In this episode of the Visible Threads Optimized Podcast, host Jeff Shapiro speaks with Amber Kodish, a seasoned expert in government contracting. They discuss Amber's journey into the GovCon space, the cyclical nature of government contracting, and the current challenges and opportunities within the industry. Amber emphasizes the importance of understanding core capabilities, networking, and building relationships in the federal sector. The conversation also touches on leadership strategies during uncertain times and the potential for businesses to pivot towards defense and homeland security opportunities. Additionally, they explore the significance of state and local government contracts and the evolving landscape of procurement practices. In this conversation, Amber Kodish and Jeff Shapiro discuss the importance of networking in the business world, particularly in the context of government contracting. They explore strategies for building a network, the significance of follow-up, and how commercial companies can successfully enter the government market. The discussion also covers various funding sources available to businesses, including SBIRs and RFIs, and emphasizes the need for relationship-building in achieving success in government contracts.

👤 Guest:
Amber Kodish, Federal Business Development & Strategy Consultant

🎧 Host:
Jeff Shapiro, Optimize Podcast

📄 Episode Description:
In this episode of the Optimize Podcast, host Jeff Shapiro speaks with GovCon strategist Amber Kodish about how to shift mindset, strategy, and operations when federal business doesn’t go according to plan. From navigating budget uncertainty to creatively entering new markets through pilots and partnerships, Amber shares an insider’s take on how businesses can lead with agility and grow through the chaos.

They discuss how to identify resilient agencies, why being likable matters more than ever in business development, and how to rethink your capture strategy beyond waiting on SAM.gov. Whether you’re a prime, a sub, or a commercial company trying to break into federal, Amber offers sharp, honest, and energizing advice to help you take action.

📌 Topics & Timestamps:

Amber’s path into GovCon and passion for mission-focused work (02:30)

Leading teams and setting a strategic vision after disruption (10:15)

Identifying growth-friendly agencies and geographic opportunities (13:30)

Relationship-driven business development and why it works (26:00)

Breaking in through pilots, micro-purchases, and alternative entry points (50:30)

GSA schedules, SBIRs, and how to stop relying on SAM.gov alone (57:40)

Lessons in leadership, optimism, and adaptability in GovCon (01:05:00)

🔗 Useful Links:

Listen to more episodes: https://www.visiblethread.com/podcasts/

Connect with Jeff Shapiro: https://www.linkedin.com/in/jeffshapirocpa/

Connect with Amber Kodish: https://www.linkedin.com/in/amber-kodish-mba-cpm/ 

Guest:
Ross Wilkers, Senior Staff Reporter, Washington Technology

🎧 Host:
Jeff Shapiro, Optimize Podcast

📄 Episode Description:
In this episode of the Optimize Podcast, host Jeff Shapiro is joined by Ross Wilkers, veteran journalist and Senior Staff Reporter at Washington Technology. They dive deep into the current transformation sweeping federal procurement—fueled by policy mandates, staffing changes, and a growing push toward commercial solutions and outcome-based contracting.

Ross shares what he’s hearing on the ground from contractors, policymakers, and agency insiders—from the shrinking federal workforce and skepticism around consulting, to the reality of scaling commercial tech for government needs. Whether you’re a longtime GovCon player or just trying to stay ahead of the headlines, this episode delivers fresh perspective on what’s really driving change—and how to prepare for it.

📌 Key Topics & Timestamps:

Ross’s path from local journalism to GovCon (01:00)

How agency workforce reductions are disrupting relationships (08:00)

The commercial preference push and Palantir’s lawsuit (14:00)

Consulting’s image crisis in GovCon (18:30)

Scaling challenges with commercial tech in government (20:00)

Outcome-based contracting: rewards vs. risks (59:00)

Advice for influencing policy change and avoiding “complaint-only” feedback (50:00)

Where to get real GovCon insights (52:00)

🔗 Useful Links:

Listen to more episodes: https://www.visiblethread.com/podcasts/

Connect with Jeff Shapiro on LinkedIn: https://www.linkedin.com/in/jeffshapirocpa/

Connect with Ross Wilkers on LinkedIn: https://www.linkedin.com/in/ross-wilkers-9256a371/ 

Jeff Shapiro and Marsha Lindquist delve into the complexities of government contracting, focusing on strategic pricing and the implications of terminations and stop work orders. Marsha shares her extensive experience in the field, offering insights into best practices for contractors facing potential contract terminations. The conversation covers essential topics such as understanding termination costs, navigating different contract types, and the importance of strategic planning when preparing settlement proposals. In this conversation, Marsha Lindquist and Jeff Shapiro discuss the complexities of managing records and costs associated with contract terminations, particularly in the context of audits and subcontractor claims. They emphasize the importance of maintaining thorough documentation, understanding allowable costs, and preparing for potential audits. The discussion also covers the nuances of subcontractor claims, price analysis, and the business decisions that contractors must navigate when settling termination proposals. Ultimately, the conversation highlights the need for diligence and compliance in government contracting.

In this informative episode of the Optimize Podcast, host Jeff Shapiro sits down with cybersecurity and government contracting expert Josh Duvall, shareholder at Maynard Nexon. They delve into critical issues impacting federal contractors, providing valuable insights on navigating Organizational Conflicts of Interest (OCIs), effectively managing bid protests, and the importance of cybersecurity compliance, particularly with the implementation of the Cybersecurity Maturity Model Certification (CMMC).

