All Quiet on the Second Front

19. Scaling Cheat Codes for Success in Government Contracting with Mike Bergen

Jul 24, 2023

34:13

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Episode notes

Introduction

2min

How to Get Customers to Move at a Faster Speed

3min

The Importance of Innovation in Contracting

2min

How to Help Founders Sell New Technology Into the Government

3min

How to Make Contracting Officers Say No

2min

How to Find Innovative People in Your Office

2min

How to Scale Cheat Codes

3min

The Importance of Partnerships in Sales

2min

How to Think About Partnerships and Value

3min

10.

How to Build a Successful Partnership

2min

11.

The Importance of Getting Your Partner to Have Skin in the Game

2min

12.

The Structured Question: What Does It Look Like at the End?

3min

13.

The Army's Strategy to Modernize Defense Tech Takes

3min

14.

The Future of Network Based Operations

3min

Today, Tyler is joined by goTenna's VP of Strategic Programs and Partnerships, Mike Bergen. goTenna is the world's leading mobile mesh networking company and provider of off-grid connectivity, so Mike knows a thing or two about what it takes to sustain success. In this episode, Mike and Tyler share what they have determined to be the ‘cheat codes’ for securing government contracts. If you’re looking to be one of the few that actually thrive beyond that first SBIR (Small Business Innovation Research), this is the episode for you.

What’s Happening on the Second Front:

Don’t celebrate too soon: how to maintain the velocity of the first transaction
The often-overlooked value of a strong contracting office
Discerning qualified consultants in a crowded landscape
The philosophical and organizational structuring of partner models that drive value
Saved Rounds: Why data structuring needs to be the army’s top priority

In today’s segment of Saved Rounds, Enrique and Tyler discuss why the army needs to make data structuring priority number one.

Connect with Mike: