Standing Out in GovCon: Advocacy, Strategy, and Small Business Success

Standing Out in GovCon: Advocacy, Strategy, and Small Business Success

In this episode, Teresa sits down with Sue Tellier, President of JetCo Federal, for an insightful discussion on the realities of government contracting, defense supply chains, and what it takes for small businesses to succeed in today’s evolving federal marketplace. Sue shares how JetCo Federal supports the defense supply chain and reflects on the significant shifts she has witnessed across GovCon, including supply chain disruptions, manufacturing challenges, policy changes, and increasing compliance requirements. Sue breaks down why some small businesses consistently win while others struggle to gain traction, offering practical advice for new entrants looking to build past performance, establish credibility, and avoid common mistakes. She also explains the importance of advocacy organizations such as WIPP and WID, the role of the Rule of Two in protecting small business opportunities, and how contractors can strategically leverage Offices of Small Business Programs (OSBPs) to create meaningful connections and growth opportunities. As the conversation turns toward the future, Sue discusses emerging priorities around cybersecurity, compliance, funding, and market shifts that contractors should be preparing for today. Packed with actionable insights and hard-earned lessons, this episode provides a roadmap for contractors seeking to remain competitive, compliant, and connected in an increasingly complex GovCon environment. Timestamps: 00:00: GovCon Kickoff: Supply Chain, Funding & Small Business Realities 01:36: What JetCo Federal Actually Does in the Defense Supply Chain 03:30: How GovCon Has Shifted: Supply Chain Risk, Manufacturing, Policy Swings 07:18: Why Some Small Businesses Win And Why Others Don’t 11:42: New Entrants: How to Stand Out, Build Past Performance & Avoid Pitfalls 16:37: Why Advocacy Groups (WIPP, WID) Matter for Federal Contractors 21:42: The Rule of Two Explained: Why It Protects Small Business Competition 27:15: How OSBPs Can Help & How to Actually Use Them Strategically 29:23: Preparing for What’s Next: Cyber, Compliance & Market Shifts 31:42: Final Takeaways: Focus, Funding, Compliance & Community Connect with Sue Tellier on LinkedIn: linkedin.com/in/suetellier [https://www.linkedin.com/in/suetellier/?lipi=urn%3Ali%3Apage%3Ad_flagship3_profile_view_base_contact_details%3BufSf%2B9soTFG2%2BwrexnDSAg%3D%3D] Visit the JetCo Federal website: jetcosolutions.com [https://www.linkedin.com/safety/go/?url=http%3A%2F%2Fwww.jetcosolutions.com&urlhash=8FRA&mt=DAWwjRswWKwBvwyTOomz57BmV4YILACk-6jPuzxLtzUp1afyhv-3qbuk8Qe8WteQQf7eYfiv-Szaq-N3UnHvz5-0H58&isSdui=true&lipi=urn%3Ali%3Apage%3Ad_flagship3_profile_view_base_contact_details%3BufSf%2B9soTFG2%2BwrexnDSAg%3D%3D]

