GovDash’s recent webinar on account mapping, moderated by Sean Doherty and featuring Judy Bradt, CEO of Summit Insight, delivered clear insights for federal contractors preparing for 2026. Judy’s 37 years in GovCon and her track record of more than $200 million in federal wins made the session both practical and timely.

Account Mapping as a Cornerstone

In today’s contracting environment, account mapping is a must. Two realities stand out:

Judy reminds the industry that relationships remain essential:

“GovCon remains a people-centric business, success depends on trust and credibility. Agencies are in flux. Personnel turnover is reshaping networks. Even established primes are finding their connections less reliable, making a systematic approach to mapping more important than ever."

Navigating the Federal Landscape

Contractors need to sharpen their focus and strategies to succeed:

• Target your efforts. Few companies can manage deep ties across many agencies. Concentrate on the programs and offices that matter most.

• Understand all five layers of influence. Success requires engaging contracting officers, end users, industry partners, small business specialists, and executive stakeholders.

• Use public data. SAM.gov provides powerful insights. Fields like “created by” and “approved by” can help identify key decision makers and sharpen outreach.

Common Pitfalls

Judy highlighted several mistakes to avoid:

• Chasing too many agencies at once.

• Skipping detailed research into agency priorities.

• Expecting fast wins instead of investing in long-term trust.

Preparing for 2026

With federal priorities shifting, contractors need to stay agile:

• Track executive orders, FAR updates, and threshold changes.

• Watch for new opportunities created by policy shifts.

• Adjust messaging to reflect agency direction without compromising values.

Building Durable Relationships

Judy closed with a reminder that applies across GovCon:

“Actions and words may fade, but emotions endure. Contractors who focus on listening, adding value, and building trust will be best positioned for 2026 and beyond."

GovDash equips federal contractors with the tools and insights to put these strategies into practice and stay ahead in an evolving market.

Do you want to learn more about how GovDash can transform your business? Stay tuned for more webinars and resources from industry experts like Judy Bradt. Book a demo today to see how GovDash can help your business win more contracts and advance missions.

—> Watch the full webinar on-demand