If you work in GovCon today, you’ve likely seen contracts delayed, cancelled, or re-routed with little warning. The pace of change is accelerating. One week, you’re chasing a $50 billion vehicle like MAPS. The next, it’s on hold, and opportunities shift to GSA. At the same time, AI is reshaping how proposals are written and reviewed, while traditional roles are shifting.
In a recent Optimize Podcast episode, Jeff Shapiro spoke with Allison Ritz, VisibleThread’s Director of Product Marketing. They unpacked these changes and shared how teams can adapt without burning out.
When Big Contracts Stall, Small Strategies Matter
MAPS was designed as a $50 billion program to consolidate major Army professional services contracts. It’s now paused indefinitely. For companies that built their pipeline around it, the impact is severe.
“Everyone built their proposals, they were in the process, and now it’s just dead air. For many, that was 12 to 18 months of effort.”
MAPS is high-profile, but it’s not unique. More contracts are shifting to GSA schedules or opening to all bidders. For smaller firms, that raises tough questions. Do you pursue fewer, riskier prime bids, or rethink how you position yourself?
Smart teams are leaning on subcontracting, early teaming, and relationship-building to stay in the game.
AI Can Help But Only If You Do the Thinking
Proposal teams face growing pressure to deliver faster, cleaner responses with fewer resources. AI can help, but only when used strategically.
“AI is great for getting you to 60 or 70 percent fast. But if you’re using it to write an entire proposal, you’re probably going to miss the mark with evaluators.”
Large Language Models like ChatGPT and Claude can accelerate first drafts, check compliance, and match tone if you give clear prompts. But they can’t replace human judgment, mission understanding, or agency nuance.
If AI produces a vague claim in Section C, evaluators will see through it. The lesson: use AI to save time, not skip the thinking.
Subcontracting is Now a Power Move
Many midsize firms still see subcontracting as a consolation prize. In today’s market, it’s often the smartest way to keep revenue flowing and your name in front of decision-makers.
“We’re seeing smart firms build real momentum by being a great partner, not just waiting for a prime seat. That’s a shift in the game.”
With more contracts merging or opening broadly, teaming is essential. Whether you bring a niche skill or deep agency knowledge, stay flexible about your role. It can keep your pipeline strong and position you for future prime work.
Stay Human, Stay Strategic
Leaders are rewriting GovCon. Teams are changing tools and shifting strategies. But the fundamentals remain: relationships, clarity, and demonstrable value still win.
Whether pursuing contracts, using AI, or growing partners, focus your effort where it matters most. The right move now can set you up for the next wave of change.
This conversation with Allison Ritz won’t give you a checklist. It will give you perspective and right now, that might be more valuable.
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