The Domino Effect

In this episode of Spilling the Tea on GovCon, Teresa welcomes back friends of the show, Tan Wilson, President of Entellect, LLC, and Jeff Shapiro, Partner at CohnReznick LLP, for a candid and strategic conversation about the realities of winning, funding, and sustaining growth in government contracting. From the opening moments, Tan and Jeff make one thing clear, capture strategy starts long before the RFP drops. They unpack why waiting for the solicitation is already too late and how successful contractors align business development, pricing, contracts, and finance from the very beginning. The conversation dives into the pricing and compliance traps that derail proposals, how auditors evaluate cost volumes and risk, and the red flags that can expose contractors to trouble—from subcontractor oversight to labor category and T&M concerns. Tan and Jeff challenge common GovCon habits, including chasing contracts instead of customers, pursuing IDIQ vehicles without a strategy, and relying on unsustainable “buy-in” bids or single-contract revenue streams. Listeners will also gain practical insight into bid discipline, budgeting, execution readiness, and pricing transparency, along with a thoughtful discussion on commission-based business development and building accountability across teams. With perspectives grounded in both capture strategy and federal audit expertise, this episode delivers actionable guidance on how to win smarter, scale responsibly, and stay compliant in today’s increasingly competitive federal marketplace. Episode Timestamps: 00:00 GovCon Live Kickoff: Pricing, Compliance & Funding Realities 01:22 Guest Intros (Tan Wilson and Jeff Shapiro): Capture Strategy + Federal Audit Expertise 01:38 Why Capture Strategy Starts Before the RFP Drops 03:09 How Auditors Evaluate Pricing, Cost Volumes & Risk 04:36 RFP Compliance Traps That Kill Proposals Early 08:49 Funding the Domino Effect: Why BD Must Talk to Finance 09:43 Audit Red Flags: Subcontractor Risk & T&M Labor Category Exposure 13:32 Top BD Mistakes: Chasing Contracts Instead of Customers 20:00 Why Seeing the RFP First Is Already Too Late 23:26 IDIQ FOMO: The Hidden Cost of “Just Getting On the Vehicle” 25:48 How to Align BD, Pricing, Contracts & Finance Early 29:15 Speaking a Common Language Across Capture, Pricing & Compliance 31:09 Pricing Transparency: Building Trust With the Government 32:38 Commission‑Based BD: Accountability vs. Chaos 33:29 Unsustainable Growth: Red Flags Contractors Ignore 34:06 The Danger of “Buy‑In” Bids That Lose Money 36:00 The One‑Contract Trap: Why Overreliance Kills Companies 37:11 Diversify Your Pipeline Without Randomly Pivoting 38:16 Bid Discipline: Budgeting, Gate Reviews & Saying No 41:17 Execution Readiness: Targets, Resourcing & Realistic Planning 44:27 Budgeting With Stakeholders: What Mature GovCon Teams Do 47:31 Commercial Buying Trends That Are Shaping Federal Expectations 49:49 Price Realism, Past Performance & What Evaluators Actually Look For 51:32 Final Advice: How to Win, Scale & Stay Compliant Connect with Tan Wilson on LinkedIn: linkedin.com/in/tanvwilson [https://www.linkedin.com/in/tanvwilson/?lipi=urn%3Ali%3Apage%3Ad_flagship3_profile_view_base_contact_details%3BpbIFQuf3QW%2B3if2cu04CMw%3D%3D] Connect with Jeff Shapiro on LinkedIn: linkedin.com/in/jeffshapirocpa [https://www.linkedin.com/in/jeffshapirocpa/?lipi=urn%3Ali%3Apage%3Ad_flagship3_profile_view_base_contact_details%3BDPATJ%2FozRGOi6dJaUrewKw%3D%3D]

