Government Procurement: A Survival Guide for the Bold, the Brave, and the Bureaucratically Bewildered

Opinions Expressed are My Own.

Who Am I, and Why Should You Care?

Government procurement is not for the faint of heart. If you’ve ever felt like you need a degree in bureaucracy just to navigate an acquisition process, you’re not alone. After more than 30 years in this field—as a procurement official, program manager, and now as a capture professional—I’ve learned one fundamental truth:

Procurement isn’t about who has the best solution—it’s about who understands the process best.

That’s where this blog comes in. My goal isn’t to provide generic best practices or rehearse FAR clauses. Instead, I want to help professionals across government and industry understand how to navigate this complex, ever-changing landscape with clarity, strategy, and yes—a bit of humor.

Procurement Is Complex—But It’s Also Predictable

Early in my career, I experienced firsthand how government contracting can defy common sense. While serving in the Navy, I witnessed a situation where a ship received a brand-new reel-to-reel tape player, only to have it removed the next day and replaced with a CD player.

Why?

Because the contract had been written for the tape player, and even though leadership had already approved the CD player upgrade, the terms of the modification required the original item to be installed before it could be replaced. In essence, the government paid for the same equipment multiple times—not due to bad intentions, but because that was how the system worked.

This is the reality of federal procurement: It operates within strict rules, but those rules don’t always reflect real-world logic. The companies and professionals who succeed aren’t just those with great solutions, but those who know how to anticipate and navigate these procedural hurdles.

The Capture Mindset: Solving Problems, Not Just Bidding on Contracts

Winning government business isn’t just about submitting a compliant proposal—it’s about understanding what’s happening behind the scenes.

Procurement officials are balancing mission requirements, shifting budgets, compliance obligations, and changing policies—all while under pressure to award contracts efficiently and fairly.

So, what separates the companies that win from those that don’t?

• They understand the buyer’s real problem. Capture isn’t about selling a product or service—it’s about positioning yourself as the easiest, least risky solution to that problem.
• They master the regulatory landscape. The Federal Acquisition Regulation (FAR) is complex, but if you don’t understand it, you’re at a disadvantage. Success comes from knowing how to work within the rules, not around them.
• They adapt to policy and funding shifts. Procurement strategies that worked in 2022 won’t necessarily work in 2025.New priorities, emerging compliance mandates, and budget uncertainties all play a role in shaping the competitive landscape.

Navigating Policy Changes and the Future of Government Procurement

Procurement is never static, and under the current administration, significant policy shifts are reshaping acquisition priorities.

For example, recent efficiency-driven reforms—such as the restructuring of federal technology initiatives and adjustments to small business contracting programs—highlight the importance of staying ahead of regulatory and funding trends.

Consider the impact on:

• Technology Procurement: The realignment of digital transformation efforts, including the evolution of 18F and other federal tech teams, is influencing how agencies approach modernization.
• Small Business Prioritization: Depending on shifting policy priorities, small businesses can either find new opportunities or encounter greater barriers to entry.
• Compliance & Oversight: Agencies are balancing the need for faster acquisition processes with increasing demands for accountability and transparency.

For companies engaged in federal capture, success depends on not just reacting to these changes, but proactively positioning for what’s next.

My Mission—Cutting Through the Complexity and Helping You Succeed

This blog isn’t about recycling the same procurement advice you’ve heard a hundred times before. My goal is to share real-world insights, provide a strategic perspective on policy shifts, and help government and industry professionals alike navigate procurement more effectively.

What you can expect:

✔ Practical strategies for winning in government contracting—grounded in experience, not just theory.

✔ Insights on major procurement trends and policy shifts—so you’re always ahead of the curve.

✔ A clear, candid approach—because procurement is serious, but that doesn’t mean we can’t have a little humor along the way.

Let’s Navigate This Together

If you work in procurement, capture, or program management, you know how complex this field can be. But you also know that knowledge and preparation make all the difference.

So let’s cut through the complexity and focus on what works.

Stay tuned, stay informed, and let’s tackle procurement—together.