Today, Tyler is joined by goTenna's VP of Strategic Programs and Partnerships, Mike Bergen. goTenna is the world's leading mobile mesh networking company and provider of off-grid connectivity, so Mike knows a thing or two about what it takes to sustain success. In this episode, Mike and Tyler share what they have determined to be the ‘cheat codes’ for securing government contracts. If you’re looking to be one of the few that actually thrive beyond that first SBIR (Small Business Innovation Research), this is the episode for you.
What’s Happening on the Second Front:
- Don’t celebrate too soon: how to maintain the velocity of the first transaction
- The often overlooked value of a strong contracting office
- Discerning qualified consultants in a crowded landscape
- The philosophical and organizational structuring of partner models that drive value
- Saved Rounds: Why data structuring needs to be the army’s top priority
In today’s segment of Saved Rounds, Enrique and Tyler discuss why the army needs to make data structuring priority number one.
This show is produced by Soulfire Productions
Top Relevant Quotes:
"If you’re a commercial company and want to increase demand, serve the underserved customers that most silicon valley companies don’t want to work with. Go to them and listen to their problems, take a commercial solution and tweak it to fit their needs. Then you’ll start getting access to what the requirements to work with them are."
Mike - 5:52
“When hiring, I focus on energy, not experience. Experience is a dime a dozen—I want people who have the energy to knock down a wall, even if they have to smash their head into it a couple hundred times before it breaks.”
Mike - 9:03
“You can’t expect a customer to change the way they act because of you and your way of thinking. If you’re not going to have the wherewithal, and are just shrieking in the corner, I don’t think you should be in growth or sales.”
Tyler - 10:27
“Partnerships are just like any other relationship. You have to focus on it, water it, grow it and if you have too many of them, you probably won’t get anything done.”
Mike - 28:31