In federal contracting, timing is everything. When programs stall and priorities shift, waiting for the next opportunity can feel like staring at a locked door. The truth is, many teams aren’t stuck because of a lack of skill or effort. They’re stuck because the game board has changed, and no one has handed out new rules.
That’s the heart of the conversation in Episode 22 of The Optimize Podcast, where Amber Kodish, a seasoned expert in government contracting, joins Jeff Shapiro to talk about how to stay on track when the work shifts.
Know When to Pivot and Where to Look
Staying the course isn’t always a strategy. When reliable agencies hit budget limits or shift focus, staying too long can drain BD and delivery resources with no payoff.
Amber cuts to the chase:
“I think there are a lot of companies that are hoping that things get back to how they were. That maybe an agency reenergizes their work or that a program comes back online. But the reality is, some things won’t come back. And you’ve got to find a new way.”
The goal is not to enter new markets blindly, but to know your strengths, solve real problems, and target agencies investing in those solutions. Right now, that often means turning toward high-priority, well-funded organizations like the Department of Defense or Homeland Security. Smaller agencies, like those in refugee resettlement or public health, can be great opportunities for contractors with the right solution.
The mistake some teams make? They wait for an RFP to drop in their sweet spot. Smart contractors anticipate where the funding is headed and align ahead of it.
RFIs and Micro-Buys Aren’t Just Tactics. They’re Strategy.
It’s easy to chase the big RFPs. That’s where the visibility is, the volume, the perceived payoff. But that approach leaves a gap, one Amber sees too often.
“If you’ve never worked with an agency before and they have an RFI open, answer it. It doesn’t matter if you think you’re going to win the work or not. It’s not about winning. It’s about getting in the room.”
RFIs and small buys under $10K often show an agency is exploring ideas before starting full procurement. That’s your chance to show value, prove fit, and build relationships with low risk.
Agencies increasingly want to test vendors through proofs of concept or limited-scope work before going all in. Treat RFIs and small contracts as real BD opportunities, not just admin tasks, and you’ll shape how agencies see your value. This happens long before you become one of ten names in a competitive field.
If the work you’re chasing keeps slipping out of reach, you might be joining the conversation too late.
The State-Level Surge Is More Than a Temporary Shift
Federal programs aren’t disappearing, they’re diffusing. State and local governments are getting more responsibility along with more funding and control.
“There’s a huge shift of work from the federal level down to the state and local level. And if you're not paying attention to that, you're going to miss it.”
The pivot to state-level work isn’t a fallback. In many cases, it’s a competitive advantage. States like Texas, Florida, and North Carolina aren’t just tech-forward, they’re budget-forward. Contract vehicles like Texas DIR and North Carolina’s 204X offer clear growth opportunities, particularly for small to mid-sized firms excluded from federal competitions.
If your business focuses on federal work, shifting your messaging or compliance for states can feel overwhelming. But the structural differences are often less dramatic than expected. What matters more is demonstrating local relevance, responsiveness, and understanding of state-level mission drivers.
In other words, if your pitch is still D.C.-centric, you may be overlooking a broader market that’s actively looking for help.
Leadership Isn’t Optional When the Ground Is Shifting
When markets change, internal uncertainty isn’t far behind. For many teams, the real question isn’t just “where’s the work?”, it’s “what are we supposed to do now?”
Amber addresses that tension directly:
“If your team doesn’t know why they’re doing what they’re doing, or they don’t hear from leadership, they’ll fill the silence themselves. And usually not in a helpful way.”
That silence becomes a breeding ground for doubt. Leaders should admit what’s unclear, explain decisions, and communicate regularly, even when the news isn’t great.
This isn’t just a morale issue. It’s a performance one. Teams with clarity move faster. They position better. And they recover from setbacks more quickly. Leadership now isn’t about having all the answers; it’s about guiding, listening, and handling uncertainty well.
And for external stakeholders, agency contacts, teaming partners, even competitors, that kind of leadership is magnetic. It signals that your firm is stable, focused, and adaptable. In uncertain markets, that’s exactly what buyers want to see.
Know the Map, But Watch the Terrain
Everything is moving. Work is moving between government levels, RFPs are slowing, RFIs are rising, and teams are navigating without clear guidance. But maybe that’s not the crisis, it’s the pattern.
This episode of The Optimize Podcast doesn’t promise a silver bullet. It offers something better, a smart talk between two pros who know what works when the rules suddenly shift.
Amber Kodish reminds us that “where the work is” changes over time, while Jeff Shapiro highlights the operational questions GovCon teams face daily.
Hear the full conversation and start planning smarter:
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