Advertise on podcast: Parabilis Presents: Spilling the Tea on GovCon

Are you pricing to win contracts or pricing strategically to build a sustainable business? On this episode of Spilling the Tea on GovCon, we welcome back Marsha Lindquist, Strategic Pricing Leader and Founder of Granite Leadership Strategies, for a conversation about one of the most consequential decisions government contractors make: how to price their work. Marsha breaks down what strategic pricing really means, explores the five-part pricing cornerstone, and explains how Strategic Pricing® differs from the traditional Price to Win approach. From evaluating risk and protecting profitability to clearly communicating the value your business brings to a customer, she challenges contractors to look beyond the lowest price and recognize the strategic decisions that influence both contract awards and long-term business success. For small businesses especially, competing on price alone can become a race to the bottom one that sacrifices margins, strains resources, and undermines future growth. Marsha shares practical guidance for developing a strategic pricing plan, adopting a stronger pricing mindset, and building a business value statement that communicates why your company is the right choice. Whether you’re preparing for your next bid or rethinking how your organization approaches pricing, this episode offers actionable insights to help you make more informed decisions, manage risk, and pursue profitable opportunities with confidence. Tune in, take away one key lesson for your next proposal, and learn why the right pricing strategy is about much more than winning the bid. Timestamps: 00:00 Welcome and Purpose 01:10 Welcome back, Marsha Lindquist 02:39 What Strategic Pricing Means 04:50 Five-Part Pricing Cornerstone 06:23 Strategic Pricing® vs Price to Win 09:29 Risk and Profitability Deep Dive 13:17 Business Value Statement Explained 17:56 Stop Racing to the Bottom 21:14 Build a Strategic Pricing Plan 25:56 Small Business Pricing Mindset 28:41 One Key Takeaway for Your Next Bid 30:33 Book Plug and Roadshow Thanks 32:46 Podcast Wrap Up 33:36 Roadshow Invitation and Details 34:38 Sponsor Thanks and See You There Visit the Granite Leadership Strageties Website: graniteleadershipstrategies.com

What does it really take to succeed in the federal marketplace and how do you know when your business is ready for the climb? On this episode of Spilling the Tea on GovCon, Teresa welcomes back friend of the show, Guy Timberlake, CEO of The American Small Business Coalition (The ASBC™), to explore his journey into government contracting and the evolution of ASBC’s mission to help businesses navigate the federal marketplace. Guy shares insights on what it means to be truly prepared for GovCon, why chasing opportunities without a clear strategy can leave businesses struggling to gain traction, and how companies can become more Visible, Memorable, and Trusted in the eyes of government and industry decision-makers. We also unpack the potential impact of changes to SBA size standards and why periods of industry disruption can be an opportunity to reassess your approach, sharpen your strategy, and refocus on sustainable growth. Guy’s new book, Making It to Base Camp, brings these lessons to life through the metaphor of climbing Mount Everest, challenging business owners to assess their readiness before attempting the next big ascent. In this conversation, we explore what “base camp readiness” looks like in practice, how to recognize gaps before they become costly setbacks, and why clarity and preparation matter just as much as ambition. Whether you’re new to GovCon or an established contractor looking for your next stage of growth, this episode offers a valuable reminder that success isn’t simply about getting into the marketplace, it’s about being equipped to navigate it. Tune in for practical perspective, strategic insights, and details on Guy’s upcoming roadshow, including the Houston stop. Learn more about the book at mitb.theasbc.org. TImestamps: 00:00 Welcome and Introductions 03:22 Guy’s GovCon Origin Story 05:27 The ASBC™ Mission and Evolution 11:00 New Book: Making It to Base Camp 13:54 Everest Base Camp Readiness 17:54 Visible Memorable Trusted Framework 24:56 SBA Size Standards Shakeup 32:29 Reset for Clarity and Strategy 36:21 Wrap Up and Resources 39:45 Roadshow Invitation and Houston Details Connect with Guy Timberlake on LinkedIn: linkedin.com/in/guytimberlake

