The #1 Mistake New Government Contractors Make: Ed Tuorinsky on the GovCon Giants Podcast with Eric Coffie
ARLINGTON, Va. – In the June 21, 2025 episode of GovCon Giants, host Eric Coffie sits down with DTS CEO Ed Tuorinsky, a U.S. Army Veteran turned cybersecurity and government contracting leader, to unpack what new federal contractors get wrong—and how to avoid those costly early mistakes.
Drawing from his journey from the battlefield to the boardroom, Ed shares how his time in the Army sparked an interest in technology and systems security that eventually led to founding DTS, a trusted partner to the Department of Defense and federal agencies. He walks listeners through the realities of entering the federal contracting world—why subcontracting is often the smartest starting point, how pricing can make or break your proposal, and why chasing every opportunity (the “shiny object” trap) can derail your business before it gets off the ground.
Ed also opens up about the challenges of leadership and growth, emphasizing that people are both the greatest strength and hardest part of any organization. From his early days configuring networks in Korea to running a national cybersecurity and compliance firm, Ed’s message is grounded in experience: success takes persistence, humility, and the willingness to learn from failure.
Highlights include:
- Establishing credibility and gaining traction through subcontracting
- Avoiding pricing and bidding pitfalls in federal contracts
- Understanding how to align with customer intent and deliver lasting value
- Building a trustworthy culture that balances technology and people
Ed also discusses his work with the National Veteran Small Business Coalition (NVSBC) and its mission to help Veteran entrepreneurs succeed in the federal space through advocacy, education, and mentorship. His advice to new business owners: “Get up, put your boots on, and solve the next problem. That’s how you win.”
🎧 Watch or listen to the episode: