You can’t market to SLED the way you market to the Fed. And assuming you can is draining budgets fast.

In this new episode of GovCon Unscripted, Chelsea Roberts sits down with Lisa Sherwin Wulf, Founder of LSW Marketing, to break down the strategic marketing gaps hindering GovCon growth, especially as companies expand from federal to state and local markets.

From unrealistic ROI timelines…to performance marketing myths…to why SLED can quietly outspend Fed…this episode challenges long-held assumptions about public sector marketing.

If you're frustrated with a slow pipeline, weak conversion, or event-heavy strategies that aren’t delivering, this conversation will recalibrate your approach.

What You’ll Learn:

• Why Fed and SLED require fundamentally different marketing strategies
• The KPI indicators most GovCon teams ignore
• Why “just go to more events” is a dangerous mindset
• The real role of AI in marketing productivity (and risk)
• Why evergreen content still wins if you use it correctly

Timestamps:

00:02:00 – Marketing expectations vs. GovCon reality

00:05:00 – Why the public sector doesn’t convert like the commercial

00:20:00 – The SolarWinds experiment: Contact Us vs. Free Trial

00:22:00 – Fed vs. SLED strategy differences

00:31:00 – Will AI replace marketers?

00:36:00 – Wulf Cocktail Den & creative branding

Resources:

Chelsea's LinkedIn profile

Lisa's LinkedIn profile

LSW Marketing website

🎧 Listen now on:

🔹 Apple: https://podcasts.apple.com/us/podcast/govcon-unscripted/id1766384482

🔹 Spotify: https://open.spotify.com/show/1NL0kFAvmgECLTJpUZYNHy

Like and follow us:

🔹 YouTube: https://www.youtube.com/@GovConUnscriptedUS

🔹 Facebook: https://www.facebook.com/govconunscriptedpodcast/

🔹 LinkedIn: https://www.linkedin.com/showcase/govcon-unscripted/posts/

Join our #govcon #community:

https://www.linkedin.com/groups/14618490/

New to GovCon? Here's a guide:

https://share.hsforms.com/288nO18bsRCCmdJZL66pClwbzmvx

21 AI Prompts to Supercharge Your GovCon BD Engine:

https://collaborativecompositions.com/21-ai-prompts-to-supercharge-your-govcon-bd-engine/

AI Prompt Guide for Federal Contractor Marketing:

https://collaborativecompositions.com/ai-prompt-guide-for-federal-contractor-marketing/

18 AI Prompts to Build Your GovCon Growth Strategy:

https://collaborativecompositions.com/18-ai-prompts-for-govcon-growth-strategy/

Defense innovation is no longer a slow, deliberate process, it’s a race against time.

Discover how AI, venture capital, and emerging technologies are accelerating the future of warfare and government contracting.

In this new episode of GovCon Unscripted, Chelsea Roberts sits down with defense technology consultant Graham Plaster to explore the rapidly evolving defense innovation ecosystem. From the rise of venture-backed defense unicorns to the growing demand for AI, drones, and next-generation manufacturing, Graham shares firsthand insights into how the government and industry must adapt to stay competitive.

The conversation dives into the shifting role of venture capital, the recalibration of large defense primes, and the importance of networking within innovation communities like Silicon Nation. Listeners will also gain perspective on how emerging technologies, such as AI-enabled systems and advanced manufacturing, are reshaping the future of national security.

Whether you're a small business, startup, or established contractor, this episode offers actionable insights on navigating the GovCon landscape and staying relevant in an era defined by speed and disruption.

Key Topics Covered:

• The rise of venture capital in defense tech

• AI, drones, and data centers are shaping modern warfare

• Disruption of traditional defense primes

• The importance of networking and innovation ecosystems

• Next-generation maritime manufacturing and 3D printing

• Bridging the speed gap between government and industry

Timestamps:

• 00:00 – Introduction to GovCon Unscripted

• 00:00:30 – Graham Plaster’s career journey

• 00:03:30 – Emerging technologies shaping defense

• 00:05:00 – Venture capital’s role in defense innovation

• 00:07:30 – The AI ecosystem and future implications

• 00:11:30 – Silicon Nation and networking communities

• 00:14:00 – Disruption of primes vs. small businesses

• 00:16:00 – Next-generation maritime manufacturing

• 00:19:30 – Advice for government and industry innovators

• 00:21:00 – Final thoughts and how to connect with Graham

Resources:

