Parabilis Presents: Spilling the Tea on GovCon

Are you pricing to win contracts or pricing strategically to build a sustainable business? On this episode of Spilling the Tea on GovCon, we welcome back Marsha Lindquist, Strategic Pricing Leader and Founder of Granite Leadership Strategies, for a conversation about one of the most consequential decisions government contractors make: how to price their work. Marsha breaks down what strategic pricing really means, explores the five-part pricing cornerstone, and explains how Strategic Pricing® differs from the traditional Price to Win approach. From evaluating risk and protecting profitability to clearly communicating the value your business brings to a customer, she challenges contractors to look beyond the lowest price and recognize the strategic decisions that influence both contract awards and long-term business success.

For small businesses especially, competing on price alone can become a race to the bottom one that sacrifices margins, strains resources, and undermines future growth. Marsha shares practical guidance for developing a strategic pricing plan, adopting a stronger pricing mindset, and building a business value statement that communicates why your company is the right choice. Whether you’re preparing for your next bid or rethinking how your organization approaches pricing, this episode offers actionable insights to help you make more informed decisions, manage risk, and pursue profitable opportunities with confidence. Tune in, take away one key lesson for your next proposal, and learn why the right pricing strategy is about much more than winning the bid.

Timestamps:

00:00 Welcome and Purpose

01:10 Welcome back, Marsha Lindquist

02:39 What Strategic Pricing Means

04:50 Five-Part Pricing Cornerstone

06:23 Strategic Pricing® vs Price to Win

09:29 Risk and Profitability Deep Dive

13:17 Business Value Statement Explained

17:56 Stop Racing to the Bottom

21:14 Build a Strategic Pricing Plan

25:56 Small Business Pricing Mindset

28:41 One Key Takeaway for Your Next Bid

30:33 Book Plug and Roadshow Thanks

32:46 Podcast Wrap Up

33:36 Roadshow Invitation and Details

34:38 Sponsor Thanks and See You There

Visit the Granite Leadership Strageties Website:

graniteleadershipstrategies.com

What does it really take to succeed in the federal marketplace and how do you know when your business is ready for the climb? On this episode of Spilling the Tea on GovCon, Teresa welcomes back friend of the show, Guy Timberlake, CEO of The American Small Business Coalition (The ASBC™), to explore his journey into government contracting and the evolution of ASBC’s mission to help businesses navigate the federal marketplace. Guy shares insights on what it means to be truly prepared for GovCon, why chasing opportunities without a clear strategy can leave businesses struggling to gain traction, and how companies can become more Visible, Memorable, and Trusted in the eyes of government and industry decision-makers. We also unpack the potential impact of changes to SBA size standards and why periods of industry disruption can be an opportunity to reassess your approach, sharpen your strategy, and refocus on sustainable growth.

Guy’s new book, Making It to Base Camp, brings these lessons to life through the metaphor of climbing Mount Everest, challenging business owners to assess their readiness before attempting the next big ascent. In this conversation, we explore what “base camp readiness” looks like in practice, how to recognize gaps before they become costly setbacks, and why clarity and preparation matter just as much as ambition. Whether you’re new to GovCon or an established contractor looking for your next stage of growth, this episode offers a valuable reminder that success isn’t simply about getting into the marketplace, it’s about being equipped to navigate it. Tune in for practical perspective, strategic insights, and details on Guy’s upcoming roadshow, including the Houston stop. Learn more about the book at mitb.theasbc.org.

TImestamps:

00:00 Welcome and Introductions

03:22 Guy’s GovCon Origin Story

05:27 The ASBC™ Mission and Evolution

11:00 New Book: Making It to Base Camp

13:54 Everest Base Camp Readiness

17:54 Visible Memorable Trusted Framework

24:56 SBA Size Standards Shakeup

32:29 Reset for Clarity and Strategy

36:21 Wrap Up and Resources

39:45 Roadshow Invitation and Houston Details

Connect with Guy Timberlake on LinkedIn:

linkedin.com/in/guytimberlake

In this episode of Spilling the Tea on GovCon, Teresa sit down with Jody Stoehr, SVP of Strategic Partnerships and Ecosystems at ISI, for a candid conversation about cybersecurity, defense compliance, and what government contractors need to know about the evolving CMMC landscape. Jody shares her journey into defense compliance and breaks down the difference between CMMC and NIST 800-171, the history behind the mandate, the financial and legal consequences of noncompliance, and what the current CMMC timeline means for small businesses.