In this episode of Spilling the Tea on GovCon, Teresa sit down with Jody Stoehr, SVP of Strategic Partnerships and Ecosystems at ISI, for a candid conversation about cybersecurity, defense compliance, and what government contractors need to know about the evolving CMMC landscape. Jody shares her journey into defense compliance and breaks down the difference between CMMC and NIST 800-171, the history behind the mandate, the financial and legal consequences of noncompliance, and what the current CMMC timeline means for small businesses. They explore why waiting to address cybersecurity can be a costly mistake, the risks associated with self-attestation, and the growing importance of continuous compliance. Jody explains how MSPs, vCISOs, assessors, and other ecosystem partners can help contractors navigate the process, while also addressing common misconceptions about assessor availability and business readiness. She shares potential approaches to funding compliance, explains why major defense primes aren't waiting to prepare, and challenges business owners to move beyond simply being functional operators toward becoming capable, compliant, and resilient business leaders. If you're a current or aspiring defense contractor, this episode offers practical insight into protecting your business, positioning for growth, and staying ready for what's next. Timestamps  02:13 - Jody's Journey to Defense Compliance & CMMC 03:34 - ISI's Role: Managing Clearances (FCLs/PCLs) and FSO Services 05:59 - Demystifying CMMC vs. NIST 800-171 06:27 - History of the Mandate & $55M in False Claims Act Fines 11:31 - The CMMC Phase 2 Pause: What Small Businesses Need to Know 14:14 - Why Cybersecurity Isn't Going Away (and Why Waiting is Dangerous) 18:00 - Personal Owner Liability & The Real Risk of Self-Attestation 19:25 - Navigating the Ecosystem: MSPs, V-CISOs, and Continuous Compliance 23:41 - Busting the Myth: Assessor Shortages vs. Client Readiness 27:25 - Funding Compliance: Grants, Tax Credits, and TABA Funds 29:35 - Why Large Primes (Lockheed, Boeing, Northrop) Aren't Waiting 34:00 - Moving from "Functional Operator" to Capable Business Owner 35:40 - Staying Vigilant: Final Takeaways & Connecting with ISI Connect with Jody Stoehr on LinkedIn: linkedin.com/in/jodystoehr Visit the ISI Website: https://isidefense.com/

In this episode of Spilling the Tea on GovCon, friend of the show, Alexa Tsui, CEO of FORUM, joins Teresa for a candid conversation about building relationships, understanding the market, and challenging the way businesses approach government contracting. Alexa shares her unconventional journey from teacher to GovCom leader, including how her background as an English major became an unexpected advantage in an industry where communication, storytelling, and understanding people can be just as important as technical expertise. Alexa breaks down what FORUM really does, why GovCom matters, and why strong relationships should come before transactions. We explore the changing landscape for small businesses, the impact of LLM-driven market intelligence, sales and branding alignment, breaking down internal silos, and what it means to compete with Silicon Valley. Alexa also offers a reality check on CMMC, FedRAMP, FAR changes, and the shift toward commercial approaches in government, while sharing her vision for a GovCom roadshow focused on bringing businesses and communities together. From supporting entrepreneurs through personal challenges to building stronger connections across the GovCon ecosystem, Alexa reminds us that business is ultimately about people. Tune in for practical insights, fresh perspectives, and a challenge to start building better relationships and a better business today. 00:00 Welcome to the Show 00:40 Meet Alexa Tsui 02:52 From Teacher to GovCon 04:59 English Majors Advantage 06:43 What Forum Really Does 10:02 Why GovCom Matters 11:27 Community and Cancer Support 11:57 Relationships Over Transactions 15:15 Industry Shifts and Small Biz 16:17 LLM Driven Market Intel 16:36 Rebrand And Align Sales 17:27 Breaking Down Silos 18:39 Monopoly To Risk Shift 20:03 Competing With Silicon Valley 21:12 CMMC FedRAMP Reality Check 22:51 FAR Changes And Commercial 24:47 Cut C Suite Fund Branding 24:53 GovCom Roadshow Vision2 5:51 Cities And Community Building 29:08 How To Start Today 30:15 Closing And Roadshow Invite Connect with Alexa Tsui on LinkedIn: linkedin.com/in/alexatsui Visit the FORUM website: govforum.io

