started as an idea with friends turned into a solo journey fueled by excellence, integrity, and hard work. Triforce has grown into a powerhouse in software development, IT staffing, cybersecurity, and systems integration. We dive into how the company sources top-tier talent, adapts to constant changes in technology, and even develops in-house products that compete in both private and government sectors. One of the most impressive highlights is Triforce's customized software solution for the U.S. Army, creating a secure events management platform to control base access. Beyond government contracts, they're also building new innovations in AI, automation, blockchain, and mobile CRM—launching fresh products within the next couple of months. If you're a business owner looking for staying power in government contracting or a tech leader trying to anticipate the next wave of innovation, this episode is packed with lessons you won't want to miss.

On today's Daily Windup, I'm breaking down one of the biggest misconceptions in government contracting—what it really means to be considered a “small business.” You might think $20 million in annual revenue makes you a big player, but under federal rules, you're still classified as small. In fact, construction companies don't lose that “small business” label until they pass $36.5 million a year in revenue. I also walk through how IDIQ numbers are built, why every contract over $3,500 must be posted, and how you can use FedBizOpps for smarter market research. I also share insights from agencies like the VA, where projects start at $100 million and up, showing just how different “small” looks in the federal space. More importantly, I cover the practical strategies small businesses can use to compete—mentor-protégé programs, teaming agreements, and partnering with larger firms to help them hit subcontracting goals. If you're trying to figure out how your $20 million business fits into a $100 million marketplace, this episode is for you.

I brought on a Service-Disabled Veteran who went from a $250 local gig and an $8,000/year federal janitorial contract (paying $100/week to a tech and buying supplies out of pocket) to landing a $20,000,000 federal award that instantly added 50+ new hires and pushed his team to 90 employees. We break down why early past performance matters more than profit, the conference strategy that led him to the right financing partner between November and a January 1 start, and the faith-driven mindset that carried him through getting laid off, a family tragedy, and even winning (and defending) work in court. Then we get tactical: how to choose federal over state & local when wage rules and pricing pressure crush margins, when to pivot between facility services vs. professional services, how to survive Day-15 payroll on a new award, and why you must diversify revenue streams just like an investment portfolio. If you're on the fence about government contracting, this is your wake-up call—commit, keep learning, and stop trying to hit a home run on your first at-bat. Linkedin: https://www.linkedin.com/in/kitson-walker-ctp-mba-7140b39/  Company Linkedin: https://www.linkedin.com/company/ebs-4u-inc/  Company Website: https://ebs-4u.com/ 

In this episode of The Daily Windup, I get real about what keeps Government contracting relationships for the long haul: truth first, fix fast, and operate with excellence. I share why I tell clients “bad news doesn't get better with time,” how a “six-month” award turned into 10 years of renewals through consistent delivery, and why we intentionally don't take 50 clients a year—because standing up a rock-solid back office takes time. We talk trusted-advisor dynamics, not sugarcoating financials, and the compounding effect of surrounding yourself with good people and good processes (good in → 10x out). Then I get tactical: the blocking-and-tackling that separates winners—SOPs, process mapping, segregation of duties, spend controls, card governance, bank-rec hygiene, and owner review. We cover role design (who spends vs. who reconciles), risk management, succession planning, and when bookkeeping must graduate to a true accounting function. If you're tired of chasing bids with no results, this is your cue to tighten systems, protect margins, and become the contractor agencies keep for a decade—not six months.

