THE PROBLEM

Protect the Investment - know when the evidence supports continuing

I keep a running account of what's known, what's still unproven, what's changed, and what has to happen next.

Meetings, demos, RFIs, and customer interest are not pipeline. I tell you which is which.

Build the Market - find where to invest

I reduce an undefined federal market to a short list of accounts, buying centers, and opportunities backed by evidence.

That means finding the mission problems you actually solve, making cold-start connections, and testing whether real demand exists before you spend against it.

Build the Path - determine how the opportunity becomes executable

I connect the mission need to buyer access, funding, security requirements, and a contract vehicle that exists.

A real requirement with no way to buy it is not an opportunity. I establish how the government can actually purchase what you sell.

Orchestrate the Pursuit - bring the right people together at the right time

I align government stakeholders, systems integrators, channel partners, technical resources, and your executives around what has to happen next.

Relationships support the pursuit. They are not the outcome.

© 2026 TAB5. All rights reserved.

THE TAB5 PROCESS

Federal activity is not opportunity. Without funded demand, buyer commitment, and an executable acquisition path, you spend time and money on pursuits that never advance.

90 DAY ENGAGEMENT

Built for federal businesses that have opportunities they can't confidently rank.

Three to five pursuits at a time — the bets that change your company if they land, not your whole pipeline.

We agree on the first set together. When you kill one, we pull the next one up.

$10,000 a month, flat.

Expenses over $500 need approval, everything comes with receipts, and either of us can end it with 30 days' notice.

Every two weeks we sit down against what we said we'd find out, and each review leaves you a written artifact — dated, with the evidence stated and the call made. My job is to develop the evidence. Yours is to decide what to do with it: press, pause, or kill.

Killing bets is the work, not a failure of it. If a pursuit doesn't survive contact, you hear it in week two rather than week twelve, in writing, so you can defend the decision to people who weren't in the room. And because a dead bet gets replaced rather than ending the engagement, saying no costs me nothing. That's deliberate.

At ninety days you're holding six dated reviews you can check against what the market actually did. Run the surviving pursuits with your own team, keep me on them, or have me work alongside your sellers. Decide from the record, not from a pitch.

© 2026 TAB5. All rights reserved.

Federal experience. Commercial judgment. Ground-level execution.

Four greenfield pursuits in five years, cold start to award, roughly $6M in total, none of them with an installed base to build on. Aerospace, DoD twice through different buying centers, and a federal civilian program. That work ran through government, systems integrators, and channel partners — which is where most of it was actually decided.

25 years selling enterprise technology across DoD and civilian agencies. Long enough to know what a year-long cycle looks like from the inside, and long enough to recognize the ones that were never going to close.

That's the discipline I sell. Not access, and not effort. Evidence about whether a pursuit is real, delivered early enough that you can still do something about it.

TAB5 is founder-led. You get me on your pursuits, or you don't get TAB5.

Which pursuits deserve more of your money?

Thirty minutes, no charge, no deck.

© 2026 TAB5. All rights reserved.