GovCon After Hours

About GovCon After Hours

Welcome to GovCon After Hours, where the world of GovCon meets the art of conversation, one drink at a time. Join Dr. Robin Desmore and Ms. Caitlin Ruiz, our seasoned industry experts, as they lead you through relaxed evenings of insights and inspiration. Each episode is an exploration of the stories and experiences of good and successful humans who have thrived in the competitive world of government contracting. But we're not just about business here; we're about connections, cocktails, and real conversations. Every episode features a signature cocktail of the week, tying the theme to a delightful drink recipe for you to enjoy while tuning in. At GovCon After Hours, we believe that meaningful conversations hold the key to success. Join Dr. Robin Desmore and Ms. Caitlin Ruiz, sip alongside them, and elevate your understanding of the industry. It's not just a podcast; it's a community of professionals finding clarity amidst the chaos, one drink and one conversation at a time.

Publisher

Heartcast Media

Category

business · education · government

Language

en

Explicit

No

First episode

5 Sept 2024

Latest episode

7 Oct 2026

Latest episodes

9 episodes in the feed.

1. 

   7 Oct 2026

   Small, Fast, and on the Rocks: Using Agility to Win in GovCon

   Why small business GovCon players can outrun the big primes, and the guardrails that keep speed from turning into chaos Everybody in federal contracting says they are agile. Almost nobody can tell you what that means. Caitlin Ruiz and Dr. Robin Desmore pour a glass and get real about what small business GovCon speed looks like when the market keeps changing the rules. If you run a small firm chasing government contracts for small business owners, this episode is for you. Natasha shares why a no is worth as much as a yes, why chasing every shiny opportunity makes you look like a risk, and what to do when you did everything right and still lost. Caitlin and Robin bring their own war stories, and they do not sugarcoat them. This is small business GovCon with the polish sanded off. Natasha Velez is the Founder and CEO of NVS Strategic Solutions, a woman-owned federal growth consultancy that helps companies strengthen their capture, proposal, pricing, and compliance strategies. She brings more than 15 years of GovCon experience and reports supporting over 1,000 federal proposals tied to more than $1 billion in contract wins. She also founded GovCon Queens, a community for women in government contracting. Key Takeaways Natasha says agility in small business GovCon means being able to pivot fast, but it still needs guardrails around what you will and will not chase. Natasha says a no is just as important as a yes, and that keeping your five-year why in front of you cuts down on reactive bidding. Natasha and Dr. Robin Desmore both say you can do everything right on a pursuit and still lose, so be kind to yourself and keep the business alive while you pivot. Natasha tells the story of a client who teamed with an incumbent after a contract switched to a small business, a move she says led to a $58 million award. Her closing warning is to vet the consultants who promise you a win the same way you vet your partners. Natasha Velez said, “We vet our partners, but do we vet our consultants? Watch who you listen to.” Natasha Velez said, “No one ever talks about the win. The win that kills you.” Timestamps 00:00 Welcome and the Small, Fast, and on the Rocks premise 01:23 What We’re Drinking 02:00 Where small GovCons beat the large primes 05:30 Agility, risk, and the go or no go decision 07:16 Shiny objects, guardrails, and your top three agencies 10:18 When deep capture still loses 13:00 Doing everything right and still missing the win 17:06 A success story: the contract that switched to a small business 22:16 Teaming with other small businesses and supplier diversity 25:32 Watch who you listen to: vetting your consultants 29:38 Hold on to your people 31:05 Wrap up and the November 5 gala Connect with Natasha Velez LinkedIn: https://www.linkedin.com/in/natasha-velez35/ (https://www.linkedin.com/in/natasha-velez35/)NVS Strategic Solutions: https://nvsstrategicsolutions.com/ (https://nvsstrategicsolutions.com/)GovCon Queens: https://www.govconqueens.com/ (https://www.govconqueens.com/)

2. 

