MG Ryan Heritage: What Industry Gets Wrong About Selling to Cyber Command

Tim Garnett: The Old Defense Industrial Base Playbook Is Dead. Here Is What Replaces It.

On this episode of The Future of GovCon, Jake Frazer sits down with Tim Garnett, Partner and Space, Defense and Government Practice Lead at Oliver Wyman, formerly co-founder and Managing Partner of Avacent. Tim has spent 25 years at the intersection of government, defense, and capital markets. He has advised on some of the most consequential M&A transactions in the GovCon space and has a front row seat to the capital revolution reshaping the defense industrial base right now. In this conversation he covers the shift from waiting for the RFP to bringing solutions, the bifurcation of the market between exquisite and commercial, the rise of private equity and venture capital in defense, what the European defense build-up means for industry, and what GovCon looks like in 2029 when the current transformation is in full swing. 🔔 Subscribe and leave us a rating on Apple Podcasts or Spotify — it helps more people in the GovCon community find the show. ⏱️ TIMESTAMPS 00:00 – Hook: A generational leadership change moment 01:13 – Welcome and introduction 01:34 – Tim's background and how he and Jake met 15 years ago 02:15 – What makes Oliver Wyman different: finger on the pulse of the budget and capital markets 03:10 – William and Mary, political science and economics 03:30 – Early career in Russia: the Wild West of the late 90s 05:17 – Friends who made their fortunes in Russia and what happened after Ukraine 05:36 – How Tim got into government contracting: finding DFI 06:45 – Learning the language of GovCon from day one as an analyst 07:50 – Curiosity is king in consulting: your most valuable day is your first 08:20 – The original tech boom and the early intersection of technology and defense 09:11 – Founding Avacent in 2007: the origin story 10:23 – Six partners, one vision: customer first, great culture 11:31 – The origin of the name Avacent: Steve Irwin and the word engine 12:36 – Growing Avacent from 36 to 140 people across DC, London, Paris, Tokyo 13:46 – Building an enterprise not a cult of personality 14:28 – Proprietary data and budget forecasting as a core differentiator 15:11 – What Tim looks for when hiring: hard work, curiosity, smart work 17:19 – Joining Oliver Wyman in November 2022: why the time was right 18:32 – Cultural fit and 15 years of relationship building with Roger Layman 19:08 – What Oliver Wyman added that Avacent never had: digital, supply chain, scale 20:40 – What Tim does now: Space, Defense and Government practice globally 21:54 – Working directly for OSD on industrial base transformation 24:02 – The PSC annual conference: the difference between 2025 and 2026 24:50 – How to get lined up for the $1.5 trillion budget 25:22 – The biggest challenge: timing. How long can you get ready without running? 26:06 – The DOGE philosophy: good in principle, complex in execution 27:58 – Why policy change takes ten years and what the parallel acquisition community means 28:45 – Where the priorities are heading: defense and Intel big increases 29:23 – How to tell your story in a way that gets the customer excited 30:28 – Changing your face to market: the open door administration 31:12 – Bring the solution. Don't ask what they need. 32:13 – The old school BD model is over: companies winning are leaning forward with 80% solutions 33:24 – Brett Lambert and the dinosaurs knitting sweaters 34:23 – Legacy vs new entrants: moving from competition to partnership 35:20 – Capital as the new lever: the triangle has become a square 36:02 – Early 2000s: taking DARPA technology commercial 36:28 – Palantir broke the mold. Anduril followed. 37:32 – The UAS consolidation that is coming: category winners and fallout 38:23 – Private equity: from the global financial crisis to today 40:23 – Where PE interest has shifted: services to manufacturing, software and tech 40:44 – Francisco Partners, Thoma Bravo, Bain Capital coming into defense 41:11 – The government as a source of creative capital: debt, equity, and customer all at once 42:20 – European defense: 11 to 12% growth forecast over 5 to 7 years 43:12 – Rebuilding the European industrial base: ESG reversal and 18 to 20 new PE funds 44:07 – The two track race: Ukraine near-term vs. long-term industrial rebuild 45:12 – Freedom's Forge 2.0: shuttered automotive factories being redesigned for defense 46:23 – The services gap in Europe: a huge and underappreciated opportunity 47:32 – What does GovCon look like in 2029? 48:17 – Strain on the acquisition force: spending fast with fewer people 49:04 – 2027 to 2028 getting things in order. 2029 the real bifurcation begins. 50:53 – The AI strategy question: everyone wants one but few know what it means 52:37 – One word on the future: "Dynamic" 53:14 – Generational leadership change: who steps up and redefines the great brands?

