Key Takeaways for Israeli Founders From Report on U.S. Contracting
In June, a research team at George Mason University published a 35-page report on government contracting, which analyzed the speed with which the U.S. is procuring emerging technologies.
Comparing the historical contracting authorities and strategies used during World War II, the Cold War, the Global War on Terror, and the current war in Ukraine, the report sought to quantify the impact of speed, agility, and velocity in defense procurement.
While report was mostly relevant to Department of War procurement and contracting officials, there were at least three key takeaways that are relevant to Israeli founders, and that re-emphasize messages that The CET Sandbox has been conveying for over a year:
1. Expect to Prove You Can Deliver in Weeks, Not Years
The report repeatedly argues that the U.S. government is shifting away from evaluating vendors solely on technical merit toward evaluating how quickly they can get capability into users’ hands. Your demos should include:
- Time from contract award to first deployment
- Time to integrate with existing systems
- Update cadence (e.g., weekly or monthly software releases)
- Manufacturing ramp timelines
In other words, don’t just sell performance: sell delivery velocity. This is exactly what former Air Force acquisitions officer Sean Singleton told CET Sandbox members back in January.
2. Build Your U.S. Business so Contracting Officers Can Award Quickly
Another theme throughout the report is that contracting delays often stem from administrative friction rather than technology. Founders should eliminate excuses for delay by having:
- A U.S. entity established
- CAGE, UEI, and SAM registrations complete
- Standard licensing and IP terms
- Cybersecurity documentation ready
- Pricing and contracting templates prepared
This aligns with what we discussed regarding three mistakes Israeli founders regularly make in the U.S. Anything that shortens the contracting process makes you a more attractive supplier. Let us know if we can help in any way on these matters, as we have a network of experts in the U.S. ready to assist.
3. Show That You Can Iterate With Operators, Not Just Deliver a Finished Product.
The report praised a program called the Mine-Resistance Ambush Protection or “MRAP” vehicle program — as well as Ukraine’s drone ecosystem — because both relied on constant user feedback and multiple contracting rounds rather than waiting for a perfect final product. The implication is that Israeli companies should market themselves as partners in continuous capability evolution by emphasizing:
- Rapid software updates
- Field-driven product improvements
- Pilot programs
- Prototype-to-production roadmaps
- Willingness to co-develop with military users
In fact, the report implies that this rapid-iteration loop may be an even stronger message than claiming your product is already “battle tested” or “TRL 7+.”
The bottom line: The U.S. is buying speed. Prove you can deliver in weeks, clear the administrative friction before it slows an award, and position yourself as a co-development partner, not a finished box.
Contact us to learn more, discuss go-to-market, or find U.S. partners.