   3 Aug 2026

   Straight No Chaser: Mark Amtower on GovCon Marketing

   Four decades of candor on relationships, LinkedIn, and why most GovCon marketing budgets go to waste Every host of GovCon After Hours will tell you the same thing eventually. This industry runs on relationships, not RFPs. Mark Amtower has been proving that point since 1985, and four decades in, he still refuses to sugarcoat it. For small business owners trying to break into federal contracting, the gap between what marketing companies promise and what the government market actually rewards can be the difference between growing steadily and burning through a year of runway for nothing. This conversation is a plain spoken map of GovCon marketing done right, from a guest who has watched it play out for more than a thousand clients. Mark Amtower is the Managing Partner of Amtower and Company, a GovCon marketing consultancy he has run since 1985. He has advised companies ranging from Dell and Northrop Grumman to small businesses entering the market for the first time, authored several books including Selling to the Government and Findable, delivered more than five hundred public presentations, and hosts Amtower Off Center on Federal News Network. He pioneered LinkedIn training for government contractors back in 2009 and has since coached more than one hundred fifty companies on building real presence there. Crain's BtoB Marketing magazine named him a Top 100 BtoB Marketer, and GovMarkU gave him its Lifetime Achievement Award for Excellence in Government Marketing in 2018. Key Takeaways Success in government contracting is relationship driven, and companies that skip building real relationships rarely last more than a year. Chasing every event and every AI powered bid tool wastes GovCon marketing dollars that could go toward mastering one clear niche. LinkedIn remains the most underused relationship building tool in GovCon, and consistency there pays off in ways a single event never will. Differentiation has to speak to a specific government niche, not to investors or Silicon Valley, or a company simply will not be findable. Winning takes years, not months, and the small businesses who last are the ones who treat growth as a slow, intentional build rather than a quick win. Mark Amtower said, "If you're that easily discouraged, this is not the market for you." Mark Amtower said, "If you haven't clearly enunciated who you are and what you do, you're not findable anyway." Timestamps 00:00 Welcome and introduction 00:41 What We're Drinking 01:35 The most misunderstood mechanics of GovCon 04:02 Where companies waste time chasing bids and AI hype 05:47 Why picking the right events is harder than it looks 07:18 What separates growing companies from struggling ones 11:05 Relationships, LinkedIn, and playing the long game 15:40 Advice for the next generation of GovCon CEOs 23:56 Differentiation, findability, and the dark funnel 30:35 Conferences, ROI, and knowing when to walk away 38:26 Closing thoughts Connect with Mark Amtower LinkedIn: https://www.linkedin.com/in/markamtower/ Website: https://markamtower.net/

3. 

   19 Feb 2026

   Grit on the Rocks: Sarcasm, set-asides, and surviving the new era of GovCon

   In this powerful episode of GovCon After Hours, hosts Dr. Robin Desmore and Caitlin Ruiz sit down with Colonel (Retired) Irene V. Glaeser, CEO of Spahr LLC, an SBA certified SDVOSB and WOSB small business. Irene brings 31 years of military service as a Military Police Officer, federal leadership experience, and hard-won entrepreneurship wisdom to discuss what it really takes to survive and thrive as a veteran and woman-owned business in today's complex federal contracting environment. Key Takeaways Grit, Resilience & The Three Ps Leadership Through Crisis The Reality of Set-Asides Community Over Competition Barriers for Emerging Small Businesses Timestamped Chapters 00:00:00 - Welcome & Introduction 00:03:15 - What We're Drinking 00:08:42 - Disruption Isn't New 00:14:20 - The Three Ps: Pivoting, Perseverance & Pinot Grigio 00:19:56 - The Fork in the Road 00:26:33 - The Human Cost of DOGE 00:33:18 - Humor as Leadership Strategy 00:42:30 - The Politics Pause 00:51:12 - Set-Asides: Leverage or Liability? 00:58:29 - Cultural Lessons from Kuwait 01:06:45 - What's Not Being Talked About What Veteran & Women-Owned Founders Face vs. What They're Told The Reality We Face DOGE cuts decimating contracts overnight Employees with families to support being laid off CMMC, FAR Part 2, and compliance costs piling up simultaneously Zero past performance but expected to compete with established firms Absorbing pressure from every direction as leaders Being told "don't rest on your categories" while needing every advantage What We're Told to Do "Just pivot to commercial" "Don't rely on your socioeconomic categories" "Get DCAA compliant, hire HR, get CMMC certified" "Join a team" (but have no past performance to offer) "Stay positive and keep networking" "It's not because you're a woman" Guest Information Colonel (Retired) Irene V. Glaeser CEO of Spahr LLC, an SBA certified SDVOSB and WOSB small business delivering IT services including cyber strategy, software enterprise solutions, and cloud migration to DOD and federal customers. Irene served 31 years in the U.S. Army as a Military Police Officer in Cold War Germany, Iraq, and Afghanistan. After military retirement, she held federal leadership roles at the DOD Office of Inspector General and U.S. AbilityOne Commission. She holds degrees from George Mason University, Webster University, and the U.S. Army War College. She serves on the Board of Directors for the National Veteran Small Business Coalition and recently authored "Choose Your Battles," chronicling her journey as a woman in the armed forces. LinkedIn: https://www.linkedin.com/in/irenevglaeser/ (https://www.linkedin.com/in/irenevglaeser/) Website: https://www.SpahrLLC.com (https://www.spahrllc.com) Book: "Choose Your Battles" by Irene V. Glaeser Call to Action Connect With Your Tribe Help Other Small Businesses Use Humor as a Survival Tool Don't Rest on Categories Alone Shore Up Your Resources Stay in the Fight