SBA/8a Updates

In this episode of Spilling the Tea on GovCon, Teresa welcomes John Shoraka and Trevor Skelly of Gov Contract Pros, for a timely and tactical conversation on the evolving government contracting landscape. From acquisition reform and the potential impacts of a FAR overhaul to growing concerns around socioeconomic program headwinds, John and Trevor break down the policy and compliance shifts contractors need to watch closely. The discussion dives deep into the most common post-award compliance mistakes, risk management strategies, and how businesses can avoid costly terminations. They also explore growth pathways through joint ventures, mentor-protégé relationships, and strategic partnerships, while offering practical guidance on preparing for year-end opportunities and navigating the 8(a) timeline. Packed with real-world insight, live audience Q&A, and actionable advice, this episode is essential listening for contractors looking to grow smarter and stay compliant in an increasingly complex GovCon environment. 00:00 Welcome and Mission 01:04 Meet the Guests 01:37 Why Government Contract Pros 05:13 Acquisition Reform Watch 12:24 FAR Overhaul Impacts 16:37 Socioeconomic Program Headwinds 21:22 Post Award Compliance Mistakes 25:14 Risk Management and Terminations 32:34 Growth Paths JVs and MP 40:06 Preparing for Year End 44:41 Live Q&A and 8A Timeline 49:11 Conferences Networking and Wrap Connect with John Shoraka on LinkedIn: linkedin.com/in/johnshoraka [https://www.linkedin.com/in/johnshoraka/?lipi=urn%3Ali%3Apage%3Ad_flagship3_profile_view_base_contact_details%3BiXM1oQa3Q%2BSp6v6dFpx8og%3D%3D] Connect with Trevor Skelly on LinkedIn: linkedin.com/in/trevor-skelly-919267175 [https://www.linkedin.com/in/trevor-skelly-919267175/?lipi=urn%3Ali%3Apage%3Ad_flagship3_profile_view_base_contact_details%3BpnV0XnWeTje6tCkl5ww0gg%3D%3D] Visit the Gov Contract Pros website: govcontractpros.com [https://www.linkedin.com/safety/go/?url=www.govcontractpros.com&urlhash=GwzO&isSdui=true&lipi=urn%3Ali%3Apage%3Ad_flagship3_profile_view_base_contact_details%3BiXM1oQa3Q%2BSp6v6dFpx8og%3D%3D]

Relentless Leadership & Scaling in Federal Construction

In this episode of Spilling the Tea on GovCon, Teresa sits down with Drew DiSilvestro Jr., CEO of AmeriTech Contracting, for a high-energy conversation on what it takes to build and scale in the federal construction space. From lessons learned during deployment to the unexpected influence of his punk rock roots, Drew shares how discipline, mindset, and structure have shaped his approach to leadership and growth. We dive into the importance of systems and processes, balancing relentless leadership with people-first thinking, and how Drew has scaled his company by investing in the right team. He also breaks down what it takes to break into federal construction, offering real-world insight for contractors looking to enter or expand in the space. Drew closes with the daily principles that keep him grounded and focused, making this episode a must-listen for anyone serious about growth, grit, and building something that lasts. 00:00 Welcome and Mission 00:38 Drew Joins the Show 01:46 Deployment Lesson on Systems 05:43 Punk Rock Roots 09:10 AmeriTech Growth Mindset 11:26 Relentless Leadership Balance 15:25 Scaling Fast with People 20:08 Breaking Into Federal Construction 24:12 Daily Principles and Wrap Up 27:47 Final Thanks and Sign Off Connect with Drew DiSilvestro Jr. on LinkedIn: linkedin.com/in/andrewdisilvestro [https://www.linkedin.com/in/andrewdisilvestro/?lipi=urn%3Ali%3Apage%3Ad_flagship3_profile_view_base_contact_details%3ByMHapslqRI28QZhq71X9bw%3D%3D] Visit the AmeriTech Contracting Website: AmeriTechContracting.com [https://www.linkedin.com/safety/go/?url=www.AmeriTechContracting.com&urlhash=6rmz&isSdui=true&lipi=urn%3Ali%3Apage%3Ad_flagship3_profile_view_base_contact_details%3ByMHapslqRI28QZhq71X9bw%3D%3D]

Maximizing Your Largest Asset

In this episode of Spilling the Tea on GovCon, Teresa sits down with John Barnes, CEO of Pendleton Street Business Advisors, to break down what it really means to treat your business like an asset, not just a job. John shares practical insights on financial hygiene basics, why cash flow timing can make or break your operations, and how smart financial discipline lays the groundwork for long-term value. They dive into the key drivers of business valuation, how to make intentional profit allocation decisions, and the most common exit planning mistakes that business owners make. Whether you’re planning to scale, sustain, or eventually sell, John provides a clear roadmap to help you build a stronger, more valuable business from the inside out. This episode is packed with actionable guidance for GovCon leaders ready to think beyond today and plan for what’s next.