GovCon Unscripted

Chelsea Meggitt
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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 Meggitt as she explores how to navigate, thrive, and win in this complex but rewarding industry.

  1. Serving Without the Uniform: Rethinking Innovation from Air Force to MITRE to Founder

    20H AGO

    Serving Without the Uniform: Rethinking Innovation from Air Force to MITRE to Founder

    In this Success After Service (SAS) Special Episode of GovCon Unscripted, Chelsea Roberts sits down with Dan Ward, Author and Co-founder of The SparkLit Group, to explore how innovation actually works after military service and why so many organizations unintentionally block it. Drawing from his career in the Air Force, his time at MITRE, and his transition to co-founding an innovation consultancy, Dan explains why innovation must be democratized across organizations rather than isolated inside special teams. He shares how language, humility, and communication determine whether ideas gain traction or trigger resistance. This conversation breaks down what “novelty with impact” really means, how innovators can invite experimentation without threatening the status quo, and why small, fast failures outperform large, prestige-driven programs. Dan also explores portfolio-based risk management, data-driven storytelling, and what punk rock teaches leaders about building sustainable cultures of innovation. Timestamps 06:34 – The danger of isolated innovation teams12:11 – Why innovation challenges the status quo14:34 – Defining innovation as “novelty with impact”18:13 – “Let’s try this” as an invitation to innovate21:02 – Why communication blocks innovation more than ideas25:10 – Optimal failure vs. epic failure30:40 – Sunk cost bias and prestige programs38:03 – Portfolio theory and innovation risk42:47 – Confronting reality with data45:27 – Why data never speaks for itself Resources Dan WardThe SparkLit Group WebsiteDan's Authored BooksChelsea Roberts 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/govcon-unscriptedpodcast/ 🔹 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/

    41 min
  2. From Prototype to Program of Record: What It Really Takes to Transition in GovCon

    JAN 20

    From Prototype to Program of Record: What It Really Takes to Transition in GovCon

    Turning innovation into operational capability is where most GovCon efforts stall. In this episode of GovCon Unscripted, Chelsea Roberts sits down with Sumner Lee, CEO of Fuse Integration, to unpack what it actually takes to move from early-stage R&D to programs of record. Sumner shares how Fuse has navigated the SBIR and STTR ecosystem, progressed through multiple phase three transitions, and avoided the “valley of death” that traps so many small businesses. He explains why constant warfighter engagement, operational testing, and embedding veterans inside program teams create what he calls “unfair advantages.” The conversation also explores why user experience matters in defense networking, how legacy platforms shape design constraints, and what small companies must do to survive real-world demonstrations, exercises, and mission environments. Timestamps 07:01 – Fuse Integration’s mission and network focus10:25 – Using SBIR to transition real capability21:11 – Why warfighter access determines success31:20 – Operational execution during exercises35:02 – Leadership, culture, and resilienceResources Sumner Lee's LinkedIn pageFuse Integration's LinkedInFuse integration's Instagram LinkFuse Integration's Facebook LinkChelsea Roberts' 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/

    27 min
  3. Why Certifications Don’t Save You in GovCon and What Actually Does

    JAN 12

    Why Certifications Don’t Save You in GovCon and What Actually Does

    In this Success After Service (SAS) Special Episode of GovCon Unscripted, Chelsea Roberts sits down with Michelle Gardner-Ince, retired Air Force Colonel, former VA executive, and founder of GI Strategic Solutions, to unpack one of the most misunderstood assumptions in government contracting: that certifications alone lead to contracts. Michelle shares what she learned from fixing and leading the VA’s Veteran-Owned Small Business Certification Program, why “control” is the most common reason companies fail certification, and how veterans and small businesses should rethink past performance, niche strategy, and transition planning. This conversation explores what actually drives awards in GovCon and why relevance, credibility, and trust matter more than logos and labels. Timestamps: 00:00 – Welcome to GovCon Unscripted 01:00 – Success After Service series introduction 02:00 – Michelle’s Air Force and entrepreneurial background 05:00 – Transitioning from military service to business ownership 07:00 – Entering the VA and fixing VetCert 12:00 – Why control is the #1 certification failure point 18:00 – Veteran-owned certification as an “earned” designation 22:00 – Why chasing certifications misses the real problem 26:00 – Turning rank into relevance and revenue 31:00 – Past performance starts with you 36:00 – The danger of “pass-through” GovCon models 41:00 – Niching down and building credibility inside agencies 46:00 – Final advice for transitioning leaders Resources: Michelle Gardner-Ince's LinkedIn profile GI Strategic Solutions Chelsea Roberts' 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/

