The Courage to Start: Growing a GovCon Business from Zero with Ganesh Natarajan

What does it really take to build a thriving federal contracting business from the ground up? In this episode of The Real Deal, Sarah Djamshidi and Cy Alba sit down with Ganesh Natarajan, CEO of Ennoble First, to uncover the realities behind growing a government contracting company. Ganesh shares his journey from leaving a senior role at Lockheed Martin to bootstrapping his own firm, starting with zero, building trust, and landing that critical first customer. He reveals the five P’s for growth (People, Partners, Process, Performance, and Patience), the importance of staying in your lane, and why chasing shiny objects can sink your business. Along the way, he discusses challenges from finance to legal structure, moving from subcontractor to prime without losing your edge, building IP and valuation strategically, and why resilience, relationships, and advisory boards matter most. Packed with hard-earned advice, this conversation offers real-world lessons on scaling, strategy, and staying true to your core strengths—plus why courage and preparation are the greatest assets for any business leader. To connect with Ganesh, follow him on LinkedIn here. Learn more about Ennoble First by visiting their webpage here. To connect with Sarah, visit her LinkedIn page here. Learn more about Speedshift Ventures by visiting their webpage here. To connect with Cy, visit his LinkedIn page here. Learn more about PilieroMazza PLLC by visiting their webpage here.