Former Army G6 LTG John Morrison on Why the Old Ways of Doing Business With DoD Are Over

On this episode of The Future of GovCon, Jake Frazer sits down with Lieutenant General (Ret.) John Morrison, former Army G6 and Deputy Chief of Staff for IT, former Chief of Staff for U.S. Cyber Command, and former Commanding General of the Army Cyber Center of Excellence. John has seen the Army's technology landscape evolve from crank telephones to AI assisted operations. In this conversation he breaks down what that transformation really means for industry, why the coupling between DoD and the private sector is a national imperative, and the single most important thing any company can do to get and keep a seat at the table. His message to industry is simple: stop selling widgets. Start solving problems. 🔔 Subscribe and leave us a rating on Apple Podcasts or Spotify — it helps more people in the GovCon community find the show. ⏱️ TIMESTAMPS 00:00 – Hook: Stop selling widgets, start solving problems 01:15 – Welcome and introduction 01:39 – John's background: Army G6, Cyber Command, NETCOM 02:43 – Growing up as an Army brat: France, Germany, and moving the world over 03:32 – Was the Army destiny? Plato, service, and being part of something bigger 04:37 – James Madison University, ROTC, and a soccer injury that changed everything 05:46 – Playing soccer in Germany and the Gulf War years 07:01 – Choosing Signal Corps: a blessing in disguise 08:32 – The arc of the Signal Corps: from crank telephones to AI 09:39 – The rate of change and the adaptability of signal and cyber talent 10:09 – The talent challenge: competing with industry for the best tech minds 11:22 – Four daughters, none in the military, all serving in their own way 12:16 – Leading a support branch inside combat units: the 82nd and 1st Cav 13:17 – Think like a maneuver commander: how to get a seat at the table 14:22 – From support function to main effort: how cyber became a domain 15:23 – The unified network vision and the change management battle 16:28 – AI and cybersecurity: the danger of embracing one without the other 17:46 – DevSecOps: bake security in from the start or pay for it later 18:31 – First exposure to government contracting: a brigade with its own acquisition authority 19:41 – The PEO model and how the Army is consolidating acquisition under one roof 20:21 – Modernization: not new, but finally accelerating in the right direction 21:37 – Tight fusion between industry speed and military operational problems 22:38 – Moving technology from Navy to Army: what works and what does not 23:00 – Don't sell a widget: come in solving a problem in the customer's language 24:22 – The vendors that got crickets vs. the ones that got contracts 24:46 – What John would do differently as Army G6 knowing what he knows now 25:50 – The level of commitment from industry that surprised him on the outside 26:51 – How to guide industry partners to articulate operational benefit better 27:22 – Two key pieces of advice for every GovCon company right now 28:22 – The $1.5 trillion budget request: a strong signal of where things are heading 29:17 – What industry should be doing to get ready for the coming surge 30:10 – Commercial tech smartly applied in a tactical space is a game changer 31:01 – Looking ahead to 2029: what does the military technology space look like? 32:18 – The acceleration of innovation across all armed forces 33:18 – A national imperative: more companies need to get under the tent 34:37 – Will there be a separate Cyber Service in three years? 35:34 – One word on the future: "Acceleration"

