The Drone Ultimatum

How to Sell to the U.S. Military: OTAs, 4023 & Sole Source Deals | Travis James (Podcast #29)


Listen Later

Government contracting, but with zero fluff.


In this episode, we sit down with Travis James—former Army contracting officer and now Head of Contracts at Fortera—for a brutally practical breakdown of how to actually win defense contracts.


From underused authorities like 10 USC 4023 to what really happens behind the scenes with sole source justifications, Travis gives founders the roadmap most never get. We also talk autonomous vehicles, program of record dynamics, price vs. performance tradeoffs, and how venture-backed companies can play offense inside the slow-moving machine.


(0:00 - Intro

(1:12) - From Army Contracting Officer to Defense Startup

(3:46) - How Government Contracting Actually Works

(5:27) - Understanding 10 USC 4022, 4023, 4025

(8:19) - Leaving Government for Fortera

(10:12) - Inside Fortera’s $93M Autonomous Breaching Contract

(13:22) - How Defense Demos and Competitions Really Work

(15:57) - Price vs. Performance in Government Contracting

(18:33) - Program of Record and the Future of Ground Autonomy

(20:21) - Selling to the Government as a Venture-Backed Startup

(23:13) - Sole Source Contracts and Acquisition Flexibility

(26:17) - Role of Dr. Matthew Willis in DoD Awards

(29:31) - How to Win With the Right Acquisition Path

(31:44) - Lessons From the CROWS Program

(34:41) - Retrofitting Autonomy on Legacy Vehicles

(36:58) - Planning for Conflict in the Pacific

(40:06) - Dual-Use and Fortera's Commercial Autonomy Business

(43:39) - Weaponizing Robots and the Case for Autonomy

(47:19) - Nuclear Deterrence and Existential Risk

(50:44) - Sci-Fi, Pop Culture, and Fallout Scenarios

(53:18) - China’s Robotic Systems and Resource Warfare

(55:36) - Why Autonomy Solves the Military Recruiting Crisis

(57:13) - Positioning Fortera as an Autonomy Prime

(59:42) - Congressional Engagement and Reforming 4023

(1:01:23) - Outro


Follow Travis on LinkedIn: https://www.linkedin.com/in/travistjames/


Check out Forterra: https://www.forterra.com/


Follow the show everywhere! 👇


Spotify: https://spoti.fi/3YOfGtO


Apple Podcasts: https://podcasts.apple.com/us/podcast/the-drone-ultimatum/id1770994541


X (Twitter): https://x.com/droneultimatumInstagram: https://www.instagram.com/thedroneultimatum/


Check out Allen Control Systems (ACS): https://www.allencontrolsystems.com/


...more
View all episodesView all episodes
Download on the App Store

The Drone UltimatumBy ACS

  • 4.9
  • 4.9
  • 4.9
  • 4.9
  • 4.9

4.9

14 ratings


More shows like The Drone Ultimatum

View all
a16z Podcast by Andreessen Horowitz

a16z Podcast

1,036 Listeners

The Twenty Minute VC (20VC): Venture Capital | Startup Funding | The Pitch by Harry Stebbings

The Twenty Minute VC (20VC): Venture Capital | Startup Funding | The Pitch

519 Listeners

Modern War Institute by Modern War Institute at West Point

Modern War Institute

766 Listeners

Invest Like the Best with Patrick O'Shaughnessy by Colossus | Investing & Business Podcasts

Invest Like the Best with Patrick O'Shaughnessy

2,317 Listeners

Defense & Aerospace Report by Defense & Aerospace Report, sponsored by Bell

Defense & Aerospace Report

139 Listeners

Defense One Radio by Defense One staff

Defense One Radio

140 Listeners

Practical AI by Practical AI LLC

Practical AI

192 Listeners

All-In with Chamath, Jason, Sacks & Friedberg by All-In Podcast, LLC

All-In with Chamath, Jason, Sacks & Friedberg

9,207 Listeners

Irregular Warfare Podcast by Irregular Warfare Initiative

Irregular Warfare Podcast

392 Listeners

Dwarkesh Podcast by Dwarkesh Patel

Dwarkesh Podcast

426 Listeners

Joe Lonsdale: American Optimist by Joe Lonsdale

Joe Lonsdale: American Optimist

164 Listeners

HBR On Leadership by Harvard Business Review

HBR On Leadership

152 Listeners

Pirate Wires by Pirate Wires

Pirate Wires

125 Listeners

BG2Pod with Brad Gerstner and Bill Gurley by BG2Pod

BG2Pod with Brad Gerstner and Bill Gurley

461 Listeners

Drone Wars by Firestorm Studios

Drone Wars

8 Listeners