The Roadmap: Your Immediately Actionable C-UAS Federal Acquisition Strategy

Most government contractors never take the time to develop a well-researched, C-UAS federal acquisition strategy before running after government contracts. They waste time chasing the wrong agencies, submitting to the wrong contract vehicles, and calling people who cannot buy from them. The federal market does not reward the best product. It rewards the vendor who shows up at the right door, at the right time, with the right capabilities.

The Federal Sales Roadmap is Intercept Federal’s flagship service. It enables your company to increase federal contract wins and build toward an initial target of $3–5M in annual government revenue. The first step is a rigorous assessment of your offerings. From there, we build a targeted federal sales strategy based on real spending data, verified requirements, niche-specific contract vehicles, and buying office intelligence.

Who This Is For

1. Non-Traditional Contractors (NDCs) and Commercial C-UAS Vendors: You have a dual-use product and proven past performance in the private or public sector. You need to know where to start. More importantly, you need to build a revenue-generating federal pipeline.
2. Defense Contractors with Adjacent Capabilities: Your technology has C-UAS applicability, but you have never positioned it that way to federal buyers. Or you are looking to expand your federal order intake.
3. BD and Capture Teams: You need a faster on-ramp into specific agencies, programs, or contract vehicles — without pulling your team off active pursuits.
4. Companies Post-Industry Day: You attended an event or conference, heard a lot of acronyms, and left without a clear next step.

What You Get

The Federal Sales Roadmap is a research-backed, action-oriented plan. It tells you exactly who buys what you sell, how they buy it, and what to do to engage them before the RFP drops. All Roadmaps are built from primary source material — government slides, RFIs, contract awards, and industry day content. We do not use hallucinated AI output or unverified data scraped online.

Federal Acquisition Strategy Deliverables

• Company Assessment: A deep-dive review of your core offerings and how they map to federal buying patterns and priorities. This identifies where your product fits and where it does not, so BD effort goes to the right places.
• Strengths and Gaps Analysis: An honest assessment of your federal sales readiness — certifications, past performance, positioning, pricing, and more — with specific recommended action steps before you pursue each target.
• Top 3 Target Customers: The three federal agencies spending the most consistently on what you sell, verified against actual obligation data from USASpending.gov — not just announced ceilings. These become your prime BD and sales focus.
• Target Funding and Buying Offices: The specific program offices, PMs, CPEs/PEOs, PAEs, and task forces inside each agency that hold the budget and control the buy.
• Named Contacts: Individual points of contact — contracting officers, program managers, and BD-facing personnel — with outreach context so your first call is not cold.
• Contract Vehicles and Procurement Pathways: The exact mechanisms each customer uses to buy in your category: IDIQ, BAA, OTA, SBIR/STTR, CSO, GSA Schedule, OASIS+, and others. We identify which are open, which are closed, and how to get on them.
• Historical and Forecasted Spend: What each agency has actually obligated toward your product category versus what they have announced. Data is pulled from high-level strategy documents, legislative authorizations and appropriations, SAM.gov, USASpending, HigherGov, and long-range acquisition forecasts (LRAF).
• Preferred Procurement Methods: How each office actually buys: competitive versus sole source, set-aside usage, average bids per RFP, typical contract sizes and durations, and simplified acquisition triggers.
• Competitor Analysis (Complete Plan Only): An analysis of incumbents’ acquisition strategy to replicate their success and identify where you can win.
• Teaming Support (Complete Plan Only): Identification of appropriate teaming partners to win opportunities you could not win alone, with justification and relevant contacts provided.
• Step-by-Step Plan of Attack: A sequenced action plan specific to your company’s stage of federal market entry — where to start, what to do first, and what to avoid.
• 30-Day M-F Support Window: Direct email, phone, and Zoom access during business hours while you begin executing — to sanity-check outreach, interpret an RFI, or work through your next move.

How It Works

C-UAS Federal Acquisition Strategy Development Process

1. Step 1 — Kickoff Assessment Call (45–90 min): We do a deep dive into your business: your product, past performance, certifications, current BD activity, and revenue goals. This informs every part of the Roadmap. It also lets us set realistic federal revenue targets based on actual spending analytics and competitor positioning in your space.
2. Step 2 — Research and Analysis: Intercept Federal synthesizes spending data, maps the acquisition landscape, identifies the right contacts, and builds your custom Roadmap. Delivery occurs within 31 days of kickoff. The clock starts once the deposit is paid.
3. Step 3 — Implementation Call (60 min): After delivery, we walk through the Roadmap together on Zoom. We cover each target customer, the recommended acquisition pathway, and your first 90 days of outreach. You leave with a clear action plan — not a document to file away and forget.
4. Step 4 — 30-Day M-F Support Window Post-Delivery: Direct email, phone, and Zoom access continue while you begin executing. Use it to sanity-check outreach, interpret an RFI, or figure out your next move.

Who You’re Working With

Jacob Marabelli leads the Intercept Federal team, which includes robotics engineers from Arizona State University (ASU) and federal acquisition professionals closely linked to the Ukrainian defense industrial base. He is a federal BD and capture specialist with a proven record of positioning EW/RF technologies as defense-ready solutions for multi-year programs. Lt. Col. Richard C. Howard (Ret.) — who managed $82B in FMS contracts during the Global War on Terror (GWOT) — mentored Jacob. That mentorship gives him acquisition-side thinking that informs every client engagement. He also holds a Bachelor of Science in Cybersecurity and Information Assurance from Western Governors University (WGU), sharpening his understanding of soft-kill TTPs.

At GomSpace North America, Jacob served as Business Development and Sales Manager. He built and managed a $6M+ B2G/B2B pipeline across the US Space Force (Space Systems Command, Space RCO), NASA, US Air Force (AFRL, AFIT, AFWERX), US Coast Guard, and Defense Innovation Unit. His relationships spanned Tier-1 primes, including Leidos Dynetics, L3Harris, Boeing/Millennium Space Systems, Northrop Grumman, Lockheed Martin, Raytheon, Anduril, SAIC, Airbus US Space and Defense, and Sierra Space. Noteable wins include a $1M+ contract with Johns Hopkins APL and NASA, and getting GomSpace’s 12U and 16U satellites listed on the US Space Force Space System Command’s $900M P-LEO SBS IDIQ — the first contract vehicle GomSpace North America ever landed.

Learn more about Intercept Federal

What C-UAS Acquisition Strategy Success Looks Like

A Roadmap, executed as prescribed, enables your company to consistently shape federal contract requirements. It also helps you build a diverse government customer base over time. Executing a pre-solicitation sales strategy — relationship building, RFI responses, conference attendance, and targeted outreach — increases awareness of upcoming requirements. Furthermore, it positions your company ahead of the competition before the solicitation ever drops. The result is a strong pipeline of qualified federal opportunities and a regimented BD process that nurtures leads into closed contracts.

Important Disclaimer: Federal Acquisition Regulation (FAR) 3.401 strictly prohibits any guarantee of government contract awards. Intercept Federal provides sales intelligence, strategic guidance, and BD support — not a guarantee of revenue or contract outcomes. Results depend on the client’s execution, the competitiveness of their solution, and factors outside Intercept Federal’s control, including government budget decisions, agency priorities, and competition.