In this episode of The Daily Windup, I take you to the whiteboard and show why the “slow, organic staircase” rarely works in Government contracting—especially if you're doing this part-time. 10,000 hours at 40 hrs/week is ~5 years; at 20 hrs/week it's ~10 years, and real businesses zig-zag with downturns. Then I reveal the faster path: joint ventures. We break down the play you'll see in our clip—land a $20M award, leverage that instant track record, walk to the next door and stack another $30M for $50M in year one with one employee, because the agency looked at your partner's financials and capacity. That's speaking the language: position, partner, perform. Next, I run the math everyone ignores on $25K micro-buys at 20% margin. Year 1: 2 contracts = $50K revenue ($10K profit). Year 2: $100K revenue ($20K profit ≈ $10/hr). Year 3: $250K revenue ($50K profit). Year 4: 20 contracts = $500K revenue for $100K profit—nearly two contracts a month for a salary you could earn as a W-2 without the headache. The takeaway: stop chasing low-probability bids; use JVs to borrow past performance and balance-sheet strength, target bigger, better-aligned Government Contract opportunities, and engineer step-changes—not stair steps.

I break down why benchmarking by industry—not your buddy's revenue—decides whether you actually win in Government contracting. We walk through a real case: an overseas firm that “owned” its home market but had zero U.S. traction. The fix? Become a trusted authority before selling—answer questions on LinkedIn, stack credible backlinks, show up at trade shows and community/government programs—then circle back to prospects. The result: within 2 years of entering the U.S., they were profitable and making more in 2 years than in 7 years back home. We also talk relationship math (why salespeople churn every 14 months), and why keeping warm ties pays off when your buyer changes badges. Then I get tactical on growth discipline: only take the work you can execute—because poor growth is horrible—and redesign process/people/tech to hit the highest profit with the resources you've got. I share the sweet-spot org size I like to help (10–5,000 employees) and how to calm “automation panic” by reallocating talent instead of cutting it. If you want more federal wins, stop chasing vanity metrics, build trust first, and execute a playbook that compounds—one relationship, one process upgrade at a time.

On this episode of The Daily Windup, we dig into the real story of how one GovCon pro went from failing a pre-award audit with no accounting system in place to fixing it in just 3 months, implementing Deltek solo, and winning a five-year contract with the Center of Military History. We talk about why face-to-face relationships still matter in federal contracting, how a mentor can shape a career for decades, and the hidden side of moving and preserving priceless government artifacts—from Browning gun vaults to the 9/11 Pentagon flag. We also bust a major myth: buying a cost accounting system like Deltek, Unanet, or Microsoft NAV doesn't make you DCAA compliant. It's about your policies, procedures, and how you actually use the system. If you're tired of chasing contracts with no results, this conversation will push you to get out from behind your desk, start building relationships, and learn the hard truths about compliance that could make or break your GovCon future.

In this episode of Govcon Giants, I sit down with Nichole to unpack one of the biggest traps in government contracting: the subcontract. Too many small businesses rush to sign on the dotted line with a prime contractor without truly understanding what's inside those pages. I've been there myself—stuck paying for a stolen $50,000 generator because of one clause buried in my subcontract. That's why I call the subcontract your bible—ignore it, and it can wipe out your business. We break down how teaming agreements differ from subcontracts, why “up to 49%” language will crush your workshare, and how dispute resolution clauses can force you to fight in Alaska or even under UK law. Nichole also explains how misclassifying 1099 workers, ignoring the Service Contract Act, or blowing Davis-Bacon wage rules can lead to back wages, false claims, and even suspension or debarment. We're talking real consequences—lawsuits, millions in liability, or your entire business on the line. But it's not all doom and gloom. We share practical strategies: how to negotiate better terms, what insurance really covers, and how to prove your value to primes so they can't just swap you out. If you're a small business in GovCon, this is the episode you can't afford to skip. Facebook: https://www.facebook.com/pages/category/Lawyer---Law-Firm/Pilieromazza-PLLC-1409089725979001/ LinkedIn account: https://www.linkedin.com/in/nichole-devries-atallah-9068377/ LinkedIn corporate: https://www.linkedin.com/company/pilieromazza-pllc Twitter handle: https://twitter.com/pilieromazza Company Website: https://www.pilieromazza.com/practice-areas/