• Graham's LinkedIn profile
• Chelsea's LinkedIn Profile

🎧 Listen now on:

🔹 Apple: https://podcasts.apple.com/us/podcast/govcon-unscripted/id1766384482

🔹 Spotify: https://open.spotify.com/show/1NL0kFAvmgECLTJpUZYNHy

Like and follow us:

🔹 YouTube: https://www.youtube.com/@GovConUnscriptedUS

🔹 Facebook: https://www.facebook.com/govconunscriptedpodcast/

🔹 LinkedIn: https://www.linkedin.com/showcase/govcon-unscripted/posts/

Join our #govcon #community:

https://www.linkedin.com/groups/14618490/

New to GovCon? Here's a guide:

https://share.hsforms.com/288nO18bsRCCmdJZL66pClwbzmvx

21 AI Prompts to Supercharge Your GovCon BD Engine:

https://collaborativecompositions.com/21-ai-prompts-to-supercharge-your-govcon-bd-engine/

AI Prompt Guide for Federal Contractor Marketing:

https://collaborativecompositions.com/ai-prompt-guide-for-federal-contractor-marketing/

18 AI Prompts to Build Your GovCon Growth Strategy:

https://collaborativecompositions.com/18-ai-prompts-for-govcon-growth-strategy/

This Success After Service (SAS) episode features Daniel Gomez, Founder & CEO of First Person Xperience and 23-year Army veteran, returning to GovCon Unscripted for a high-level discussion on modern warfare, doctrine, AI disruption, and the power of simulation-based training.

From EFP innovation in Iraq to drone warfare in Ukraine and generative AI shaping perception in real time, Danny breaks down why technology alone doesn’t win wars, humans do.

This conversation explores:

• Why military planning is fundamentally storytelling

• How simulation and “fictitious play” prepare leaders for chaos

• Why doctrine must evolve, but carefully

• The psychological impact of information warfare

• What GovCon leaders can learn from battlefield adaptability

If you operate in federal contracting, national defense, or emerging tech—this episode reframes how you think about risk, innovation, and strategic decision-making.

Timestamps:

00:00 – Introduction to Success After Service series

02:00 – Iran strike discussion & strategic reactions

08:30 – Why technology alone doesn’t win wars

10:45 – The Rhino Mount innovation story

16:00 – Drones, doctrine, and adaptation

19:00 – AI, psyop anime, and perception warfare

25:00 – Storytelling as military planning

31:00 – “The Closest Thing to War” training philosophy

36:00 – Lessons from Ukraine drone footage

39:00 – Building the LAB: Simulation for modern leaders

Resources:

First Person Xperience Website

Daniel's LinkedIn Profile

Chelsea's LinkedIn Profile

🎧 Listen now on:

🔹 Apple: https://podcasts.apple.com/us/podcast/govcon-unscripted/id1766384482

🔹 Spotify: https://open.spotify.com/show/1NL0kFAvmgECLTJpUZYNHy

Like and follow us:

🔹 YouTube: https://www.youtube.com/@GovConUnscriptedUS

🔹 Facebook: https://www.facebook.com/govconunscriptedpodcast/

🔹 LinkedIn: https://www.linkedin.com/showcase/govcon-unscripted/posts/

Join our #govcon #community:

https://www.linkedin.com/groups/14618490/

New to GovCon? Here’s a guide:

https://share.hsforms.com/288nO18bsRCCmdJZL66pClwbzmvx

21 AI Prompts to Supercharge Your GovCon BD Engine::

https://collaborativecompositions.com/21-ai-prompts-to-supercharge-your-govcon-bd-engine/

AI Prompt Guide for Federal Contractor Marketing:

https://collaborativecompositions.com/ai-prompt-guide-for-federal-contractor-marketing/

18 AI Prompts to Build Your GovCon Growth Strategy::

https://collaborativecompositions.com/18-ai-prompts-for-govcon-growth-strategy/

In this episode of GovCon Unscripted, Chelsea Roberts sits down with Guy Timberlake, Co-Founder of The American Small Business Coalition, to talk about the myths, misunderstandings, and bad habits that keep government contractors stuck in the messy middle.

Guy shares lessons from nearly four decades in federal contracting, including why most companies chase the wrong opportunities, why RFIs aren’t the starting point, and why contract ceilings don’t mean what most people think they mean. The conversation dives into Ethical Stalking for Government Contractors, the importance of real customer intelligence, and how expectations have changed between primes, subs, and agencies.

