Episode Details

Government procurement is the most transparent market in existence — requirements, budgets, and deadlines are all published. So why do the same incumbents keep winning? This episode pulls back the curtain on business-to-government sales: the inverted incentives of contracting officers, the hidden compliance moats, and the set-aside programs that actually create protected lanes for small businesses. From the Pentagon's $151 million contracts to Israel's centralized tender system, we explore what it really takes to compete — and whether the paperwork is the real gatekeeper.