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If suffering is part of your strategy, something’s broken.
April 6, 2026 | Uncategorized
If suffering is part of your strategy, something's broken. We see it every week. Companies grind through proposals, chasing every opportunity, burning out their teams and calling it hustle. That's not a strategy. That's desperation with a calendar. The companies winning government contracts aren't working harder. They're working in their lane. They know their buyer. They know their value. They bid to win, not to stay busy. Suffering isn't a badge of honor in this market. It's a signal. Fix the strategy. The suffering goes away on its own.
Who’s out for Skylar today?
April 3, 2026 | Uncategorized
Who’s out for Skylar today?
Color team reviews are helpful. But they are not magic.
March 10, 2026 | Uncategorized
A red team can fix grammar. A pink team can tighten messaging. A gold team can polish the story. A chartreuse team can verify that the vending machine on the 3rd floor still has Flamin' Hot Cheetos and that someone remembered to order the good coffee for the debrief. What none of them can do is fix weak positioning. If the agency does not know you, trust you, or see you as the logical choice, no amount of proposal editing will save it. It is like trying to fix a bad first impression with better punctuation. Winning starts months before…
March 9, 2026 | Uncategorized
Proposals rarely fail at submission; they fail months earlier. They flop when the agency has never heard of you, like a magician without an audience. They stumble when you skip talking to the program office, good luck winning charades without knowing the rules! They struggle when you miss the real problem behind the requirement, akin to fixing a leaky faucet with a hammer. By the time the RFP is released, buyers already know their preferred solution and who they trust. If you’re relying solely on your written response, you’re already behind the eight ball. Winning starts long before the proposal…
If you rely on proposals to persuade,
March 6, 2026 | Uncategorized
you already lost. In government sales, persuasion does not start at submission. It starts in conversations months before the RFP is written. It starts when you understand the agency’s mission, build relationships with program stakeholders, and communicate measurable value early. By the time a solicitation is released, the buyer should already know who you are and what you bring to the table. The proposal is not where you convince them. It is where you confirm what they already believe. Are you building influence before the bid, or hoping your writing skills save you?
𝗜𝗻𝗰𝘂𝗺𝗯𝗲𝗻𝘁𝘀 𝗱𝗼𝗻’𝘁 𝗹𝗼𝘀𝗲 𝗰𝗼𝗻𝘁𝗿𝗮𝗰𝘁𝘀 𝗯𝗲𝗰𝗮𝘂𝘀𝗲 𝘀𝗼𝗺𝗲𝗼𝗻𝗲 𝘂𝗻𝗱𝗲𝗿𝗯𝗶𝗱 𝘁𝗵𝗲𝗺.
March 2, 2026 | Uncategorized
𝗜𝗻𝗰𝘂𝗺𝗯𝗲𝗻𝘁𝘀 𝗱𝗼𝗻'𝘁 𝗹𝗼𝘀𝗲 𝗰𝗼𝗻𝘁𝗿𝗮𝗰𝘁𝘀 𝗯𝗲𝗰𝗮𝘂𝘀𝗲 𝘀𝗼𝗺𝗲𝗼𝗻𝗲 𝘂𝗻𝗱𝗲𝗿𝗯𝗶𝗱 𝘁𝗵𝗲𝗺. They lose because they got comfortable. Like a restaurant that packed the house for years and then stopped wiping down the menus. Past performance is not a personality. Relationships don't renew contracts. Value does. Meanwhile, the challenger coming for your lunch is doing their homework. They're mapping agency pain, finding the stakeholders you forgot to call, and building their position before the RFP ever sees daylight. The incumbent's biggest threat isn't the competition. It's the assumption that showing up is the same as selling. We've watched companies lose contracts they'd held for…
Busy is not the same thing as productive in government sales.
