The GovCon Game: Relationships and Red Tape | John Ferry
Description
John Ferry returns to the show for one of the most blunt conversations yet about the defense startup ecosystem. From the realities of selling to government and surviving the “valley of death” to the cultural dysfunction inside acquisition, Ferry lays out why so many startups die before getting their product fielded and what it actually takes to win.Steve and John discuss how relationships drive every contract, why SBIRs rarely translate to real programs, and how companies like Anduril changed the game through capital, branding, and strategy. They also unpack the coming wave of private equity in defense tech, the illusion of “dual use,” and how the primes still shape who gets a seat at the table.This is the insider’s look at the real mechanics of government contracting, culture, and survival in defense tech.Episode 51.
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