If you're waiting until the RFP drops…you're already too late.

The real influence happens before the budget is written.

In this new episode of GovCon Unscripted, Chelsea Roberts sits down with Nic Adams, Director of Government Relations at Overland AI, to break down what most contractors get wrong about Capitol Hill.

Spoiler: It’s not about hiring a lobbyist and magically landing appropriations.

Nic shares how the NDAA and Defense Appropriations process really works, what “fly-in season” actually means, why BD and government relations must run in parallel, and what the “frozen middle” is doing to slow innovation across defense acquisition.

If you're building in GovCon, especially defense tech or AI, this episode is your Hill playbook.

What You'll Learn:

• The difference between lobbying and consulting

• Why appropriations adds don’t guarantee revenue

• How to approach Hill staff effectively

• Why staffers matter more than members

• What the “frozen middle” really means

• How to shape policy without being a registered lobbyist

Key Timestamps:

00:02:45 — Why the NDAA matters more than most founders realize

00:04:00 — What “fly-in season” is and why it works

00:10:30 — Why it’s never too early to engage the Hill

00:16:50 — How to structure Hill meetings (30 minutes max)

00:25:00 — Why appropriations money doesn’t automatically go to you

00:29:00 — Understanding the “frozen middle.”

Resources:

• Chelsea's LinkedIn profile
• Nic's LinkedIn profile
• Overland AI LinkedIn page

🎧 Listen now on:

🔹 Apple: https://podcasts.apple.com/us/podcast/govcon-unscripted/id1766384482

🔹 Spotify: https://open.spotify.com/show/1NL0kFAvmgECLTJpUZYNHy

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🔹 LinkedIn: https://www.linkedin.com/showcase/govcon-unscripted/posts/

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New to GovCon? Here's a guide:

https://share.hsforms.com/288nO18bsRCCmdJZL66pClwbzmvx

21 AI Prompts to Supercharge Your GovCon BD Engine:

https://collaborativecompositions.com/21-ai-prompts-to-supercharge-your-govcon-bd-engine/

AI Prompt Guide for Federal Contractor Marketing:

https://collaborativecompositions.com/ai-prompt-guide-for-federal-contractor-marketing/

18 AI Prompts to Build Your GovCon Growth Strategy:

https://collaborativecompositions.com/18-ai-prompts-for-govcon-growth-strategy/