I love the unscientific nature of LinkedIn polls because they can offer insights into industry thinking. When something resonates with the LI audience, they’re generally comfortable proffering an answer, and occasionally a clever take.
⛏️ China’s Rare Minerals Ban: Challenge or Opportunity?
A recent poll showed a split verdict on China’s decision to halt exports of critical rare minerals to the U.S.:
- 34% see innovation opportunities
- 30% believe U.S. industry will adapt
- 26% predict severe disruption
- 10% think it’s no big deal
🔎 My Take: It’s a big deal. The U.S. allows China to influence and even manipulate critical rare earth markets to our disadvantage. While AI is all the rage at this moment in time, the key rare earth ingredients must be readily available if we are to dominate on the global stage.
🤖 Autonomy: Where Will It Dominate Next?
CES 2025 showcased John Deere’s autonomous electric mower, proving that autonomy isn’t just for defense anymore. But in a defense-heavy poll, 45% believe autonomous tech’s biggest impact will be in defense and security, outpacing transportation, agriculture, and consumer markets.
🔎 My Take: DoD remains the biggest investor in autonomy, but agriculture and logistics easily could be next. Look at dual-use tech from companies playing in both the DoD and commercial spaces—those firms are set to win big and be protected regardless of whether the U.S. chooses to isolate or expand on the global stage.
💰 Federal Sales in 2024
We polled industry leaders on their federal sales success in 2024, and the responses were telling:
- 42% crushed it
- 14% met their goals
- 22% had mixed results
- 22% fell short
🔎 My Take: My clients crushed or met their goals with three fearlessly breaking from small business to free and open competition. It’s a mindset!
🏛️ The Executive Order Factor: Are You Ready?
A new administration means sweeping Executive Orders—friend or foe? Leaders were divided:
- 38% feel untouchable
- 25% are scrambling to prepare
- 25% have a plan in place
- 12% are hoping for the best
🔎 My Take: Ignoring Executive Orders isn’t an option. Smart defense leaders are proactively shaping the conversation rather than reacting to it. On January 17th, I advised attendees of Capture It From The Start, the seminar I ran with Kate Robb in DC, that government personnel in your current customer constellation will be leaving their position on no notice and to be ready. That weekend, the Commandant of the Coast Guard was unceremoniously shown the door. A week later, the entire federal workforce was offered an easy pass through the exit to leave their job and collect pay through the fiscal year. There are no norms to cling to. Are you stretching your imagination and do you really have a strategy in place?
For thought: I advertise that following the money is an essential tool in GovCon and Federal Sales. That does not mean you don’t need to make an occasional pivot. We are in a generational moment where you may need to pivot.
✅ Some Immediate Actions Any Company Can Take
- Get ahead of funding cycles – plural; there are three in motion right now.
- Refine your narrative – Are you selling features or impacting a mission that generates outcomes?
- Deepen relationships – Who inside the Pentagon understands your value prop? Are they taking the early out?
🚀 Take Action Now. Attendees of Capture It From The Start spent two hours with two professionals and re-shaped a tailored approach to energize their federal engagements. Why do you think Raytheon would send senior employees? The same reason a small business would. They are continually in search of an edge.
Interested in another opportunity to take action? On May 6-8th, 2025 I’ll be hosting my signature event, Meet the Ringmasters in Sarasota, FL. This is my highest end offering available by invitation only and now the fourth time I have offered it in three years. Learn secrets from the most successful leaders in Federal Sales. Attending SOFIC? It fits perfectly. This event is capped at ten people. Email me if you want to up your game by an order of magnitude in two days.
