03/16/2026
When you're thirty-five negotiating a seventy-million-dollar government contract, and 𝗳𝗼𝘂𝗿𝘁𝗲𝗲𝗻 𝗺𝗶𝗹𝗹𝗶𝗼𝗻 𝘄𝗼𝘂𝗹𝗱 𝗯𝗲 𝘆𝗼𝘂𝗿 𝗰𝘂𝘁, you realize positioning isn't just marketing language.
It's everything.
We didn't win the bid.
But we were one of only three companies in the final round. I had a one-in-three shot at a deal most small businesses never even get invited to compete for.
Initially, I wanted to be sad for not winning. But the more I thought about it, the more I realized that three years ago, I wasn't even in rooms like that at this level.
Now I am.
What changed wasn't hustle.
It wasn't luck.
It was positioning.
Here's how the opportunity actually unfolded.
First, the Prime contractor invited us to participate based on the relationship and trust we had built over time. That didn't happen overnight. It came from years of working together and proving we could deliver. 🤝
In the first round of the bid, the government evaluated the creative capability and past performance of the bidders. The Prime leveraged our video production and our creative campaigns for the submission.
Our creative work received one of the highest scores in that round. 🎬
That result moved the team forward, and we were down-selected to compete in the next phase of the opportunity.
As a subcontractor, our role was clear: 𝘀𝘂𝗽𝗽𝗼𝗿𝘁 𝘁𝗵𝗲 𝗣𝗿𝗶𝗺𝗲 𝗮𝗻𝗱 𝘀𝘁𝗿𝗲𝗻𝗴𝘁𝗵𝗲𝗻 𝘁𝗵𝗲𝗶𝗿 𝗽𝗼𝘀𝗶𝘁𝗶𝗼𝗻 𝘄𝗵𝗲𝗿𝗲𝘃𝗲𝗿 𝗽𝗼𝘀𝘀𝗶𝗯𝗹𝗲
After seven years working as a subcontractor, I've learned something simple but important.
𝗠𝗮𝗸𝗲 𝘁𝗵𝗲 𝗣𝗿𝗶𝗺𝗲 𝗹𝗼𝗼𝗸 𝗴𝗼𝗼𝗱.
Anticipate what they need. Deliver work that elevates their proposal. When the Prime succeeds, the entire team moves forward. 📈
From there, we learned the field had narrowed.
Eight companies had originally been considered. Now it was down to three.
That meant we had a one-in-three chance at a seventy-million-dollar contract.
We ultimately lost the bid.
But the experience reinforced a few lessons that changed how I think about growth.
Relationships in this space are a slow cooker. 🍲
Trust built over time opens doors that cold introductions never will.
Opportunity usually follows demonstrated value.
People invite you into larger rooms after you've already shown that you can contribute something meaningful.
And when the pressure is high, consistency matters more than charisma.
Decision-makers want partners who remain reliable, calm, and steady when the stakes rise.
Here's the truth.
𝗣𝗼𝘀𝗶𝘁𝗶𝗼𝗻𝗶𝗻𝗴 𝗱𝗼𝗲𝘀𝗻'𝘁 𝗴𝘂𝗮𝗿𝗮𝗻𝘁𝗲𝗲 𝘆𝗼𝘂'𝗹𝗹 𝘄𝗶𝗻.
But it guarantees you're playing a completely different game.
You stop being asked what you bring to the table, and you start deciding who sits at it.
_____________________________________________________
P.S: I'm teaching a free training on how to elevate your brand positioning on March 26 @ 12pm EST. Here's the link if you want to register - https://nuewaywebinars.com/