4. 

   29 Sept 2025

   The GovCon Martini: 1 Part Access, 2 Parts Timing, Served with a Twist of Power

   Welcome to GovCon After Hours. In this episode, hosts Caitlin Ruiz and Dr. Robin Desmore engage in a meaningful discussion on government contracting. Joining them is Cherylyn Harley LeBon, co-chair of the Government Contracting group at Cohen Seglias, bringing over 25 years of expertise in legal, government, and strategic advisory services for small business contractors. Together, they explore the critical factors that determine success in GovCon. Cherylyn highlights the importance of timing and strategic intelligence, identifies common mistakes small businesses encounter in long-term growth planning and acquisition preparation, and offers actionable advice. The conversation covers building robust company foundations, managing complex transactions, selecting appropriate legal partners, and leveraging the federal budget for business expansion. The episode also addresses significant challenges, including the upcoming FAR rewrite and its implications for small businesses, as well as the complexities of mergers and acquisitions. For a straightforward and insightful perspective on navigating the government contracting landscape, join us for this enlightening episode of GovCon After Hours. Chapters: 00:00 - Introduction 00:09 - "Govcon Expert and Advocate" 05:02 - Defining Client Business Goals 07:19 - GovCon Strategy: Follow the Budget 13:03 - "Preparing Small Businesses for Acquisition" 17:05 - Valuation Expertise in Professional Services 19:13 - Valuing Unique Business Ventures 23:20 - "Follow the Plan, Not Feelings" 27:36 - Strategic Business Planning for Profitability 31:02 - Navigating New Opportunities 34:08 - "CMMC Impact on Small Businesses" 36:16 - Confidential Legislative Rewrite Concerns 39:23 - Outro Quotes: "Build and scale your business—the path is clear and success awaits."- Cherylyn Harley LeBon "Trust your plan over your feelings. That's how you win in GovCon."- Caitlin Ruiz "Resilience lets you pivot, survive, and emerge stronger from any storm."- Dr. Robin Desmore Key Takeaways: Timing is Tied to Intel—Stop Throwing Darts Start With a Goal—Not Just a Plan Deviating from the Plan? Get Back On Track Fast Invest, Reinvest, and Find Real Strategic Partners Follow the Money—Budgets Leave Clues Legal Problems? Be Proactive, Not Reactive Thinking About Selling Your Business? Clean House NOW Valuation is a Science—Find the Right Experts Emotional Intelligence—Check Your Feelings at the Door The FAR Rewrite: Advocate, Don’t Stay Silent Connect with the Guest Mrs. Cherylyn Harley LeBon, LinkedIn: https://www.linkedin.com/in/cherylyn-harley-lebon/ (https://www.linkedin.com/in/cherylyn-harley-lebon/) Connect with the Hosts Caitlin Ruiz LinkedIn: https://www.linkedin.com/in/caitlin-ruiz-m-s-cir-65a8962b/ (https://www.linkedin.com/in/caitlin-ruiz-m-s-cir-65a8962b/) Robin Desmore LinkedIn: https://www.linkedin.com/in/robindesmore/ (https://www.linkedin.com/in/robindesmore/) Call To Action: Listen or watch more episodes on our other platforms Spotify: https://open.spotify.com/user/31jlhc2mmefwdlnf7il4inxlzgue?si=d12f5108888f4dbd (https://open.spotify.com/user/31jlhc2mmefwdlnf7il4inxlzgue?si=d12f5108888f4dbd) LinkedIn: https://www.linkedin.com/company/govcon-after-hours-podcast/ (https://www.linkedin.com/company/govcon-after-hours-podcast/) YouTube: <a href="https://www.youtube.com/@GovConAfterHours"...