We're celebrating 100 episodes of Spilling the Tea on GovCon, and Teresa is pulling back the curtain and highlighting the people powering the Parabilis machine! For episode 100, Teresa brings the entire Parabilis team to the mic live and in-person for the first time in the show's history. CEO Evan Henris, President Adam Shapiro, and CFO Khoa Vu open with where the company has been and where it's going. Then listeners get to meet the teams clients work with every day (Sales, HR, Investor Relations, Underwriting, Credit, Funding, and Relationship Management), with each taking the mic to share how they contribute to the Parabilis "Dream Team". 100 episodes in, endless possibilities to go! Learn more about Parabilis: https://parabilis.com/ | [email protected] | https://www.linkedin.com/company/parabilis/ 00:00 Celebrating 100 Episodes of Spilling the Tea 03:03 Leadership Transitions in GovCon 05:54 Building Trust and Transparency 08:52 Growth Strategies for Federal Contractors 11:57 Navigating the Federal Lending Market 15:12 Financial Readiness as a Competitive Advantage 18:00 Closing the Gap in Federal Contracting 20:47 The Future of Parabilis and Client Relationships 31:18 The Importance of Specialization in Business 32:21 Meet the Parabilis Team 37:10 Understanding Underwriting at Parabilis 40:48 The Role of the Credit Team 44:22 Funding Process Explained 47:43 Relationship Management and Client Success 52:08 Celebrating 100 Episodes and Future Directions

In this episode of Spilling the Tea on GovCon, Teresa welcomes Dr. Kathryn Rudloff, Executive Director of weVENTURE Women’s Business Center, for an inspiring conversation about empowering entrepreneurs, building scalable businesses, and creating pathways to success in government contracting. Dr. Rudloff shares her professional journey and the mission behind weVENTURE, highlighting how Women's Business Centers serve as critical resources for entrepreneurs seeking education, mentorship, and long-term business growth. We explore the power of local partnerships, the impact of the IGNITE 360® program, and practical strategies for developing scalable teams and cultivating a growth mindset. Dr. Rudloff also offers valuable networking advice for government contractors, discusses specialized programs supporting veterans and entrepreneurs through partnerships like Verizon, and explains how business owners can connect with weVENTURE to access coaching, training, and community resources. Whether you're launching a new venture or preparing to scale your business in the federal marketplace, this episode is packed with actionable insights to help you grow with confidence and purpose. 00:00 Welcome and Mission 00:42 Meet Dr. Rudloff 01:14 Kathryn Rudloff's Career Journey 04:14 What is weVENTURE 04:45 Why WBCs Matter 06:15 Local Partnership Model 08:12 IGNITE 360® Overview 11:02 Building Scalable Teams 15:23 Growth Mindset Secrets 17:30 GovCon Networking Tips 22:07 Veteran and Verizon Programs 26:49 How to Get Involved 28:44 Closing, Thanks, and Wrap Connect with Dr. Kathryn Rudloff on LinkedIn:  linkedin.com/in/kathryn-rudloff Visit the weVenture website: https://weventure.fit.edu/ Visit the VSBDR Learning Platform: https://weventure.fit.edu/programs-services/vsbdr/    Visit the AWBC website: https://awbc.org/