This episode is a must-listen for anyone trying to move from reactive bidding to intentional strategy in the federal market.

Timestamps

00:00 Intro

01:00 Guy’s background in federal contracting

05:00 From doing to teaching GovCon strategy

07:30 Why teaming expectations changed

10:00 RFIs, competition, and market shifts

14:00 Iceberg blindness explained

17:00 Easy-button myths in GovCon

20:00 Ethical Stalking framework

23:00 Intelligence vs tools

30:00 Contract ceilings vs real value

33:00 Why context matters in GovCon data

36:00 Always be learning

37:30 How to connect with Guy

Resources

Go-To-Guy Timberlake's LinkedIn Profile

The American Small Business Coalition

Chelsea Roberts's LinkedIn Profile

🎧 Listen now on:

🔹 Apple: https://podcasts.apple.com/us/podcast/govcon-unscripted/id1766384482

🔹 Spotify: https://open.spotify.com/show/1NL0kFAvmgECLTJpUZYNHy

Like and follow us:

🔹 YouTube: https://www.youtube.com/@GovConUnscriptedUS

🔹 Facebook: https://www.facebook.com/govconunscriptedpodcast/

🔹 LinkedIn: https://www.linkedin.com/showcase/govcon-unscripted/posts/

Join our #govcon #community:

https://www.linkedin.com/groups/14618490/

New to GovCon? Here’s a guide for you:

https://share.hsforms.com/288nO18bsRCCmdJZL66pClwbzmvx

21 AI Prompts to Supercharge Your GovCon BD Engine:

https://collaborativecompositions.com/21-ai-prompts-to-supercharge-your-govcon-bd-engine/

AI Prompt Guide for Federal Contractor Marketing

https://collaborativecompositions.com/ai-prompt-guide-for-federal-contractor-marketing/

18 AI Prompts to Build Your GovCon Growth Strategy

https://collaborativecompositions.com/18-ai-prompts-for-govcon-growth-strategy/

In this Success After Service (SAS) episode of GovCon Unscripted, Chelsea Roberts sits down with Matt MacGregor, Founder and COO of Creative Defense Network, to talk about the real tension inside defense acquisition moving fast vs staying compliant.

Matt shares lessons from 20+ years inside the Pentagon, working acquisition reform, policy, software pathway rollout, OTAs, and Middle Tier of Acquisition. The conversation breaks down what’s actually slowing the system down, where policy helps, where it hurts, and why leadership, not regulations may be the biggest driver of change.

Topics include:

Acquisition reform reality vs theory

OTAs and why flexibility matters

MTA and software pathway lessons learned

IDIQ strategy problems

Policy vs leadership in reform

Where acquisition is heading next

Timestamps:

01:05 Matt’s background in acquisition

03:38 Being told he was “going too fast”

04:45 MTA and reform efforts

07:12 Creativity requires fewer boundaries

08:35 How MTA is actually used

10:30 Changes to acquisition authority

15:05 Software pathway challenges

20:00 OTAs and flexible contracting

22:03 “OT should be used for pretty much everything”

24:00 IDIQ problems

28:14 Fear of doing it wrong

33:40 Future of acquisition reform

Resources:

Matt MacGregor's LinkedIn Profile

Matt MacGregor's Email Address

Creative Defense Network

Defense Tech and Acquisition

Chelsea Roberts's LinkedIn Profile

🎧 Listen now on:

🔹 Apple: https://podcasts.apple.com/us/podcast/govcon-unscripted/id1766384482

🔹 Spotify: https://open.spotify.com/show/1NL0kFAvmgECLTJpUZYNHy

Like and follow us:

🔹 YouTube: https://www.youtube.com/@GovConUnscriptedUS

🔹 Facebook: https://www.facebook.com/govconunscriptedpodcast/

🔹 LinkedIn: https://www.linkedin.com/showcase/govcon-unscripted/posts/

Join our #govcon #community:

https://www.linkedin.com/groups/14618490/

New to GovCon? Here’s a guide for you:

https://share.hsforms.com/288nO18bsRCCmdJZL66pClwbzmvx

21 AI Prompts to Supercharge Your GovCon BD Engine:

https://collaborativecompositions.com/21-ai-prompts-to-supercharge-your-govcon-bd-engine/

AI Prompt Guide for Federal Contractor Marketing

https://collaborativecompositions.com/ai-prompt-guide-for-federal-contractor-marketing/

In this episode of GovCon Unscripted, Chelsea Roberts sits down with Dr. David Bray to discuss why modern threats are moving faster than government acquisition cycles and what that means for contractors, policy makers, and the defense industrial base.

