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So I’m going to share a little secret with you…..
June 15, 2026 | Business Development
So I'm going to share a little secret with you..... Not everyone who works with me wins contracts. Sometimes, nothing happens. Here are the top three scenarios when companies don't win contracts: 1. They don't do the work or stay engaged consistently with strategy sessions. 2. They choose to do it a different way from what we suggest. 3. They give up shortly after starting because they don't see quick results. Then there are the ones who are successful: 1. They devour the information like a ravenous dog who found a box of unopened treats. 2. They take action on…
FOX SELF-CERTIFIES INTO EVERY SET-ASIDE SAM OFFERS, QUALIFIES FOR NONE OF THEM
June 3, 2026 | The Less Formal Debriefing
One firm checks every eligibility box on every bid. It meets none of them. It feels very competitive. THE SET-ASIDE LANE. Finn found a lane with less traffic. He does not qualify for it. He is already in it. Finn the Fox does not break rules. He finds the door the rules forgot to lock. He calls himself whatever the door requires. Today he is running a small business. On the next bid he is a HUBZone firm. By Friday he is service-disabled, woman-owned, and 8(a). His headquarters is a rented mailbox in a strip mall. Box 14. He lists…
I ignored two of the three pieces of advice. Fear does that.
June 1, 2026 | Company News
A few years back I found myself in a room listening to a guy named Josh present on prospecting for government sales. He was good. Really good. So I did something I don't normally do. I asked if he'd take a call. He said yes. When I told him what I was struggling with, he gave me three things: Build your pipeline. Speak publicly. Write a book. I heard the first one. The other two I filed under "not for me." That wasn't wisdom. That was fear dressed up as humility. Since then I've coached many more businesses, spoken at…
