The secrets of selling tech to the Pentagon
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- Опубликовано: 1 окт 2024
- Mike and Jake host John Ferry to discuss the ins & outs and the highs & lows of trying to sell tech to the Pentagon, and the US government-how it really works.
Warning: We had a ton of fun-maybe a bit too much. This episode is full of spicy takes and unvarnished thoughts and opinions based on 15+ years of experience and scar tissue. Hang on for a ride deep down the rabbit hole of govcon and fedtech nerdiness, but we make it out ok at the end-discussing the next AI vs. AI front.
For those interested in #defense #military #business #technology #nationalsecurity
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Show Notes
(01:10) John Ferry
(08:30) coming out of the shell
(10:52) selected not funded (wtf!)
(11:22) confessions of a SBIR scorer
(14:06) GovCon Merit Badges
(17:57) SBIR “consultants”
(19:50) SBIR mills
(21:56) founder horror story
(26:05) John’s creative process
(29:48) PowerPoint Ranger
(32:43) change the industry vs change yourself
(34:17) the same, but also never easier
(43:38) play the game, roll the dice
(44:50) pump those numbers up! (cost plus)
(46:06) recent fixed-price pushback
(50:42) using AI to write government proposals
(54:57) AI vs AI proposal writing/scoring
(1:00:10) outro 
Развлечения
"Five-sided Wailing Wall." 😂😂😂
A very detailed description of doing business with DoD and probably not applicable to 99.9% of us... but I enjoyed it! Quite amazing how many hoops you need to jump through to even get to a proposal.
Thanks for the interesting discussion. Really resonate with the love/hate relationship on SBIR/STTRs. When you really get to it, so many of the published topic descriptions don't provide the mission capability objective until you get the opportunity to discuss with the topic authors. How will AI be able to interrogate that space? Spicy review of the life in the GovCon ecosystem! Thanks.
pushing monopoly (LM) with significant political engineering removes all risk.
LM is an example of how money begets cost/ timely effective advancement.
the big wigs making the decisions at LM will never actually loose money... just possibly get a possible personal income reduction (unlikely) in the future.
strengthen the smaller (actual technological engineering advancement businesses) over the large players using political engineering.
I wonder how many great technology ideas get knocked back that could be put to use in Ukraine, for that technological advantage that former Chief of Staff General Zaluzhnyi spoke about in the article that got him fired.
The more things change, the more it ALL stays the same... for way more than 50 years!
Everytime The Merge pops up showing there is a new episode on my phone it's a good day. Love it.
Very informative and often hilarious. Relatively awesome. Thanks all!
"The five sided wailing wall." That guy was hilarious. I hardly understood what he was saying with all the acronyms but it sure was entertaining. And on a serious note, it help the layman to understand how deep and difficult the defense industry is.
Funny and informative! My business partner and I were wondering about getting into the space -- this was really helpful. Also, I'd totally play the role playing game! At least once. :D
Regulation is a means of the large companies keeping the new guys out, just saying!
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