In this episode of Spilling the Tea on GovCon, Teresa sits down with Dondre Lawson, CEO of Emerald Technical Solutions, to explore his journey from the U.S. Army to entrepreneurship and his mission to improve outcomes for veterans transitioning into civilian careers. Dondre shares the experiences that shaped his leadership philosophy, the lessons he learned while building Emerald Technical Solutions, and why surrounding yourself with the right mentors is essential for long-term success. The conversation dives into the persistent challenges veterans face when entering the workforce, including transition gaps, pay transparency, and the realities of being undervalued in the hiring process. Dondre also introduces MilRes, an innovative platform designed to connect military talent with meaningful career opportunities while helping employers better understand the value veterans bring to their organizations. He explains how the platform works, discusses pilot programs, pricing, and accessibility, and shares his vision for fixing broken workforce systems through technology, collaboration, and purpose-driven leadership. Whether you're a veteran, hiring manager, government contractor, or business leader committed to developing talent, this episode delivers practical insights on leadership, innovation, and creating pathways that help both people and organizations succeed. 00:00 Welcome to GovCon Tea 00:41 Meet Dondre Lawson 01:52 Army to IT Career Path 03:46 Starting Emerald Technical 06:15 Stacking Mentors Leadership 11:31 Veteran Transition Gaps 14:21 Pay Transparency Lowballs 19:04 MilRes Platform Overview 21:53 How MilRes Works 25:28 Pilots Pricing and Access 32:03 Fixing Broken Systems 34:29 Closing and Next Steps Connect with Dondre Lawson on LinkedIn:  linkedin.com/in/dondrelawson Visit the Emerald Technical Solutions website:  https:\\emeraldsolutions.tech

In this episode of Spilling the Tea on GovCon, Teresa welcomes Carol Ann Logue, Executive Director of the Florida Photonics Cluster, for an illuminating conversation about one of the most important technologies shaping the future of defense, space, and advanced manufacturing. Carol Ann shares her unique career journey into the world of photonics and breaks down this highly technical field into practical, easy-to-understand concepts, helping listeners understand why photonics is at the center of so many emerging innovations. They explore the growing role of photonics in defense and space applications, from advanced sensing and communications to next-generation technologies that support national security missions. Carol Ann also discusses the importance of industry collaboration and how organizations like the Florida Photonics Cluster bring together businesses, researchers, government agencies, and innovators to accelerate growth and technological advancement. Listeners will learn about the resources, networking opportunities, and support available through the Cluster, including how companies, researchers, and entrepreneurs can get involved. Carol Ann also shares details on upcoming 2026 events, webinars, and engagement opportunities designed to foster collaboration and innovation across the photonics ecosystem. Whether you're new to photonics or looking to expand your network in advanced technology sectors, this episode offers valuable insights into an industry that is helping shape the future. Timestamps 00:00 Welcome to Spilling the Tea on GovCon00:41 Meet Carol Ann Logue01:35 Career Path to Photonics04:06 Photonics Explained Simply07:38 Defense Space Applications14:00 Why Clusters Need Collaboration17:56 What Florida Photonics Cluster Does24:10 How to Join and Engage25:51 2026 Events and Webinars28:51 Final Thanks and Sign Off Connect with Carol Ann Logue on LinkedIn: linkedin.com/in/carol-ann-dykes-logue-48540 Visit the Florida Photonics Innovation Hub website: floridaphotonics.org

In this episode of Spilling the Tea on GovCon, 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 Visit the JetCo Federal website: jetcosolutions.com

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 Realities01:22 Guest Intros (Tan Wilson and Jeff Shapiro): Capture Strategy + Federal Audit Expertise01:38 Why Capture Strategy Starts Before the RFP Drops03:09 How Auditors Evaluate Pricing, Cost Volumes & Risk04:36 RFP Compliance Traps That Kill Proposals Early08:49 Funding the Domino Effect: Why BD Must Talk to Finance09:43 Audit Red Flags: Subcontractor Risk & T&M Labor Category Exposure13:32 Top BD Mistakes: Chasing Contracts Instead of Customers20:00 Why Seeing the RFP First Is Already Too Late23:26 IDIQ FOMO: The Hidden Cost of “Just Getting On the Vehicle”25:48 How to Align BD, Pricing, Contracts & Finance Early29:15 Speaking a Common Language Across Capture, Pricing & Compliance31:09 Pricing Transparency: Building Trust With the Government32:38 Commission‑Based BD: Accountability vs. Chaos33:29 Unsustainable Growth: Red Flags Contractors Ignore34:06 The Danger of “Buy‑In” Bids That Lose Money36:00 The One‑Contract Trap: Why Overreliance Kills Companies37:11 Diversify Your Pipeline Without Randomly Pivoting38:16 Bid Discipline: Budgeting, Gate Reviews & Saying No41:17 Execution Readiness: Targets, Resourcing & Realistic Planning44:27 Budgeting With Stakeholders: What Mature GovCon Teams Do47:31 Commercial Buying Trends That Are Shaping Federal Expectations49:49 Price Realism, Past Performance & What Evaluators Actually Look For51:32 Final Advice: How to Win, Scale & Stay Compliant Connect with Tan Wilson on LinkedIn: linkedin.com/in/tanvwilson Connect with Jeff Shapiro on LinkedIn: linkedin.com/in/jeffshapirocpa

