What if the fastest way to grow in GovCon is not more solo wins, but smarter partnerships?
In this episode of Spilling the Tea on GovCon, Teresa Moon sits down with Ashley D., CEO of Duwel Dev, and Natasha Velez, CEO of NVS Strategic Solutions, co-hosts of the GovConHacks, to unpack how teaming, mentoring, and disciplined partnership practices keep small contractors competitive and sustainable. They share real client wins, practical rules for vetting partners, and steps you can take today to keep your pipeline full and your delivery reliable.
Here’s a quick rundown:
Ashley and Natasha make a clear case: government buyers are consolidating requirements and favoring contractors that demonstrate capacity, reliability, and complementary capability. For small businesses, that means teaming isn’t optional but strategic. They describe how teaming transformed capture efforts into seven wins in one quarter, why a 75/25 pipeline split (75% subcontracting, 25% priming) is a practical growth model, and how the right partners also become day-to-day collaborators who help you weather slow periods and operational surprises.
- Build a purposeful teaming stable: Don’t assemble partners ad hoc; be intentional and strategic about who you work with.
- Adopt a 75/25 pipeline mix: Focus roughly 75% of your pipeline on subcontracting and 25% on prime pursuits to balance growth and risk.
- Lead with value: Come to potential partners with solutions and capacity, not requests for help.
- Protect yourself contractually: Redline NDAs and teaming agreements, clarify payment terms, roles, and points of contact.
- Set boundaries early: Watch for “bait and switch” behavior and ensure clear expectations for deliverables and ownership.
- Use partners to scale smartly: Subcontract strategically to reduce cost-per-sale and expand past performance.
- Seek guidance and mentorship: Lean on experienced mentors and ecosystem connections to avoid costly missteps.
Bottom line: Winning in GovCon is as much about who you bring to the table as how you pitch. The right partnerships turn risky wins into sustainable growth.
Listen to the full conversation here: https://youtu.be/1akbsz8UJf4