The One Thing Government Reps Wish Small Tech Companies Did (And Almost None Get it Right)

If you’re a small business trying to break into the DOD, this one thing can either build your momentum fast or leave you knocking on the wrong doors for years.

I’ve worked with hundreds of tech companies, from brand-new startups to mature small businesses, to some of the largest companies in the world, and most of them get this part wrong.

The Department of Defense (DOD) is a massive organization, with an annual budget of $849.8 billion in 2024.  Like many large organizations, the DOD, which is comprised of hundreds of smaller offices and departments, isn’t the best at communicating. That means, as a small business trying to grow DOD revenue or enter the market for the first time, you have to do more than show up.

You have to do your homework and talk about the agency’s problem, not just your solution. (Or if you're short on time, hire someone who lives and breathes this stuff. shameless plug)