Govcon Giants Podcast

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.

In this episode of the Govcon Giants Podcast, I sit down with Larry Sher, a seasoned government contracts attorney with over 30 years of experience, to break down the massive shake-ups happening in federal and state contracting. We're talking about billions in grants and contracts terminated overnight, including 2,100 NIH grants and entire programs at agencies like USAID, DOE, EPA, and FEMA. Larry explains why even small businesses can suddenly find themselves buried under compliance obligations, FAR clauses, and False Claims Act liability the moment they sign that government contract. He pulls back the curtain on how bid protests really work, why the “16% success rate” statistic is misleading, and how corrective actions can keep you in the game. We also dive deep into the Contract Disputes Act, the hidden risks of subcontracting, and how executive orders are creating chaos and uncertainty for contractors. Larry warns about the dangers of signing a contract without understanding the downstream compliance requirements—and how one misstep could cost you millions. Whether you're chasing a state contract for bulletproof vests worth millions, managing a prime contract with subs, or fighting an unlawful grant termination, this episode will open your eyes to the real risks of doing business with the government. And Larry's #1 piece of advice? Come to him before you sign, not after you're already in trouble. Larry's Linkedin: https://www.linkedin.com/in/larry-sher/  Company Website: https://www.winston.com/ 

In this episode of The Daily Windup, we hear the remarkable story of how a veteran-owned fuel delivery company went from serving local residential customers to expanding across multiple states—thanks to a single prime government contract. The conversation dives into the high-stakes world of priority one facilities during natural disasters, where fuel deliveries to hospitals and emergency shelters keep critical life-support equipment running. We explore the behind-the-scenes challenges of winning a prime contract as a new vendor, adapting quickly to unfamiliar work like tractor-trailer bulk deliveries, and using government performance as a springboard to secure private-sector clients. You will also learn how certifications and incentive programs open doors for small, veteran-, woman-, and minority-owned businesses to enter competitive commercial markets. From landing the Wynn Casino project through a single introduction to building long-term relationships with major construction firms, this episode showcases how one contract can transform a company's trajectory. With lessons on readiness, seizing opportunities, and scaling fast without sacrificing service, it's a must-listen for anyone looking to break into larger contracts and grow beyond their local footprint.

Today's episode of The Daily Windup pulls back the curtain on the reality behind “best value” government contracts—and why it often doesn't play out as the FAR says it should. You will hear real examples where long-standing contractors with exceptional CPARs and zero complaints still lost multimillion-dollar contracts to cheaper competitors. We dig into the influence of contracting officers, budget constraints, and proposal scoring subjectivity, revealing how “best value” decisions can tilt toward Lowest Price Technically Acceptable (LPTA) in practice. Our conversation also explores the gap between winning and executing contracts, why incumbents can suffer from “incumbinitis,” and how agencies sometimes sole source follow-on work to large firms, shutting out small businesses entirely. We cover pricing strategies, the trade-off between being fully compliant versus minimally compliant, and the importance of maintaining a lean back office to stay competitive. Whether you're chasing your first award or protecting an existing contract, this episode delivers critical insights into the real factors that decide who wins—and who loses—in federal procurement.

In this episode of The Daily Windup, we explore the surprising intersection between leadership confidence, self-doubt, and team dynamics in business. Our conversation uncovers how even seasoned CEOs wrestle with waves of uncertainty—despite producing thousands of deliverables over their careers—and how tools like StrengthsFinder and the Enneagram can help leaders better understand themselves and their teams. You will hear how strategic hiring, self-awareness assessments, and ongoing learning play a role in building a resilient organization, even when perceptions of leadership don't always match the leader's self-image. Our discussion also takes a deeper dive into big-picture planning, mentorship, and knowing when it's time to pivot. From setting a clear vision that aligns staff to reflecting on when—and why—you might sell your business, this episode delivers candid insights on navigating the entrepreneurial journey. Along the way, we hear how mastermind groups, mentorships, and strategic reflection can shape a company's direction, and why having “what's next” in mind is essential for both succession planning and personal fulfillment.