They explore the growing gap between policy and implementation, the risks of long procurement timelines, why agility matters more than ever, and how leadership, joint ventures, and new funding models may shape the future of government contracting.

Timestamps:

01:00 Policy vs implementation

03:20 Governance vs government

06:30 Acquisition speed problems

08:10 Agile vs traditional systems

10:30 Lessons from Ukraine and drones

14:00 Policy changes and execution gaps

18:00 Operational accountability

21:05 Obsolescence risk in procurement

26:20 Responsible heretics and leadership

33:40 Policy changes ahead

37:30 Future of primes and joint ventures

Resources:

Dr. David Bray's LinkedIn Profile

Stimson Center

Chelsea Roberts's LinkedIn Profile

🎧 Listen now on:

🔹 Apple: https://podcasts.apple.com/us/podcast/govcon-unscripted/id1766384482

🔹 Spotify: https://open.spotify.com/show/1NL0kFAvmgECLTJpUZYNHy

Like and follow us:

🔹 YouTube: https://www.youtube.com/@GovConUnscriptedUS

🔹 Facebook: https://www.facebook.com/govconunscriptedpodcast/

🔹 LinkedIn: https://www.linkedin.com/showcase/govcon-unscripted/posts/

Join our #govcon #community:

https://www.linkedin.com/groups/14618490/

New to GovCon? Here’s a guide for you:

https://share.hsforms.com/288nO18bsRCCmdJZL66pClwbzmvx

21 AI Prompts to Supercharge Your GovCon BD Engine:

https://collaborativecompositions.com/21-ai-prompts-to-supercharge-your-govcon-bd-engine/

AI Prompt Guide for Federal Contractor Marketing

https://collaborativecompositions.com/ai-prompt-guide-for-federal-contractor-marketing/

In this episode of GovCon Unscripted, Chelsea Roberts interviews Eric Coffie, Founder of GovCon Giants, about authority-building in federal contracting, 8(a) strategy shifts, content positioning, and why proximity to DC changes everything.

If you're navigating government contracting in 2025 and beyond, this episode covers:

• 8(a) program strategy

• Federal market contraction & opportunity

• FAR changes & regulatory evolution

• GovCon content marketing strategy

• The power of deep focus

• How to build visibility without hype

This episode is designed for serious GovCon professionals ready to move from noise to authority.

Timestamps:

01:00 – Eric’s mission and move to DC

05:00 – Cutting through AI noise

08:00 – Thumbnail strategy & YouTube growth

11:00 – The power of asking for help

17:00 – Focus and productivity

21:00 – Why proximity to DC matters

28:00 – FAR overhaul discussion

33:00 – Why now may be the time for 8(a)

36:00 – The shrinking contractor pool opportunity

40:00 – What’s next

Resources:

Eric Coffie's LinkedIn page

GovCon Giants

Chelsea Roberts's LinkedIn page

🎧 Listen now on:

🔹 Apple: https://podcasts.apple.com/us/podcast/govcon-unscripted/id1766384482

🔹 Spotify: https://open.spotify.com/show/1NL0kFAvmgECLTJpUZYNHy

Like and follow us:

🔹 YouTube: https://www.youtube.com/@GovConUnscriptedUS

🔹 Facebook: https://www.facebook.com/govconunscriptedpodcast/

🔹 LinkedIn: https://www.linkedin.com/showcase/govcon-unscripted/posts/

Join our #govcon #community:

https://www.linkedin.com/groups/14618490/

New to GovCon? Here’s a guide for you:

https://share.hsforms.com/288nO18bsRCCmdJZL66pClwbzmvx

21 AI Prompts to Supercharge Your GovCon BD Engine:

https://collaborativecompositions.com/21-ai-prompts-to-supercharge-your-govcon-bd-engine/

AI Prompt Guide for Federal Contractor Marketing

https://collaborativecompositions.com/ai-prompt-guide-for-federal-contractor-marketing/

#govcon #governmentcontracting #8a #federalcontracts #smallbusiness #procurement #entrepreneurship #businessgrowth