765.293.4980
๐๐ณ ๐๐ผ๐๐ฟ ๐ฝ๐ถ๐ฝ๐ฒ๐น๐ถ๐ป๐ฒ ๐ถ๐ ๐๐ผ๐ ๐ฟ๐ฒ๐ณ๐ฟ๐ฒ๐๐ต๐ถ๐ป๐ด SAM.gov, ๐๐ผ๐’๐ฟ๐ฒ ๐ฎ๐น๐ฟ๐ฒ๐ฎ๐ฑ๐ ๐น๐ฎ๐๐ฒ.
September 18, 2026 | Uncategorized
By the time an opportunity posts, the work is mostly done. The agency scoped it months ago. They talked to vendors. They already have potential vendors in mind. You're auditioning for a part that was cast before you ever read the script. The companies that win were in the room early. They knew the requirement was coming because they studied the buyer, not the bid board, not the SOW, not the evaluation criteria. You do that with research. Past awards, contract end dates, spending history. It's all sitting in public data while everyone else waits for an email. Better…
THERE IS NO BALANCE. ITโS A FULL-ON TUG-OF-WAR.
September 16, 2026 | Uncategorized
We always hear about work-life balance. There is no balance. I like to call it a full-on tug-of-war... Iโm writing this as Iโm waiting for my daughter at a dance studio. Sheโs currently at rehearsal. It's no different for people with a career in government sales. ESPECIALLY IF WEโRE INVOLVED IN WRITING PROPOSALS! For a minute, though, think about who competes in tug-of-war. Firefighters. Shipbuilders. Navy SEALs. The strongest, fiercest people we can find on either end of the rope. That is not a coincidence. It takes real muscle to hold the line. Family and work are both pulling with…
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…
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.…
Conferences go beyond the agenda
April 20, 2026 | Uncategorized
The agenda is the decoy. Most people sit through the panels, collect a tote bag, and fly home thinking they worked the conference. The real stuff happens in the hallway. The coffee line. The bar at 9pm when a contracting officer mentions something their agency has been quietly struggling with for eight months. We've seen clients land meetings at breakfast that would've taken six months to schedule cold. Show up early. Stay late. Skip a session if you have to. The agenda tells you where to sit. It doesn't tell you where the work gets done. On Monday June 1st,…
One exhausted hero does not win government contracts.
April 15, 2026 | Uncategorized
A functioning team does. We have all seen it. One person carrying the entire proposal is like the worldโs strongest man hauling a couch up three flights of stairs.ย Impressive.ย Unnecessary.ย Someone is going to pull something. Sustainable teams win. Check your bench this week. Stay strategic.
Most proposal fire drills are self inflicted
April 13, 2026 | Uncategorized
A proposal fire drill feels like an emergency. It is usually not. The RFP did not sneak up on you like a raccoon in a parking garage. It was on SAM.gov.ย There was a draft RFP. There were industry days. We just did not start early enough. No capture. No pricing models. No strategy sessions. No customer conversations. Just vibes. Then the RFP drops and suddenly everyone is a hero eating cold pizza at midnight. Start earlier. The fire drill is optional. Stay strategic.
Next Page »