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 Mission01:04 Meet the Guests01:37 Why Government Contract Pros05:13 Acquisition Reform Watch12:24 FAR Overhaul Impacts16:37 Socioeconomic Program Headwinds21:22 Post Award Compliance Mistakes25:14 Risk Management and Terminations32:34 Growth Paths JVs and MP40:06 Preparing for Year End44:41 Live Q&A and 8A Timeline49:11 Conferences Networking and Wrap Connect with John Shoraka on LinkedIn: linkedin.com/in/johnshoraka Connect with Trevor Skelly on LinkedIn: linkedin.com/in/trevor-skelly-919267175 Visit the Gov Contract Pros website: govcontractpros.com

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 Mission00:38 Drew Joins the Show01:46 Deployment Lesson on Systems05:43 Punk Rock Roots09:10 AmeriTech Growth Mindset11:26 Relentless Leadership Balance15:25 Scaling Fast with People20:08 Breaking Into Federal Construction24:12 Daily Principles and Wrap Up27:47 Final Thanks and Sign Off Connect with Drew DiSilvestro Jr. on LinkedIn: linkedin.com/in/andrewdisilvestro Visit the AmeriTech Contracting Website: AmeriTechContracting.com

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.

In this episode, Teresa Moon speaks with Shauna Weatherly, President and Founder of Fed Sub-K, about the intricacies of government contracting. Shauna shares her extensive experience in the federal marketplace, emphasizing the importance of mentorship, understanding contract consolidation, and navigating GSA schedules. The conversation highlights key strategies for small businesses to succeed in the federal marketplace, including the necessity of building relationships with contracting officers and conducting thorough market research. Shauna also discusses compliance requirements and the significance of contractor team agreements. This episode serves as a valuable resource for small businesses looking to thrive in the GovCon space. 00:00 Welcome to GovCon Tea 01:15 Meet Shauna Weatherly 02:52 Why FedSub K Exists 05:33 Finding Real Mentors 10:18 Contract Consolidation Explained 15:23 Do Relationships Still Matter 17:16 Three GSA Schedule Must Knows 21:35 Quick GSA Go No Go Tips 24:24 Key Takeaways and Wrap Up 28:52 Final Thanks and Outro Connect with Shauna Weatherly on LinkedIn: linkedin.com/in/shauna-weatherly Visit the FedSubK website:  fedsubk.com

In this episode, Teresa Moon welcomes back government contracts legal expert Chris Griesedieck, Jr , Partner at Venable LLP, to discuss recent developments in federal procurement, commercial solutions, and navigating the complexities of government contracting for small and commercial vendors. 00:00 Welcome and Mission01:22 Meet Chris at Venable03:25 Commercial Buying Push04:23 NDAA Threshold Changes08:03 GSA Consolidation and Schedules10:38 Will Reforms Actually Work14:19 Termination and Compliance Risks18:24 Barriers for New Vendors21:28 Supply Chain and DEI Uncertainty25:32 Pros/Cons for a Diligent Compliant Company and Closing. Connect with Chris Griesedieck Jr on LinkedIn: linkedin.com/in/chris-griesedieck-jr-4226b544 Visit the Venable LLP website: www.venable.com