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:

1. They burn the team.
2. They burn the process. 
3. 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.

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