In this episode, Shawn sits down with Paul Adler, a veteran strategist in global revenue growth and a trusted advisor for companies entering the complex world of Federal Government markets. With decades of experience guiding businesses through the intricacies of federal contracting, Paul shares practical insights, battle-tested strategies, and hard-won lessons for founders and executives ready to scale through government channels.

Whether you’re a startup looking for your first pilot program, or a scaling company considering the government as a strategic customer, this episode offers the clarity and context you need to succeed.

• Why the Federal Government "market" is very different from a government “contract”

• What makes the U.S. Government a unique and relationship-driven buyer

• Why commitment and focus are non-negotiables when entering this space

• The best first steps a company should take—and the common mistakes to avoid

• How to think about networking, certification, and timing in your market entry

• Why subcontracting often beats aiming for the "prime" position from day one

• A real-world success story of an entrepreneur who pivoted to win federal business

• The truth about lobbyists, political shifts, and procurement dynamics

• Strategic entry points into government markets

• Building trust and brand in a relationship-first ecosystem

• Targeting decision-makers and navigating procurement

• The role of mentors and proven success stories in early wins

• Long-term thinking in a highly regulated, highly competitive environment

• 🌐 Website: www.thepauladler.com

• 📧 Email: linkedin.com/in/pauladler1

In this episode, we’re joined by Stan Christensen, a veteran dealmaker, negotiation expert, and founder of Arbor Advisors. With over two decades of experience teaching negotiation at Stanford University and leading high-stakes transactions in the tech world, Stan offers a masterclass in how to navigate complex deals, align incentives, and come out ahead—whether you're raising capital, selling your company, or simply trying to keep a negotiation from falling apart.

Stan shares his career-defining moments, hard-earned insights from the front lines of investment banking, and why most founders misunderstand who really does the work behind the scenes. This is a must-listen for entrepreneurs, operators, and anyone who wants to become a better negotiator.

• Stan’s journey from educator to investment banker

• The single biggest myth about great negotiators

• Advice for founders raising venture capital (hint: think twice)

• Why the best companies are sold—not bought

• How to renegotiate the preference stack and protect your payout

• Tactics to keep a counterparty at the table when they threaten to walk

• What separates good negotiators from bad ones

• Choosing the right investment banker (and what red flags to avoid)

• Are lawyers actually good negotiators?

• A behind-the-scenes look at a $70M deal that started with a $15M offer

• Stan’s favorite negotiation books, movies, and frameworks

• Influence by Robert Cialdini

• How to Know a Person by David Brooks

• Film: 12 Angry Men

Listen to Stan's Podcast All Things Negotiation - Podcast - Apple Podcasts

• Stan Christensen on LinkedIn

Today’s guest is Shalabh Gupta, a visionary entrepreneur and the CEO of a publicly traded company. With deep experience in both public and private markets, Shalabh brings a mission-driven mindset to solving complex problems through innovation. In this episode, he shares his journey to the public markets, lessons learned from operating in the spotlight, and what it really takes to drive long-term shareholder value while staying true to your company’s core mission.

Whether you’re a founder, investor, or aspiring public company executive, this conversation is packed with insights into what it means to lead boldly in the public eye.

• Why Shalabh chose to take his company public earlier than most

• The tradeoffs between staying private vs. going public

• Insights into IPOs, SPACs, and reverse mergers — and why his company took its specific route

• The biggest surprises and challenges of running a public company

• How to prepare for shareholder meetings (including the hardest questions he’s been asked!)

• Strategies for balancing quarterly pressures with long-term vision

• What it takes to personally transition from private leadership to the public stage

• The core mission of his company — and why it matters now more than ever

• Advice for future public company CEOs

• What’s next for Shalabh’s company and how you can follow the journey

📍 LinkedIn – Shalabh Gupta