Navigating Federal Acquisitions: Kara Ryles on Government Contracting
About This Episode
When Kara Ryals' entire office at the Department of Health and Human Services was eliminated during the HHS reorganization in January 2025, she faced a ninety-day window of uncertainty. Rather than wait it out, she took control — pulling together former colleagues, intelligent and hardworking acquisition professionals, to build something new: the Contracting Intelligence Group.
The conversation traces how Kara's years inside federal acquisitions — writing contracts, evaluating proposals, and training acquisition professionals — became the foundation for a consulting business designed to bridge the gap between industry and government. She describes the frustration of being limited in what she could share with businesses while working in government, and how founding her own company let her finally pass along that knowledge freely. The arc builds toward concrete results: helping brand-new businesses get structurally ready for government contracts through SAM registration, and guiding one small business to a $5.5 million sole source contract win.
For Loudoun County business owners eyeing the federal contracting space, this episode is a reminder that qualification isn't usually the barrier — access to accurate information and the right connections is. Kara's story also models something local entrepreneurs face constantly: turning a professional disruption into a purpose-driven business built on real expertise.
Key Topics Discussed
- The HHS reorganization and Doge — Kara's entire office was let go during what many refer to as the Doge-related HHS reorganization, prompting her to found her company during the ninety-day uncertainty period.
- Bridging industry and federal acquisition — Kara explains how government rules limited what she could share with businesses while she worked as a federal official, and how her company now fills that information gap.
- Misinformation in government contracting — She addresses common myths, like believing one government point of contact can unlock opportunities, or questioning the value of small business certifications.
- Client results and the $5.5 million win — Kara details helping two brand-new businesses get SAM-registered and structurally ready for contracts, plus a client who won a $5.5 million sole source contract through improved acquisition strategy.
- Confidence and uncertainty as an entrepreneur — She reflects on the persistent, low-level doubt that comes with running a new business and how she pushes through it by trusting her team's expertise.
Notable Quotes
Why not get together and start this acquisition intelligence consulting company that can give small businesses what they were looking for.
Kara explains the moment her team decided to launch the Contracting Intelligence Group after being let go from HHS.
There are a lot of opportunities out there for small businesses, and it's not that they don't — they're unqualified. It's just that they don't know exactly how to go after them.
Kara describes the core problem her company was built to solve.
I think that is almost all the time. There's always a little bit of uncertainty that I feel like lingers, which is, can I really do this?
Responding to a question about the last time she acted confidently while feeling uncertain.
Being able to overcome that doubt, you know, is what makes a successful business.
Kara reflects on how she manages the recurring self-doubt of entrepreneurship.
Local Business Takeaways
- Qualification usually isn't the barrier to winning federal contracts — knowing who to talk to and how to talk to them is.
- Getting structurally ready (like completing SAM registration) is a critical first step before pursuing government opportunities.
- A strong acquisition strategy can benefit both the small business and the government agency by enabling faster, non-competitive contract awards.
- Don't rely on public websites alone for contracting guidance — rules and information change constantly, and misinformation is common.
- Small business certifications carry real strategic weight and shouldn't be dismissed as unnecessary paperwork.
Key Takeaways
- A federal reorganization layoff became the catalyst for launching a consulting firm built on insider acquisition knowledge.
- Small businesses often aren''t unqualified for federal contracts — they simply don''t know who to talk to or what questions to ask.
- Helping a small business develop the right acquisition strategy led to a $5.5 million sole source contract win without a full competitive process.
- There''s widespread misinformation in government contracting, including myths about needing just one government contact to ''get in the door.''
- Small business certifications carry real strategic value that many companies underestimate or misunderstand.
- Even confident entrepreneurs carry a lingering seed of doubt — the key is pushing through it by trusting your team and expertise.
- Bridging the gap between industry and federal acquisition officials requires translating how contracting officers actually think and evaluate proposals.