Game Changers for Government Contractors

What the 2026 NDAA Really Means for Government Contractors

Mon, 30 Mar 2026 06:30:00 -0400

The 2026 NDAA is out, and most contractors won’t read it. That’s a mistake.

In this episode, I sit down with Dr. Dolores Kuchina-Musina to break down what actually matters. We cover changes to Commercial Solutions Openings, the gray areas around developmental work, what’s happening with SBIR reauthorization, and why OTAs are once again being pushed as a priority tool.

More importantly, we talk about what this means for small and mid-sized contractors trying to position themselves for growth.

Policy changes don’t just affect Washington. They shape your capture strategy, your compliance posture, and your relationship with contracting officers.

If you want to stop reacting and start anticipating, this conversation will sharpen your edge.

The Safety Trap, How Playing it Safe is Creating Weak Leaders

Mon, 23 Mar 2026 06:30:00 -0400

We are living in an era of over-optimization for comfort. Safe spaces, avoided confrontation, emotional outsourcing, and leaders who think protecting their teams from pressure is kindness. It is not.

In this episode, Michael breaks down the safety trap and explains why hard times create strong leaders, and why soft times create weakness. He challenges the belief that discomfort is danger and shows why friction is necessary for growth, clarity, and resilience.

From emotional regulation to risk tolerance to doing hard things on purpose, this episode is a wake-up call for entrepreneurs who want to build strong teams instead of fragile ones.

If you want confident, decisive leaders inside your organization, it starts with you stepping out of your comfort zone first.

Why Most 7-Figure Businesses Stall at $1M

Mon, 16 Mar 2026 07:30:00 -0400

In this episode, I sit down with Scott Jensen, CEO of NVSBC and author of The Owner’s Playbook, to unpack what actually breaks when a business grows. We talk about why brute force gets you to seven figures but won’t get you past it, how fractured systems quietly bleed money, why most owners misunderstand the role of accountants, and the mental discipline required to level up.

We also dig into team dynamics, culture clarity, and a concept Scott calls “auto suggestion” that might change how you think about performance and leadership.

If you’re under $1M trying to grow, or just crossed it and feel operational chaos creeping in, this conversation will hit home.

Ep 413: If 1+1 Equals 2, You Chose the Wrong Partner

Mon, 09 Mar 2026 10:30:56 -0400

Most entrepreneurs think growth is about adding people. Add a partner. Add an employee. Add a tool. But if 1+1 equals 2, you did not create leverage. You created maintenance. In this episode, Michael explains why real growth requires multiplication, not addition. He breaks down how to evaluate business partners, employees, and romantic partners through the lens of exponential return. Then he introduces the MULTIPLY framework, a practical filter for identifying who truly accelerates your momentum and who simply occupies space. If you feel like you are working harder but not moving faster, this episode will challenge how you choose the people around you. Exponential growth is intentional. Multipliers are selected. ----- Frustrated with your government contracting journey? Join our group coaching community here: federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contracting. Where Should I Start?" Here: https://amzn.to/4hHLPeE Book a call with me here: https://calendly.com/michaellejeune/govconstrategysession

Ep 412: Brand Confusion Is Costing You Revenue

Mon, 02 Mar 2026 11:30:20 -0400

Most businesses don’t have a marketing problem. They have a clarity problem. In this episode, I sit down with Tori Humphreys of Cumberland Marketing to talk about why so many companies struggle to explain what makes them different. We dive into why logos aren’t brands, why “on time and under budget” isn’t differentiation, and why it feels illegal to pause long enough to get clear. If you’ve ever thrown money at a new website, business card, or ad campaign hoping it would fix your growth… this conversation will hit home. Clarity drives confidence. Confidence drives messaging. Messaging drives revenue. Let’s talk about how to slow down long enough to get it right. ----- Frustrated with your government contracting journey? Join our group coaching community here: federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contracting. Where Should I Start?" Here: https://amzn.to/4hHLPeE Book a call with me here: https://calendly.com/michaellejeune/govconstrategysession

Ep 411: How to Protect Your Time Without Becoming a Jerk

Mon, 23 Feb 2026 11:30:25 -0400

“Got a minute?” Those three words are quietly draining your business. In this episode, I break down why five minute meetings are the most expensive thing on your calendar. They fragment your focus, destroy strategic thinking, and send you into what I call the productivity death spiral. You’ll learn how context switching kills performance, how interruptions secretly cost you revenue, and how to retrain your team to respect structure without becoming the “unapproachable” leader. If you want deeper work, higher quality decisions, and more revenue without working longer hours, this one is mandatory. ----- Frustrated with your government contracting journey? Join our group coaching community here: federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contracting. Where Should I Start?" Here: https://amzn.to/4hHLPeE Book a call with me here: https://calendly.com/michaellejeune/govconstrategysession

Ep 410: Building a Startup in a Small Town Why You Don't Need a Big City to Win

Mon, 16 Feb 2026 11:05:45 -0400

What if building your business in a small town is actually an advantage? In this episode, I sit down with Lauren Mullins, co-founder of Personality Pool, to talk about what startup life really looks like outside of big cities and venture-capital hype. We unpack the real pros and cons of building a company in a smaller community, from cost of living and mental health to networking challenges and unexpected opportunities. Lauren also shares how her own hiring struggles inspired Personality Pool, a video-based screening platform designed to help businesses hire for culture and personality, not just resumes. If you’ve ever wondered whether you need to move to a big city to grow your business, or how to build something meaningful exactly where you are, this episode will challenge a lot of assumptions. This one’s honest, practical, and refreshingly real. ----- Frustrated with your government contracting journey? Join our group coaching community here: 👉 https://federal-access.com/gamechangers Grab my #1 bestselling book, I’m New to Government Contracting. Where Should I Start? 👉 https://amzn.to/4hHLPeE Book a call with me here: 👉 https://calendly.com/michaellejeune/govconstrategysession

Ep 409: Cups and Chaos Why Every Dream Deserves a Fair Fight

Mon, 09 Feb 2026 12:00:44 -0400

What do you do when everyone around you tells you your idea is ridiculous? In this episode, Michael LeJeune shares a hilarious but powerful story from a recent small business conference that sparked the unexpected creation of “Cups and Chaos,” a fictional drive-through coffee shop featuring baby raccoons. What started as a joke quickly turned into a lesson about vision, courage, and why most people abandon their dreams far too early. Michael breaks down why big ideas almost always sound crazy at first, why employees and institutions resist risk, and how momentum and belief can transform ridicule into opportunity. If you’ve ever let doubt, fear, or other people’s opinions stop you from pursuing something meaningful, this episode is a reminder that every dream deserves a fair fight. ----- Frustrated with your government contracting journey? Join our group coaching community here: federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contracting. Where Should I Start?" Here: https://amzn.to/4hHLPeE Book a call with me here: https://calendly.com/michaellejeune/govconstrategysession

Ep 408: Why Your Best Technical People Hate Proposals (And How to Fix It)

Mon, 02 Feb 2026 12:15:39 -0400

Technical SMEs are critical to winning government contracts, yet many dread proposal work. In this episode, Michael LeJeune sits down with Dawn Ward, former technical lead on $100M contracts and founder of Trusted Insight, to unpack why engineers resist proposals and how leaders can change that. You’ll learn how poor onboarding, unclear expectations, and lack of feedback create frustration, and what to do instead. Dawn shares real-world stories, practical frameworks, and leadership strategies to turn proposal participation into an engaging, high-impact experience for technical teams. If you want better proposals, stronger collaboration, and higher win rates without burning out your best people, this conversation is a must-listen. ----- Frustrated with your government contracting journey? Join our group coaching community here: federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contracting. Where Should I Start?" Here: https://amzn.to/4hHLPeE Book a call with me here: https://calendly.com/michaellejeune/govconstrategysession

Ep 407: Own the Room Before You Say a Word

Mon, 26 Jan 2026 12:00:38 -0400

Public speaking isn’t just for keynote stages, it’s a foundational life skill. In this episode, Michael LeJeune breaks down practical, real-world strategies to become a more confident and effective speaker, whether you’re presenting on stage, leading a meeting, selling, or simply communicating ideas clearly. You’ll learn how to own the room before you say a word, why stories outperform data, how to trim your message so it lands, and how to use your voice as an instrument instead of a monotone delivery system. Michael also explains how to structure talks around heroes and villains, why slides should be on a strict diet, and how to practice in a way that builds lasting confidence. If you want to stand out in business and in life, this episode gives you tools you can use immediately. ----- Frustrated with your government contracting journey? Join our group coaching community here: federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contracting. Where Should I Start?" Here: https://amzn.to/4hHLPeE Book a call with me here: https://calendly.com/michaellejeune/govconstrategysession

Ep 406: How the DoD Mentor-Protégé Program Really Works (From People Who Run It)

