For many women business owners, the federal marketplace looks like a mountain: vast, imposing, and full of regulations, contracts, and acronyms. But as Judy Bradt, CEO of Summit Insight, explains in Women in Motion’s “Federal Contracting Unfiltered,” the mountain can be climbed—one thoughtful step at a time. And on that climb, you don’t lose yourself. You become more of who you are. Listen to the full recording of Women In Motion here: https://businessradiox.com/podcast/women-in-motion/federal-contracting-unfiltered/
Judy Bradt, CEO of Summit Insight, brings over thirty years of expertise in Federal business development and strategy to people who want to grow their federal business. She’s an award-winning author, speaker and consultant.
Summit Insight is the only company that offers Certified Experience Products for Federal contractors. This “Earn-while-you-learn” approach to Federal business development training delivers proven, results-driven programs for people who want to grow their Federal business and win millions of dollars in sales in a matter of months.
Finding Your Why Before Your How
Judy begins with a question far more powerful than “Can I win a federal contract?” She asks: “Why do you want to?”
“When you understand what fuels you—why this market matters to your mission—you’ll make different choices.”
That mission becomes your North Star. It helps you decide which opportunities to pursue, which to let go, and where to invest your limited time and resources. Judy advises WBEs not to spread themselves thin chasing every opportunity—choose three or four agencies or offices where your capabilities, values, or work already align. Let your alignment do the heavy lifting.
Embracing the Difference
Federal contracting isn’t the same path you walk in the private sector.
- Data and transparency: Contracts are more than deals—they become part of public record. More than 400 contract fields are published. Judy urges WBEs to use that information to gain insight into what an agency values.
- Decision-makers are many: It’s rarely a single gatekeeper. End users, small business specialists, contract officers, program managers—all of them play a part.
- Regulation is baked in: It’s not just about doing good work—it’s about doing it in a way that meets rigid standards. Financials clean, compliance in order, deliveries consistent.
These differences aren’t extra burdens—they’re guardrails. As Judy puts it, they help customers feel safe entrusting you with public dollars. They’re not obstacles; they’re features of doing work that matters.
Growing with Grit, Strategy & Story
For Judy, success isn’t about sprinting—it’s a marathon, a legacy. And it starts with building in three key areas:
- Relationships
In federal work, relationships aren’t superficial. They’re practical. The kind where you intentionally connect with contracting officers, agency stakeholders, and past contractors. Use public data. Reach out. Ask questions. Be visible—not just as a vendor, but as a resource. - Credibility & Capacity
What proves you can do the job isn’t how many pitches you make. It’s what you’ve done. Past performance, audited financials, clean operations, aligned contracting vehicles—all of that sells trust.
Judy stresses that even when the spotlight is on certs like WOSB or WBE, those are tools—not guarantees. “You can hold certification, but if foundations are weak, people still see risk,” she says. - Mission-Driven Storytelling
When deadlines, budgets, and specs are met, what often seals the deal is story. How did you solve a similar problem? What’s the value behind your work? What do you believe—about equity, service, purpose—and how does that belief show up?
In her experience, judges of proposals are people. Stories move them. Data supports the story. Your values give it resonance.
When Challenges Come—and How to Lean In
There are hard moments on this journey.
- Bureaucracy can feel cold. Deadlines merciless. Mistakes, even small ones, can cost you.
- Waiting: Federal procurements often move slowly. Promises take time.
- Being seen yet overlooked: Even with certifications, you may still need to prove your credibility over and over.
Judy counsels this: persistence and preparedness are your allies. Each encounter—not just each contract—is an opportunity to be known. Every outcome—win or loss—builds your reputation. Every story you tell, every relationship you foster, every metric you prove, reinforces your voice.
Leading With Purpose
Leadership as a WBE in the federal market doesn’t mean conforming. It means owning who you are—your values, your mission, your lived experience—and letting them guide your strategy.
Judy’s message is clear: if you stay true to your why, build with integrity, and show up prepared, your first federal win will be more than a contract. It will be proof that your voice belongs in the room.
Your Takeaways
- Know why you’re entering federal contracting before you chase every opportunity.
- Build your base: agencies where you align. Credibility through performance. Relationships through outreach.
- Certifications—use them; don’t expect them to do the work for you.
- Tell your story with confidence. Data matters—but so does resonance.
Getting there takes time. But in Judy’s view, any WBE who leads with purpose—not perfection—already has what it takes.
About WBEC-West
WBEC-West, the Women’s Business Enterprise Council-West, is committed to driving growth, fostering equity, and inspiring innovation among women-owned businesses across the Western United States. Through its comprehensive certification, education, and advocacy efforts, WBEC-West empowers women entrepreneurs to connect with major corporations, government agencies, and organizations looking to diversify their supply chains.
As a proud Regional Partner Organization of the Women’s Business Enterprise National Council (WBENC), WBEC-West supports a dynamic network of women-owned businesses in Arizona,
California, Nevada, Utah, Colorado, Wyoming, Hawaii, and beyond. Its initiatives are designed to remove barriers and create opportunities for women entrepreneurs, offering access to invaluable resources, tailored educational programs, and high-impact networking events.
From certification workshops and leadership development programs to innovative offerings like the virtual Supplier Center of Excellence, WBEC-West is dedicated to equipping women-owned businesses with the tools and strategies needed to scale and succeed in today’s competitive marketplace. For more information about WBEC-West and its initiatives, visit www.wbec-west.org.
