Stop Chasing RFPs: How Real Winners Shape the Entire Procurement Game

Most defense contractors wait until the RFP drops to start their communications strategy. By then, says Mike Nachshen, it's already too late. 

In this candid episode of #GovCom Unfiltered, host Alexa Tsui sits down with the president of Fortis Strategic Communications to unpack why treating communications as an afterthought is costing companies billions in lost contracts—and how the winning approach flips that script entirely. 

Nachshen brings rare insider perspective to the conversation. As a former Afghanistan veteran and head of international communications for Raytheon's $16 billion Missiles & Defense division, he's architected messaging campaigns that have secured multi-billion dollar programs across four continents. His unconventional approach? Integrate strategic communications into the capture cycle from day one, not as tactical support but as competitive advantage. 

In this episode, you'll discover: 

• Why most companies get strategic communications completely wrong (and how it's costing them contracts)
• The methodology behind positioning your solution as the "natural answer" to industry challenges
• How to make the customer the hero of your story—not your company
• Real-world case studies from a $40 billion A-Cat 1 franchise program win
• Actionable strategies for shaping the entire procurement environment through narrative

Whether you're a seasoned GovCon professional or new to the defense contracting space, Nachshen's hard-won insights will challenge how you think about winning work in aerospace, space, and defense.
 
Resources mentioned:
 

• Strategic Insights Newsletter (free monthly)
• Fortis Strategic Communications

#GovCom Unfiltered brings you the unvarnished truth about government contracting communications, hosted by Alexa Tsui.

Episode Length: 34 minutes