GovCon After Hours

Why small business GovCon players can outrun the big primes, and the guardrails that keep speed from turning into chaos

Everybody in federal contracting says they are agile. Almost nobody can tell you what that means. Caitlin Ruiz and Dr. Robin Desmore pour a glass and get real about what small business GovCon speed looks like when the market keeps changing the rules.

If you run a small firm chasing government contracts for small business owners, this episode is for you. Natasha shares why a no is worth as much as a yes, why chasing every shiny opportunity makes you look like a risk, and what to do when you did everything right and still lost. Caitlin and Robin bring their own war stories, and they do not sugarcoat them. This is small business GovCon with the polish sanded off.

Natasha Velez is the Founder and CEO of NVS Strategic Solutions, a woman-owned federal growth consultancy that helps companies strengthen their capture, proposal, pricing, and compliance strategies. She brings more than 15 years of GovCon experience and reports supporting over 1,000 federal proposals tied to more than $1 billion in contract wins. She also founded GovCon Queens, a community for women in government contracting.

Key Takeaways

• Natasha says agility in small business GovCon means being able to pivot fast, but it still needs guardrails around what you will and will not chase.
• Natasha says a no is just as important as a yes, and that keeping your five-year why in front of you cuts down on reactive bidding.
• Natasha and Dr. Robin Desmore both say you can do everything right on a pursuit and still lose, so be kind to yourself and keep the business alive while you pivot.
• Natasha tells the story of a client who teamed with an incumbent after a contract switched to a small business, a move she says led to a $58 million award.
• Her closing warning is to vet the consultants who promise you a win the same way you vet your partners.

Natasha Velez said, “We vet our partners, but do we vet our consultants? Watch who you listen to.”

Natasha Velez said, “No one ever talks about the win. The win that kills you.”

Timestamps

00:00 Welcome and the Small, Fast, and on the Rocks premise
01:23 What We’re Drinking
02:00 Where small GovCons beat the large primes
05:30 Agility, risk, and the go or no go decision
07:16 Shiny objects, guardrails, and your top three agencies
10:18 When deep capture still loses
13:00 Doing everything right and still missing the win
17:06 A success story: the contract that switched to a small business
22:16 Teaming with other small businesses and supplier diversity
25:32 Watch who you listen to: vetting your consultants
29:38 Hold on to your people
31:05 Wrap up and the November 5 gala

Connect with Natasha Velez

LinkedIn: https://www.linkedin.com/in/natasha-velez35/
NVS Strategic Solutions: https://nvsstrategicsolutions.com/
GovCon Queens: https://www.govconqueens.com/

Four decades of candor on relationships, LinkedIn, and why most GovCon marketing budgets go to waste

Every host of GovCon After Hours will tell you the same thing eventually. This industry runs on relationships, not RFPs. Mark Amtower has been proving that point since 1985, and four decades in, he still refuses to sugarcoat it.

For small business owners trying to break into federal contracting, the gap between what marketing companies promise and what the government market actually rewards can be the difference between growing steadily and burning through a year of runway for nothing. This conversation is a plain spoken map of GovCon marketing done right, from a guest who has watched it play out for more than a thousand clients.

Mark Amtower is the Managing Partner of Amtower and Company, a GovCon marketing consultancy he has run since 1985. He has advised companies ranging from Dell and Northrop Grumman to small businesses entering the market for the first time, authored several books including Selling to the Government and Findable, delivered more than five hundred public presentations, and hosts Amtower Off Center on Federal News Network. He pioneered LinkedIn training for government contractors back in 2009 and has since coached more than one hundred fifty companies on building real presence there. Crain's BtoB Marketing magazine named him a Top 100 BtoB Marketer, and GovMarkU gave him its Lifetime Achievement Award for Excellence in Government Marketing in 2018.

Key Takeaways

• Success in government contracting is relationship driven, and companies that skip building real relationships rarely last more than a year.
• Chasing every event and every AI powered bid tool wastes GovCon marketing dollars that could go toward mastering one clear niche.
• LinkedIn remains the most underused relationship building tool in GovCon, and consistency there pays off in ways a single event never will.
• Differentiation has to speak to a specific government niche, not to investors or Silicon Valley, or a company simply will not be findable.
• Winning takes years, not months, and the small businesses who last are the ones who treat growth as a slow, intentional build rather than a quick win.
• Mark Amtower said, "If you're that easily discouraged, this is not the market for you."
• Mark Amtower said, "If you haven't clearly enunciated who you are and what you do, you're not findable anyway."

