UPDATE – We put together a step-by-step business plan for government contracting business! It also covers all the ideas from the podcast, so you can turn everything you heard into a clear, actionable plan. 8,000+ words & 31 pages – with charts and graphs and other ideas to launch in this space. And it’s only $19 if you use 50% off promo code GOVT right here: https://buy.stripe.com/4gM14o4xF5FK9s… ━ Check out my newsletter at https://TKOPOD.com and join my new community at https://TKOwners.com ━ IMPORTANT context from Natalie: Markups are based on public historical government spending data, not arbitrary percentages. You research what the government has paid for similar work in the past, then factor in your overhead and any unforeseen costs. All of that information is publicly available. On subcontracting: not every government contract includes a “limitation on subcontracting” clause, but when one does apply, your company is required to perform at least 51% of the work. There are two compliant ways to meet this requirement. First, you can negotiate a teaming arrangement with your subcontractor to lease their employees to your company for the duration of the contract. This is completely acceptable and actually encouraged. Second, if both you and your subcontractor qualify as similarly situated entities (for example, both are small businesses and the contract is set aside for small businesses), you are also compliant. Your subcontractor can confirm their eligibility by registering on SAM.gov. This interview covers the what, not the how. Always review your specific contract clauses and consult an APEX Accelerator, a government contracting attorney, or your contracting officer before bidding or structuring any subcontractor relationship.