The Merge
E29 – Inside Look on Selling Tech to the Pentagon
Feb 11, 2024
John Ferry, expert in selling tech to the Pentagon and US government, joins Mike and Jake to discuss the highs and lows of selling tech to the Pentagon. They delve into topics such as SBIR scoring, GovCon merit badges, the creative process, using AI to write government proposals, and the challenges of selling tech to the Pentagon.
01:01:49
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Quick takeaways
- Merit badges are essential in the government contracting industry, serving as milestones that establish credibility and competitiveness.
- Some merit badges carry more weight than others, such as Facility Security Clearances (FCL), Defense Contract Audit Agency (DCAA) audits, and Cybersecurity Maturity Model Certification (CMMC).
Deep dives
The complexities of the government contracting business
The podcast episode delves into the intricate nature of the government contracting industry. It highlights the highly regulated and misunderstood aspects of GovCon, comparing it to industries such as medicine, law, and finance. The episode discusses the significance of merit badges in GovCon and how they serve as essential prerequisites for success in the field. It emphasizes the need to navigate the maze of certifications, audit processes, and compliance requirements to establish credibility and competitiveness in the market. The conversation also touches on the presence of rent seekers and the challenges faced by new entrants in the industry.
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