The Optimize Podcast

VisibleThread

5.0 (3)
Business
Updated Biweekly

The Optimize Podcast brought to you by VisibleThread. We bring you the best and latest insights for everything from government contracting on topics such as BD, capture, proposal management, and business writing.

Jul 15

The Reality and Future of UK Capture

The Reality and Future of UK Capture What is capture, and why is it becoming an essential part of successful business winning? In this episode of the Optimize Podcast, Matt Light is joined by Georgina Ayilara, Head of Tendering at Cyclife UK and author of The Current State of UK Capture white paper. Together, they explore why capture should be viewed as a business-wide discipline rather than simply a pre-bid activity, and how organisations can improve their approach to positioning for opportunities before a tender is released. Drawing on experience across organisations including Thales, Serco, Rolls-Royce, PwC and Boeing, Georgina shares practical advice on customer understanding, stakeholder engagement, capture strategy and the role AI can play in making capture more accessible.Timestamps 00:00 – Introduction and welcome 01:20 – Georgina's career journey and how she discovered capture 06:10 – What capture really means and why it's about positioning, not pursuing, opportunities 09:20 – Why capture is often misunderstood in UK organisations 14:40 – Where capture begins in the business winning lifecycle 20:30 – The five principles of an effective capture strategy 30:45 – Why capture is about more than improving win rates 34:00 – Findings from The Current State of UK Capture white paper 39:00 – Engaging SMEs and stakeholders throughout the capture process 42:40 – The biggest surprises from the UK capture research 46:10 – How AI is changing capture and competitive research 49:00 – Practical steps to improve capture maturity 51:40 – Quick-fire questions and Georgina's advice for capture practitioners In this episode, you'll learn What capture is and where it fits within the business winning lifecycle Why capture should begin before formal procurement starts The five principles that underpin an effective capture strategy How better collaboration improves capture and bid quality Common misconceptions about capture and how to overcome them How AI can support customer research and competitive analysis Practical ways to build capture capability within your organisation Key Takeaways ✔ Capture is about positioning for opportunities, not simply responding to them. ✔ Good capture starts with understanding the customer and their challenges. ✔ Capture is scalable and valuable for opportunities of all sizes—not just major bids. ✔ Better collaboration between business development, bid, technical and delivery teams leads to stronger outcomes. ✔ AI can help make capture more accessible by accelerating research and competitive analysis. Featured Guests Georgina Ayilara is Head of Tendering at Cyclife UK with more than a decade of experience in bidding and capture across organisations including Thales, Serco, Rolls-Royce, PwC and Boeing. She is also the author of The Current State of UK Capture white paper and a member of the APMP UK Capture Focus Group. Resourced Mentioned The Current State of UK Capture white paper APMP UK Capture Focus Group APMP UK Chapter VisibleThread Connect Follow Georgina Ayilara and Matt Light on LinkedIn for more insights on capture, business winning and bidding best practice.
Jul 1

How has the UK Procurement Act really landed: impacts, challenges and opportunities

More than a year after the UK Procurement Act came into force, what has changed for buyers, suppliers, and bid teams? In this episode of the Optimize Podcast, Matt Light is joined by Gemma Waring, Director of G Waring Consulting, procurement consultant, trainer, and public sector tendering specialist, to explore how the Procurement Act is shaping public sector procurement in practice. Drawing on her experience supporting both procurement teams and suppliers, Gemma shares her perspective on the implementation of the Act, the opportunities it creates for bidders, and the practical steps organisations can take to prepare for the future of public sector procurement. Timestamps 00:00 – Introduction and welcome 01:20 – Gemma's career journey and experience across procurement and bidding 05:55 – First impressions of the Procurement Act and how expectations have evolved 10:20 – One year on: has the implementation delivered? 13:20 – How buyers and suppliers have adapted to the new legislation 18:00 – Are the reforms making public procurement more accessible for SMEs? 23:50 – Building better relationships between procurement and bidding teams 28:00 – What meaningful pre-market engagement looks like 31:20 – How suppliers can make the most of pre-market engagement 36:35 – Understanding the Competitive Flexible Procedure 41:10 – The new skills bid teams will need, from negotiation to commercial engagement 45:55 – What's next for the Procurement Act and public sector procurement? 53:50 – Quick-fire questions and Gemma's advice for bidders In this episode, you'll learn How the Procurement Act is changing public sector procurement in practice Why pre-market engagement is becoming more important than ever What the Competitive Flexible Procedure means for buyers and bidders The opportunities and challenges facing SMEs under the new legislation Why negotiation and commercial engagement are becoming essential bid skills How procurement and bidding teams can build stronger working relationships What organisations should be doing now to prepare for future changes Key Takeaways ✔ Build relationships with buyers before opportunities are released. ✔ Focus on meaningful pre-market engagement rather than simply attending supplier events. ✔ Develop negotiation and commercial skills alongside traditional bid writing expertise. ✔ Understand how your key customers are implementing the Procurement Act. ✔ Treat the Procurement Act as an opportunity to become more strategic, not just more compliant. Featured Guest Gemma Waring is Director of G Waring Consulting, a procurement consultant, trainer and public sector tendering specialist. She works with both buyers and suppliers, helping organisations improve procurement, bidding and commercial performance through consultancy and training. Resources Mentioned UK Procurement ActNational Procurement Policy Statement (NPPS)Competitive Flexible ProcedureAPMP UK ChapterG Waring ConsultingVisibleThread Connect Follow Gemma Waring and Matt Light on LinkedIn for more insights on public sector procurement, bidding and business development.
Jun 17