Timestamps

00:00 Welcome and introduction
00:41 What We're Drinking
01:35 The most misunderstood mechanics of GovCon
04:02 Where companies waste time chasing bids and AI hype
05:47 Why picking the right events is harder than it looks
07:18 What separates growing companies from struggling ones
11:05 Relationships, LinkedIn, and playing the long game
15:40 Advice for the next generation of GovCon CEOs
23:56 Differentiation, findability, and the dark funnel
30:35 Conferences, ROI, and knowing when to walk away
38:26 Closing thoughts

Connect with Mark Amtower

LinkedIn: https://www.linkedin.com/in/markamtower/
Website: https://markamtower.net/

In this powerful episode of GovCon After Hours, hosts Dr. Robin Desmore and Caitlin Ruiz sit down with Colonel (Retired) Irene V. Glaeser, CEO of Spahr, an SBA certified SDVOSB and WOSB small business. Irene brings 31 years of military service as a Military Police Officer, federal leadership experience, and hard-won entrepreneurship wisdom to discuss what it really takes to survive and thrive as a veteran and woman-owned business in today's complex federal contracting environment.

Key Takeaways

• Grit, Resilience & The Three Ps
• Leadership Through Crisis
• The Reality of Set-Asides
• Community Over Competition
• Barriers for Emerging Small Businesses

Timestamped Chapters

• 00:00:00 - Welcome & Introduction
• 00:03:15 - What We're Drinking
• 00:08:42 - Disruption Isn't New
• 00:14:20 - The Three Ps: Pivoting, Perseverance & Pinot Grigio
• 00:19:56 - The Fork in the Road
• 00:26:33 - The Human Cost of DOGE
• 00:33:18 - Humor as Leadership Strategy
• 00:42:30 - The Politics Pause
• 00:51:12 - Set-Asides: Leverage or Liability?
• 00:58:29 - Cultural Lessons from Kuwait
• 01:06:45 - What's Not Being Talked About

What Veteran & Women-Owned Founders Face vs. What They're Told
The Reality We Face

• DOGE cuts decimating contracts overnight
• Employees with families to support being laid off
• CMMC, FAR Part 2, and compliance costs piling up simultaneously
• Zero past performance but expected to compete with established firms
• Absorbing pressure from every direction as leaders
• Being told "don't rest on your categories" while needing every advantage

What We're Told to Do

• "Just pivot to commercial"
• "Don't rely on your socioeconomic categories"
• "Get DCAA compliant, hire HR, get CMMC certified"
• "Join a team" (but have no past performance to offer)
• "Stay positive and keep networking"
• "It's not because you're a woman"

Guest Information

Colonel (Retired) Irene V. Glaeser CEO of Spahr, an SBA certified SDVOSB and WOSB small business delivering IT services including cyber strategy, software enterprise solutions, and cloud migration to DOD and federal customers. Irene served 31 years in the U.S. Army as a Military Police Officer in Cold War Germany, Iraq, and Afghanistan. After military retirement, she held federal leadership roles at the DOD Office of Inspector General and U.S. AbilityOne Commission. She holds degrees from George Mason University, Webster University, and the U.S. Army War College. She serves on the Board of Directors for the National Veteran Small Business Coalition and recently authored "Choose Your Battles," chronicling her journey as a woman in the armed forces.

• LinkedIn: https://www.linkedin.com/in/irenevglaeser/
• Website: https://www.SpahrLLC.com
• Book: "Choose Your Battles" by Irene V. Glaeser

Call to Action

• Connect With Your Tribe
• Help Other Small Businesses
• Use Humor as a Survival Tool
• Don't Rest on Categories Alone
• Shore Up Your Resources
• Stay in the Fight

Welcome to GovCon After Hours. In this episode, hosts Caitlin Ruiz and Dr. Robin Desmore engage in a meaningful discussion on government contracting. Joining them is Cherylyn Harley LeBon, co-chair of the Government Contracting group at Cohen Seglias, bringing over 25 years of expertise in legal, government, and strategic advisory services for small business contractors.

Together, they explore the critical factors that determine success in GovCon. Cherylyn highlights the importance of timing and strategic intelligence, identifies common mistakes small businesses encounter in long-term growth planning and acquisition preparation, and offers actionable advice. The conversation covers building robust company foundations, managing complex transactions, selecting appropriate legal partners, and leveraging the federal budget for business expansion.

The episode also addresses significant challenges, including the upcoming FAR rewrite and its implications for small businesses, as well as the complexities of mergers and acquisitions. For a straightforward and insightful perspective on navigating the government contracting landscape, join us for this enlightening episode of GovCon After Hours.