On this episode of The Daily Windup we take a candid look into the challenges, pivots, and surprising wins inside the government contracting world. Hear how our guest, a Native American woman-owned firm built its foundation by securing a help desk contract, training entry-level hires with environmental science degrees, and strategically using “unglamorous” projects as a proving ground for new talent. Our discussion also covers the art of saying “yes” to opportunities outside your comfort zone and building teams that can adapt quickly to new technical demands. The conversation digs into nine years of experience in the SBA 8(a) program, including the behind-the-scenes story of a sole-source remediation project that took two years to award. Along the way, we unpack the realities of corporate mergers, business “divorces,” and surviving the loss of key contracts when the government insources work. From environmental compliance projects with the EPA to offshore energy management with the Department of Interior, this episode is packed with lessons on resilience, strategic hiring, and the grit required to thrive in federal contracting.

In this eye-opening episode of the Govcon Giants Podcast, I sit down with Peter Harrell, former White House official and global trade expert, to break down what every small business owner, importer, and government contractor needs to understand about today's shifting economic landscape. We talk about the real impact of Trump's aggressive trade tactics—like imposing 145% tariffs with zero notice using 1977 emergency powers—and how small resellers and Amazon sellers are unknowingly taking massive financial hits. Peter explains how sanctions work (yes, even you could break one), what's happening with crypto regulations, and why stablecoins are becoming serious contenders in U.S. financial policy. We also dig deep into how the current administration might not spend all of its allocated federal funds, what that means for contractors, and why we could see a return of earmarks—yes, earmarks!—as Congress fights back. If you're in the federal marketplace or thinking about jumping in, this is a must-listen. Get ready to learn why keeping clean records could entitle you to tariff rebates, why Buy American could be your golden ticket, and how manufacturing incentives could create the next wave of small business opportunities. This isn't just policy talk—it's survival tactics for navigating the new economy.

In today's episode of The Daily Windup, we're talking with Brian Samvich of Anchin, a specialist in regulatory compliance and investigations, and someone deeply embedded in the real-world mechanics of government contracting. Brian breaks down how federal and state construction projects are now coming with strict participation goals—often 30%, 33%, or even 36%—for minority-owned, women-owned, veteran-owned, and HUBZone businesses. And it's not just a suggestion—it's being written directly into bonds and compliance terms. Brian shares how his team helps both large builders and government agencies meet these aggressive diversity and small business goals, and how firms can get ahead by certifying, showing up early, and building meaningful partnerships. If you're a MWBE, SDVOSB, or small business owner looking to land major public contracts, this episode is a must. You'll also learn about new changes like New York's Article 15-A, which lets certified firms bid up to 10% higher than competitors and still win. Compliance isn't just paperwork—it's a gateway to millions in opportunity. Tune in and make sure you're not missing out.

Today's episode of The Daily Windup is a game-changer for veterans—especially those thinking about launching their own business. My guest shares her powerful journey through the Vocational Rehabilitation (Voc Rehab) self-employment track, a hidden gem that can reimburse you up to $100,000 for everything from incorporation fees and websites to GovCon training and even a mentor or coach. You read that right: the government will literally pay for you to be trained and mentored—including programs like ours—if you qualify and position your case correctly. We walk through how to present your business idea, win over your counselor, navigate the accelerator program, and build a feasibility study that gets the green light. You'll also learn how to avoid common pitfalls and use this track to gain certifications, equipment, and strategic training to position yourself for government contracting success. If you're a veteran looking to transition into entrepreneurship and serve in a new way, this episode could unlock tens of thousands of dollars in support. Don't miss this one. It's not just knowledge—it's your launchpad.

