On today’s Daily Windup, I’m revealing what it truly takes for small businesses to break into the supply chain of a major defense contractor like BAE Systems. With 17 years of insider experience, my guest explains why market research, industry days, and knowing the forecast are non-negotiable when 99% of contracts tie back to the DoD. We cut through the myths around teaming agreements and subcontracting plans, exposing why most fail—and how legacy small businesses thrive by coming prepared with research, mission alignment, and credibility. This episode is a playbook for showing up the right way, avoiding common pitfalls, and positioning your business to win in the defense sector.

Key topics covered:

• Why research, industry days, and forecasts are essential to succeeding with primes like BAE Systems.

• The biggest pitfalls that keep small businesses out—weak introductions, lack of mission alignment, and poor preparation.

• How to leverage FPDS data, prove past performance, and align proposals with agency missions to break in.

Learn more: https://govcongiants.org/ 

On today’s Daily Windup, I dive into the Community Care Network (CCN) and how it transformed the way the VA delivers care to veterans nationwide. My guest Lori Smith shares her journey from stepping in to support Region 4—spanning 14 Western states—to managing a staggering $128 billion healthcare contract portfolio that covers everything from IVF and dental to home health services. Today, through her work with AccuEligent, Lori is on a mission to help small, minority-owned, and women-owned businesses not only win contracts but also survive and thrive by understanding compliance, navigating payment delays, and preparing the right way. This episode unpacks what it really takes to serve the VA while avoiding the costly pitfalls that sink unprepared firms.

Key topics covered:

• How the VA’s Community Care Network reshaped veteran healthcare with a $128B contract portfolio.

• Lori Smith’s transition from managing CCN Region 4 to educating and supporting small businesses through AccuEligent.

• Common pitfalls contractors face—payment delays, compliance hurdles, and proposal fine print—and how to avoid them.

Learn more: https://govcongiants.org/ 

On today’s episode, I sit down with Rachael Lee—my pick for the “Queen of FEMA”—to pull back the curtain on how small businesses can truly break into FEMA contracting. From her 8 years in the Army and roles with KBR to helping clients land multi-billion-dollar contracts, Rachael brings unmatched clarity on what it really takes to succeed. We cover why readiness trumps rushing to a disaster site, the step-by-step process to get FEMA-ready (from SAM registration to capability statements), and the reality that most firms must start as subcontractors on vehicles like LOGCAP or WEXMAC before scaling. Packed with war stories, insider tips, and billion-dollar context, this episode is your roadmap to positioning for FEMA work the right way.

Key topics covered:

• Exact first steps to win FEMA work: SAM registration, vendor portal, tuned NAICS codes, and capability statements.

• Why readiness and speed (mobilizing in 24–48 hours) matter more than rushing to disaster sites.

• How to break in through subcontracting on vehicles like WEXMAC and LOGCAP, then scale with primes for billion-dollar opportunities.

Learn more: https://govcongiants.org/ 

Connect with Rachael:

LinkedIn: https://www.linkedin.com/company/rachael-consulting-llc/  Facebook: https://www.facebook.com/profile.php?id=100090054228009  Twitter: Rachael’s Consulting (@RachaelsCo81056) Tiktok: https://www.tiktok.com/@rachaelconsulting 

In today’s episode of The Daily Windup, I break down how the consultant approach in government contracting can put $50,000 to $250,000 in your pocket per deal—without waiting five to seven years to “grow organically.” Instead of grinding it out on small projects, I show you how to partner with established companies that already have bonding, teams, and supplier credit in place. When you step into the federal arena this way, you’re playing in the million-dollar league right from the start.

I share real examples, including how I made $200,000 in my very first year by teaming up with a $20 million client. This strategy is all about win-win partnerships: if your client makes an extra $1.5 million, they’re happy to cut you a $500,000 check. It’s the same paperwork, the same government forms, but the paydays are exponentially bigger. If you’ve been spinning your wheels chasing scraps, this episode will show you why the consultant approach is the fastest, smartest way to scale in government contracting.

On today’s episode of The Daily Windup, I sit down with an entrepreneur who launched a blue-collar oil company in Boston with nothing more than grit, sacrifice, and a risky SBA loan. Starting with just $7,000 in cash and a $25,000 SBA loan, he went all-in during the worst possible timing—the 2007 financial downturn—when everyone thought he was crazy to get into the unstable oil markets. He shares how word-of-mouth, community support, and his background as a firefighter and veteran helped him grow from a one-man side hustle to nearly 50 employees supporting their families today.

We also talk about the sacrifices required to get a business off the ground, how he used discounts to reward public servants, and why his military background gave him the discipline to survive in a cutthroat industry. His story is a powerful reminder that hard work and persistence can outlast market crashes, bank rejections, and doubt from others. This is one of those raw, unfiltered success stories that every aspiring government contracting or small business entrepreneur needs to hear.

