Government Revenue Architecture

Your government revenue
is either your most
defensible asset —
or your most expensive
blind spot.

Most MedTech companies generating VA and DoD revenue don't realize they're either leaving significant value behind — or quietly paying to protect someone else's. GovCare exists to show you which one — and what to do about it.

Schedule an Initial Assessment See what Government Revenue Architecture means
The questions your team can't answer

"How is our team building provider preference — by product, by facility, by provider — at the VA?"

"Does our margin grow or stay flat with each VA sale?"

"Is our VA market share actually growing — or just our revenue?"

Every advisor a MedTech executive has consulted on VA revenue had a stake in the outcome. Nobody had an incentive to show them what the arrangement was actually costing them. That is the gap GovCare fills.

The Problem

Consequential decisions.
Incomplete information.

The VA is the largest integrated healthcare system in the country. For MedTech companies with implantable, provider-preference devices, it represents some of the most structurally predictable revenue in the portfolio — federal budget, no reimbursement risk, no prior authorization.

Most companies don't capture what it's worth. Not because they lack access. Because they've never had a resource whose only incentive was to show them the full picture.

Internal government affairs teams carry financial exposure. SDVOSB partners have their own economics to protect. Everyone at the table has a stake. No one is measuring the gap between what you have and what you could have.

"GovCare is the only resource in this space with no stake in the outcome — and therefore the only one positioned to tell you what it's actually costing you."

For MedTech Executives
You're generating government revenue. Is it working the way you think it is?

CCOs and commercial VPs managing VA and DoD accounts are often working with revenue data that flatters the arrangement — and missing the structural signals that reveal what it's actually costing them. GovCare provides the outside perspective your internal team and your current partners cannot.

For Private Equity & Capital Allocators
Government revenue looks clean in a model. It rarely is.

Acquirers consistently miss cost structure embedded in third-party arrangements, misread revenue trends that mask market share erosion, and underwrite government revenue without understanding whether it's defensible. At a 12x EBITDA multiple, every $1M in recoverable margin is $12M in enterprise value. GovCare finds what standard diligence misses.

About

Built by the person who
built the function.

Chris Mancik, Founder GovCare
Chris Mancik
Founder · GovCare · Mil-Speaking®

Chris Mancik is the founder of GovCare and the creator of Government Revenue Architecture — the first structured advisory discipline focused exclusively on VA and DoD revenue strategy for MedTech companies. He is a Naval Academy graduate and the author of Beyond a Discount: Marketing & Branding to the Military Community.

GovCare was built on a career spent on both sides of government revenue — as an operator who built the function from scratch, and as an advisor who watched how it gets mismanaged, misunderstood, and mispriced. That experience produced a perspective no external consultant and no internal team can replicate: what these arrangements actually cost, and what a properly architected alternative looks like.

01
Zimmer Biomet

Created and led the government account management function for one of the world's largest orthopedic implant manufacturers — from a cold email to the COO that received a response in under two hours.

02
SDVOSB

Helped build a small Service-Disabled Veteran Owned Small Business into one of the largest MedTech government resellers in the country — with full visibility into both sides of the manufacturer-partner relationship.

03
Naval Academy Graduate

U.S. Naval Academy, Class of 2004. Navy Supply Officer. The foundation of a career built around systems, accountability, and institutional trust.

04
Author

Beyond a Discount: Marketing & Branding to the Military Community — the definitive resource on marketing to veteran and military populations in MedTech.

Government Revenue Architecture

The sequence
is the asset.

Government Revenue Architecture is not a sales strategy. It is a sequencing strategy — covering provider preference building, pricing sequencing, cost structure analysis, market share tracking by facility, and contract strategy. Most companies execute these in the wrong order, with the wrong partners, against the wrong metrics.

GovCare engagements begin with a diagnostic — a structured assessment of what your government revenue is actually worth, what it's costing you to generate, and where the recoverable value sits. Every engagement is fixed scope, fixed fee, and built around a single deliverable: clarity.

01
Provider Preference Strategy

VA contract vehicles are billing mechanisms. They do not drive surgeon preference. GovCare maps your current preference-building activity by product, facility, and provider — and identifies the gap between what you have and what's required to defend the revenue you're already generating.

02
Cost Structure & Margin Analysis

A percentage-based arrangement with a third party scales against you indefinitely. There is no crossover point where it becomes efficient. GovCare quantifies what your current structure is actually costing you — and what a properly structured alternative would return at your revenue scale.

03
Market Share Intelligence

Annual price escalators produce revenue growth with zero additional market penetration. Most VA revenue reports don't separate the two. GovCare strips out pricing effects to reveal real volume growth — or the erosion that's been building for years without appearing in your numbers.

04
Pricing Sequencing

The VA is the only account where pricing is set by a published schedule and almost never decreases. Companies that pursue contracts before establishing provider preference lock in pricing before demand exists. GovCare ensures the sequence protects the asset rather than discounting it before it's earned.

05
M&A Diligence Support

Government revenue is consistently misread in acquisition diligence. Revenue trends mask market share erosion. Cost structures embedded in third-party arrangements go unmodeled. GovCare provides the revenue durability assessment that standard diligence frameworks were not built to capture.

06
Contract Strategy

FSS, open market, SDVOSB channel structures, EPAs — each has a role. Most companies default to whatever their channel partner recommends, which is the structure that benefits the partner. GovCare provides the independent analysis to determine which structure serves the manufacturer's economics.

Initial Assessment

The conversation your
current advisors haven't
had with you.

An Initial Assessment is a focused conversation — no pitch, no proposal theater. The goal is to determine whether a gap exists between your current government revenue position and what it could be. Most companies find out there is one.

Schedule an Initial Assessment

Scheduling link connects to Calendly  ·  30-minute conversation  ·  No obligation