PJ Lechleitner: The Once in a Generation Opportunity Inside DHS That Most Companies Are Missing

On this episode of The Future of GovCon, Jake Frazer sits down with Patrick "PJ" Lechleitner, former Acting Director and Deputy Director of U.S. Immigration and Customs Enforcement, 21-year DHS and HSI veteran, Navy cryptologist, and Fairfax County police officer turned federal investigator. PJ pulls back the curtain on what is really happening inside ICE and DHS right now, where the money is flowing, how the contracting environment is evolving, and what companies need to do to position themselves in what he calls a once in a generation funding moment for homeland security. He calls it like it is. No partisan spin, no lobbying. Just the reality of one of the most consequential shifts in federal law enforcement spending in U.S. history. 🔔 Subscribe and leave us a rating on Apple Podcasts or Spotify — it helps more people in the GovCon community find the show. ⏱️ TIMESTAMPS 00:00 – Welcome and introduction 01:26 – Who is PJ Lechleitner: Navy, police, 21 years at DHS and HSI 02:29 – Growing up in Schuylkill County, Pennsylvania: big Irish Catholic family 04:05 – Joining the Navy right out of high school: a family tradition 06:11 – Cryptology in the Navy: signals intelligence and life in the SCIF 07:16 – Living in Italy and England: the highlight of his military career 08:05 – Admiral Crowe's advice: get out, figure yourself out 08:30 – George Mason, Fairfax County PD, and the transition to federal law enforcement 10:12 – Why being a street cop is the best training for federal investigation 11:57 – How PJ ended up at U.S. Customs, which became ICE 12:48 – How DHS was formed: ICE, CBP, USCIS explained simply 14:32 – HSI vs ERO: the detectives vs the detention and removal side 15:50 – ERO's chronic underfunding and the new surge of attention 16:43 – How CBP and ICE relate: uniform vs investigative functions 17:56 – How HSI uses contractors: the innovation lab, big data, and cyber operations 19:56 – How to engage: GSA vehicles, independent contracting, and what's changing 21:10 – Where the big beautiful bill money is actually going inside DHS 22:19 – Detention capacity: from 41,500 beds to a target of 100,000 23:36 – Transportation: why ICE needs wraparound contract support, not just airframes 24:41 – The massive scope of contracting opportunity: IT, healthcare, logistics, facilities 25:02 – Nontraditional contracting vehicles: WEXMAC and the push for speed 28:41 – The DOGE effect: brain drain, efficiency pressure, and doing more with less 29:12 – Career vs. political appointee friction and how it is settling down 32:07 – New DHS Secretary Mark Molan and the normalization of contracting processes 34:08 – How to protect yourself as a new entrant in the DHS space 35:21 – Do your due diligence: talk to people who know the space 36:06 – The run on DHS procurement and contracting expertise 37:31 – Testifying before Congress: PJ's experience on the Hill 40:10 – A once in a generation funding moment: there has never been this much money 41:21 – What does the DHS space look like in 2029? 43:25 – The mission never goes away: DHS traces back to 1789 44:10 – Pushing enforcement beyond the borders: prevention vs reaction 46:14 – Transnational criminal organizations and the proliferation of cyber threats 47:50 – The pendulum swings: FBI, CIA, ATF and what happens after immigration 48:46 – One word on the future: "Chaotic"

