Amtower Off-Center

Federal News Network | Hubbard Radio

Hosted by nationally-known speaker and consultant Mark Amtower, Amtower Off-Center highlights the good, the bad, the ugly and the just plain silly of doing business in the government market. Every week experts join Mark for a lively discussion of current issues facing the government contractor community.

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Monday · 43 min
Mergers & acquisitions in GovCon
This week on Amtower Off Center, host Mark Amtower is joined by Sharon Heaton, founder and CEO of SB LiftOff, an M&A firm specializing in small government contractors ($10M-$100M). Topics include: A brief discussion of Sharon's book: "Lift Off: 12 Things to Know Before Selling Your Business" A deep dive into the proposed SBA size standards Elements of a successful transaction Is your company really sellable? Owner expectations on valuation See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.
September 4 · 41 min
Harnessing the power of AI
This week on Amtower Off Center, host Mark Amtower is joined by Brenda Crist of Lohfeld Consulting to discuss the new Lohfeld "Insight" book: From Prompts to Proposals: An AI Maturity Model. Topics include: What AI can do vs what humans should do Tactical ways to apply AI in proposal development Using AI to improve win strategy Security guardrails Where the greatest ROI from AI comes from See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.
July 16 · 45 min
Learning how to sell to the federal government
This week on Amtower Off Center, host Mark Amtower is joined by Neil McDonnell, founder and president of the GovCon Chamber of Commerce, a small contractor SME and advisor. Topics addressed include: Why subcontracting should precede prime contracting for small contractors until they reach a certain income level The value of strategic relationships in GovCon Why Neil only works Fed, not SLED, and why he encourages newbies and small contractors to focus on a single point of entry (office or operating division) The value of LinkedIn for sharing info, building relationships and getting on the radar See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.
July 2 · 41 min
The top 100 contractors in 2026
This week on Amtower Off Center, host Mark Amtower is joined by Ross Wilkers, senior staff Reporter for Washington Technology. They discuss the recently released WT Top 100 contractors. Topics include: 11 new companies made the list for 2026 Many were heavily focused on defense and law enforcement The outlier was first timer Lancer Information Solutions, an SDVOSB focused 100% on civilian agencies One woman-led company, Intuitive Research and Technology Corp came in at #81 Despite the OneGov initiative, the VAR/VAD community was well represented with Carahsoft at #25, ThunderCat at #43, DLT at #87 and CDW-G at #90. Wilker's article on SBAs Small Biz scorecard. See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.
June 9 · 44 min
The current market climate for contractors
This week on Amtower Off Center, host Mark Amtower is joined by Shauna Weatherly, president of FedSubK and a former federal acquisition professional. Topics discussed include: The current market climate, especially issues impacting small contractors The problems facing companies with various set-aside status Focusing on emphasizing your core capabilities, not yout set-aside status Compliance issues like the CMMC approaching deadline Growth strategies for small contractors The power of storytelling and social media See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.
May 14 · 43 min
An analysis of Deltek's 17th annual Clarity study
This week on Amtower Off Center, host Mark Amtower interviews Kevin Plexico, executive vice president of Deltek. The interview focuses on Deltek's 17th annual Clarity study which covers a multitude of issues in the government contracting arena. Issues discussed include: The impact of AI across the GovCon community and the investments contractors are making in AI The overall impact of DOGE, especially on small contractors Adapting to the new procurement regulations and the flexibility for contracting officers Diversification as a growth strategy Top issues for BD professionals See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.
April 21 · 41 min
Changes in the government procurement arena
This week on Amtower Off Center, host Mark Amtower interviews Katie Helwig, self-proclaimed OASIS+ nerd and founder/president of Mild Red LLC. The discussion focuses on the multiple changes on the proposal and bidding side of the market. Topics include LPTA and HTRO methods of procurement, where each fits and why/when you need one of the other Understanding that you need to influence before the RFQ goes out The need for differentiated visibility, defining your area of expertise in terms that resonate with the customer Operating in an environment with 40% fewer contracting officers and why that makes visibility, being known, more important See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.
February 5 · 43 min
The small business environment in GovCon
For the first show of year 19 for Amtower Off Center, host Mark Amtower is joined by Shauna Weatherly of FedSubK for a candid discussion about the small business environment in GovCon. Topics include: 8(a) audits and the materials required by SBA, which resulted in the initial suspension of 1,000 companies Reduction of the percentage for set-asides, especially SD Bs Some tactics for small contractor survival A quick update on the Revolutionary FAR Overhaul See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.
January 23 · 42 min
The annual Hinge High Growth Study
This week on Amtower Off Center, host Mark Amtower is joined by Karl Feldman, managing partner of Hinge Marketing, to discuss the findings of the annual Hinge High Growth Study. Topics discussed include tactics used by high growth companies such as: Research to determine best marketing & BD tools and tactics Conferences and other live networking venues The role of social networking and LinkedIn Developing SMEs and thought leadership Why smaller firms need to pay attention to marketing metrics See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.
Oct 28, 2025 · 43 min
Like: The button that changed the world
