Measure Twice, Cut Once: How to Win Government Contracts Without Shortcuts

In this episode of Legacy Builders Unleashed, Melinda sits down with Luis Medina, Director of Procurement and Contracts (Aviation) at Ontario International Airport, to break down what public sector procurement really looks like behind the scenes.

If you have ever thought government contracting is “slow,” “rigged,” or based on who you know, Luis sets the record straight. The process has guardrails for a reason: taxpayer dollars, transparency, and defensible decision-making.

You will walk away with a clear understanding of what procurement teams care about most, and how to position your business as a credible, reliable partner long before the award.

What you will learn

• Why public procurement is not slow “because they want it to be”
• The real reason guardrails exist (and how they protect you, too)
• Why the “good old boys club” idea is one of the biggest myths in GovCon
• What signals professionalism instantly: consistency, deadlines, and detail
• The 3 common scoring sections Luis sees across agencies (and what firms miss)
• Why your proposal must match your interview team (and how disconnects kill trust)
• How to communicate with public agencies without info overload
• How to use the RFI and pre-bid process strategically (and ethically)
• What thoughtful pricing looks like (and why “we’ll figure it out later” backfires)
• The internal systems you must have to perform after award: compliance, controls, capacity
• Luis’s best advice for entering public sector procurement the right way

Memorable quotes

• “Procurement isn’t a handshake deal. It’s a process heavy by design.”
• “Silence is the fastest way to lose trust.”
• “Measure twice, cut once.”

Action step

Pick one public agency you want to work with. Find their procurement portal, register, and review one active solicitation this week. Not to bid yet, but to learn the structure, timelines, and requirements.

About the guest

Luis Medina serves in public sector procurement leadership in the aviation environment, overseeing procurement and contracts operations and helping ensure transparent, accountable spending of taxpayer dollars.