In today's episode of The Daily Windup, we're diving into one of the most overlooked programs for veterans: VA Vocational Rehab and its business tracks. My guests share exactly how they tapped into $25,000 and even $100,000 in stipends and payouts to cover everything from LLC setup to professional photos, websites, insurance, and even mentorship. What most people don't realize is that those preliminary costs don't eat into your business allocation—they're on top of it. We break down what the VA pays for, what they don't (like vehicles, leases, or franchise fees), and how veterans can leverage this program to get their businesses off the ground without draining their own savings. But here's the warning: the process isn't quick or easy. For some, approvals took over a year, and no one hits a home run on their first government contract solicitation. The key is resilience and preparation. Regulations are clear, and if your counselor says “no,” you've got to push back and take it up the chain. My guests prove that while the path is tough, the support is real—you just have to know how to fight for it. If you're a veteran thinking about government contracting or entrepreneurship, this episode could literally save you tens of thousands of dollars and months of frustration.

In this episode of The Daily Windup, I sat down with an entrepreneur who grew up in a family of business owners in India and carried that entrepreneurial spirit across to the U.S. We talked about the mindset and habits he picked up early—like learning how to do more with fewer resources, streamline processes, and build systems that allow a business to thrive. His philosophy? Always look for ways to cut steps, automate, and think creatively so you can scale without burning through cash. That lean mindset is what helped him grow his company and stay competitive in a demanding space. We also dug into one of the biggest traps new entrepreneurs fall into: quitting their jobs too early. His advice is clear—gain 4–5 years of real-world experience, build savings to create a cushion, and start your business as a side hustle until you've secured enough clients to go full-time. By transitioning slowly, your chances of survival skyrocket compared to those who dive in headfirst with no safety net. For anyone considering entrepreneurship, this conversation is packed with hard-earned lessons on preparation, reflection, and long-term success.

In today's episode of The Daily Windup, I'm talking with an expert who breaks down one of the most overlooked and dangerous parts of government contracting—pricing and accounting systems. Too many small businesses try to limp along with QuickBooks, only to hit a wall the second they go after cost-plus contracts. That's when the government starts looking at your systems, your policies, your people—and if you're not ready, you could get crushed by a DCAA audit. We're seeing these audits more often now, especially with contracts at $50 million and above, and it's not just about the software. It's about compliance, procedures, and proving that your numbers tell the right story. We also dive into the world of “price to win” consulting—a specialized skill that can make or break your bids. It's not about guessing a number; it's about knowing the competitive range and understanding what your rivals will do to win. But here's the kicker: the people who do your pricing shouldn't be the ones doing your price-to-win. That's a conflict of interest that could land you in serious trouble. In this episode, you'll learn why separating those functions matters, which accounting systems are worth upgrading to, and how to avoid being blindsided by the government when you're chasing bigger contracts.

In this episode of The Daily Windup, I'm breaking down some hard truths about FEMA and government contracting. Too many people wait until a disaster hits to figure out how to work with FEMA—but by then, it's already too late. FEMA plans in anticipation of disasters, not after the fact. If you're serious about winning these contracts, you've got to be lined up beforehand. I'll walk you through exactly why proper planning prevents piss-poor performance, and how one overlooked item—a leaf vacuum machine—might just be your ticket to a sole source contract that nobody else is even paying attention to. But I also need to warn you. While PTACs can be a great resource, they're not always startup-friendly. If your business is less than two years old, there's a good chance they'll turn you away cold. I share my own story of building what I thought was a strong relationship with a PTAC rep, only to be cut off completely when she learned I was a consultant. It's a reminder that transparency doesn't always pay in this game, and why you've got to navigate the system smartly. Tune in to hear the real roadblocks, the hidden opportunities, and the cautionary tales that can save you time, money, and heartbreak in government contracting.

