Most entrepreneurs think government contracting is like b2b service with HUGE checks attached.

I thought the same thing. But then I talked to someone who spent 20+ years on the other side of the table. Reviewing and signing over a billion dollars in contract awards.

Danit Johnson was a federal contracting officer. She evaluated proposals. She taught teams how to evaluate proposals. She knows exactly what wins and what doesn't.

And what she shared changed how I think about this entire space. It might change your mind too.

Here's the recap:

Built Different Podcast: Government Contracting Secrets with Danit Johnson

In this episode, I sit down with Danit Johnson—former federal contracting officer with 20+ years experience, founder of Ayo Strategic Consulting Group, and champion for minority and women-owned businesses. We discuss why most businesses lose government contracts, the real timeline for winning, and how to build relationships with the people who sign the checks.

Straight from someone who spent 20+ years signing the contracts you're chasing.

1. It doesn't matter who you know.

This one hurts. But here's the truth: the businesses winning contracts started working that opportunity 18-24 months before it hit the street. They tracked the recompete. They scheduled meetings with the program office. They were positioning while everyone else was sleeping. Access doesn't beat strategy.

2. Cold emails to contracting officers get deleted.

In 20+ years, Danit never once awarded a contract from a blind email pitch. Not once. Contracting officers don't have time for "here's what we do" messages. If you're sending those, you're wasting your time.

3. NCMA is the Super Bowl.

Want to meet the people who actually sign contracts? Go to the National Contract Management Association World Congress. Booz Allen, Leidos, Deloitte are all there sponsoring and presenting. But don't pitch. Connect on LinkedIn. Build real relationships over time.

4. The win isn't the contract.

Getting your name on the award means nothing if you can't execute. Bad performance stays in the CPAR system forever. The real win is flawless execution and excellent past performance—because that's what gets you the next contract, and the one after that.

5. You won't get paid for 30-60 days.

Most businesses don't realize they need to pay their team for 1-2 months before the first government check arrives. The government expects you to start day one. If you can't float payroll, you're not ready to win.

The businesses that win aren't always the biggest. They're the ones who put in the work before the solicitation even drops.

Watch the full episode here:

Talk soon,

Q

p.s. if you’re interested in landing your first government contract this year take advantage of Danit’s Power Strategy Session. Reserver here: builtdifferent.ayoscg.com