THE SCRAPPY STRATEGIST

Here's the truth: positioning strategies aren't one-size-fits-all. If you're a 15-person integrator competing against the primes, you can't win by trying to sound like them. And if you're a large integrator with multiple business units, you can't message like a nimble startup. You need to lean into what makes you credible at your scale. But here's what's changed: with procurement reform reducing reliance on socioeconomic set-asides and increasing full-and-open competition, ho

Most GovCon case studies read like product brochures. That's a mistake. Government buyers want proof that you understand their constraints and can execute within them. They want to see that you've navigated contract requirements, worked within budget realities, and delivered measurable outcomes tied to their mission. I – Implementation Speed: How fast can you deploy? Agencies now have authority to move faster, your timeline is a competitive advantage. M – Mission Outcome: Wha