In this episode, Shawn sits down with Paul Adler, a veteran strategist in global revenue growth and a trusted advisor for companies entering the complex world of Federal Government markets. With decades of experience guiding businesses through the intricacies of federal contracting, Paul shares practical insights, battle-tested strategies, and hard-won lessons for founders and executives looking to scale through government channels.
Whether you’re a startup looking for your first pilot program or a scaling company considering the government as a strategic customer, this episode offers the clarity and context you need to explore the space effectively.
Disclaimer: This episode is for informational purposes only and does not constitute financial, legal, or government contracting advice. Always consult with a qualified professional before making business decisions related to federal markets.
🎧 What You’ll Learn:
- Why the Federal Government “market” is very different from a government “contract”
- What makes the U.S. Government a unique and relationship-driven buyer
- Why commitment and focus are non-negotiables when entering this space
- The best first steps a company should take—and the common mistakes to avoid
- How to think about networking, certification, and timing in your market entry
- Why subcontracting often beats aiming for the “prime” position from day one
- A real-world success story of an entrepreneur who pivoted to win federal business
- The truth about lobbyists, political shifts, and procurement dynamics
🔍 Topics Covered:
- Strategic entry points into government markets
- Building trust and brand in a relationship-first ecosystem
- Targeting decision-makers and navigating procurement
- The role of mentors and proven success stories in early wins
- Long-term thinking in a highly regulated, highly competitive environment
📌 Guest Links:
- 🌐 Website: www.thepauladler.com
- 📧 Email: thepauladler@gmail.com
- 💼 LinkedIn: linkedin.com/in/pauladler1