Chapters:

00:00 - Introduction
00:09 - "Govcon Expert and Advocate"
05:02 - Defining Client Business Goals
07:19 - GovCon Strategy: Follow the Budget
13:03 - "Preparing Small Businesses for Acquisition"
17:05 - Valuation Expertise in Professional Services
19:13 - Valuing Unique Business Ventures
23:20 - "Follow the Plan, Not Feelings"
27:36 - Strategic Business Planning for Profitability
31:02 - Navigating New Opportunities
34:08 - "CMMC Impact on Small Businesses"
36:16 - Confidential Legislative Rewrite Concerns
39:23 - Outro

Quotes:

"Build and scale your business—the path is clear and success awaits."- Cherylyn Harley LeBon

"Trust your plan over your feelings. That's how you win in GovCon."- Caitlin Ruiz

"Resilience lets you pivot, survive, and emerge stronger from any storm."- Dr. Robin Desmore

Key Takeaways:

Timing is Tied to Intel—Stop Throwing Darts
Start With a Goal—Not Just a Plan
Deviating from the Plan? Get Back On Track Fast
Invest, Reinvest, and Find Real Strategic Partners
Follow the Money—Budgets Leave Clues
Legal Problems? Be Proactive, Not Reactive
Thinking About Selling Your Business? Clean House NOW
Valuation is a Science—Find the Right Experts
Emotional Intelligence—Check Your Feelings at the Door
The FAR Rewrite: Advocate, Don’t Stay Silent

Connect with the Guest Mrs. Cherylyn Harley LeBon,
LinkedIn: https://www.linkedin.com/in/cherylyn-harley-lebon/

Connect with the Hosts

Caitlin Ruiz
LinkedIn: https://www.linkedin.com/in/caitlin-ruiz-m-s-cir-65a8962b/

Robin Desmore
LinkedIn: https://www.linkedin.com/in/robindesmore/

Call To Action:
Listen or watch more episodes on our other platforms
Spotify: https://open.spotify.com/user/31jlhc2mmefwdlnf7il4inxlzgue?si=d12f5108888f4dbd
LinkedIn: https://www.linkedin.com/company/govcon-after-hours-podcast/
YouTube: https://www.youtube.com/@GovConAfterHours

Welcome to another episode of GovCon After Hours! Host Caitlin Ruiz and co-host Robin Desmore explore "Behind the Bar: Mixing ROI-Driven Investments for GovCon." They discuss strategies for maximizing return on investment in government contracting with guest Lisa Shea Mundt, co-founder of The Pulse of GovCon. The episode addresses the financial implications of event participation, effective follow-up systems, and innovative marketing techniques. They also highlight the importance of strong industry relationships and the challenges small businesses face in GovCon. Tune in for valuable insights on navigating ROI complexities and optimizing your investments in government contracting in this engaging conversation!

Connect with Lisa Shea Mundt:
https://www.linkedin.com/in/lisasheamundt/
Website: Maintenance Page - The Pulse™

Episode Timestamps:
00:00 - Intro
05:39 - Aligning with Like-Minded People for ROI
08:30 - Balancing Life ROI and Networking
10:49 - Optimistic Networking for Future Relationships
13:11 - ROI on Affordable Travel Options
19:22 - Importance of Organic Referrals
22:35 - Approval and Referrals in Business
26:12 - Client Dynamics and Competition
28:21 - Veterans' Networking Challenges
33:11 - Letting Go of Difficult Prospects
36:17 - Strategic Engagement for Events
37:19 - Email Follow-Up for Marketing
40:30 - Managing Booth Costs
45:26 - Outro

Quote of the Episode

"Inspiring engagement is crucial for turning interactions into lasting relationships." - Lisa Shea Mundt

"Effective networking in government contracting fosters growth and innovation." - Lisa Shea Mundt

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Welcome to another episode of Govcon! Host Caitlin Ruiz and Dr. Robin Desmore explore AI Discussing compliance, innovation, and the challenging nature of AI in the industry. They touch on executive orders, Responsible AI Toolkits, and Avangard's evolving policies, highlighting AI's impact on processes, biases, and decision-making. From AI-generated resumes to the importance of clean data, human oversight, and industry dialogue, the conversation uncovers the nuances of AI in GovCon. Dive into the world of AI with valuable insights and perspectives in this engaging episode

Connect with Dr. Robin Desmore: https://www.linkedin.com/in/robindesmore/

Episode Timestamps:

00:00 - Intro
03:28 - AI: Impact on Knowledge and Efficiency
05:34 - Avangard's AI Policy and Client Focus
06:32 - AI Conversations Amid Regulation Gaps
11:34 - Setting AI Standards: Human Responsibility
14:33 - Companies and Data Analytics Models
16:14 - Oral Presentations in Proposal Processes
20:07 - Operating Systems, Browsers, and AI Model
23:17 - User Engagement in AI Integration
27:59 - Secrecy for Competitive Advantage
29:35 - Outro

Quotes of the Episode

"Learn from others who share insights and guide deeper exploration based on their experiences."-Dr. Robin Desmore

"In AI, secrecy is crucial. Sharing details can fuel competition or hinder innovation, based on the approach." -Dr. Robin Desmore

Welcome back to another episode of GovCon, Today, we'll discuss effective marketing techniques for reaching and educating target audiences, especially in new markets. Stacey will emphasize the importance of showcasing your company's capabilities and the necessity of nurturing relationships for ongoing success. We'll also explore pilot programs, thought leadership, and account-based marketing.

