Month: September 2025

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/