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The PDF playbook, the editable templates, and the guided walkthrough. For every drone and autonomy founder.
Get the playbookField guide for drone founders
Find your path to government buyers.
Start with your product and stage. We will guide you through how buying works, which paths may fit, and what to do next.
Open opportunity preview (free)Playbook PDF (free with email)
Step 1 of 5
What best describes your company?
Choose your stage and product, then continue through the guide. Free and public; no company name or email needed.
Suggestions are starting points, not eligibility decisions.
Not sure? Walk through it with us
1 · How ready is your product?
2 · What do you sell?
Your starting point
Choose your stage and product
Choose both a stage and a product to continue.
Next: understand who uses, decides, funds and signs. Then explore the paths that may fit your company and finish with your 30/60/90 roadmap.
Who actually buys
Find the four names
"The government" is not one customer. Four different people usually touch a drone purchase. Founders who pitch only one of them stall.
Pitch-anytime doors
No deadline. Pitch any time.
Pitch-anytime doors: ways to pitch the government any time, not only when a specific solicitation is open (for example CSOs, open BAAs and unsolicited proposals).
CH 02
Army Drone Marketplace CSO and Calls
RollingCH 04JIATF-401 counter-drone CSO
RollingCH 05DIU open solicitations
Rolling listCH 06Air Force small UAS CSO
Watch for CallsCH 07Drone OTA Consortium
Open applicationsCH 08Tradewinds Solutions Marketplace
Monthly assessmentsCH 11GSA schedule
ContinuousCH 12Fort Drum Blue-listed drone BPA
Open windowTemplates
Copy, fill, send
Each template comes as an editable file (Word, Excel or PowerPoint) and an AI prompt. Copy the prompt in one click. The files are free with your email.
A
RFI / sources-sought response
Keep it to five pages or less unless the notice sets a different limit. The notice's limit…
Open and copy →B
Capability statement
One page that tells a buyer who you are, what you sell and how to buy it. BPA notices, con…
Open and copy →C
CSO solution brief
For the Army Drone Marketplace, DIU and JIATF-401 CSOs. Keep it short. Follow any page lim…
Open and copy →D
Prime outreach email
Short and scannable: name their problem, prove you fix it, then make one low-pressure ask.…
Open and copy →E
Parts-list compliance matrix
One row per part. Buyers, assessors and primes ask for this. Start with the covered 848/81…
Open and copy →F
Program-office cold email
Short and scannable: one mission problem, proof you solve it, one easy ask. Keep it under …
Open and copy →G
Second touch to the contracting officer
A short follow-up after you answered an RFI or sources-sought notice. Send it once, after …
Open and copy →H
Delivery evidence pack
Proof you can build and ship on time. Fixed-price buys like Drone Dominance reward deliver…
Open and copy →Open opportunities
Opportunity preview
A public sample. Check the official notice before acting.
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The full live opportunity tracker comes with a paid subscription to The TallyPoint Brief. You get every open notice we track, updated routinely, plus alerts when new ones post.
Case studies
What the winners did
Public sources only, linked on every case.
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Weekly notes on how government buying really works, plus playbook updates. Every page of this site stays free to read without signing up.
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Further reading
More experts and resources
Other people doing good work on how the government buys, and how to sell to it.
Links open in a new tab.
Weekly newsletter
Defense Tech Signals
A weekly read on defense-tech companies, capital and federal contract data, including an interactive dashboard of contract obligations for the NatSec100 companies.
SubstackSteven Koprince, The FedLift Launchpad
Former government contracts attorney writing plain-English takes on federal contracting for small businesses, including GAO protest decisions and the FAR overhaul.
SubstackSam Le, GovCon Intelligence
Former SBA director of procurement policy, now a govcon lawyer, covering FAR changes, SBA rules and small-business contracting data.
LinkedInNeil McDonnell, GovCon Chamber
Founder of the GovCon Chamber, offering free daily federal sales training with a focus on sources sought and RFI responses.
LinkedInRick Howard, GovClose
Retired Air Force lieutenant colonel and former acquisitions officer who founded GovClose, a government sales training and certification program.
SubstackRobi Sen
UAV (unmanned aerial vehicle) expert. Follow his writing on Substack.
Which one is for you?
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Maps your product to the right doors, buyers and compliance gates, with a written plan. For founders who want TallyPoint to build the plan with them.
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