How to engage the NextGen bidder, by a NextGen bidder

What does the next generation of bid professionals want from the industry and what can the industry learn from them? In this episode of the Optimize Podcast, Matt Light is joined by Michael Chacko, Technical Bid Writer at Tecknuovo and APMP Practitioner, to discuss attracting, developing, and retaining the next generation of bid and proposal professionals. Drawing on his experience entering the profession directly from university and working across both multinational organisations and SMEs, Michael shares insights into career development, strategic bidding, stakeholder engagement, executive sponsorship, and the growing role of AI in the profession. Timestamps 00:00 – Introduction and welcome 03:45 – Michael's journey into bidding straight from university 07:00 – Why bidding became a career choice 10:00 – Explaining the bidding profession to others 12:30 – Moving from operational support to strategic influence 18:00 – Building collaboration with Subject Matter Experts (SMEs) 25:00 – Creating change and improving bid culture 29:00 – Attracting and engaging the next generation of bidders 34:00 – Mentorship, career progression, and developing talent 38:00 – AI, innovation, and the future of bidding 43:00 – Quick-fire questions and key takeaways In this episode, you'll learn Why bidding is much more than "just writing" How bid professionals can become strategic contributors to business growth The importance of collaborating effectively with Subject Matter Experts (SMEs) How executive sponsorship can elevate the bid function Why career progression isn't always about moving into management How organisations can attract and engage the next generation of bid professionals What experienced professionals can learn from newer entrants to the industry How AI is changing the way bid teams work and develop Key Takeaways ✔ Think strategically, regardless of your role or title ✔ Build strong relationships across the business ✔ Create clear pathways for developing bid talent ✔ Encourage curiosity, innovation, and knowledge sharing ✔ Embrace AI as a tool to support—not replace—professional expertise Featured Guest Michael Chacko is a Technical Bid Writer at Tecknuovo and an APMP Practitioner-certified professional. Passionate about strategic bidding, collaboration, and professional development, Michael is committed to helping shape the future of the bid and proposal profession. Resources Mentioned APMP (Association of Proposal Management Professionals) APMP Bid Writing Focus Group VisibleThread Connect Follow Michael Chacko and Matt Light on LinkedIn for more insights on bidding, proposal management, and professional development.
Apr 22

Beyond the Gut Feeling: Data-Backed Bidding with Tim Brett

In this episode, we explore the shift from manual market intelligence to the automated, high-security future of bidding. Guest Tim Brett discusses his transition from GovWin IQ to VisibleThread and the vision behind the 7.0 platform. We tackle the frustration of FOIA processes, the "last mile" of proposal compliance, and how to use data to "fail fast" on the wrong bids. Topics Discussed: The transition from human intelligence to automated data scraping. VisibleThread 7.0: Native SAM.gov integration and data-backed scoring. The "Compliance Fortress": Avoiding immediate disqualification on complex tenders. International markets: Exploring "Find a Tender" (UK) and "OzTender" (Australia). The Chicago hot dog rule: A lesson in customer intimacy. Timestamps: 00:29 – Tim Brett’s background at GovWin IQ. 02:25 – The "Investigative Journalist" approach to market intelligence. 08:52 – Why market intelligence providers still matter in the age of SAM.gov. 17:58 – Deep dive into VisibleThread 7.0. 24:08 – Proposal shredding and compliance matrices. 32:38 – A Chicago lesson on knowing your customer. Additional Links: Website: https://www.visiblethread.com/podcasts/ Host LinkedIn: Chris Hamm Guest LinkedIn: Tim Brett
Apr 1