In this episode of The Daily Windup, I unpack one of the most overlooked truths about winning government contracts: you're not getting picked because they don't know you exist. That's where our three-pronged strategy comes in. Step one is just raising your hand and saying, “Hey, I'm here!” It might sound simple, but the truth is—if you're not showing up, following up, and building relationships with sub-agencies in your niche, you're invisible. And let's be clear: the government doesn't get the best people—they get the best people who show up. I also break down the long game mindset you must adopt. We're talking 3 to 18 months of relationship-building before a single dollar hits your account. Why? Because this isn't just business—it's national security. Think about it: would you want a stranger walking into a military base and plugging a USB into a government computer on day one? Neither would they. You've got to earn trust, pass the “persistence test,” and keep showing up. So if you're in this for fast cash, this episode is your wake-up call. But if you're ready to build a real foundation and win for the long haul, then it's time to get strategic. Let's get it.

If you're even thinking about government contracting or consulting, let me give you the inside scoop—the #1 bottleneck in the industry is finding good contractors. In today's windup, I break down exactly how having a list of reliable, responsible contractors (even just five!) can make you a go-to source overnight and potentially earn you thousands a day in referrals or direct contract opportunities. Whether it's concrete in the Keys, painters in Florida, or drivers in California, everyone is scrambling to fill the gap. I share real examples from my own team—projects delayed, opportunities missed—simply because we didn't have people to call. You don't need certifications or a GSA schedule to start. All you need is a spreadsheet, a phone number, and some hustle. If you know contractors, you've already got leverage. And if you don't get out from behind the screen and attend a job site visit or contractor event—you're missing massive opportunity. I challenge you to become a solution to this billion-dollar problem. Let's get it!

In this episode of Govcon Giants, I'm joined by Andrew McAllister from Holland & Knight—one of the largest law firms in the country—to unpack some serious developments that government contractors need to pay attention to. We're talking foreign ownership, national security scrutiny, skyrocketing tariffs, and the growing role of AI in defense and supply chain regulation. Andrew breaks down the rising concern over FOCI (Foreign Ownership, Control, or Influence), and why even unclassified contracts above $5 million could trigger government investigations into your board makeup and capital structure. We also touch on how AI is changing legal investigations, export control, and battlefield readiness—and what you can do to stay compliant and competitive as regulations tighten. If you're a government contractor looking to grow or simply survive in today's climate, this is an episode you can't afford to skip. GovCon Coaching: https://govconcoaching.com  Book Chip War by Chris Miller: https://www.amazon.com/dp/1982172002  FOCI (Foreign Ownership, Control, or Influence) https://www.dcsa.mil/mc/ctp/foci/  Andrew's Linkedin: https://www.linkedin.com/in/andrew-mcallister-61a89223/ 

In today's episode, we're diving deep into the intricate world of federal procurement, uncovering vital insights that could reshape your business strategy. Our guest, a seasoned entrepreneur, takes us on a journey through the maze of federal acquisition regulations and the diverse landscape of small business opportunities. Our discussion revolves around the power play between GSA (General Services Administration) schedules, Best in Class contracts, and small business set-asides. Our guest dissects the nuances of FAR (Federal Acquisition Regulation) Part 8, Part 16.5, and Part 19, shedding light on the discretionary nature of small business set-asides. We explore the dynamics within various government agencies, particularly spotlighting the labyrinthine structure of the National Institutes of Health (NIH) and Health and Human Services (HHS). This episode is a goldmine for entrepreneurs aiming to crack the federal procurement code, as we unravel the complexities, share practical strategies, and empower you to make informed decisions. Catch you next time on The Daily Windup for more entrepreneurial insights!