    48 min
  4. Serving Without the Uniform: Luke Shabro on Defense innovation and GovCon Reality

    JAN 5

    Serving Without the Uniform: Luke Shabro on Defense innovation and GovCon Reality

    Welcome to the first GovCon Unscripted episode of the year, and a special Success After Service conversation. Chelsea Roberts sits down with Luke Shabro to unpack what it really looks like to continue serving after leaving the uniform behind. This episode explores the realities of defense innovation, why good ideas stall inside government systems, and how empathy, persistence, and understanding mission priorities still matter in GovCon. Luke shares what he’s learned navigating the space between warfighters, innovators, and industry, and what contractors often misunderstand about how government actually works. Timestamps: [00:00] Introduction to GovCon Unscripted and Success After Service [06:30] Serving after the uniform comes off [18:45] Why innovation struggles inside defense systems [21:00] Understanding the problem before the solution [35:00] Empathy as a differentiator in GovCon [38:00] Being persistent without becoming noise [45:30] Final reflections on service, innovation, and reality Resources: • Luke Shabro • Chelsea Roberts • Wayfinder Strategies Website • Stability Policing - Future 🎧 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/

    41 min
  5. Strategic Pricing Is Not An Afterthought with Marsha Lindquist

    12/29/2025

    Strategic Pricing Is Not An Afterthought with Marsha Lindquist

    Strategic pricing is not a spreadsheet exercise; it is a leadership decision that affects risk, profitability, and execution long after award. In this episode of GovCon Unscripted, Marsha Lindquist, Managing Partner/President of Granite Leadership Strategies Inc., explains why pricing must be involved early, why fixed-price contracts demand sharper strategy, and how contractors get into trouble when pricing is treated as an afterthought. Timestamps: 00:01:00 – Why strategic pricing matters 00:05:18 – The danger of “average pricing.” 00:08:34 – Pricing is not something you slap together 00:12:58 – Fixed price vs cost-plus risk 00:16:45 – Inflation, escalation, and long-term risk 00:24:45 – LPTA realities and race-to-the-bottom traps Resources: Secrets of Strategic Pricing for Government ContractorsGranite Leadership StrategiesMarsha Lindquist's LinkedIn profileChelsea Robert'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/

    31 min
  6. Serving Without the Uniform: Lawrence 'Larry' Pokroy on Transition and Growth

    12/22/2025

    Serving Without the Uniform: Lawrence 'Larry' Pokroy on Transition and Growth

    In this special 'Success After Service' episode of GovCon Unscripted, Chelsea sits down with Lawrence "Larry" Pokroy, Vice President of Business Development of BayInfotech, LLC, a veteran leader who shares what it really means to continue serving after military life, just without the uniform. Larry talks candidly about transitioning into government contracting, the mindset shift required to succeed, and the hard lessons small businesses learn as they grow. From relationships and reputation to finding your true differentiator, this conversation is packed with practical insight for veterans and non-veterans alike, navigating GovCon. On this episode, we discuss: Transitioning from military service into govconWhy relationships matter more than titlesThe mistake small businesses make when they oversellFinding your niche and true differentiatorServing with purpose beyond the uniform Timestamps: [00:00] – Welcome to GovCon Unscripted [02:18] – Transitioning from military service [05:40] – Mindset shifts after service [08:55] – Relationship-driven growth in govcon [11:53] – Why small businesses oversell [14:20] – Finding your niche and differentiator [18:10] – Lessons learned along the way [22:45] – Final advice for growing companies Links & Resources: Larry Pokroy on LinkedInChelsea Roberts on LinkedInBayInfotech 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 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/