They explore why waiting to address cybersecurity can be a costly mistake, the risks associated with self-attestation, and the growing importance of continuous compliance. Jody explains how MSPs, vCISOs, assessors, and other ecosystem partners can help contractors navigate the process, while also addressing common misconceptions about assessor availability and business readiness. She shares potential approaches to funding compliance, explains why major defense primes aren't waiting to prepare, and challenges business owners to move beyond simply being functional operators toward becoming capable, compliant, and resilient business leaders. If you're a current or aspiring defense contractor, this episode offers practical insight into protecting your business, positioning for growth, and staying ready for what's next.

Timestamps 

02:13 - Jody's Journey to Defense Compliance & CMMC

03:34 - ISI's Role: Managing Clearances (FCLs/PCLs) and FSO Services

05:59 - Demystifying CMMC vs. NIST 800-171

06:27 - History of the Mandate & $55M in False Claims Act Fines

11:31 - The CMMC Phase 2 Pause: What Small Businesses Need to Know

14:14 - Why Cybersecurity Isn't Going Away (and Why Waiting is Dangerous)

18:00 - Personal Owner Liability & The Real Risk of Self-Attestation

19:25 - Navigating the Ecosystem: MSPs, V-CISOs, and Continuous Compliance

23:41 - Busting the Myth: Assessor Shortages vs. Client Readiness

27:25 - Funding Compliance: Grants, Tax Credits, and TABA Funds

29:35 - Why Large Primes (Lockheed, Boeing, Northrop) Aren't Waiting

34:00 - Moving from "Functional Operator" to Capable Business Owner

35:40 - Staying Vigilant: Final Takeaways & Connecting with ISI

Connect with Jody Stoehr on LinkedIn:

linkedin.com/in/jodystoehr

Visit the ISI Website:

https://isidefense.com/

In this episode of Spilling the Tea on GovCon, friend of the show, Alexa Tsui, CEO of FORUM, joins Teresa for a candid conversation about building relationships, understanding the market, and challenging the way businesses approach government contracting. Alexa shares her unconventional journey from teacher to GovCom leader, including how her background as an English major became an unexpected advantage in an industry where communication, storytelling, and understanding people can be just as important as technical expertise.

Alexa breaks down what FORUM really does, why GovCom matters, and why strong relationships should come before transactions. We explore the changing landscape for small businesses, the impact of LLM-driven market intelligence, sales and branding alignment, breaking down internal silos, and what it means to compete with Silicon Valley. Alexa also offers a reality check on CMMC, FedRAMP, FAR changes, and the shift toward commercial approaches in government, while sharing her vision for a GovCom roadshow focused on bringing businesses and communities together.

From supporting entrepreneurs through personal challenges to building stronger connections across the GovCon ecosystem, Alexa reminds us that business is ultimately about people. Tune in for practical insights, fresh perspectives, and a challenge to start building better relationships and a better business today.

00:00 Welcome to the Show

00:40 Meet Alexa Tsui

02:52 From Teacher to GovCon

04:59 English Majors Advantage

06:43 What Forum Really Does

10:02 Why GovCom Matters

11:27 Community and Cancer Support

11:57 Relationships Over Transactions

15:15 Industry Shifts and Small Biz

16:17 LLM Driven Market Intel

16:36 Rebrand And Align Sales

17:27 Breaking Down Silos

18:39 Monopoly To Risk Shift

20:03 Competing With Silicon Valley

21:12 CMMC FedRAMP Reality Check

22:51 FAR Changes And Commercial

24:47 Cut C Suite Fund Branding

24:53 GovCom Roadshow Vision2

5:51 Cities And Community Building

29:08 How To Start Today

30:15 Closing And Roadshow Invite

Connect with Alexa Tsui on LinkedIn:

linkedin.com/in/alexatsui

Visit the FORUM website:

govforum.io

We're celebrating 100 episodes of Spilling the Tea on GovCon, and Teresa is pulling back the curtain and highlighting the people powering the Parabilis machine!

