GovCon Unscripted

Chelsea Roberts
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Welcome to GovCon Unscripted, where we dive into the unfiltered stories and strategies from all around the world of government contracting. Join host Chelsea Roberts as she explores how to navigate, thrive, and win in this complex but rewarding industry.

  1. Why Defense Sales Cycles Kill Startups: A Venture Insider's Diagnosis | Geoff Orazem

    4D AGO

    Why Defense Sales Cycles Kill Startups: A Venture Insider's Diagnosis | Geoff Orazem

    Your runway isn't measured in dollars; it's measured in pivots. And in defense, every pivot takes forever. Geoff Orazem has spent 15 years inside the defense innovation machine as a Marine, a McKinsey alum, a founder of the Eastern Foundry incubator, a J2 Ventures advisor, and a current DARPA contractor working on acquisitions reform. In this new episode of GovCon Unscripted, he sits down with Chelsea Roberts to unpack why so many promising startups stall when they try to sell to DOD first, why a commercial revenue stream is almost always the smarter on-ramp, and what's actually changing (and what isn't) in software acquisition, OTs, IDIQs, CMMC, and the ATO process. Geoff also previews a Day Zero angel fund concept aimed at the part of the market he says is most underserved: the founders who haven't even hit seed yet. Timestamps: 00:00 — Cold open 00:30 — Meet Geoff: Marine, McKinsey, Eastern Foundry, J2, DARPA 02:30 — What an incubator actually is (and the Sam's Club model) 04:30 — Competitor or teammate? Inside the incubator dynamic 07:50 — Dual-use vs. defense-only: where the bright line lives 10:30 — Why commercial revenue is the better door into GovCon 14:30 — Software acquisition: what's improving, what's still broken 17:00 — The CMMC perception problem and the cheat sheet DOD should write 22:00 — 670 FAR clauses and the "first contract in a box" idea 25:30 — How venture got into defense, and why J2 is different 29:30 — Where J2 is investing: comms, cyber, medical, HR tech 34:30 — The Day Zero angel fund thesis 37:30 — Final thoughts and how to reach Geoff Resource Links: 🔗 Geoff Orazem on LinkedIn 🔗 J2 Ventures 🔗 DARPA 🎧 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/

    40 min
  2. The Pilot Trap: Why Most Government Innovation Never Ships

    MAY 5

    The Pilot Trap: Why Most Government Innovation Never Ships

    Most government innovation never reaches the warfighter. Bryon Kroger has spent a decade explaining why and shipping software anyway. In this Success After Service Special Episode of GovCon Unscripted, host Chelsea Roberts sits down with Bryon Kroger, CEO and Founder of Rise8 and co-founder of Kessel Run, the DoD's first software factory. Bryon spent ten years on active duty in the Air Force, first as an intelligence officer running targeting operations, then in acquisitions, where he stood up the program that became the proof point for modern software delivery in defense. This conversation goes places most GovCon podcasts won't. Bryon explains why Kessel Run's core program was officially killed on March 31st, why the Air Force "failed Kessel Run" rather than the other way around, and why he believes acquisition reform is a dead end ("the cavalry is never coming"). He breaks down the Inverse NUMI Maneuver, his theory of culture change borrowed from the Toyota-GM joint venture. He explains why behavior has to change before thinking ever will. He gets specific on the Software Acquisition Pathway, why MVP and MVCR have been pattern-matched into the same IOC/FOC trap they were meant to replace, and why his teams shipped to a secret network in 119 days while modern SWP programs project initial delivery at two to three years. And he shares the framework he uses now at Rise8: net value releases over arbitrary capability gates. For small business GovCons trying to get a foot in the door on real modernization work, this episode is a field manual. For acquisitions professionals, it's a mirror. Timestamps 00:00 Cold open 00:30 Welcome + Success After Service series intro 01:00 Bryon's background: 10 years Air Force, Intel to acquisitions, founding Kessel Run 02:30 Is "digital transformation" still a real term? The analog government / digital world impedance mismatch 04:30 Catch-22 of culture change: you can't change behavior without breaking legacy process 06:00 Continuous delivery as the first move — and the Inverse NUMI Maneuver 08:00 "F reform, the cavalry is never coming" — why policy reform doesn't change the ground truth 09:00 The RMF myth: NIST documentation actually supports continuous ATO 11:00 Kessel Run's status today: officially killed March 31st, and why 14:00 Why Rise8 focuses on Space Force and VA, not Air Force 16:00 The outcomes story: DORA metrics, deployment frequency, and what bureaucracy did to them 18:00 Why severing the user connection killed user-centered design 20:00 Talking directly to end users — the contracting problem nobody admits 22:30 Software Acquisition Pathway: useful tool, weaponized by the bureaucracy 25:00 Net value releases vs. IOC/FOC theater 27:00 The Rise8 name: Fall seven, Rise8 (a Japanese proverb) 28:00 The new GovTech education nonprofit + Prodacity + Ship Summit 30:00 Conference Kidz: Chelsea's nonprofit story 31:30 "Cynicism is cowardice. You need rampant optimism." Resources: Chelsea's LinkedIn profileBryon Kroger's LinkedInRise8 Website More from Bryon DOW Acquisition Playbook21 Days to Contract ActSoftware Factory 2.0The Hard Truth on ProductionCOTS Maximalist (Not Anti-Build)Mission Operating System (free): https://www.rise8.usContinuous ATO Playbook: available on the Rise8 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/

