Ms. Pamela Callicutt, Acting Director of the Army Office of Small Business Programs, joined small business leaders from across the Department of War for the “Doing Business with the Government” Fireside Chat at Navy Gold Coast. The panel discussed how small businesses can find opportunities, connect with the right government customers and better understand what agencies are looking for before pursuing a contract.
Mr. James R. Mismash, Deputy Assistant Secretary of War for Industrial Base Growth and Director of the Office of Small Business Programs, moderated the discussion. Panelists included Mr. Andrew Magliochetti, Director of the Department of the Navy Office of Small Business Programs; Ms. Yolanda Felder, Director of U.S. Space Force Small Business Programs, Department of the Air Force; and Dr. Ruby Lawrence-Crenshaw, Director of Small Business and Industry Engagements at the Defense Counterintelligence and Security Agency.
While each organization has different requirements, the panelists shared similar advice for small businesses: do your research, understand the customer and be prepared to explain how your company can support the mission.
Throughout the discussion, panelists emphasized that doing business with the government is not a one-size-fits-all process. Small businesses need to understand how each agency operates and who buys what they offer. Agency forecasts, industry days and small business offices can all help businesses learn about requirements and make the right connections.
For businesses interested in working with the Army, Ms. Callicutt stressed the importance of knowing where their capabilities fit before reaching out. The Army is a large organization with different commands and buying activities, making it important for businesses to identify the right customer.
The Army’s long-range acquisition forecast is one resource businesses can use to research upcoming requirements and identify opportunities that align with the products and services they provide. Offering an example of how businesses should approach those conversations, Ms. Callicutt said, “I’ve done my market research on the Army. I’ve looked at your long-range forecast. Here’s how I can help the Army fill your capability gaps.”
Preparation also matters when developing a capability statement. The panel encouraged businesses to tailor their approach to the agency and opportunity rather than using the same materials for every customer. For the Army, Ms. Callicutt advised businesses to highlight relevant experience, past performance and how their capabilities can help meet a specific need.
The panel also discussed the importance of being selective. Small businesses may offer several products or services, but that does not mean every opportunity is the right one to pursue. Understanding an agency’s mission, requirements and procurement cycle can help businesses decide where to focus their time and resources.
Knowing when existing contracts expire, when new requirements may be released and when agencies are holding industry events can also help businesses engage earlier in the process. Building those relationships before a solicitation is released gives businesses more time to understand the requirement and prepare.
For companies that are newer to government contracting, panelists encouraged businesses to consider subcontracting. Working with a prime contractor can help a small business gain experience, build past performance and develop relationships while learning more about the government marketplace.
The Department of War Mentor-Protégé Program was also discussed as a resource for eligible small businesses looking to grow their capabilities. Ms. Callicutt encouraged businesses to be thoughtful when choosing a mentor and make sure the relationship is a good fit. She also suggested subcontracting with a potential mentor first, giving both companies a chance to work together before entering into a formal mentor-protégé agreement.
The discussion at Navy Gold Coast reinforced a practical approach for small businesses interested in government contracting: know the customer, understand the requirement and come prepared.
For those looking to continue the conversation with the Army, the next opportunity is the AUSA Annual Meeting and Exposition this October in Washington, D.C. Army Office of Small Business Programs will host its Small Business Seminar and Matchmaking sessions, where small businesses can hear from Army leaders and meet directly with government and industry representatives.
To learn more about AUSA, visit: https://www.army.mil/osbp#org-ausa-2026
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