Business growth doesn't always look the way you thought it would. Sometimes you have to pivot. Restart. Restructure. Rethink. And then keep going. You may have started your business believing, “This is it. This is exactly what I'm supposed to do.” Then, as you grow, research, network, and gain experience, you discover opportunities within your own industry that you didn't even know existed when you started. That's not failure. That's growth. Some of the best opportunities may be sitting in a part of your industry you've never explored. A different customer. A government agency. A new service. A partnership. Consulting. Education. Subcontracting. A completely different revenue stream using knowledge and experience you already have. The business you started doesn't have to look exactly like the business you build. Sometimes growth requires asking yourself: What have I learned that should change what I'm doing next? Don't become so committed to the original plan that you miss the opportunity the journey is revealing. Keep learning. Keep researching. Keep asking questions. Keep building relationships. And when the information tells you it's time to pivot—pivot and keep moving. Your next level may already exist inside an area of your industry you simply haven't discovered yet. 💫 Tuesday Challenge: What is ONE area of your business or industry you've recently discovered that you want to learn more about? Drop it below. 👇

Good morning, everyone! I was thinking about yesterday's government contracting call and one point I really want our community to understand. We briefly discussed the FAR — Federal Acquisition Regulation. Yes, if you're pursuing federal contracts, you should understand what the FAR is. You should learn the rules, understand the clauses that apply to your opportunity, and continue educating yourself. But here's something equally important: Understanding the FAR does NOT replace understanding the solicitation in front of you. Every opportunity can be different. One solicitation may require a simple quote. Another may require a technical proposal. One may require past performance. Another may not. One may allow subcontractors. Another may have specific limitations on subcontracting. One may require a manufacturer authorization letter. Another may require product literature, certifications, key personnel, a site visit, bonding, insurance, or very specific delivery requirements. And sometimes an amendment changes something you thought you already understood. That's why I tell our community: Don't just learn government contracting. Learn the opportunity you're bidding. When an opportunity comes across my desk, I want to know: What exactly are they buying? What are the specifications? Can my company perform it? What documents do they require? How do they want the bid submitted? When is it due—and at what exact time? Are there amendments? Are there special clauses or requirements I need to understand? Do I need a supplier, subcontractor, or teaming partner? Can I price it competitively and still make money? Those answers can change every single time you bid. The FAR provides the framework. The solicitation gives you the instructions for that particular opportunity. So yes—learn the FAR. Read it. Research the clauses you don't understand. Ask questions. Use the resources available to you. But don't get so caught up trying to memorize every regulation that you become afraid to bid.

Yesterday's free Community Call turned into such a great conversation around something that doesn't get talked about enough in government contracting: How do you actually approach manufacturers, suppliers and potential teaming partners? We talked about why there isn't one script that works for every situation. You have to research who you're approaching, understand the company, learn their history in the government space, know what you're asking for, and sometimes adjust your approach based on what you learn. We discussed building relationships with manufacturers and suppliers before you need them, keeping track of companies that could become future partners, using your past performance strategically, and learning from both your wins and your losses. We also had @Shanaé Murraine one of our new community members who previously worked on the government side, join the free call. I asked her to share her perspective, and it added another great layer to the conversation. One of my biggest messages yesterday was: Government contracting isn't learned from one place. You research. You make calls. You build relationships. You join communities. You listen. You learn from other people's experiences. You learn from your own experiences. And then you take a little from here and a little from there and develop strategies that work for your business. I'm posting the full free Community Call replay here this morning for anyone who missed it. We then continued this conversation during our paid Member Program Call, where we went deeper into these strategies and had another great discussion. Both replays will be added to the paid Government Contracting Program library so members can return to them as they build their own supplier and teaming relationships. Don't just watch the replay and move on. 😊 Think about the products or services you want to offer the government and ask yourself: “Who should I start building relationships with NOW—before I need them for an opportunity?”