5. 

   12 Jan 2025

   Behind the Bar: Mixing ROI-Driven Investments for GovCon

   Caitlin Ruiz and Robin Desmore discuss ROI-driven investments in government contracting with Lisa Shaye Mundt, co-founder of The Pulse of GovCon, highlighting the importance of strong industry relationships and optimizing investments for maximum return.

6. 

   7 Oct 2024

   AI Happy Hour: Taking Shots at AI in GovCon

   Welcome to another episode of Govcon! Host Caitlin Ruiz and Dr. Robin Desmore explore AI Discussing compliance, innovation, and the challenging nature of AI in the industry. They touch on executive orders, Responsible AI Toolkits, and Avangard's evolving policies, highlighting AI's impact on processes, biases, and decision-making. From AI-generated resumes to the importance of clean data, human oversight, and industry dialogue, the conversation uncovers the nuances of AI in GovCon. Dive into the world of AI with valuable insights and perspectives in this engaging episode Connect with Dr. Robin Desmore: https://www.linkedin.com/in/robindesmore/ (https://www.linkedin.com/in/robindesmore/) Episode Timestamps: 00:00 - Intro 03:28 - AI: Impact on Knowledge and Efficiency 05:34 - Avangard's AI Policy and Client Focus 06:32 - AI Conversations Amid Regulation Gaps 11:34 - Setting AI Standards: Human Responsibility 14:33 - Companies and Data Analytics Models 16:14 - Oral Presentations in Proposal Processes 20:07 - Operating Systems, Browsers, and AI Model 23:17 - User Engagement in AI Integration 27:59 - Secrecy for Competitive Advantage 29:35 - Outro Quotes of the Episode "Learn from others who share insights and guide deeper exploration based on their experiences."-Dr. Robin Desmore "In AI, secrecy is crucial. Sharing details can fuel competition or hinder innovation, based on the approach." -Dr. Robin Desmore

7. 

   17 Sept 2024

   Stacey Piper Defines Marketing

   Welcome back to another episode of GovCon, Today, we'll discuss effective marketing techniques for reaching and educating target audiences, especially in new markets. Stacey will emphasize the importance of showcasing your company's capabilities and the necessity of nurturing relationships for ongoing success. We'll also explore pilot programs, thought leadership, and account-based marketing. Plus, we'll enjoy some lighter moments discussing our Mini Cooper adventures and pet anecdotes, underscoring the value of genuine professional relationships. Tune in for actionable tips and stories that help navigate the complexities of the GovCon world with expert Stacey Piper. Connect with Stacey Piper: (https://www.linkedin.com/in/teresa-moon-060b9611b/)https://www.linkedin.com/in/staceypiper/ (https://www.linkedin.com/in/staceypiper/) Episode Timestamps: 00:00 - Intro 05:41 - Marketing's Impact on Small Business Expansion 07:51 - Using Marketing and Demos to Attract Prospects 12:25 - Leveraging Thought Leadership to Showcase Expertise 14:12 - Evaluating Different Outreach Strategies for Recruitment 20:05 - Discussing Typical Budgets and Cost Assessments for Projects 23:23 - When People Turn to Me: Website Troubleshooting 25:51 - The Rapid Response Advantage of Non-Traditional Marketing Agencies 29:27 - Enhancing Retention through a Strong Talent Brand 31:50 - The Full Circle Effect: From Clients to Candidates and Back 33:51 - Closing Remarks and Gratitude with Stacy 34:09 - Outro Quote of the Episode "Use marketing to reach your audience when entering new areas without connections—it helps build new partnerships."-Stacey Piper "Keep the train on the tracks—focus on what you know, deliver your best, and let the results speak before we discuss further." -Stacey Piper Powered by: Heartcast Media http://www.heartcastmedia.com (http://www.heartcastmedia.com)

8. 

