765.293.4980
๐ฆ๐ฒ๐น๐น๐ถ๐ป๐ด ๐๐ผ๐๐ฟ ๐ฐ๐ผ๐บ๐ฝ๐ฎ๐ป๐ ๐๐ต๐ฒ๐ป ๐๐ผ๐’๐ฟ๐ฒ ๐ฏ๐๐ฟ๐ป๐ฒ๐ฑ ๐ผ๐๐ ๐ถ๐ ๐น๐ถ๐ธ๐ฒ ๐๐ฒ๐น๐น๐ถ๐ป๐ด ๐๐ผ๐๐ฟ ๐ฐ๐ฎ๐ฟ ๐ถ๐ป ๐๐ต๐ฒ ๐ฟ๐ฒ๐ฝ๐ฎ๐ถ๐ฟ ๐๐ต๐ผ๐ฝ ๐ฝ๐ฎ๐ฟ๐ธ๐ถ๐ป๐ด ๐น๐ผ๐ ๐ฟ๐ถ๐ด๐ต๐ ๐ฎ๐ณ๐๐ฒ๐ฟ ๐ถ๐ ๐ฏ๐ฟ๐ผ๐ธ๐ฒ ๐ฑ๐ผ๐๐ป.
September 15, 2026 | Uncategorized
Iโve seen good deals and bad dealsโฆ Companies offering to buy us when they thought we were desperate and gave us a lowball offer. One company seeing the value of our business and offering top dollar. Neither time were we in the market of selling. At National Veteran Small Business Coalition - NVSBC's Huntsville Engagement Dinner on ๐ฆ๐ฒ๐ฝ๐๐ฒ๐บ๐ฏ๐ฒ๐ฟ ๐ฏ๐ฌ๐๐ต, a rockstar panel will walk you through what buyers actually look for. What makes a government contractor worth buying What you should be building right now, whether you sell in two years or ten. Own a government sales business? This is…
๐ ๐ผ๐๐ ๐ฝ๐ฒ๐ผ๐ฝ๐น๐ฒ ๐๐ผ๐ฟ๐ธ ๐ฎ ๐ฐ๐ผ๐ป๐ณ๐ฒ๐ฟ๐ฒ๐ป๐ฐ๐ฒ ๐น๐ถ๐ธ๐ฒ ๐ ๐๐ผ๐ฟ๐ธ ๐ฎ ๐ฏ๐๐ณ๐ณ๐ฒ๐. ๐๐ผ๐ฎ๐ฑ ๐๐ฝ ๐ผ๐ป ๐ฒ๐๐ฒ๐ฟ๐๐๐ต๐ถ๐ป๐ด, ๐ฟ๐ฒ๐บ๐ฒ๐บ๐ฏ๐ฒ๐ฟ ๐ป๐ผ๐ป๐ฒ ๐ผ๐ณ ๐ถ๐.
September 14, 2026 | Uncategorized
๐ฆ๐๐ ๐ฎ๐ฌ๐ฎ๐ฒ is the exception. It's the one room where federal agency leaders, primes, and small businesses actually talk to each other. Decision-makers included. The people who sign the things. You leave with real teaming partners, a read on what contracts are coming, and enough intel to stop guessing what agencies want. Pipeline does not grow from behind a laptop. It grows from the conversations you were too busy to have. We look forward to seeing you ๐ก๐ผ๐๐ฒ๐บ๐ฏ๐ฒ๐ฟ ๐ฐ-๐ฒ ๐ถ๐ป ๐๐ต๐ฎ๐ฟ๐น๐ผ๐๐๐ฒ! Register here: https://lnkd.in/g8zuu8HY
๐ ๐ฐ๐ผ๐ป๐๐ฟ๐ฎ๐ฐ๐๐ถ๐ป๐ด ๐ผ๐ณ๐ณ๐ถ๐ฐ๐ฒ๐ฟ ๐ด๐ถ๐๐ฒ๐ ๐๐ผ๐๐ฟ ๐ฐ๐ฎ๐ฝ๐ฎ๐ฏ๐ถ๐น๐ถ๐๐ ๐๐๐ฎ๐๐ฒ๐บ๐ฒ๐ป๐ ๐ฎ๐ฏ๐ผ๐๐ ๐๐ถ๐ ๐๐ฒ๐ฐ๐ผ๐ป๐ฑ๐. ๐ง๐ต๐ฒ๐ป ๐๐ต๐ฒ๐ ๐ฑ๐ฒ๐ฐ๐ถ๐ฑ๐ฒ.
September 10, 2026 | Uncategorized
Six seconds is a billboard on the highway. One line, one reason to remember it, and then you're doing 70 in the other direction. So why do most companies put their SBA set-aside logo large at the top and the word "innovative" three times on their billboard? Six seconds gone. Nothing landed. Put the thing that matters where their eye hits first. Metrics. "Maintained 2 million square feet of federal facilities. 98% inspection pass rate." That's a billboard somebody remembers at the next exit. One page. One clear reason to keep reading. If the good part shows up after six…
PORCUPINE ANSWERS ARMYโS FIVE-PAGE REQUEST WITH 214 PAGES, TELLS SAM IT SHOWS RIGOR
September 9, 2026 | Uncategorized
The Army wants commercial software configured and working in months. One firm is still quoting a four-year custom build. THE SOFTWARE FACTORY. The Army asked for five pages. Quillby sent a binder. He sent it by certified mail. Quillby the Porcupine has built custom software for the government since 1997. He plans to keep doing exactly that. The Army has other plans. A July Army directive told program offices to buy commercial products first. Custom development is now supposed to be rare. Quillby read the memo twice. He changed nothing. Last month a program office ran a commercial solutions…
If everything needs your approval, nothing scalesย
June 30, 2026 | Business Development
If everything needs your approval, nothing scalesย 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.ย Work piles up behind one person. Then it sits. Cold. If nothing goes out until you approve it, youโre not building a business. Youโre 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 isย #1 on the album charts. Everybody wants a hit single. We see it constantly.ย 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.ย It's a three-step process: They burn the team. They burn the process.ย Then they burn out. Mature firms are designed for the marathon.ย Intelligence capture systems are on repeat like that new song you couldnโt get enough of in high school.ย Pricing strategies that last.ย 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…
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