For episode 100, Teresa brings the entire Parabilis team to the mic live and in-person for the first time in the show's history. CEO Evan Henris, President Adam Shapiro, and CFO Khoa Vu open with where the company has been and where it's going. Then listeners get to meet the teams clients work with every day (Sales, HR, Investor Relations, Underwriting, Credit, Funding, and Relationship Management), with each taking the mic to share how they contribute to the Parabilis "Dream Team". 100 episodes in, endless possibilities to go!

Learn more about Parabilis:

https://parabilis.com/ | [email protected] | https://www.linkedin.com/company/parabilis/

00:00 Celebrating 100 Episodes of Spilling the Tea

03:03 Leadership Transitions in GovCon

05:54 Building Trust and Transparency

08:52 Growth Strategies for Federal Contractors

11:57 Navigating the Federal Lending Market

15:12 Financial Readiness as a Competitive Advantage

18:00 Closing the Gap in Federal Contracting

20:47 The Future of Parabilis and Client Relationships

31:18 The Importance of Specialization in Business

32:21 Meet the Parabilis Team

37:10 Understanding Underwriting at Parabilis

40:48 The Role of the Credit Team

44:22 Funding Process Explained

47:43 Relationship Management and Client Success

52:08 Celebrating 100 Episodes and Future Directions

In this episode of Spilling the Tea on GovCon, Teresa welcomes Dr. Kathryn Rudloff, Executive Director of weVENTURE Women’s Business Center, for an inspiring conversation about empowering entrepreneurs, building scalable businesses, and creating pathways to success in government contracting. Dr. Rudloff shares her professional journey and the mission behind weVENTURE, highlighting how Women's Business Centers serve as critical resources for entrepreneurs seeking education, mentorship, and long-term business growth.

We explore the power of local partnerships, the impact of the IGNITE 360® program, and practical strategies for developing scalable teams and cultivating a growth mindset. Dr. Rudloff also offers valuable networking advice for government contractors, discusses specialized programs supporting veterans and entrepreneurs through partnerships like Verizon, and explains how business owners can connect with weVENTURE to access coaching, training, and community resources.

Whether you're launching a new venture or preparing to scale your business in the federal marketplace, this episode is packed with actionable insights to help you grow with confidence and purpose.

00:00 Welcome and Mission

00:42 Meet Dr. Rudloff

01:14 Kathryn Rudloff's Career Journey

04:14 What is weVENTURE

04:45 Why WBCs Matter

06:15 Local Partnership Model

08:12 IGNITE 360® Overview

11:02 Building Scalable Teams

15:23 Growth Mindset Secrets

17:30 GovCon Networking Tips

22:07 Veteran and Verizon Programs

26:49 How to Get Involved

28:44 Closing, Thanks, and Wrap

Connect with Dr. Kathryn Rudloff on LinkedIn:  linkedin.com/in/kathryn-rudloff

Visit the weVenture website: https://weventure.fit.edu/

Visit the VSBDR Learning Platform: https://weventure.fit.edu/programs-services/vsbdr/   

Visit the AWBC website: https://awbc.org/

In this episode of Spilling the Tea on GovCon, Teresa sits down with Dondre Lawson, CEO of Emerald Technical Solutions, to explore his journey from the U.S. Army to entrepreneurship and his mission to improve outcomes for veterans transitioning into civilian careers. Dondre shares the experiences that shaped his leadership philosophy, the lessons he learned while building Emerald Technical Solutions, and why surrounding yourself with the right mentors is essential for long-term success.

The conversation dives into the persistent challenges veterans face when entering the workforce, including transition gaps, pay transparency, and the realities of being undervalued in the hiring process. Dondre also introduces MilRes, an innovative platform designed to connect military talent with meaningful career opportunities while helping employers better understand the value veterans bring to their organizations. He explains how the platform works, discusses pilot programs, pricing, and accessibility, and shares his vision for fixing broken workforce systems through technology, collaboration, and purpose-driven leadership.

