In this episode, Shawn sits down with Paul Adler, a veteran strategist in global revenue growth and a trusted advisor for companies entering the complex world of Federal Government markets. With decades of experience guiding businesses through the intricacies of federal contracting, Paul shares practical insights, battle-tested strategies, and hard-won lessons for founders and executives ready to scale through government channels.

Whether you’re a startup looking for your first pilot program, or a scaling company considering the government as a strategic customer, this episode offers the clarity and context you need to succeed.

Why the Federal Government "market" is very different from a government “contract”

What makes the U.S. Government a unique and relationship-driven buyer

Why commitment and focus are non-negotiables when entering this space

The best first steps a company should take—and the common mistakes to avoid

How to think about networking, certification, and timing in your market entry

Why subcontracting often beats aiming for the "prime" position from day one

A real-world success story of an entrepreneur who pivoted to win federal business

The truth about lobbyists, political shifts, and procurement dynamics

Strategic entry points into government markets

Building trust and brand in a relationship-first ecosystem

Targeting decision-makers and navigating procurement

The role of mentors and proven success stories in early wins

Long-term thinking in a highly regulated, highly competitive environment

🌐 Website: www.thepauladler.com

📧 Email: linkedin.com/in/pauladler1