How Brian Harman’s Success in Golf Highlights the Importance of Resilience for Small Businesses Selling to the Government

Brian Harman’s recent performance at The Open 2025, including a bogey-free six-under 65 and his position atop the leaderboard, offers compelling lessons beyond the fairway—especially for small businesses looking to solidify or expand their presence in federal contracting.

The Power of a “Boring” but Disciplined Approach

Harman himself describes his strategy as “very boring,” emphasizing steady, calculated play over flashy moves. This mindset mirrors the best practices for small businesses navigating government procurement: consistency, compliance, and incremental progress often yield better results than chasing shortcuts or risky contracts.

Small businesses pursuing government contracts can take a page from Harman’s playbook by:

• Ensuring Compliance: Just as Harman’s precision was key to his performance, strict adherence to federal acquisition regulations and requirements is essential. Registering and maintaining an active profile in SAM.gov and securing GSA schedules with accurate, compliant pricing models are foundational to winning contracts.

• Focusing on Core Strengths: Harman’s trademark accurate approach play reflects focusing on core competencies. Small businesses should align their offerings with government needs they know well and avoid diluting their focus chasing contracts outside their expertise.

• Building Incrementally: Much like Harman’s birdies were spread across the course, small businesses should build federal relationships step-by-step—starting with smaller set-aside contracts, learning procurement cycles, and growing their pipeline sustainably.

Resilience Amid Challenges

The article also highlights other golfers, like Bryson DeChambeau, battling back after tough starts. This resilience—persevering despite setbacks—is equally critical in federal contracting where:

• Procurement Can Be Slow and Complex: Contract awards may be delayed, requirements can change, and compliance audits might surface challenges. Small businesses must stay patient, adaptable, and keep refining proposals even after rejections.

• Weathering Administrative Burdens: The intricacies of GSA schedule management, electronic invoicing, and subcontracting plans may feel daunting but can be mastered with persistence.

• Overcoming Resource Constraints: Like golfers using their experience and mental toughness, small businesses can leverage support through PTACs (Procurement Technical Assistance Centers) or government small business programs to level the playing field.

Strategic Course Navigation: Lessons From Golf for Government Sellers

Harman’s approach to each hole mirrors how a small business should tackle government contracting opportunities:

• Identify Your Best “Landing Zones”: Just as golfers plan approach shots, businesses should target agencies and contract vehicles best suited to their products/services. Researching federal procurement trends helps focus efforts where demand and budget align with your strengths.

• Adjust to Conditions: Harman benefitted from calm weather; however, he prepared for shifts. Likewise, businesses must monitor changes in fiscal policies, procurement priorities, and compliance rules to adjust their strategies quickly.

• Stay Mentally Tough: The pressure of a major championship parallels bid deadlines and competitive solicitations. Maintaining focus and managing stress will improve proposal quality and contract management.

Conclusion: Winning the Federal Contracting “Major”

Brian Harman’s success story underscores that resilience, discipline, and strategic planning are as critical in federal contracting as in golf. Small businesses should approach government sales not as a sprint but as a carefully plotted round, where steady, compliant execution and the mental toughness to persevere through challenges ultimately lead to victory.

By embracing these principles, small businesses can build lasting success in the complex government marketplace, much like Harman continues to do in major championships.

GovScout helps small businesses break into federal contracting. We simplify SAM.gov, surface winnable contracts, and give you the insights to grow in the public sector. Learn more at govscout.io.