In today's episode, we dive into a compelling discussion that debunks a widely believed misconception in the business world. Our guest speaker, passionately shares their journey of winning a significant contract without relying on certifications. They emphasize the importance of proving one's ability through action, rather than getting caught up in the certification frenzy. Our guest's captivating story revolves around their triumphant bid for a prime contract worth 1.5 million breakfast bags, challenging a preferred brand without designation. The heart-pounding moment of receiving that call, the determination to prove their mettle, and the exhilarating victory – it's a David and Goliath tale that proves credentials aren't the only path to success. The lie that certifications are a prerequisite for small businesses or minority-owned enterprises is unraveled, as our guest underscores the need to showcase competence through action first. Tune in for this whirlwind episode as we break down the myth, extract the essence of taking the leap, and emphasize how confidence, determination, and a lean yet efficient team can propel you towards success. This is The Daily Windup – where we distill the essence of entrepreneurial triumphs into insightful 10-minute episodes. Join us again tomorrow for more empowering stories!

Today we dive into the incredible journey of our guest, who has managed to secure over $800,000 in government contracts within just six months. Our guest, who's already a successful entrepreneur, highlights the importance of understanding your target audience's needs, and shares how the federal government provided invaluable insights into what they want and how they want it. The journey began with a commitment to consistency – waking up at 7 AM every day, putting in 40-hour weeks, and treating contract hunting as a full-time job. Our guest stresses that while the numbers are impressive, the real key to success lies in the dedication and hard work put into building relationships, understanding requirements, and pursuing opportunities relentlessly. Throughout this episode, we uncover the power of consistency and discipline, drawing parallels to the mindset of legends like Kobe Bryant, who put in extra hours of practice to excel. From pre-work to post-award success, our guest's story reveals the importance of knowing your audience, seizing government contracts, and maintaining a disciplined work ethic. So, whether you're an aspiring entrepreneur or looking to expand your business, join us as we unpack the lessons from this remarkable journey. Remember, success is more than just numbers – it's about the hustle, the consistency, and the unwavering commitment to your goals. Tune in tomorrow for another insightful episode of The Daily Windup!

In this episode, we sit down with Mr. Wayne Berry, a Senior Procurement Analyst and Small Business Specialist at the National Institutes of Health (NIH), part of the Department of Health and Human Services. With over 15 years of experience in federal contracting, Wayne provides valuable insights into how small businesses can navigate the complex landscape of government procurement. He breaks down the differences between agencies, highlighting the contrast between Veteran Affairs and HHS, shedding light on how each agency's unique mission shapes their purchasing strategies. Wayne emphasizes that understanding not just what an agency buys, but how they buy it, is crucial for success. From GSA schedules to the nuances of the small business program, Wayne's expertise shines through as he simplifies intricate concepts for newcomers to the world of federal contracting. Join us as Wayne Berry guides us through the intricate world of government contracts, offering practical advice for small businesses seeking to make their mark. Remember, government contracts might seem like one big entity, but it's a landscape made up of diverse agencies with distinct approaches to procurement. Tune in to this episode to learn how to navigate the system and position your small business for success!

In this power-packed episode, I reconnect with Merry Korn, a returning Govcon Giant who built and sold Pearl Interactive Network Inc., a 100% government contracting company with 1,300 employees in 31 states. Merry shares the raw truth about what it takes to exit your business the right way—from building a company with social impact (prioritizing hires like disabled vets and HUBZone residents) to preparing for sale from day one. Her message is simple: always think of the endgame—even 10 years out. We break down the real-world strategy behind government contracting M&A, how to get your business valuation-ready, why most founders make catastrophic mistakes by waiting too long, and why being a sub doesn't mean you can't cash out. We also talk phantom shares, building a powerhouse team, and what makes a company truly sellable. Merry's wisdom is real, actionable, and will absolutely shift your perspective on business ownership in the federal space. Previous Episode with Merry Korn: Govcon Giants Episode #36:  https://govcongiants.libsyn.com/036-merry-korn-from-social-worker-to-experienced-businesswoman  Book Mentioned: Blue Ocean Strategy by W. Chan Kim and Renée Mauborgne  https://www.blueoceanstrategy.com   LinkedIn profile: https://www.linkedin.com/in/merrykorn  WBENC (Women's Business Enterprise National Council) https://www.wbenc.org  NGLCC (National LGBT Chamber of Commerce) https://www.nglcc.org