On today's episode of Govcon Giants, I sit down with Jason Miller, Executive Editor of Federal News Network, to unpack the chaos shaking the government contracting community. Over the last 4–6 months, we've seen partnerships shrink, contracts cut, and entire workforces pushed into early retirement. Jason pulls back the curtain on GSA consolidation, NASA SEWP, consulting contract crackdowns, and the uncertainty surrounding CMMC, NIST 800-171, and small business programs like 8(a). This isn't just noise—it's a direct hit on how small businesses survive and thrive in the federal marketplace. Jason and I go deep on the big numbers—25,000 fewer staff at GSA, programs like CIO-SP3 still stuck in protest, and the seven-year delay of CMMC rollout that's left contractors dangerously exposed. We also discuss how the Trump administration's aggressive cost-cutting, paired with industry silence, could cripple government contractors who refuse to speak up. If you're counting on the old rules to keep you safe, think again—this episode is your wake-up call. Connect with Jason: LinkedIn account: https://www.linkedin.com/in/jasonmillerfnn/ LinkedIn corporate: https://www.linkedin.com/company/federal-news-network/posts/?feedView=all Link to your company: https://federalnewsnetwork.com/  

In this episode of The Daily Windup, we hear the real journey of going from lean years to landing that first prime government contract—and the challenges that don't go away once you “make it.” My guest shares how he earned his 8(a) certification in November 2018, landed his first $4 million sole-source award in March 2019, and finally had the credibility to get lines of credit and scale. But the hard truth is that winning is only half the battle—sustaining and retaining contracts is the real grind. We dig into the tough lessons every small business owner needs to hear: contracts expire, recompetes are brutal, and focusing too much on chasing new GWACs and IDIQ vehicles like Polaris, Stars III, or OASIS can cause you to lose sight of the work already in hand. He even shares a cautionary story about a mentor who lost a $45 million contract simply because they stopped nurturing the contracting officer relationship. If you think getting your 8(a) is the finish line, this episode proves it's only the beginning.

In today's episode of The Daily Windup, we tackle one of the biggest pain points in government contracting—finding the right people for business development (BD) and proposal writing. After attending several conferences last month, I heard the same frustration over and over again: good BD professionals and proposal writers are hard to find. The truth is, you won't find top talent scrolling through Monster or generic job boards—because the best BD people are already out there winning contracts, not posting résumés. I share the real “secret sauce” to building your team: networking on LinkedIn, recruiting proven performers from partnerships, and even developing young, hungry talent into superstars. I reveal how I took a writer fresh out of college, invested in Shipley's training, and within six months they went from $50k to $70k because of the measurable results they delivered. We also dive into strategies to protect your business from “sharks” who steal relationships, and how small businesses can use flexibility to outmaneuver the big primes. This is a must-hear if you've ever struggled to recruit or retain the right team to scale your government contracting business.

In this episode of The Daily Windup, I break down one of the most misunderstood parts of government contracting—the acquisition process. Most small businesses don't realize that the Defense Acquisition University (DAU) is where contracting officers themselves get trained, which makes it the perfect place to pull insights. Understanding this process can completely change how you approach opportunities on SAM.gov or when you get contacted by a contracting officer. I share a real-world example from one of our students who got confused when a vendor claimed they “already had the contract”—when in reality, the project was still stuck in the pre-solicitation market research phase. This is where RFIs and Sources Sought notices come in, and knowing how to identify this phase can protect you from wasting time and getting misled. If you've ever been frustrated with unclear communication or felt lost in the maze of acquisitions, this short episode gives you the clarity to know exactly where you stand—and how to respond with confidence.

On today's episode of The Daily Windup, I sit down with Marsha, a seasoned professional who's been in the world of government contracting since 1981. She cut her teeth as a cost engineer on the historic Three Mile Island cleanup contract with Bechtel and later sharpened her expertise at McDonnell Douglas as a pricing specialist. With decades of experience spanning pricing, accounting, and contracts, Marsha reveals why understanding strategic pricing is the foundation of success in government work. We dive deep into the reality of pricing government contracts—breaking down cost-plus, fixed price, and time & materials—and expose the challenges that companies face when moving from commercial work into federal projects. If you think government money is “easy money,” think again. Marsha explains the hidden complexities, compliance burdens, and regulatory hoops that can make or break your success. This episode is a must-listen for anyone trying to break into government contracting and avoid costly mistakes.