Every small business trying to break into federal work runs into the same wall: you need past performance to win the work, and you need the work to get past performance. Most firms either give up or start throwing bids at everything and hope something sticks.
In this episode of As Planned, Mike Bograd sits down with Stelic EV-President, Stew Meny, to talk through public versus private pursuits, and why the two require completely different playbooks. Stew has spent his career on the business development side of both, and he's direct about what it actually takes to get positioned for public work.
We get into what separates a public procurement from a private one, why relationships let commercial clients sole source and public agencies can't, what the GSA schedule opens up, and why three past performances in the right market segment matter more than a long project list. Stew also makes the case against volume bidding: ten pursuits at a 33 percent win rate beats a hundred at five percent, and the second approach will bury your proposal team and your overhead.
If you run BD for a small firm, own the go/no-go call, or you're two years into trying to crack federal work and wondering why the door hasn't opened yet, start here.