Mon, 19 Jan 2026 11:00:34 -0400

The DoD Mentor-Protégé Program is one of the most powerful and misunderstood growth tools in government contracting. In this episode, Michael LeJeune sits down with Lisa Mays and Victoria Tripiano from the Catalyst Center to break down how the DoD Mentor-Protégé Program actually works, how it differs from the SBA version, and why it’s not the right fit for early-stage companies. They explain where the funding really goes, what makes a strong protégé, why mentors participate, and the role authorized subcontractors play in delivering real value. You’ll also hear real success stories, common misconceptions, and practical advice for companies considering the program. If you’ve ever wondered whether the DoD Mentor-Protégé Program is worth pursuing, this episode will give you clarity before you invest the time and effort. ----- Frustrated with your government contracting journey? Join our group coaching community here: federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contracting. Where Should I Start?" Here: https://amzn.to/4hHLPeE Book a call with me here: https://calendly.com/michaellejeune/govconstrategysession

Ep 405: The psychology behind the goals you never achieve

Mon, 12 Jan 2026 11:15:04 -0400

Most people think they’re failing at their goals because of discipline, strategy, or time. That’s rarely the truth. In this episode, Michael LeJeune breaks down the real reason high performers still miss their biggest goals: they haven’t assigned enough value to them. Drawing from personal experience, psychology, and real-world examples, Michael explains why vague goals don’t demand action, how comfort quietly sabotages progress, and why every meaningful goal requires sacrifice. You’ll learn how to get painfully specific about what you want, identify what you’re protecting instead of pursuing, create daily non-negotiables, and design your environment so the right behaviors become automatic. If you’ve ever wondered why certain goals stay stuck on your list year after year, this episode will help you finally understand why, and what to do about it. ----- Frustrated with your government contracting journey? Join our group coaching community here: federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contracting. Where Should I Start?" Here: https://amzn.to/4hHLPeE Book a call with me here: https://calendly.com/michaellejeune/govconstrategysession

Ep 404: The Hidden Rules of SLED Proposals and How to Win Anyway

Mon, 05 Jan 2026 11:00:39 -0400

Many federal contractors are looking to diversify into state and local markets, but most approach SLED proposals the wrong way. They approach it just like Federal proposal and that's a recipe for disaster. In this episode, Michael LeJeune sits down with proposal expert Michele Atkinson to break down the real differences between federal and state/local contracting. From vague scoring criteria and numeric scorecards to the outsized role of presentations, relationships, and local presence, this conversation pulls back the curtain on how SLED awards actually happen. You’ll learn why compliance looks different, how evaluators really score proposals, why being “technically correct” isn’t enough, and how local politics and community impact can quietly tip the scales. If you’ve been treating SLED like federal contracting and wondering why you’re not winning, this episode will change how you think about proposals entirely. ----- Frustrated with your government contracting journey? Join our group coaching community here: federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contracting. Where Should I Start?" Here: https://amzn.to/4hHLPeE Book a call with me here: https://calendly.com/michaellejeune/govconstrategysession

Ep 403: The Invisible Cage: Why Most Government Contractors Never Break Through

Mon, 29 Dec 2025 11:45:52 -0400

Most government contractors aren’t limited by the market, certifications, or competition. They’re limited by an invisible cage they’ve built around their business. In this episode, inspired by a powerful moment from The Equalizer, Michael breaks down the mindset shift that separates reactive contractors from strategic builders. You’ll learn the four “worlds” most contractors operate in, why chasing bids is not a business model, and how scarcity thinking quietly forces you into bad work and thin margins. If you’ve ever said “that won’t work in government contracting,” this episode will challenge you to rethink what’s possible and show you how to intentionally design your pipeline, positioning, and growth strategy. If nothing changes, nothing changes. It’s time to change your world. ----- Frustrated with your government contracting journey? Join our group coaching community here: federal-access.com/gamechangers Grab my #1 bestselling book, I’m New to Government Contracting. Where Should I Start? Here: https://amzn.to/4hHLPeE Book a call with me here: https://calendly.com/michaellejeune/govconstrategysession

Ep 402: Rebranding for Growth How to Attract Commercial Clients Without Destroying Your GovCon Brand

Mon, 22 Dec 2025 12:00:53 -0400

If you think rebranding means “new logo, new website, done”… this episode will convince you otherwise. Michael sits down with Erica Dobbs, CEO of Dobson Solutions, to break down why a company with a strong reputation chose to rebrand and why timing matters when your business matures. Erica shares how her team shifted from speaking pure DoD language to building a more universal message that attracts commercial clients, without demolishing what they already built. They cover the research process, how long a real rebrand takes, why internal ownership beats outsourcing sometimes, and the three-part narrative they built to anchor the new brand: Think Partnership, Think Performance, Think Power. ----- Frustrated with your government contracting journey? Join our group coaching community here: federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contracting. Where Should I Start?" Here: https://amzn.to/4hHLPeE Book a call with me here: https://calendly.com/michaellejeune/govconstrategysession