The $25,000 Page- The Real Cost of GovCon Complexity

In this episode of The Optimize Podcast, we sit down with Harrison Smith, a seasoned leader in federal acquisition innovation. Smith recounts his journey from a Presidential Management Fellow to leading digitalization efforts at the IRS and acting as an Innovation Advocate at the FDIC. The conversation centers on a shocking reality: the high cost of government "silence." Smith explains how complex, 80-page RFPs act as a financial barrier that drives away small businesses and startups, often costing companies $25,000 per page to respond. He provides a blueprint for change through the Pilot IRS program, which utilized 12-page solicitations and oral pitches to award contracts for cutting-edge tech in record time. Topics Discussed: The Path of an Innovation Advocate: Moving from traditional NAVSEA contracting to innovation roles at DHS, IRS, and FDIC. The "Wired" Procurement Myth: How a lack of government communication is interpreted by industry as a pre-selected award, leading firms to abandon bids. The Pilot IRS Model: Using 12-page solicitations and a 35-day cycle to ingest paper tax returns and de-anonymize cryptocurrency. The $25,000 Page: Unpacking the real-world cost of solicitation complexity for industry partners. CMMC & The "Last Mile" of Security: Navigating the friction between innovation and the looming November 2026 CMMC Level 2 requirements. Incentivizing Federal Risk: How industry recognition (like Fed100 awards) encourages government personnel to prioritize mission outcomes over paperwork. Useful Timestamps: 01:11 – Career Evolution: From PMF to FDIC Innovation Advocate. 08:12 – The "Wired" Misconception: Why silence breeds industry distrust. 12:15 – Understanding "P-Win" and Industry Gate Reviews. 17:00 – The "Pilot IRS" Blueprint: Awarding contracts in 35 days. 23:23 – The $25,000 Page: The actual cost of GovCon complexity. 32:08 – Security vs. Innovation: CMMC Level 2 and FedRAMP challenges. 38:00 – Offsetting Risk: Recognizing government innovators. Additional Links: VisibleThread Podcasts: https://www.visiblethread.com/podcasts/ Chris Hamm (Host) LinkedIn: https://www.linkedin.com/in/chris-hamm-304103/ Harrison Smith (Guest) LinkedIn: https://www.linkedin.com/in/harrison-smith-0029ba4/
Mar 18

From R&D to Phase III- Navigating the New SBIR Landscape

The federal government is increasingly looking outside traditional procurement cycles to find the next generation of technology. In this deep-dive episode, Angela Donahoo joins host Chris Hamm to demystify the "alphabet soup" of innovation authorities—including SBIR, STT, and CSOs. Angie recounts her career pivot from traditional federal contracting to standing up GSA’s first innovation-focused pilot teams. She explains how the Small Business Innovation Research (SBIR) program acts as non-dilutive R&D funding for American small businesses and how the Phase III authority allows the government to rapidly scale those innovations on a sole-source basis. The conversation also tackles current policy debates, including the "SBIR Mill" controversy and the importance of leadership support in fostering a culture of critical thinking within the acquisition workforce. Topics Discussed The Pivot to Innovation: Moving from traditional FAR-based contracting to the Defense Innovation Unit (DIU) and GSA pilot programs. The SBIR/STT Landscape: Definitions of these key R&D programs and the critical differences in their partnership requirements. Bridging the "Valley of Death": How the SBIR Phase III authority helps companies transition from small pilots to multi-million dollar production contracts. Commercial Solutions Openings (CSOs): A breakdown of the CSO methodology as a streamlined "Shark Tank" style solicitation process. Policy & Reauthorization: Understanding the "SBIR Mill" issue and how new legislation pushes oversight back to individual agencies. The Future of Acquisition: Why streamlined authorities are essential for an overworked acquisition workforce and the likelihood of these methods entering the FAR. Useful Timestamps 01:12 – Angie's background: From the Federal Career Intern Program to GSA FedSim. 04:48 – Partnering with DIUX (now DIU) to implement the first Commercial Solutions Openings at GSA. 07:43 – The Dog Earmuff Example: A real-world look at why specialized R&D is needed. 10:23 – Breakdown of SBIR vs. STT and the structure of Phase I and Phase II awards. 13:28 – Where to find opportunities: The DSIP portal and SBIR.gov. 16:45 – Scaling the GSA Phase III Innovation Team to a $5 billion portfolio. 26:39 – Tackling the "SBIR Mill" controversy and the reauthorization landscape. 32:15 – Deep dive into CSOs: Process vs. Contract Type. 42:11 – Managing institutional disruption and the importance of leadership "having your back". Additional Links The Optimize Podcast Website: https://www.visiblethread.com/podcasts/ Host Chris Hamm on LinkedIn: Chris Hamm Guest Angela Donahoo on LinkedIn: Angela Donahoo
Mar 4

Paper Tigers vs. Technical Experts: Why Orals Are the Ultimate Procurement Discriminator

