Govcon Giants

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 o...

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 withi...

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 certifica...

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 subcontr...

On today's Daily Windup, I dive into the Community Care Network (CCN) and how it transformed the way the VA delivers care to veterans nationwide. My guest Lori Smith shares her journey from stepping in to support Region 4—spanning 14 Western states—to managing a staggering $128 billion healthcare contract portfolio that covers everything from IVF and dental to home health services. Today, through...

On today's episode, I sit down with Rachael Lee—my pick for the "Queen of FEMA"—to pull back the curtain on how small businesses can truly break into FEMA contracting. From her 8 years in the Army and roles with KBR to helping clients land multi-billion-dollar contracts, Rachael brings unmatched clarity on what it really takes to succeed. We cover why readiness trumps rushing to a disaster site, t...

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...

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...

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...

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....

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 procuremen...

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 de...

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...

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 t...

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...

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 t...

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 u...

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...

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 c...

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 f...

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...

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 preli...

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...

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...

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 exa...