Federal Contracts Expert Karl Walinskas on Finding Hidden Federal Revenue, Selling to the Government, and Why Patience Pays
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Federal Contracts Expert Karl Walinskas on Finding Hidden Federal Revenue, Selling to the Government, and Why Patience Pays
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In this episode, we sit down with Karl Walinskas, founder and CEO of FedTrax, to provide insight on how small and midsize tech companies can win federal contracts—even without prior government experience. Karl shares his practical, no-fluff approach to business development in the public sector, built on years of helping firms break into elusive government markets in the USA.
We cover:
✅ Why the best opportunities aren’t listed on public sites like SAM.gov
✅ How to stand out in a crowded space where “everyone has AI”
✅ What small companies must understand about timelines, teaming, and setting expectations
If you're curious about selling technology to the federal government, this episode is a roadmap to doing it right—with fewer dead ends and better results.