The Movie "War Dogs" Compared to Real Government Contracting

What Should You Sell to the Government?

I often see people online asking, "What should I sell to the government?" It's as if they believe there's a secret product or service only known to the top 1% of contractors. Let's explore this mindset and why it's not the best approach.

The Myth of the Secret Commodity

Imagine thinking that if you could only discover the best thing to sell to the government, you could build your entire business around it. Or that you can sell anything to the government as long as someone tells you what that thing is.

This mindset can lead you astray. Winning government contracts is all about competitive pricing, which means you'll be up against other companies that have been in this line of work for years. If your business strategy revolves solely around chasing government contracts, you'll constantly find yourself trailing behind. Your competition will have a significant head start, knowing their industry inside out, while you're still trying to figure out the basics.

In War Dogs the protagonist is able to make millions

The Right Approach

Always, always, always have a business first. Let's say you hear about someone winning a substantial contract for cleaning services. Don't make the mistake of starting a cleaning company just because you saw someone else succeed. This approach rarely works, no matter how enticing it seems.

Pick One Thing. Whether it's cleaning services, grounds maintenance, or computer supplies, choose one niche and perfect it. Learn everything you can about that industry. Only then should you consider submitting proposals.

Too many people watch the movie "War Dogs" and think they can mimic the success portrayed in the film. But this space is challenging and time-consuming. Here are three reasons why real life is far different from Hollywood's depiction:

Why You Shouldn’t Imitate "War Dogs"

1. Oversimplified Process: In "War Dogs," obtaining government contracts is depicted as quick and straightforward. In reality, the process is complex and highly regulated, involving extensive documentation and compliance with numerous regulations, often with a lengthy bidding processes.

2. Lack of Oversight and Compliance: The movie implies a lack of oversight, suggesting that anyone with internet access and basic knowledge can secure government contracts. In practice, significant oversight and accountability measures are in place. Contractors face audits, inspections, and compliance checks to ensure they meet all legal and ethical standards.

3. Exaggerated Risk and Reward: "War Dogs" shows protagonists taking extreme risks for massive rewards, often bending or breaking the law. While government contracting can be lucrative, the risks are typically legal and reputational rather than the high-stakes, illegal antics shown in the film. Most contractors operate within a well-defined legal framework, balancing profit potential with the need to maintain ethical practices and compliance with government standards.

Success in this space requires patience and discipline. You might not win your first contract or even your first ten. However, every day you spend learning about your business and the government landscape is a step in the right direction. Being a government contractor isn't like the movie "War Dogs." It requires hard work, persistence, and dedication.

There's no secret commodity to sell to the government. The key is to focus on one area, master it, and approach government contracts with knowledge and preparation. The journey is challenging, but with the right mindset, it's certainly achievable.