March 2, 2026 | Uncategorized
Busy is not the same thing as productive in government sales. Being busy feels good. You're broadcasting emails. You are chasing SAM notices. You are updating your website and cape statement for the fifth time this month. But let me be direct. Being busy is not the same thing as being productive. Productive is mapping your experience to agency pain. Productive is identifying who actually buys what you sell. Productive is building relationships before the RFP drops. Productive is working a focused pipeline with clear bid and no bid decisions. Activity without strategy is just noise. If your days…
𝗪𝗵𝗮𝘁 𝗮𝗰𝘁𝘂𝗮𝗹𝗹𝘆 𝘀𝗹𝗼𝘄𝘀 𝗱𝗲𝗮𝗹𝘀 𝗱𝗼𝘄𝗻 𝗶𝗻 𝗴𝗼𝘃𝗲𝗿𝗻𝗺𝗲𝗻𝘁 𝘀𝗮𝗹𝗲𝘀?
March 2, 2026 | Uncategorized
𝗪𝗵𝗮𝘁 𝗮𝗰𝘁𝘂𝗮𝗹𝗹𝘆 𝘀𝗹𝗼𝘄𝘀 𝗱𝗲𝗮𝗹𝘀 𝗱𝗼𝘄𝗻 𝗶𝗻 𝗴𝗼𝘃𝗲𝗿𝗻𝗺𝗲𝗻𝘁 𝘀𝗮𝗹𝗲𝘀? It is not the paperwork. It is not the regulations. And it is not that “the government moves slow.” Deals stall because companies wait too long to engage. They show up after the RFP drops. They rely on SAM searches instead of building relationships. They lead with their set aside instead of their value. They bid without understanding the buyer’s real pain. Government sales rewards those who shape early, build trust, and stay focused. If your deals keep dragging, the better question is this. Are you proactively creating demand, or reacting to…
𝗦𝗰𝗮𝗹𝗶𝗻𝗴 𝘁𝗼𝗼 𝗲𝗮𝗿𝗹𝘆 𝗶𝘀 𝗵𝗼𝘄 𝗺𝗼𝘀𝘁 𝗚𝗼𝘃𝗖𝗼𝗻 𝗳𝗶𝗿𝗺𝘀 𝘀𝘁𝗮𝗹𝗹 𝗼𝘂𝘁.
March 2, 2026 | Uncategorized
𝗦𝗰𝗮𝗹𝗶𝗻𝗴 𝘁𝗼𝗼 𝗲𝗮𝗿𝗹𝘆 𝗶𝘀 𝗵𝗼𝘄 𝗺𝗼𝘀𝘁 𝗚𝗼𝘃𝗖𝗼𝗻 𝗳𝗶𝗿𝗺𝘀 𝘀𝘁𝗮𝗹𝗹 𝗼𝘂𝘁. They win a contract and immediately add overhead. New hires. Bigger office. Expanded services. More vehicles. More everything. But they have not tightened their process. They have not built a repeatable pipeline. They have not defined a clear target market. So revenue grows for a moment, then stalls. Margins shrink. Cash gets tight. Focus disappears. In government sales, scale should follow structure, not excitement. Before you add capacity, ask yourself this. Is your growth repeatable, or are you building on a single win?
𝗠𝗼𝘀𝘁 𝗚𝗼𝘃𝗖𝗼𝗻 𝗮𝗱𝘃𝗶𝗰𝗲 𝗶𝗴𝗻𝗼𝗿𝗲𝘀 𝗿𝗲𝗮𝗹𝗶𝘁𝘆 𝗼𝗻 𝘁𝗵𝗲 𝗴𝗿𝗼𝘂𝗻𝗱.
March 2, 2026 | Uncategorized
𝗠𝗼𝘀𝘁 𝗚𝗼𝘃𝗖𝗼𝗻 𝗮𝗱𝘃𝗶𝗰𝗲 𝗶𝗴𝗻𝗼𝗿𝗲𝘀 𝗿𝗲𝗮𝗹𝗶𝘁𝘆 𝗼𝗻 𝘁𝗵𝗲 𝗴𝗿𝗼𝘂𝗻𝗱. You hear it all the time. “Just get your set-aside.” “Just get on GSA.” “Just look at SAM.” But no one talks about the four to seven calls it takes to get one meeting. The months of shaping before an opportunity hits the street. The fact that most set-asides never win a prime contract. Real government sales are more than someone in their basement with a computer. It is disciplined research, focused targeting, and consistent execution. Before you follow the next piece of advice, ask yourself this. Could I build a commercial…
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