Whether you're a veteran, hiring manager, government contractor, or business leader committed to developing talent, this episode delivers practical insights on leadership, innovation, and creating pathways that help both people and organizations succeed.

00:00 Welcome to GovCon Tea

00:41 Meet Dondre Lawson

01:52 Army to IT Career Path

03:46 Starting Emerald Technical

06:15 Stacking Mentors Leadership

11:31 Veteran Transition Gaps

14:21 Pay Transparency Lowballs

19:04 MilRes Platform Overview

21:53 How MilRes Works

25:28 Pilots Pricing and Access

32:03 Fixing Broken Systems

34:29 Closing and Next Steps

Connect with Dondre Lawson on LinkedIn:  linkedin.com/in/dondrelawson

Visit the Emerald Technical Solutions website:  https:\\emeraldsolutions.tech

In this episode of Spilling the Tea on GovCon, Teresa welcomes Carol Ann Logue, Executive Director of the Florida Photonics Cluster, for an illuminating conversation about one of the most important technologies shaping the future of defense, space, and advanced manufacturing. Carol Ann shares her unique career journey into the world of photonics and breaks down this highly technical field into practical, easy-to-understand concepts, helping listeners understand why photonics is at the center of so many emerging innovations.

They explore the growing role of photonics in defense and space applications, from advanced sensing and communications to next-generation technologies that support national security missions. Carol Ann also discusses the importance of industry collaboration and how organizations like the Florida Photonics Cluster bring together businesses, researchers, government agencies, and innovators to accelerate growth and technological advancement.

Listeners will learn about the resources, networking opportunities, and support available through the Cluster, including how companies, researchers, and entrepreneurs can get involved. Carol Ann also shares details on upcoming 2026 events, webinars, and engagement opportunities designed to foster collaboration and innovation across the photonics ecosystem. Whether you're new to photonics or looking to expand your network in advanced technology sectors, this episode offers valuable insights into an industry that is helping shape the future.

Timestamps

00:00 Welcome to Spilling the Tea on GovCon
00:41 Meet Carol Ann Logue
01:35 Career Path to Photonics
04:06 Photonics Explained Simply
07:38 Defense Space Applications
14:00 Why Clusters Need Collaboration
17:56 What Florida Photonics Cluster Does
24:10 How to Join and Engage
25:51 2026 Events and Webinars
28:51 Final Thanks and Sign Off

Connect with Carol Ann Logue on LinkedIn:

linkedin.com/in/carol-ann-dykes-logue-48540

Visit the Florida Photonics Innovation Hub website:

floridaphotonics.org

In this episode of Spilling the Tea on GovCon, Teresa sits down with Sue Tellier, President of JetCo Federal, for an insightful discussion on the realities of government contracting, defense supply chains, and what it takes for small businesses to succeed in today’s evolving federal marketplace. Sue shares how JetCo Federal supports the defense supply chain and reflects on the significant shifts she has witnessed across GovCon, including supply chain disruptions, manufacturing challenges, policy changes, and increasing compliance requirements.

Sue breaks down why some small businesses consistently win while others struggle to gain traction, offering practical advice for new entrants looking to build past performance, establish credibility, and avoid common mistakes. She also explains the importance of advocacy organizations such as WIPP and WID, the role of the Rule of Two in protecting small business opportunities, and how contractors can strategically leverage Offices of Small Business Programs (OSBPs) to create meaningful connections and growth opportunities.

As the conversation turns toward the future, Sue discusses emerging priorities around cybersecurity, compliance, funding, and market shifts that contractors should be preparing for today. Packed with actionable insights and hard-earned lessons, this episode provides a roadmap for contractors seeking to remain competitive, compliant, and connected in an increasingly complex GovCon environment.

