Where founders lose
| Mistake | Why it hurts | Do instead |
|---|---|---|
| Winning the test, missing delivery | Drone Dominance scores production and penalizes late delivery. | Build Template H before the event. |
| Treating a ceiling as revenue | An IDIQ ceiling is a limit; money comes order by order. | Plan cash on the first order only. |
| Waiting for the perfect notice | Selections can move within months of a sources-sought notice. | Get Blue-listed and have a capability statement (Template B) ready. |
| Giving up after round one | Programs of record buy in rounds; Red Cat won the second. | Ask when the next round opens. |
| Hardware only | Buyers without operators can't use it. | Offer training or a contractor-operated option. |
| Hiding behind press | Buyers check SAM.gov and award records. | Cite government records; mark company claims as yours. |
| Ignoring the supply chain | Covered parts can kill a sale at delivery. | Run the chapter 17 audit and Template E. |
Do this next · After Reading The Cases
- Pick the case closest to your company and list the doors it used
- Check your Blue or Green status and your parts matrix (Template E)
- Draft your capability statement (Template B) and delivery evidence pack (Template H)
- Look up your target program's past awards on SAM.gov or USAspending
Cases use government records where they exist. Claims marked "per the company" or "press reports" are not confirmed by a government source.