300: Ex-CIA Insider Explains Why Most GovCon Startups Fail with Robert Miller
Description
Today's guest, Robert Miller, brings a rare 360° GovCon perspective—15 years in government (Peace Corps → Capitol Hill → White House → CIA) followed by eight years in defense tech and AI sales. Rob led federal sales at Hawkeye 360 and CrowdAI (acquired in 2023) and now oversees $75M ARR across three divisions at a major defense contractor.
In this episode, we break down how startups can truly win in federal: navigating product-market fit, cost-to-close, and working with large primes; using tools like SAM.gov, ARC, and Vulcan; and building mission-driven teams and Hill relationships. Rob also shares insights from his book Startup Statesmanship, a hands-on guide for founders entering GovCon.
Key Takeaways
-
Focus your ICP and go deep. Pick a tight segment + ideal customer profile and build depth (relationships, use-cases) before expanding.
-
Master the economics. Rigor on cost-to-close and delivery—especially on firm-fixed-price R&D—wins or loses your margin in scoping.
-
Protect your IP with primes. Use NDAs and teaming terms (workshare/rev-share), and share only what's necessary to win—not to be cloned.
Join the Bootcamp: https://govcongiants.org/bootcamp
Learn more: https://federalhelpcenter.com/ https://govcongiants.org/
Encore Funding: https://www.encore-funding.com/
United States