    35 min

  3. APR 27

    How to Actually Influence the NDAA (Without Being a Lobbyist)

    If you're waiting until the RFP drops…you're already too late. The real influence happens before the budget is written. In this new episode of GovCon Unscripted, Chelsea Roberts sits down with Nic Adams, Director of Government Relations at Overland AI, to break down what most contractors get wrong about Capitol Hill. Spoiler: It’s not about hiring a lobbyist and magically landing appropriations. Nic shares how the NDAA and Defense Appropriations process really works, what “fly-in season” actually means, why BD and government relations must run in parallel, and what the “frozen middle” is doing to slow innovation across defense acquisition. If you're building in GovCon, especially defense tech or AI, this episode is your Hill playbook. What You'll Learn: • The difference between lobbying and consulting  • Why appropriations adds don’t guarantee revenue  • How to approach Hill staff effectively  • Why staffers matter more than members  • What the “frozen middle” really means  • How to shape policy without being a registered lobbyist  Key Timestamps: 00:02:45 — Why the NDAA matters more than most founders realize 00:04:00 — What “fly-in season” is and why it works 00:10:30 — Why it’s never too early to engage the Hill 00:16:50 — How to structure Hill meetings (30 minutes max) 00:25:00 — Why appropriations money doesn’t automatically go to you 00:29:00 — Understanding the “frozen middle.” Resources: Chelsea's LinkedIn profileNic's LinkedIn profileOverland AI 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: 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/

    34 min
  4. Fed vs. SLED: The Marketing Mistake Costing Contractors Millions

    APR 20

    Fed vs. SLED: The Marketing Mistake Costing Contractors Millions

    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 strategiesThe KPI indicators most GovCon teams ignoreWhy “just go to more events” is a dangerous mindsetThe 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/

    38 min
  5. Defense Innovation at the Speed of Relevance with Graham Plaster

    APR 13

    Defense Innovation at the Speed of Relevance with Graham Plaster

    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 profileChelsea'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/

    22 min
  6. Imagining the Fight: How Storytelling, Simulation, and Strategy Drive Real-World Outcomes

    APR 6

    Imagining the Fight: How Storytelling, Simulation, and Strategy Drive Real-World Outcomes

    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/

    40 min
  7. Contract Ceilings, RFIs, and Other GovCon Myths That Cost You Wins

    MAR 30

    Contract Ceilings, RFIs, and Other GovCon Myths That Cost You Wins

    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/

    40 min
  8. Speed vs Compliance: The Real Battle Inside Defense Acquisition

    MAR 23

    Speed vs Compliance: The Real Battle Inside Defense Acquisition

    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/

    40 min
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Ratings & Reviews

5
out of 5
2 Ratings

About

Welcome to GovCon Unscripted, where we dive into the unfiltered stories and strategies from all around the world of government contracting. Join host Chelsea Roberts as she explores how to navigate, thrive, and win in this complex but rewarding industry.

Information

  • Creator
    Chelsea Roberts
  • Years Active
    2024 - 2026
  • Episodes
    87
  • Rating
    Clean
  • Copyright
    © All rights reserved.
  • Show Website
    GovCon Unscripted

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