The Power of Energy in GovCon | John Ustica

On this episode of The Future of GovCon, Jake Frazer sits down with John Ustica, CEO of Siemens Government Technologies, for a conversation on the trends reshaping defense and GovCon from the ground up. John brings a perspective you don't often hear on this show: a career built not in the Pentagon but on the factory floor, working his way through one of the most complex companies in the world before taking the helm of SGT. In this conversation he covers energy investment, power dominance, digital twins, micro nuclear, shipbuilding, reshoring, and where the $1.5 trillion defense budget is really going. If you work in defense technology, energy, or GovCon broadly, this one is packed with insight. 🔔 Subscribe and leave us a rating on Apple Podcasts or Spotify — it helps more people in the GovCon community find the show. ⏱️ TIMESTAMPS 00:00 – Hook: Energy investment and the reshoring renaissance 01:24 – Welcome and introduction 02:46 – John's background: factory floor to CEO 04:08 – Childhood cancer survivor and the leadership lesson it left 05:20 – Choosing Siemens over Lockheed Martin out of college 07:38 – Running a factory in Fort Payne, Alabama: hard lessons in leadership 08:45 – Surround yourself with people smarter than you 09:37 – How John learned GovCon fast: be interested, not interesting 11:02 – Growing up in Fort Myers, Florida: fishing, sailing, and lessons from the water 12:24 – What boating teaches you about leadership under pressure 13:22 – How big is SGT inside the Siemens universe? 13:55 – What foreign ownership mitigation actually means and why it matters 15:24 – The next aircraft carrier will be delivered digitally on Siemens software 16:34 – Serving the Army in Korea, Japan, and Australia: the AUKUS opportunity 17:49 – Closing the loop: from design to delivery in one digital environment 18:44 – Digital twins and what they mean for cost and speed in defense 19:54 – Power dominance: energy as the new national security priority 20:24 – Building the energy backbone at Guantanamo Bay 21:39 – Data centers, the grid, and the coming infrastructure challenge 22:43 – Partnering on small modular reactors and micro nuclear 24:02 – What SGT is doing in data and the Altair Engineering acquisition 25:07 – Real time data lakes, attribute level security, and RapidMiner 27:58 – Reacting to the $1.5 trillion defense budget request 28:40 – Shipbuilding: Hyundai, Newport News, and modernizing public shipyards 29:45 – Speed in procurement and the rise of nontraditional contractors 30:35 – European defense: partners calling for help moving faster 31:24 – What does GovCon look like in 2029? 32:01 – Reshoring as a renaissance for U.S. manufacturing 33:54 – Investing in apprenticeships and the skilled labor pipeline 35:15 – One word on the future: "Amazed"

LTG (R) Dave Julazadeh: The Changing Character of War and What It Means for Industry

On this episode of The Future of GovCon, Jake Frazer sits down with retired Lieutenant General Dave Julazadeh, former Deputy Chief of Staff for Capability Development at NATO's Allied Command Transformation, F-16 combat pilot, and newly appointed COO of BENS (Business Executives for National Security). Dave breaks down what the war in Ukraine is revealing about the changing character of warfare, why the cost barrier to generating strategic effects has dramatically fallen, and where he sees the biggest opportunities for industry over the next three years. 🔔 Subscribe and leave us a rating on Apple Podcasts or Spotify — it helps more people in the GovCon community find the show. ⏱️ TIMESTAMPS 00:00 – Welcome and introduction 01:30 – Dave's career overview: F-16s, NATO, and ACT 04:50 – Growing up in Illinois and falling in love with aviation 07:00 – University of Kansas, ROTC, and a critical graduation timing call 09:00 – First assignment: Ramstein and nuclear deterrence missions 11:40 – Embedded with the Rangers: Haiti and a crash course in joint ops 16:45 – Years of European assignments and how they shaped his worldview 19:00 – What is NATO Allied Command Transformation and why it matters 20:40 – Multi-domain operations explained 22:00 – How NATO nations divide domain responsibilities 24:50 – The U.S. Mission to NATO in Brussels: the best first stop for industry 27:20 – The changing character of warfare: what Ukraine is teaching the world 30:00 – Operation Spiderweb and the collapse of the cost barrier to strategic effects 33:30 – Why NATO's innovation cycle is dangerously slow 36:00 – How Dave championed NATO's first Space Symposium 39:00 – Space as a service and what the U.S. is doing right 40:45 – Where things are headed by 2029: AI-assisted decision-making 42:30 – Dave's new role as COO of BENS 44:20 – One word on the future: "Bright"