Timestamps:

00:00: GovCon Kickoff: Supply Chain, Funding & Small Business Realities
01:36: What JetCo Federal Actually Does in the Defense Supply Chain
03:30: How GovCon Has Shifted: Supply Chain Risk, Manufacturing, Policy Swings
07:18: Why Some Small Businesses Win And Why Others Don’t
11:42: New Entrants: How to Stand Out, Build Past Performance & Avoid Pitfalls
16:37: Why Advocacy Groups (WIPP, WID) Matter for Federal Contractors
21:42: The Rule of Two Explained: Why It Protects Small Business Competition
27:15: How OSBPs Can Help & How to Actually Use Them Strategically
29:23: Preparing for What’s Next: Cyber, Compliance & Market Shifts
31:42: Final Takeaways: Focus, Funding, Compliance & Community

Connect with Sue Tellier on LinkedIn:

linkedin.com/in/suetellier

Visit the JetCo Federal website:

jetcosolutions.com

In this episode of Spilling the Tea on GovCon, Teresa welcomes back friends of the show, Tan Wilson, President of Entellect, LLC, and Jeff Shapiro, Partner at CohnReznick LLP, for a candid and strategic conversation about the realities of winning, funding, and sustaining growth in government contracting. From the opening moments, Tan and Jeff make one thing clear, capture strategy starts long before the RFP drops. They unpack why waiting for the solicitation is already too late and how successful contractors align business development, pricing, contracts, and finance from the very beginning.

The conversation dives into the pricing and compliance traps that derail proposals, how auditors evaluate cost volumes and risk, and the red flags that can expose contractors to trouble—from subcontractor oversight to labor category and T&M concerns. Tan and Jeff challenge common GovCon habits, including chasing contracts instead of customers, pursuing IDIQ vehicles without a strategy, and relying on unsustainable “buy-in” bids or single-contract revenue streams.

Listeners will also gain practical insight into bid discipline, budgeting, execution readiness, and pricing transparency, along with a thoughtful discussion on commission-based business development and building accountability across teams. With perspectives grounded in both capture strategy and federal audit expertise, this episode delivers actionable guidance on how to win smarter, scale responsibly, and stay compliant in today’s increasingly competitive federal marketplace.

Episode Timestamps:

00:00 GovCon Live Kickoff: Pricing, Compliance & Funding Realities
01:22 Guest Intros (Tan Wilson and Jeff Shapiro): Capture Strategy + Federal Audit Expertise
01:38 Why Capture Strategy Starts Before the RFP Drops
03:09 How Auditors Evaluate Pricing, Cost Volumes & Risk
04:36 RFP Compliance Traps That Kill Proposals Early
08:49 Funding the Domino Effect: Why BD Must Talk to Finance
09:43 Audit Red Flags: Subcontractor Risk & T&M Labor Category Exposure
13:32 Top BD Mistakes: Chasing Contracts Instead of Customers
20:00 Why Seeing the RFP First Is Already Too Late
23:26 IDIQ FOMO: The Hidden Cost of “Just Getting On the Vehicle”
25:48 How to Align BD, Pricing, Contracts & Finance Early
29:15 Speaking a Common Language Across Capture, Pricing & Compliance
31:09 Pricing Transparency: Building Trust With the Government
32:38 Commission‑Based BD: Accountability vs. Chaos
33:29 Unsustainable Growth: Red Flags Contractors Ignore
34:06 The Danger of “Buy‑In” Bids That Lose Money
36:00 The One‑Contract Trap: Why Overreliance Kills Companies
37:11 Diversify Your Pipeline Without Randomly Pivoting
38:16 Bid Discipline: Budgeting, Gate Reviews & Saying No
41:17 Execution Readiness: Targets, Resourcing & Realistic Planning
44:27 Budgeting With Stakeholders: What Mature GovCon Teams Do
47:31 Commercial Buying Trends That Are Shaping Federal Expectations
49:49 Price Realism, Past Performance & What Evaluators Actually Look For
51:32 Final Advice: How to Win, Scale & Stay Compliant

Connect with Tan Wilson on LinkedIn:

linkedin.com/in/tanvwilson

Connect with Jeff Shapiro on LinkedIn:

linkedin.com/in/jeffshapirocpa