The Optimize Podcast

Episode Title:
FAR 2.0, Fewer People, Bigger Bets: Surviving the Next GovCon Wave

👤 Guest:
Erv Koehler, former Assistant Commissioner, GSA’s Office of General Supplies and Services

🎧 Host:
Jeff Shapiro, Optimize Podcast

📄 Episode Description:
In this episode of the Optimize Podcast, host Jeff Shapiro is joined by Erv Koehler, a former senior leader at GSA, to discuss what FAR 2.0 and current procurement reforms really mean for industry. With decades of acquisition experience inside the federal government, Erv breaks down how shrinking workforces, growing complexity, and shifting cultural mindsets are colliding inside federal acquisition teams.

From the real-world limitations of DOGE to why AI is both promising and problematic, Erv offers a frank, detailed view of the issues affecting buyers and contractors alike. They explore how leadership sets the tone for risk tolerance, what contractors get wrong about relationship-building, and why the future of GovCon will demand more strategy, patience, and adaptability than ever before.

Whether you’re a small business, large integrator, or consultant trying to navigate change, this episode delivers practical, eye-opening insights you won’t want to miss.

📌 Topics & Timestamps:

Erv’s unexpected path into federal acquisition (01:30)

The problem with shrinking acquisition teams (05:45)

What FAR 2.0 actually changes—and what it doesn’t (09:20)

AI’s role in acquisition and what to watch for (22:00)

Risk tolerance and leadership culture in contracting (26:00)

The impact of DOGE reform and where it fell short (30:20)

Consultant relationships, pricing, and small business access (38:15)

GSA schedules, TDR, and evolving competition (45:00)

Strategic advice for navigating the GovCon landscape (56:30)

🔗 Useful Links:

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

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

🔗 Connect with guest Erv Koehler: https://www.linkedin.com/in/erv-koehler-63a67a38/

No Corners Cut: Building, Growing, and Selling in GovCon

👤 Guest:
Donna Honeycutt, Co-founder & former COO of WWC Global

🎧 Host:
Jeff Shapiro, Optimize Podcast

📄 Episode Description:
In this episode of the Optimize Podcast, host Jeff Shapiro is joined by Donna Honeycutt, co-founder and former COO of WWC Global—a pioneering government contracting firm known for its commitment to military spouses, compliance, and culture.

Donna shares how she and her co-founder built a GovCon business overseas from scratch, scaled it over 15 years, and sold it with zero due diligence findings. From pricing pressures and CPARS credibility to hiring challenges and values-based leadership, Donna unpacks the real-world experiences behind growing and exiting a successful federal contracting company.

She also speaks candidly about the realities of competing with big business, the problem with regulatory inertia, and how integrity became WWC’s most valuable differentiator.

📌 Topics & Timestamps:

Building WWC Global from Naples, Italy (03:15)

Creating opportunities for military spouses (06:40)

Staying audit-proof and compliance-focused from day one (13:30)

Growing while staying values-aligned (20:00)

Managing pricing and perception in a competitive GovCon space (26:45)

The exit strategy and selling the business (34:00)

What big businesses get wrong—and small businesses get right (55:00)

Why regulatory change is overdue in federal acquisition (01:03:00)

🔗 Useful Links:

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

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

Connect with Donna Honeycutt: https://www.linkedin.com/in/donna-segal-huneycutt-a441619/

In this episode of the Optimize Podcast, Jeff Shapiro speaks with Allison Ritz, a GovCon expert and Director of Product Marketing at VisibleThread. Together, they unpack the shifting rules of federal procurement—from the ripple effects of the MAPS acquisition to the rise of AI in capture and proposal processes.

Allison discusses what consolidation really means for niche contractors, why subcontracting shouldn’t be viewed as a fallback, and how strategic positioning is more important than ever in the face of fewer—but broader—acquisitions. She also offers a grounded, practical perspective on AI’s role in GovCon: where it helps, where it doesn’t, and what business leaders often get wrong when adopting it.

With insights into human decision-making, relationship-driven sales, and the future of proposal work, this is a must-listen for anyone navigating change in the federal market.

📌 Topics & Timestamps:

Allison’s path into public sector SaaS and GovCon (02:30)

The MAPS acquisition and what it signals for the market (06:00)

Professional services and consolidation risks (11:15)

Subcontracting as a strategy, not a demotion (19:00)

Capture planning and human decision-making (33:00)

AI and proposal development: hype vs. value (43:30)

AI implementation mistakes and what leaders overlook (51:00)

How to stay competitive and adapt (58:00)

🔗 Useful Links:

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

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

Connect with Allison Ritz: https://www.linkedin.com/in/allison-ritz-cf-apmp-111a6663/

Guest:
Chris Hamm, former Director, GSA Assisted Acquisition Services

🎧 Host:
Jeff Shapiro, Optimize Podcast

📄 Episode Description:
In this episode of the Optimize Podcast, Jeff Shapiro sits down with former GSA leader Chris Hamm to explore the state—and future—of federal procurement. With firsthand experience at the helm of GSA’s Assisted Acquisition Services, Chris shares his perspective on the challenges of consolidating contracts, the tension between innovation and risk aversion, and the cultural drivers behind federal protest trends.

They tackle what the recent executive order on contract consolidation really means, how government-wide contracts are evolving, and why acquisition teams often default to “safe” over smart. Chris also discusses the SBIR program, eBuy critiques, and how to build a better, more accountable procurement system.

Whether you're an acquisition professional, contractor, or policy follower, this episode delivers sharp, honest insights you won't hear anywhere else.

📌 Topics & Timestamps:

Chris’s path into GSA and early federal service (03:20)

Executive order on contract consolidation (08:12)

Culture vs. policy: Why risk aversion dominates (19:30)

Protest culture and unintended consequences (25:00)

GWACs and the potential impact on programs like NASA SEWP (30:00)

RFO/FAR overhaul and tech modernization (39:15)

Thoughts on eBuy, automation, and procurement platforms (47:30)

SBIR program and small business innovation (1:00:55)

Chris’s current work supporting GovCon companies (1:04:30)

🔗 Useful Links:

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

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

Connect with guest Chris Hamm: https://www.linkedin.com/in/chris-hamm-304103/

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.