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National interest technology can manifest in various forms, such as data analysis, cybersecurity, satellites, and weapons. Many startups with dual-use applications are increasingly eyeing the government as an appealing customer due to its diverse use cases and ample federal funding opportunities.
“The real key is, how do you figure out a repeatable way to get government revenue so that it can be a core part of your business?” said Rebecca Gevalt, managing partner at Dcode Capital and former CIA employee.
### The DOD is “flush with money”
Startups working with the government should aim for consistent revenue streams, rather than solely relying on grant funding. The Department of Defense (DOD) presents a lucrative target for startups with national interest applications, with a substantial budget allocation for research, development, testing, and evaluation.
### But it’s not all defense
Gevalt emphasized that startups looking to engage with the government need not be limited to defense-related technologies. Investing in data handling, analysis, and cybersecurity solutions can also be fruitful avenues for startups targeting government contracts.
### Put your blinders up to politics
Navigating political changes is a concern for startups eyeing government contracts, but building relationships with nonpolitical appointees can help maintain stability across administrations.
### Made in the USA
Contracting with startups based in and producing products in the U.S. is preferred by the government, particularly for software solutions. Onshored manufacturing aids in quality control and scalability, crucial factors for government partnerships.
### Finding product-market fit in government
Gevalt advises startups to strategically analyze government data to identify agencies in need of their technology. Understanding the government’s AI strategy and aligning with offices actively leveraging AI technologies can enhance a startup’s chances of securing government contracts.