Martin Reeves of the BCG Henderson Institute returns to Amtower Off Center to discuss his latest book. "Like: The Button That Changed the World". Topics include: The evolution of the Like button What the creation and adoption of the button reveals about technical innovation Why the button is addictive The rise of the "Like" economy How Like transformed advertising and marketing Like-facilitated influencer marketing See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.
Aug 27, 2025 · 38 min
The Strategic Enemy
Laura Ries, chairwoman of Reis Consulting and author of multiple business strategy books, joins host Mark Amtower on this week's Amtower Off Center to discuss her latest book: The Strategic Enemy. Topics include: Building your brand with an "enemy" in mind Branding mistakes entrepreneurs make The power of saying NO to maintain focus Why brand extension does not work Creating a category where you can be first See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.
Aug 14, 2025 · 43 min
Branding & thought leadership
This week on Amtower Off Center, host Mark Amtower is joined by Evan Weisel, principal and co-founder of W2 Communications for a discussion on thought leadership in GovCon. Topics discussed include: What constitutes thought leadership for our market Thought leadership examples including white papers, case studies, data-based research and more How to consistently leverage thought leadership Developing a thought leadership playbook for company SMEs and execs See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.
Aug 13, 2025 · 43 min
Navigating the current GovCon environment
This week on Amtower Off Center, host Mark Amtower is joined by Kaamil Khan, president of Makpar Corporation, a small IT services firm. Topics discussed include: Khan's journey to become president of the family owned business, leveraging his law degree and a natural talent for BD Makpar's experience with my LinkedIn training and the benefits thereof Kahn's experience in the ACT-IAC Voyager program and the benefits of the program How Makpar is navigating the current GovCon environment -Kahn's use of AI in his role as president See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.
Jun 23, 2025 · 44 min
A deep dive into government contracting
This week on Amtower Off Center, Kevin Plexico, SVP of Deltek, joins host Mark Amtower for a deep discussion on the current state of government contracting. Topics include: YTD contract activity vs FY 24, and how it has impacted spending The impact on SIs, VARs, small contractors and others Regulatory changes and the future of GWACs The new Deltek Clarity study (available free) which deals with many aspects on BD, capture and bidding What the "big beautiful budget bill" could mean to contracting See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.
Jun 13, 2025 · 41 min
State of the GovCon market
This week on Amtower Off Center, Nick Wakeman, editor in chief of Washington Technology, joins host Mark Amtower for a wide-ranging discussion on the state of the GovCon market as reflected by the WashTech 2025 Top 100 contractors. Topics discussed include: First year-over-year decline in prime contracts since 2016 sequestration A recap of CGI's Stephanie Mango's interview with Nick on the state of GovCon How SERCO has used strategic acquisitions to move up The growing gap between DOD and civilian contracting Candid comments of where the market may be heading See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.
Apr 30, 2025 · 43 min
The state of the SmartPay program
Shauna Weatherly, former govie and now founder and president of FebSubK,joins host MarkAmtower for an in-depth discussion on the current state of the SmartPay (government charge card) program. Topics include: The charge card program background from inception in the late 1980s How it works and why it is so successful at what it does What is happening now with the program, including consolidated buying at GSA The "pilot" program RFI that went out the Thursday evening before Good Friday with responses due in seven days A candid discussion of why the pilot the pilot may be happening and why it is totally unnecessary See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.
Feb 28, 2025 · 40 min
The Trump administation's executive orders and their impact on GovCon
This week on Amtower Off Center, host Mark Amtower is joined by Nick Wakeman, editor in chief of Washington Technology for a wide-ranging, candid discussion of the new administration's executive orders impacting the GovCon industry. Topics include: The order from GSA to investigate the"consulting" contracts of the top 10 OASIS contractors Tthe temporary suspension of the government charge card program The downsizing of federal agencies across the board and the impact on government programs The impact of the Executive Order on DEI initiatives See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.
Dec 19, 2024 · 41 min
Managing the presidential transition
This week on Amtower Off Center, host Mark Amtower is joined by GovNavigators co-founder Robert Shea for a very lively discussion on the upcoming administration. Topics include: Managing the transition Major policy shifts What are some of the priorities for DOD DOGE and the impending efficiencies OPM and Schedule F Lots of great policy-nerd minutae Potential impact of the set-aside program See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.
Dec 14, 2024 · 43 min
Breaking the standard
This week on Amtower Off Center, host Mark Amtower is joined by Aubrey Gainfort, by day a federal contracting officer, and after work host of the Breaking the Standard podcast, which is nearing its 5th anniversary. Topics discussed include: Five things contractors need to do Five things contractors should NOT do How and why to start your own podcast Ways to expand your knowledge of the federal market See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.
Nov 22, 2024 · 42 min
Tips on how to bid for government contracts
This week on Amtower Off Center, host Mark Amtower is joined by Brian Lindholm, founder and managing principal at FedSavvy Strategies for a discussion on the myriad of sources available to government contractors for researching before bidding. Topics include: What open source intel is available to contractors How to parse this data for useful items Why should you be looking at protest decisions and what can you learn from them The best use and format of black hat reviews See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

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