Kris Brinker (Ocean 5 Strategies) and Katie Helwig (Mild Red LLC) have been exploring this topic for the past year. Recently, Susan Sharer (GovTech Connects) joined the conversation to articulate both the visible and behind-the-scenes disciplines necessary to make it to the winners’ circle in the highly competitive GovCon landscape.
Like Olympic athletes, GovCon leaders can’t rely on strength in just one area. Success requires an aggregate high score across all disciplines. Here are the 10 Disciplines we’ve identified:
1. Stand Out from the Crowd – Find Your Niche
Your brand must clearly communicate why you’re the best choice and build trust with target audiences. In an enterprise-driven procurement environment, brand awareness in just one program office isn’t enough. Past performance—captured in CPARS, PPQs, and customer testimonials—remains your strongest differentiator.
Key Elements:
- Crisp, consistent messaging (elevator pitch + value proposition).
- Recruitment and customer-facing materials aligned with brand story.
- Direct and indirect employees empowered as brand ambassadors to move from good to great.
2. Go-to-Market Strategy
Identify what you do best, who buys it, and how they buy it. Connect the dots through research, market intelligence, and targeted messaging.
Key Elements:
- Define problems you solve and why they matter to customers.
- Map customers’ buying channels (e.g., GSA OASIS+ and other vehicles).
- Maintain consistent messaging across websites, capability statements, RFI/RFP responses, and events.
3. Business Development, Capture, and Teaming
To prime effectively, answer:
- Do you meet security and clearance requirements?
- Do you have relevant past performance?
- Do you understand the mission and have relationships to influence requirements and acquisition strategies? If not, build teams that bridge those gaps and clearly communicate your niche and teaming value.
4. Operational Excellence
Operational performance starts at proposal stage and continues through contract execution.
Key Elements:
- Aim for “Exceptional” CPARS ratings every time.
- Align recruiting, labor categories, pricing, and KPIs with contract success metrics.
- Ensure contract compliance and strong customer communications.
5. Attract and Retain Quality Employees
Competitive compensation, training opportunities, and a mission-driven story attract top talent—even in small businesses.
Key Elements:
- Robust recruiting and onboarding processes.
- Benefits, incentives, and career path development.
- A culture that supports risk-takers and transformation-minded employees.
6. Contract Management
Contract compliance is non-negotiable. GSA is leveraging AI tools like CODY to monitor performance.
Key Elements:
- Timely reporting, revenue submissions, and fee payments.
- Strong COR relationships.
- Mastery of compliance requirements.
7. Security Discipline
Security lapses can derail success and CPARS scores. Companies that create a culture of security awareness reduce risk and build trust.
Key Elements:
- Regular security training and compliance refreshers.
- Awareness of DFARS, NIST SP 800-171, and CMMC requirements.
- Measurable KPIs tied to security compliance.
8. Zero Trust Cyber Environment
Zero Trust is an operational necessity, not a buzzword.
Key Elements:
- Endpoint protection and secure hybrid work environments.
- Secure cloud infrastructure and vendor access management.
- Documented incident response planning and certification readiness.
9. Financial Stability
Growth depends on fiscal discipline and readiness to scale.
Key Elements:
- DCAA-aligned cost accounting systems.
- Adequate credit and indirect rate management.
- Scenario planning for contract delays and recompete risk.
10. Executive Leadership
Transition from DIY to professional expertise in each discipline. Leaders must hire, train, and empower champions—and make tough calls when someone isn’t meeting the bar.
Are You Ready for OASIS+?
Are you really? Do you have all the pieces in place to go for gold? The GovCon Decathlon demands more than just good intentions. It requires discipline, practice, and measurable performance across multiple areas of your business.
Over the coming weeks, we’ll break down each of these disciplines in detail.
Because in GovCon—just like in a Decathalon—one discipline alone won’t win gold.
Do you have what it takes to beat the OASIS+ competition?
Download our free guide: Government Contractor OASIS+ Marketing Best Practices Checklist
Ready to stand out in the OASIS+ ecosystem? Clarity isn’t just helpful—it’s essential. Make it easy for your customers to find you, understand you, and choose you.
Ocean 5 Strategies helps government contractors refine their niche, craft powerful messaging, and implement brand strategies that win contracts and attract top talent. If you’re ready to move from “good” to “great” in the federal market, Reach Out to Ocean 5.
Mild Red LLC helps government contractors turn complex federal procurement opportunities into competitive advantage. We combine data-driven market intelligence with strategic communications to position clients for growth in programs like OASIS+, Zero Trust, and AI initiatives. Our expertise translates policy and market shifts into actionable strategies that win. Reach out to Mild Red.
Read All GovCon Decathlon Series Articles:
OVERVIEW: The GovCon Decathlon: 10 Disciplines for OASIS+ Success
1. Stand Out from the Crowd – Find Your Niche
2. Go-to-Market Strategy for Government Contractors: How to Define, Connect, and Win
4. Operational Excellence Meets Marketing: The Hidden OASIS+ Differentiator
5. OASIS+ Growth Engine: Recruiting, Retention, and the Government Contractor Marketing Connection
6. OASIS+ Success Strategies: Compliance, Government Contractor Marketing, and Growth
