A government that doesn't fund your technology may understand its value. Your solution may have lost the budget fight to fuel, ammo, tires, and people. Scott Hayford, CEO of BlackHays Group, built a fractional advisory model around that reality, giving early-stage companies 50-plus former military and government advisors, starting at four hours a month.
Scott tells Steve why the fastest path to a program of record runs through a prime, how supply chain geography shapes congressional line items, and why crisis and chaos generate new money.
Topics discussed:
- Building a fractional advisory model priced for startup runway
- Designing products to shrink the military training timeline
- Asking every government contact who else to talk to
- Tracking when your government advocates retire or rotate
- Using primes as the fastest path to programs of record
- Using supply chain geography to support NDAA line items
- Selling beyond the Department of War to agencies and cities
- Reading the J-Book and R-Book for budget direction
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