On this episode of the JR & Ali Show, hosts JR Glass, President of GovCon Growth Solutions, and Ali Steer, President of Steer Operational Solutions, chat with guest Jason Cullum, a Vice President with Element Solutions and a seasoned Health IT veteran with more than 20 years of experience, including over 15 years working directly with the Centers for Medicare and Medicaid Services (CMS).

Jason shares insight into a clear trend: CMS is moving toward a show, don’t tell model. Instead of lengthy written proposals, vendors are increasingly being asked to bring working demos, commercial products in production, and real capabilities to the table, sometimes as early as phase one. This shift, influenced by digital service methodologies and modernization efforts, is changing how companies must prepare and compete.

The conversation explores what this means for small businesses—whether it levels the playing field or raises the bar—and how firms should think strategically about partnerships, specialization, and where to invest limited resources.

To connect with Jason, follow him on LinkedIn here. Learn more about Element here.

If you’d like to reach out to JR, connect with him on LinkedIn. | Learn More About GovCon Growth Solutions here.

If you’d like to reach out to Ali, connect with her on LinkedIn. | Learn More About Steer Operational Solutions here.