Plus, we'll enjoy some lighter moments discussing our Mini Cooper adventures and pet anecdotes, underscoring the value of genuine professional relationships. Tune in for actionable tips and stories that help navigate the complexities of the GovCon world with expert Stacey Piper.

Connect with Stacey Piper: https://www.linkedin.com/in/staceypiper/

Episode Timestamps:
00:00 - Intro
05:41 - Marketing's Impact on Small Business Expansion
07:51 - Using Marketing and Demos to Attract Prospects
12:25 - Leveraging Thought Leadership to Showcase Expertise
14:12 - Evaluating Different Outreach Strategies for Recruitment
20:05 - Discussing Typical Budgets and Cost Assessments for Projects
23:23 - When People Turn to Me: Website Troubleshooting
25:51 - The Rapid Response Advantage of Non-Traditional Marketing Agencies
29:27 - Enhancing Retention through a Strong Talent Brand
31:50 - The Full Circle Effect: From Clients to Candidates and Back
33:51 - Closing Remarks and Gratitude with Stacy
34:09 - Outro

Quote of the Episode

"Use marketing to reach your audience when entering new areas without connections—it helps build new partnerships."-Stacey Piper

"Keep the train on the tracks—focus on what you know, deliver your best, and let the results speak before we discuss further." -Stacey Piper

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Welcome to "GovCon After Hours," the podcast where we explore the world of government contracting over drinks. Hosted by Caitlin Ruiz, a GovCon recruiting specialist, and Dr. Robin Desmore, an expert in contracts and compliance, we aim to share real stories and insights in a casual, after-hours style.

In this episode, we introduce ourselves and our vision of building a knowledge-sharing community that challenges the status quo in GovCon. Each episode will feature guests from the industry discussing topics from business challenges to innovative technologies like AI.

Join us for an engaging conversation and insider stories from the GovCon sector. Cheers to demystifying government contracting together!

Connect with Dr. Robin Desmore: https://www.linkedin.com/in/robindesmore/

Website: https://avantgardeconceptsllc.com/

Episode Timestamps:

00:00 - Introduction
00:27 - Key Success Factors: Functionality and Collaboration
03:32 - Unraveling Complexities Through Casual Talks
04:25 - Candid Networking After Hours
05:11 - Uncovering Surprising Insights Across Networks
06:53 - Addressing Hidden Worries in Our Field"
09:01- Exploring the Industry's Unique Aspects
11:42 - Outro

Quote of the Episode:

"We've learned that after hours, when we shed our outer layers, we open up about our true selves and realize many others share similar experiences." — Dr. Robin Desmore

"Let’s talk about the things only a few discuss but everyone should. Let’s not just keep up; let’s get ahead." — Dr. Robin Desmore

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Welcome to the first episode of "GovCon After Hours." I'm Caitlin Ruiz, joined by Dr. Robin Desmore. Our guest today is Teresa Moon, Director of Business Development and Marketing at Parabilis, renowned for her expertise in securing GovCon contracts for cybersecurity firms.

This session focuses on Small Business Funding in Government Contracts. Teresa will discuss strategies for securing solid funding and navigating the challenges in the federal marketplace. We'll explore how Parabilis supports GovCon businesses, bridging the gap between traditional banks and invoice factoring.

We'll also cover essential financial readiness components, such as past performance, documentation, pricing strategies, and understanding cash flow versus profitability. Teresa will share insights on compliance, outsourcing benefits, and the impact of certifications like 8a.

Join us for a deep dive into the critical aspects of funding and financial management in GovCon, packed with actionable advice for thriving in this competitive sector.

Connect with Teresa Moon: https://www.linkedin.com/in/teresa-moon-060b9611b/

Website: https://parabilis.com/

Episode Timestamps:

00:00 - Intro
00:38 - Mastering Contract Acquisition via Strategic Networking
03:42 - Keynote on Financial Advocacy and Strategic
:34 - How Federal Regulations Influence Business Growth
11:49 - The Importance of Audits and Pricing in Business Success
13:29 - Addressing Financial Strain from Payment Delays
17:05 - Effective Sales Techniques: Identifying Needs Without Pushing
21:03 - The Role of Financial Documentation in Performance Evaluation
24:21 - Leveraging Peer Advice for Better Decision-Making
29:58 - The Importance of Accessible Funding for Business Viability
32:07 - The Impact of Education and Communication on Financial Health

Quote of the Episode:

"Securing funding in a crisis invites predatory lending. Always better to have a strategy before the fire starts." — Teresa Moon

"Cutting corners on expert help can lead to higher costs later. Invest in a strong team from the beginning to avoid expensive mistakes." — Teresa Moon

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