For some leaders, compliance is a checklist. For others, it’s a burden. For Donna Huneycutt, it was the backbone of an 18-year GovCon journey. She grew WWC Global from a military-spouse–run small business into a multi-hundred-employee firm. That journey ended with a successful acquisition.
Her story is a blueprint for building the right way. It shows how compliance and credibility can drive growth and increase value.
On The Optimize Podcast, Donna joins Jeff Shapiro to share what it takes to grow a GovCon company without cutting corners. They discuss why credibility matters most. They explain how strategic foresight can turn 8(a) graduation into an opportunity, not a cliff.
Compliance That Pays Off
In government contracting, compliance is often seen as a tax on time. Many leaders only think about it when something goes wrong. Donna refused to treat it as a burden.
For her, compliance was not a back-office task. It was a company-wide discipline baked into daily operations. Every process, whether payroll, invoicing, or security, was designed to meet the highest possible standard.
“We never had a single audit finding in 18 years. That’s not because we were perfect, it’s because we made compliance part of our culture from day one.”
That decision paid off in multiple ways. It kept WWC audit-ready at all times. It also gave contracting officers confidence that promises on paper would hold true in practice.
When acquisition talks began, clean records became a powerful selling point. They increased the company’s value and reduced the buyer’s perceived risk. Compliance didn’t just protect WWC. It built trust and opened doors for growth.
Credibility: The Real Performance Metric
Numbers matter in GovCon, CPARS scores, win rates, and awarded dollars all track success. But Donna argued those are byproducts, not the foundation. She put credibility at the center.
“Credibility is what gets you the next task order. It’s what gets you invited back to the table. Without it, nothing else lasts.”
Credibility comes from consistent delivery. Meet deadlines. Keep promises. Address issues openly before they escalate. Over time, this creates a reputation evaluators trust.
In proposals, credibility changes how evaluators read your submission. If they trust your record, they’ll take your claims seriously. In delivery, credibility strengthens relationships, making future wins more likely.
The GovCon market is small. Word spreads fast. Firms known for delivering get invited back. Those that overpromise fade quickly. Protecting credibility isn’t optional; it’s a survival strategy.
Planning Your Exit Before You Need One
In GovCon, every growth stage brings a turning point. 8(a) graduation, NAICS changes, or new competition can shift your entire trajectory. Too many leaders react when it’s too late. Donna planned years ahead.
She treated exit planning like business development. She researched potential buyers early. She considered how each might treat her people and her clients.
“We didn’t want to sell to the highest bidder. We wanted to sell to someone who would take care of our people and our clients.”
That early preparation meant she could choose from strong offers. It allowed her to negotiate from a position of strength, not desperation.
Even if you have no intention of selling now, planning preserves your options. Strong contracts, clean compliance records, and a stable client base make you attractive, whether to buyers, partners, or investors.
As Jeff Shapiro put it:
“In GovCon, your reputation is the compound interest on everything you do. If you protect it, it pays you back over and over again.”
The lesson? Treat your future like a contract. Position for it, document it, and make it easy for others to say yes.
Why This Matters for Every GovCon Team
Even if you’re not building toward a sale, Donna’s principles still apply:
- Treat compliance as a strategic asset, not an afterthought.
- Build credibility into every interaction, from capture to closeout.
- Think beyond the next re-compete, your future stability depends on it.
Enjoyed the Episode?
If you found it helpful, consider leaving a quick rating or review on your preferred podcast platform. It helps others in the GovCon community discover and benefit from these conversations.