    21 min
  7. GovSignals AI and the Future of Procurement with Derek Hoyt

    12/08/2025

    GovSignals AI and the Future of Procurement with Derek Hoyt

    In this episode of GovCon Unscripted, Chelsea sits down with Derek Hoyt, CEO of GovSignals AI, to explore how AI is transforming federal acquisition, collapsing procurement timelines, and reshaping compliance expectations across the DoD and government agencies. Derek breaks down what true end-to-end AI-powered acquisition looks like, why most tools in the market fall short, and how GovSignals is addressing challenges like CMMC, FedRAMP, IL5, data silos, proposal automation, market research, contract management, and multi-portal fragmentation. On this episode, we discuss: Why acquisition is really a linear data pipeline government never automatedHow AI accelerates capture, proposals, and post-award workflowsHow FedRAMP, CMMC, and IL5 differ and why misinterpretation creates riskWhy disconnected systems force contractors into manual workHow semantic search replaces keyword-based huntingCollapsing procurement timelines from months to minutesWhat GovSignals is doing with DIU and enterprise-level workflowsThe vision for a 10-minute transaction in federal contractingTimestamps: [00:00] – Welcome and introduction [01:10] – What GovSignals AI is and who it serves [04:10] – The limitations of today’s acquisition workflow [06:45] – Why AI is an enabler, not the entire solution [09:50] – Replacing legacy tech stacks in business development [13:20] – Crawl-walk-run adoption and internal process maturity [17:30] – Proposal, capture, and contract management as “projects” [21:40] – DIU workflows, IL5 environments, and compliance foundations [24:00] – FedRAMP vs CMMC: common industry misconceptions [27:50] – Making WAWF/PIEE invoicing easier for contractors [33:20] – The data management problem behind opportunity search [36:45] – Semantic search, reasoning agents, and enrichment [40:10] – Navigating data silos and IDIQ task orders [44:30] – Solving entity resolution and historical linkage [50:00] – Feature sets coming in 2026 [52:20] – The vision of a 10-minute procurement [55:00] – How to reach Derek and learn more Links & Resources: • GovSignals AI • Derek Hoyt on LinkedIn • Chelsea Roberts on LinkedIn 🎧 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/

    37 min
  8. David Schiff on Strategy, Pivoting, and Surviving DoD Shifts

    12/08/2025

    David Schiff on Strategy, Pivoting, and Surviving DoD Shifts

    In the GovCon Unscripted Podcast's another special episode of 'Success After Service', Chelsea sits down with David Schiff, a Navy veteran and VP of Navy Strategic Growth at Govini, for a deep dive into what it takes for companies to adapt, stay competitive, and succeed in the evolving landscape of DoD innovation. David shares hard lessons from working across the Navy, Space Force, and broader defense ecosystem, including the realities of risk, collaboration, uncertainty, and what separates the companies that cross the “valley of death” from those that never make it. On this episode, we discuss: Why understanding your customer’s mission matters more than everHow newer DoD organizations innovate (and why they learn faster)Why companies should stop “pivoting with the wind.”Traits of founders and teams who survive the valley of deathThe role of data in shaping battlefield advantageCollaboration, timing, and how companies can stay relevant Timestamps: [00:00] – Introducing David Schiff [03:15] – What’s changing in DoD innovation [05:00] – Why newer organizations innovate differently [09:40] – Adapting to changing requirements [15:22] – How companies lose momentum [23:10] – The role of data in decision-making [29:45] – What founders misunderstand about DoD customers [35:00] – Why companies should “stay the course” instead of pivoting [42:55] – Lessons from working across Navy and Space Force [48:10] – What success looks like for companies in defense Links & Resources: • Chelsea’s LinkedIn Profile • David Schiff LinkedIn • Govini's 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 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/

    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 Meggitt as she explores how to navigate, thrive, and win in this complex but rewarding industry.

Information

  • Creator
    Chelsea Meggitt
  • Years Active
    2024 - 2026
  • Episodes
    72
  • Rating
    Clean
  • Copyright
    © All rights reserved.
  • Show Website
    GovCon Unscripted

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