   5 Sept 2024

   Drinks On Us

   Welcome to "GovCon After Hours," the podcast where we explore the world of government contracting over drinks. Hosted by Caitlin Ruiz, a GovCon recruiting specialist, and Dr. Robin Desmore, an expert in contracts and compliance, we aim to share real stories and insights in a casual, after-hours style. In this episode, we introduce ourselves and our vision of building a knowledge-sharing community that challenges the status quo in GovCon. Each episode will feature guests from the industry discussing topics from business challenges to innovative technologies like AI. Join us for an engaging conversation and insider stories from the GovCon sector. Cheers to demystifying government contracting together! Connect with Dr. Robin Desmore: (https://www.linkedin.com/in/teresa-moon-060b9611b/)https://www.linkedin.com/in/robindesmore/ (https://www.linkedin.com/in/robindesmore/) Website: (https://parabilis.com/)https://avantgardeconceptsllc.com/ (https://avantgardeconceptsllc.com/) Episode Timestamps: 00:00 - Introduction 00:27 - Key Success Factors: Functionality and Collaboration 03:32 - Unraveling Complexities Through Casual Talks 04:25 - Candid Networking After Hours 05:11 - Uncovering Surprising Insights Across Networks 06:53 - Addressing Hidden Worries in Our Field" 09:01- Exploring the Industry's Unique Aspects 11:42 - Outro Quote of the Episode: "We've learned that after hours, when we shed our outer layers, we open up about our true selves and realize many others share similar experiences." — Dr. Robin Desmore "Let’s talk about the things only a few discuss but everyone should. Let’s not just keep up; let’s get ahead." — Dr. Robin Desmore Powered by: Heartcast Media,http://www.heartcastmedia.com (http://www.heartcastmedia.com)

9. 

   5 Sept 2024

   Small Business Funding in Government Contract

   Welcome to the first episode of "GovCon After Hours." I'm Caitlin Ruiz, joined by Dr. Robin Desmore. Our guest today is Teresa Moon, Director of Business Development and Marketing at Parabilis, renowned for her expertise in securing GovCon contracts for cybersecurity firms. This session focuses on Small Business Funding in Government Contracts. Teresa will discuss strategies for securing solid funding and navigating the challenges in the federal marketplace. We'll explore how Parabilis supports GovCon businesses, bridging the gap between traditional banks and invoice factoring. We'll also cover essential financial readiness components, such as past performance, documentation, pricing strategies, and understanding cash flow versus profitability. Teresa will share insights on compliance, outsourcing benefits, and the impact of certifications like 8a. Join us for a deep dive into the critical aspects of funding and financial management in GovCon, packed with actionable advice for thriving in this competitive sector. Connect with Teresa Moon: (https://www.linkedin.com/in/stedjamulia/)https://www.linkedin.com/in/teresa-moon-060b9611b/ (https://www.linkedin.com/in/teresa-moon-060b9611b/) Website: https://parabilis.com/ (https://parabilis.com/) Episode Timestamps: 00:00 - Intro 00:38 - Mastering Contract Acquisition via Strategic Networking 03:42 - Keynote on Financial Advocacy and Strategic :34 - How Federal Regulations Influence Business Growth 11:49 - The Importance of Audits and Pricing in Business Success 13:29 - Addressing Financial Strain from Payment Delays 17:05 - Effective Sales Techniques: Identifying Needs Without Pushing 21:03 - The Role of Financial Documentation in Performance Evaluation 24:21 - Leveraging Peer Advice for Better Decision-Making 29:58 - The Importance of Accessible Funding for Business Viability 32:07 - The Impact of Education and Communication on Financial Health Quote of the Episode: "Securing funding in a crisis invites predatory lending. Always better to have a strategy before the fire starts." — Teresa Moon "Cutting corners on expert help can lead to higher costs later. Invest in a strong team from the beginning to avoid expensive mistakes." — Teresa Moon Powered by: Heartcast Media,http://www.heartcastmedia.com (http://www.heartcastmedia.com)

Reach and audience

Public platform figures. Ratings count people who left a rating, not total listeners.

Spotify

5.0 / 5

1 ratings

Podcast Authority Score: 22 / 100

A composite of feed quality, social presence, YouTube performance and engagement. Read the methodology.

Quality

31

Social presence

0

YouTube

0

Engagement

32

Contact GovCon After Hours

Guest appearances

Books guests

Based on episode analysis; this does not confirm that the show is currently accepting guests.