On today’s Daily Windup, I hammer home one of the most powerful—and most misunderstood—concepts in government contracting: the Rule of Two. If there’s a reasonable expectation that at least two small businesses can bid at fair market prices, agencies are required to set contracts aside. Yet too often, agencies sidestep this by funneling work into IDIQs awarded to large firms. That’s why the SBA is preparing a rule change to codify and expand the Rule of Two into law—closing loopholes and creating more set-aside opportunities for small businesses.

I break down what this means for you: how small firms can shape requirements before solicitations are finalized, why teaming with competitors in logistics or IT is smarter than fighting each other, and why most small businesses are losing out simply because they’re not responding. With 55 people on our call, I stressed this isn’t theory—it’s your chance to protect opportunities from being swallowed by the big players. Learn the Rule of Two, use it, and stop letting contracts slip away.

Today on the Daily Windup, I get real about why so many one-to-three-person shops struggle to break into government contracting. Too many “rice bowl” programs run in silos, too many events promise the world and deliver confusion, and folks get pressured to “share it with your network” before anyone vets the content. I only put my name on things that truly help—no gum-flapping, no bait-and-switch. If you’re tired of paying for workshops that don’t match the title, you’ll feel this one.

I lay out a cleaner path: start with the end in mind, follow a step-by-step roadmap, and focus on fundamentals—terminology, the process, registrations (SAM, D-U-N-S referenced), and real learning vs. hype. I talk through our contract boot camp approach and the “seed in the dirt” mindset: you plant, water, and give it time. If you’ve got zero experience and feel overwhelmed, this episode is your permission to skip the noise and invest in the steps that actually move you toward your first government contract.

On today’s episode of the Govcon Giants Podcast, I sit down with Zach Michelson, Small Business Program Manager at Sandia National Laboratories. Sandia is more than just a research and development hub — it’s a $5.2 billion operation that spent nearly $1.7 billion in subcontracts last year. Even more shocking, over $1 billion went directly to small businesses, accounting for 67% of their procurement spend. That means hundreds of new suppliers — between 350 and 500 every single year — are being added to their vendor list. If you’ve ever wondered where real contracting dollars are flowing, Sandia is one of the most active buyers in the game.

Zach and I break down exactly what Sandia is buying right now — from R&D testing equipment to construction projects, IT, staffing, and even everyday commercial products. You’ll also learn how to get in the door through their iSupplier portal, avoid common mistakes, and position your company as one of their go-to vendors. With upcoming construction booms, innovation buys, and opportunities hidden outside of SAM.gov, this is a must-listen episode if you’re serious about cracking into government contracting.

Zach's Linkedin: https://www.linkedin.com/in/zachmikelson/ 

Company Linkedin: https://www.linkedin.com/company/sandia-national-laboratories/ 

Website: https://www.sandia.gov/ 

On today’s Daily Windup, I break down the reality behind recent reports on the federal contracting market. While confidence is up thanks to the $2 trillion Infrastructure Investment and Jobs Act, the truth is small businesses are struggling more than ever. We’re seeing 30% fewer small business entrants into the federal marketplace and 40% fewer firms supporting the government compared to just a decade ago. Agencies like NAVFAC are shifting nearly everything into long-term MAC and IDIQ contracts—deals most micro-businesses with under 10 employees can’t even qualify for. The result? A widening gap between small firms and the billion-dollar giants.

But here’s the opportunity: the same reports highlight strategic teaming initiatives, business development, and cybersecurity as top priorities for success. I’ve seen firsthand how critical these are—I’ve even been hacked three times this year, and the government is about to roll out stricter CMMC cybersecurity requirements across solicitations. If you don’t master BD, teaming, and compliance, you’ll be left behind. This episode is my straight talk about the risks, the trends, and the skills every small business needs to survive in government contracting today.

On today’s Daily Windup, I sit down with Corliss Uduema—who proudly calls herself the “365 24/7 Veteran Supporter”—to hear her incredible journey from managing government contracts overseas in Italy and Japan to launching her own business back home. Corliss shares what it was like to operate with limited resources abroad, why being mission-focused is essential, and how cultural experiences shaped her approach to leadership. From cooking Thanksgiving dinner for colleagues in Japan to realizing a ham that costs $10 in the U.S. could be $250 overseas, she opens up about lessons learned across 59 countries.

But it wasn’t all smooth sailing. Corliss admits that during 95% of her time in business in North Carolina, she wasn’t making money—and that was intentional. Instead, she dedicated herself to helping small businesses and veteran-owned companies navigate the intimidating government contracting system. Along the way, she uncovered scams where entrepreneurs were charged $5,000 for worthless “resources” they could have accessed for free. Today, she’s on a mission to expose those predatory practices and teach others how to succeed in government contracting without falling for the hype.