Govcon Giants

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 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 her work with AccuEligent, Lori is on a mission to help small, minority-owned, and women-owned businesses not only win contracts but also survive and thrive by understanding compliance, navigating payment delays, and preparing the right way. This episode unpacks what it really takes to serve the VA while avoiding the costly pitfalls that sink unprepared firms. Key topics covered: How the VA’s Community Care Network reshaped veteran healthcare with a $128B contract portfolio. Lori Smith’s transition from managing CCN Region 4 to educating and supporting small businesses through AccuEligent. Common pitfalls contractors face—payment delays, compliance hurdles, and proposal fine print—and how to avoid them. Learn more: https://govcongiants.org/ 

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, the step-by-step process to get FEMA-ready (from SAM registration to capability statements), and the reality that most firms must start as subcontractors on vehicles like LOGCAP or WEXMAC before scaling. Packed with war stories, insider tips, and billion-dollar context, this episode is your roadmap to positioning for FEMA work the right way. Key topics covered: Exact first steps to win FEMA work: SAM registration, vendor portal, tuned NAICS codes, and capability statements. Why readiness and speed (mobilizing in 24–48 hours) matter more than rushing to disaster sites. How to break in through subcontracting on vehicles like WEXMAC and LOGCAP, then scale with primes for billion-dollar opportunities. Learn more: https://govcongiants.org/    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.