I, your host Chelsea, am very excited to be bringing this episode with Trish Martinelli to you! Trish is the CEO of The Difference LLC and a defense industry expert with more than twenty years of experience in uniform and in the private sector. Listen in as she walks us through her unique perspective on some of the challenges that small businesses face when engaging with the Department of Defense.

One of several standout topics that we explore is how small businesses, from startups to more established companies, can navigate the often complex world of defense contracts. Trish shares real-world examples of how businesses can position themselves to succeed in the defense sector, comparing the process to preparing for a marathon rather than a sprint.  

We also discuss how small businesses can assess their readiness and approach the Department of Defense.  Trish emphasizes the importance of patience, planning, and a five-year runway if you’re serious about working with the military. She also sheds some light on the disconnect between venture capital’s fast-paced expectations and the defense sector's methodical approach, highlighting how businesses can still thrive by adapting to both models.

If you are interested in the intersection of innovation and defense or simply want to understand how to better align your business with the Department of Defense's needs, this conversation offers invaluable insights and actionable advice.Tune in to hear Trish's inspiring journey, her story from military service to serving the military, and her advice on how to bring groundbreaking technologies, like invisibility cloaks (yes, we talk about those!), into the defense world!

In This Episode:

[00:35 ] - Trish introduces herself as the CEO of Difference LLC and a contractor for the Department of Defense DoD Office of Small Business Programs (DoD OSBP).

[02:54 ] - Programs to help small businesses, similar to a gym trainer's personalized approach based on readiness, are offered.

[05:30 ] - Trish often meets small businesses via the government team, helping them explore defense sector opportunities.

[08:42 ] - Emphasizing empathy, Trish relates her experiences to those of newcomers navigating the DOD's complexities.

[11:20 ] - Trish highlights the need for adaptability in the DOD.

[13:55 ] - Trish advises innovators to make products irresistible in the commercial market because the DOD will follow.

[17:25 ] - Trish explains the different investment models of venture capital and the Defense Department.

[20:28 ] - There is a distinction between fast-moving small companies and the lengthy DOD procurement process.

[21:07 ] - Small businesses need a five-year runway, often relying on commercial sectors to stay afloat.

[24:17 ] - Comparing the defense journey to college, Trish highlights the learning process involved in navigating the DOD.

[26:22 ] - With a passion for innovation, Trish encourages entrepreneurs to embrace their unique journeys and offers support along the way.

Links and Resources:

Chelsea’s LinkedIn Profile

Trish’s LinkedIn Profile

Common Entry Point for Small Businesses

APEX Accelerators

osd.business.defense@mail.mil