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If everything needs your approval, nothing scales
June 30, 2026 | Business Development
If everything needs your approval, nothing scales Nothing leaves your kitchen until you taste the plate. So in the name of quality control, you create a traffic jam with your name on it. We have watched it for 20+ years. Every quote, every email, every proposal lands on the founder's desk for a final blessing. Work piles up behind one person. Then it sits. Cold. If nothing goes out until you approve it, you’re not building a business. You’re capping your business. Pick one decision this week that no longer needs you. Let it go out without your signature. Trusting…
The goal is to build a company that can win more contracts.
June 23, 2026 | Uncategorized
A contract win is a hit single. A company is #1 on the album charts. Everybody wants a hit single. We see it constantly. A team lands one award, throws a party, then spends the next two years trying to remember how they pulled it off. Here's the thing. The win was never the goal. The win was a symptom. A symptom of a company that finally did the research, built the strategy, and executed without tripping over its own feet. Take the system away, and you are a one-hit wonder. Great song. No second release. Still playing dive bars.…
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…
New firms are like sprinters. Mature firms build like distance runners.
June 15, 2026 | Business Development
Young govcons chase the next contract. Any contract. It's a three-step process: They burn the team. They burn the process. Then they burn out. Mature firms are designed for the marathon. Intelligence capture systems are on repeat like that new song you couldn’t get enough of in high school. Pricing strategies that last. Teams that stay. That's the marathon training playbook. Not the 100-yard dash ran in a continuous loop. In government sales, endurance beats velocity every single time. Stay strategic.
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…
