first steps toward government work
registration, grants and habits that keep the door open.
defense and public-sector founders tend to ask the same opening questions, and the first answers are mostly administrative.
register on SAM.gov and get a CAGE code early. both take time, and both are needed before a contract or grant can be awarded. if research grants fit the work, SBIR and STTR programs are a common starting point, and the application is worth preparing carefully.
expect customers in this space to care about where and how the product is made. supply chains, component sources and the ability to adapt a product for a particular country can matter as much as performance.
habits matter too. sound information security from the start, and care about what is said in public about sensitive capabilities, protect a team’s chances with the agencies it hopes to work with.
none of this is difficult. it is paperwork, and paperwork is easier done early than in a rush when an opportunity appears.