Podcast Series. Episode: Government Contracting in Crisis

Survive & Thrive: Government Contracting in Crisis Survive Now, Win Later

In this episode of the Survive & Thrive series on the Quality Hub podcast, host Xavier Francis is joined by Scott Dawson, President of Core Business Solutions, and Michael LeJeune, host of the Game Changers for Government Contractors podcast, to explore how small businesses can navigate the evolving landscape of government contracting during times of crisis. The conversation covers market volatility, the importance of diversification, rising use of GSA schedules, and the implications of CMMC compliance. Michael shares actionable strategies for businesses in distress, outlines three contractor mindsets, and underscores the critical role of relationships and proactive pipeline development in weathering market shifts. With a blend of humor, optimism, and seasoned advice, this episode equips listeners with the clarity and tools needed to survive now—and win later. 

Summary: Survive & Thrive– Government Contracting in Crisis Survive Now, Win Later

Host: Xavier Francis

Guests: Scott Dawson, President of Core Business Solutions, and Michael LeJeune, host of the Game Changers for Government Contractors podcast

This episode features Michael LeJeune, a seasoned expert in government contracting and host of the Game Changers for Government Contractors podcast, along with Scott Dawson, President of Core Business Solutions. Together with host Xavier Francis, they unpack the current state of government contracting in the face of market instability and shifting policies.

Despite fears of a contracting downturn, Michael’s overarching message is optimistic: “It’s all going to be okay.” The episode focuses on how small businesses can weather current disruptions, with practical advice on pivoting, diversifying, and preparing for future success.

Key Takeaways

1. The Market Isn’t Dead – It’s Just Changing

The U.S. government contracting market is still flush with money, but where and how it is spent is shifting.

Budget allocations from previous administrations are still in play, and changes will accelerate by October 2025.

Contractors who were too reliant on a single agency or niche (e.g., DEI-related work) were hit hardest.

2. Three Government Contractor Mindsets

Michael outlines three types of contractors:

Group 1: Thrivers – Diversified, nimble, proactive. These businesses continue growing regardless of market disruption.

Group 2: Strugglers – Constantly complain and fail to adapt; often stagnant regardless of the environment.

Group 3: Overexposed – Had a strong dependency on one agency or strategy and are now scrambling to adapt.

Only Group 1 is likely to succeed long term unless Groups 2 and 3 pivot rapidly.

3. Practical Strategies to Pivot and Survive

For businesses hit hard by changes:

Use SAM.gov data to find agencies still buying what you sell.

Evaluate acquisition methods, including GSA, simplified acquisition, and purchase cards.

Shift offerings to align with what’s in demand, or explore commercial markets if government spending in your niche dries up.

4. GSA Schedules: Get In or Get Left Out

The government is moving heavily toward GSA schedules to streamline procurement.

Expect processing delays due to a surge in applications, but early movers gain an advantage.

GSA is becoming the “ticket to the game” — without it, contractors may be excluded.

Note: GSA success still requires marketing; it’s not a “list it and they will buy” scenario.

5. CMMC is Coming — Ready or Not

CMMC (Cybersecurity Maturity Model Certification) is becoming mandatory, with potential legal challenges looming.

Even small businesses like janitorial firms may handle sensitive data unknowingly.

Action required: Get compliant or hire legal help — ignoring it is not an option.

6. Stop the Negativity, Start the Pipeline

The #1 killer of momentum is negative media consumption. Michael recommends purging your social feeds.

Rebuild by:

• Reconnecting with contracting officers
• Exploring new NAICS codes
• Rebuilding a pipeline (as one client did, going from $0 to $60M in 90 days)

 7. Q4 and Beyond: The Time to Act is Now

Q4 spending surge is expected (possibly 30% of the total budget).

Q1 & Q2 of FY26 may see unusual upticks due to prior delays and stopgaps.

Start outreach and strategy planning now to avoid being caught off guard.

8. Relationships Are the Game Changer

The most important growth activity: Build relationships (100+, not just a few).

Use your CRM to nurture consistent, multichannel engagement (email, social, calls).

Remember: It takes 27+ touches for your brand to be remembered.

Final Tips from Michael LeJeune

Don’t rely on one revenue stream or agency.

Take time now to prepare your compliance, certifications, and schedule position.

Keep pushing, even in the quiet months — those who prepare now will thrive later. M. LeJeune

The Quality Hub podcast is where we chat with ISO experts about “all things Quality.” Our goal is to share the knowledge we’ve gained by working with ISO 9001 Quality Management Systems, ISO standards, and other business best practices with our podcast listeners. We want you to be encouraged by our education and experiences. Visit the ISO 9001 Podcast page to learn more and listen to more podcasts.

If you are interested in ISO 9001 Quality Management Standard Certfication, visit our ISO 9001 page to learn more.  If you are seeking help in implementing ISO 9001 or another standard, just reach out for a free quote for Core Business Solutions’ consulting services.