"We need to build the defense industrial base." Yes. No question. But let's not ignore the top 5 reasons more American companies aren't coming to the table --
1. Can't easily quantify their actual federal market.
Generally know there's lots of $$ in defense. That's not super useful unless they know how much the government spends on their specific capabilities, which agencies are buying it, how often, where, and whether that demand is actually growing or if there's a gap in supply.
2. Don't know whether the market is realistically accessible, and how.
A $70B federal contracting market sounds great until you find out 80% of it goes to 4 companies. Business leaders need to know: how many companies are winning? How competitive are awards? Are small businesses winning a meaningful share? What portion can I go after and how? How long will that take? What are the realistic entry points?
3. Don't understand how the government actually buys what they sell.
Direct contracts, IDIQs, set-asides... What NAICS & PSCs? How do I get in front of customers and partners?
Commercial businesses understand their customers and sales channels. Most do not understand government market language, procurement mechanisms, dynamics, network, and processes.
4. Huge gap between "oh the government really needs this" and "this is a good market for my company."
A capability can be critical to national security and still be a difficult market for a particular company to enter. Businesses need to understand demand, competition, procurement, barriers to entry, partner strategies, and realistic paths to revenue before making that decision. We're asking a lot more American companies to enter defense, expand capacity, manufacture domestically, and invest ahead of demand. For that to happen, we need to make the business case -- and path -- much easier to see.
5. There are very real costs to entering, and they can vary.
Certifications, registrations, business development, compliance, cybersecurity, capture, proposal support, hiring, relationships, expertise, time, etc. Before a business owner starts spending against all of that, they need evidence that there's enough addressable opportunity on the other side to justify it.