In this episode of the Optimize podcast, host Chris Hamm sits down with Jim Ghiloni, CEO of GhilCon, LLC, and a seasoned veteran of government contracting. Jim shares his unconventional path from being a Soviet history expert to becoming a pivotal architect of GSA’s most successful contract vehicles, including Alliant and Oasis. The conversation provides a deep dive into the evolution of Government-Wide Acquisition Contracts (GWACs), the strategic implementation of self-scoring methodologies to reduce protests, and the nuances of the private sector's approach to capture management. Jim also shares his "special superpower" for managing diverse stakeholders and provides a free masterclass on coaching technical teams for oral presentations—explaining why passion and authenticity beat a "polished" sales pitch every time. Topics Discussed The "Kremlinology" of Contracting: How a background in Soviet history translates to navigating the complex halls of government. The Birth of Alliant and Oasis: The inside story of designing enterprise-wide vehicles and managing the weight of stakeholder expectations. Self-Scoring & Objective Evaluations: How moving away from subjective trade-offs revolutionized the procurement process and minimized legal hurdles. The Private Sector "Black Box": What industry gets wrong about government intent and how companies analyze RFPs with "Talmudic discipline." Mastering Oral Presentations: Why the "Paper Tiger" fails in the room and how to coach technical experts to speak with passion. The "Disney Point": A practical tip for presentation body language rooted in Disney lore. Useful Timestamps 01:26 – Jim’s transition from Soviet History to the D.C. tech sector. 04:37 – Leading the Navy Group and the origin story of the Alliant Program. 08:58 – The importance of industry outreach and stakeholder management. 13:01 – Deep dive into self-scoring methodologies and objective criteria. 17:37 – Transitioning to the private sector: What Jim didn't know about "Capture." 26:00 – How industry over-analyzes every comma and adjective in an RFP. 32:33 – Why Oral Presentations are the ultimate truth-teller in evaluations. 40:19 – The Orals coaching process: Content, narratives, and "The Disney Point." Additional Links The Optimize Podcast Website: https://www.visiblethread.com/podcasts/ Host Chris Hamm on LinkedIn: Chris Hamm Guest Jim Ghiloni on LinkedIn: Jim Ghiloni
Feb 18

Stop Funding One-Off Fixes - Former EPA CIO on FedRAMP and Compliance

Modernization isn’t just a technology problem—it’s a funding model, risk model, and governance problem. In this episode of Optimize, Chris Hamm talks with Vaughn Noga, former EPA Chief Information Officer, about what it takes to modernize in government when every change creates operational churn and oversight pressure. Vaughn explains why Working Capital Funds can enable continuous modernization (instead of one-and-done “projects”), how boards and transparency can create accountability, and why some modernization funding approaches don’t scale when the same infrastructure needs refresh every few years. They also tackle the tension between innovation and compliance including the rising bar of FedRAMP and what vendors should do differently when trying to break in: build credibility with the people closest to the tech and risk, not just the top of the org chart. Useful timestamps (MM:SS)03:02–03:32 — Leadership reality: too many “rocks” to pick up at once 08:17–12:11 — Working Capital Funds: continuous modernization + governance model 14:27–15:18 — Vendor engagement: “work from the bottom” to earn trust 18:31–19:12 — FedRAMP as a high bar for commercial innovators 21:47–22:28 — Why TMF loans for recurring infrastructure refresh don’t make sense 43:32–44:12 — “We tried that, it didn’t work” mindset—and why it stalls progress Topics discussedWorking Capital Funds and continuous modernization Modernization risk: operational churn, oversight, and adoption realities FedRAMP/compliance barriers and innovation tradeoffs TMF vs repeatable funding for infrastructure refresh Shared services and consolidation: what’s realistic vs wishful thinking How industry should engage CIO orgs (credibility, bottom-up buy-in) LinksPodcast page: https://www.visiblethread.com/podcasts/ Host LinkedIn (Chris Hamm): https://www.linkedin.com/in/chris-hamm-304103/ Guest LinkedIn (Vaughn Noga): https://www.linkedin.com/in/vaughn-noga-984360299/

Trailer

Optimize Podcast Trailer

Every series of Optimize is hosted by an expert in their field who brings their expertise and real-life experience to each episode. This podcast series is hosted by Tan Wilson, President of Entellect. Tan is a renowned GovCon influencer who has spearheaded business processes and bid strategies that have clinched contracts worth over $150 billion to her clients. She is a bid strategist, executive coach, mentor, Marvel and DC enthusiast, and self-proclaimed bourbon lover. In each episode, Tan will be joined by thought leaders and industry experts as they dive into proposal development, government contracting, entrepreneurship, and bid strategies. The Optimize Podcast will be available on Spotify Apple podcasts and anywhere you listen to podcasts.

5

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The Optimize Podcast brought to you by VisibleThread. We bring you the best and latest insights for everything from government contracting on topics such as BD, capture, proposal management, and business writing.

Creator

VisibleThread
Years Active

2023 - 2026
Episodes

43
Rating

Clean
Copyright

© 2023 - VisibleThread
Show Website

The Optimize Podcast