Topics Discussed:

Understanding and navigating Organizational Conflicts of Interest (02:50)

Types of OCIs: biased ground rules, unequal access to information, impaired objectivity (11:07)

Strategies and insights for successful bid protests, including managing key personnel issues (24:36)

Importance and strategic use of government Q&A processes (21:17)

eLatest developments and impacts of the Cybersecurity Maturity Model Certification (CMMC) (58:35)

The significance of proactive cybersecurity compliance and third-party certifications (01:03:26)

Useful Links:

Optimize Podcast: https://www.visiblethread.com/podcasts/

Connect with host Jeff Shapiro on LinkedIn: https://www.linkedin.com/in/jeffshapirocpa/

Connect with guest Josh Duvall on LinkedIn: https://www.linkedin.com/in/joshuabduvall/ 

In the latest Optimize Podcast episode, host Jeff Shapiro is joined by Blaine Klusky, founder and principal of Harkin Advisors. Together, they delve deep into the significant impacts and complexities introduced by the Department of Government Efficiency (DOGE) and how these policies are affecting federal contractors.

Topics Discussed:

Understanding DOGE and its implications for federal contractors (06:15)

Navigating terminations for convenience (T for Cs) and rescinded terminations (06:44)

Managing regulatory audits and potential overreach by DCAA (07:11)

The importance of empathy and maintaining relationships during audits (35:59)

Strategies for proactive proposal writing and avoiding "taboo words" flagged by DOGE (16:32)

Effectively handling unintended consequences and pivoting your business model (11:18)

Practical advice for interacting with regulators and auditors (41:24)

Managing business operations and planning strategically for DOGE's impact (29:57)

Advice on professional social media conduct and internal communication (59:41)

Useful Links:

Optimize Podcast: https://www.visiblethread.com/podcasts/

Connect with host Jeff Shapiro on LinkedIn: https://www.linkedin.com/in/jeffshapirocpa/

Connect with guest Blaine Klusky on LinkedIn: https://www.linkedin.com/in/blaineklusky/

In this episode of the Optimize Podcast, host Jeff Shapiro interviews Shauna Weatherly, a federal acquisition expert with over 35 years of experience. They discuss the current landscape of government contracting, particularly for small businesses, and the importance of adapting to changes in federal acquisition policies. Shauna shares insights on effective strategies for small businesses, including the significance of teaming, engaging with contracting officers, and leveraging resources like SAM.gov. The conversation also touches on the role of NAICS codes, GSA contracts, and alternative opportunities in government contracting. In this conversation, Shauna Weatherly and Jeff Shapiro discuss the evolving landscape of government procurement, focusing on commercial strategies, the future of the Federal Acquisition Regulation (FAR), and the challenges faced in contracting and talent retention. They emphasize the importance of adapting to changes in the market, understanding proposal evaluation processes, and the need for businesses to diversify their offerings. The discussion highlights the significance of presenting strong proposals and the necessity for companies to be proactive in their strategies to succeed in a competitive environment.

In 2024 Unfolded - Essential Insights from the Optimize Podcast, we’ve distilled the top moments from seven impactful episodes into one essential highlights reel. Join Marcia Watson and explore how AI is reshaping federal contracting, the power of building strong relationships, strategies for mastering competitive intelligence, and insights on adapting to rapid changes in technology and workplace culture. Whether you’re a seasoned professional or new to the field, this episode offers actionable takeaways, expert perspectives, and a fresh look at what’s ahead for government contracting in 2024.

In this episode of the Optimize Podcast, Marcia Watson and Steve Skeldon dive into the power of competitive intelligence and its impact on capture and proposal success. They unpack why many companies fall short in their competitive analysis, how to tackle these challenges, and the tools that can transform market research into actionable insights. From leveraging past performance to crafting winning pricing strategies, they share practical tips for navigating the ever-changing market landscape. This episode highlights the importance of integrating capture and proposal processes, maintaining a human touch in business development, and staying engaged throughout the entire lifecycle to outpace the competition.

Connect with Steve

Connect with Marcia

In this episode of the Optimize Podcast, Noelle Russell, Chief AI Officer & Microsoft MVP in AI, and Fergal McGovern, CEO of VisibleThread, dive into the evolving role of artificial intelligence (AI) in federal contracting. They explore how AI can improve efficiency, its limitations, and why human judgment, creativity, and ethical accountability remain irreplaceable. From managing data quality to addressing security concerns, this episode provides actionable insights for organizations navigating the AI landscape.

Key Topics Covered:

• How AI enhances efficiency but cannot replace human critical thinking.
• The importance of data quality and ethical accountability in AI implementation.
• Collaboration between humans and machines to achieve optimal outcomes in federal contracting.
• Practical steps for integrating AI while mitigating risks and ensuring compliance.

• Noelle Russell: Chief AI Officer & Microsoft MVP in AI. Connect with Noelle on LinkedIn.
• Fergal McGovern: CEO of VisibleThread. Connect with Fergal on LinkedIn.

Watch the Podcast:

• VisibleThread Podcast Page
• YouTube Channel

Listen to the Podcast:

• Spotify
• Apple Podcasts

• Plan for Compliance: Don’t rely on boilerplate flow-down documents; ensure all mandatory clauses are clearly identified and relevant to the specific contract type.
• Leverage Templates: Templates for compliance matrices and pricing data are essential to maintain consistency and reduce errors.
• Proactive Risk Management: Using tools like VisibleThread helps streamline audits, monitor flow-down compliance, and assess risks across documents, saving time and reducing costly mistakes.
• Value Relationships: Effective teaming and strong communication with subcontractors can prevent missteps and support contract execution.
• Stay Agile: Regularly update compliance policies to keep up with evolving regulations and client requirements to remain audit-ready and aligned with FAR/DFAR standards.