Ep 254 How to Win in the Federal Government Market with Paul Adler

The Silicon Valley Podcast

In this episode, Shawn sits down with Paul Adler, a veteran strategist in global revenue growth and a trusted advisor for companies entering the complex world of Federal Government markets. With decades of experience guiding businesses through the intricacies of federal contracting, Paul shares practical insights, battle-tested strategies, and hard-won lessons for founders and executives ready to scale through government channels.

Whether you’re a startup looking for your first pilot program, or a scaling company considering the government as a strategic customer, this episode offers the clarity and context you need to succeed.

🎧 What You’ll Learn:

• Why the Federal Government "market" is very different from a government “contract”

• What makes the U.S. Government a unique and relationship-driven buyer

• Why commitment and focus are non-negotiables when entering this space

• The best first steps a company should take—and the common mistakes to avoid

• How to think about networking, certification, and timing in your market entry

• Why subcontracting often beats aiming for the "prime" position from day one

• A real-world success story of an entrepreneur who pivoted to win federal business

• The truth about lobbyists, political shifts, and procurement dynamics

🔍 Topics Covered:

• Strategic entry points into government markets

• Building trust and brand in a relationship-first ecosystem

• Targeting decision-makers and navigating procurement

• The role of mentors and proven success stories in early wins

• Long-term thinking in a highly regulated, highly competitive environment

📌 Guest Links:

• 🌐 Website: www.thepauladler.com

• 📧 Email: linkedin.com/in/pauladler1