Ep 401: Tell Me the Rules and I Will Find a Way to Win

Mon, 15 Dec 2025 11:00:23 -0400

In this episode, Michael calls out a growing problem in the government contracting space, too many people are whining about FAR changes, small business rules, and politics, and not enough people are focused on winning. He breaks down why winners do not obsess over whether the rules are fair, they simply ask, “What is the new play, coach” and adapt. You will hear why your only real job is to understand the rules, build a sound strategy, and execute while everyone else is distracted and complaining online. Michael also explains how fear of the unknown, attachment to the old way, and believing that change is a disadvantage are quietly killing otherwise good companies. If you want to win more contracts in any administration, this episode is your wake up call. ----- Frustrated with your government contracting journey? Join our group coaching community here: federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contracting. Where Should I Start?" Here: https://amzn.to/4hHLPeE Book a call with me here: https://calendly.com/michaillejeune/govconstrategysession

Ep 400: A Look Back at the Last Decade in GovCon and a Look Ahead

Mon, 08 Dec 2025 11:01:03 -0400

Over 400 episodes and a decade in, we step back and ask a big question: how has government contracting really changed, and what is coming next? In this special fireside chat, Michael LeJeune, Joshua Frank, Rich Earnest, and Tom Prokop break down the shifts that matter. We talk about rising simplified acquisition and micro-purchase thresholds, the VA and contract vehicle strategies, market maturity, and how private equity and M&A have reshaped the competitive landscape. We also dig into data driven BD with SAM.gov's Data Bank and USAspending, the higher barrier to entry for new GovCon's, and why AI is a powerful tool, not a magic proposal button. Finally, the team shares blunt advice on who should start a government contracting business, how to prepare financially, and what it will take to win over the next ten years. ----- Frustrated with your government contracting journey? Join our group coaching community here: federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contracting. Where Should I Start?" Here: https://amzn.to/4hHLPeE Book a call with me here: https://calendly.com/michaellejeune/govconstrategysession

Ep 399: Winter is Coming for Your GovCon Strategy

Mon, 01 Dec 2025 11:00:39 -0400

Ep 399: Winter is Coming for Your GovCon Strategy by RSM Federal

Ep 398-Target, Tell, Win- A Practical Guide to GovCon Go-to-Market

Mon, 24 Nov 2025 11:00:59 -0400

In this episode of Game Changers for Government Contractors, Michael LeJeune speaks with Alexa Tsui about the industry shift from traditional business development and capture toward disciplined go-to-market (GTM) strategies. Alexa explains why top tech entrants (Palantir, OpenAI, etc.) hire “go-to-market” leaders, not old-school BD roles, and why GovCon companies must stop piling up tools and start building a repeatable story, capability portfolio, and process. Learn the essentials: define what you sell, clarify your “why,” craft case-study-driven stories, use LinkedIn strategically, and prioritize painkillers over vitamins. If you want a focused pipeline, clearer decisions, and faster scale, this episode shows where to start. ----- Frustrated with your government contracting journey? Join our group coaching community here: federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contracting. Where Should I Start?" Here: https://amzn.to/4hHLPeE Book a call with me here: https://calendly.com/michaellejeune/govconstrategysession

Ep 397: The Current State of AI How It’s About to Reshape Your Entire Workflow

Mon, 17 Nov 2025 11:00:37 -0400

AI is no longer a buzzword, it is quietly reshaping how companies work, hire, and compete. In this episode, I sit down with AI and automation expert (and repeat founder) Luke Thompson to unpack the real state of AI and what it means for business leaders. We talk about why free AI tools give you a false sense of security, why executives must lean in instead of banning AI, and how to build simple automations that tame your inbox and free up real time. Luke breaks down digital twins, MCP, agent workflows, and security risks in plain English, with practical examples you can apply this week. If you are a CEO, founder, or executive trying to decide what to do next with AI, this conversation is your roadmap. ----- Frustrated with your government contracting journey? Join our group coaching community here: federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contracting. Where Should I Start?" Here: https://amzn.to/4hHLPeE Book a call with me here: https://calendly.com/michaellejeune/govconstrategysession

EP 396: 2025 GAGE Report: What GovCons Must Know About Growth & Efficiency

Mon, 10 Nov 2025 11:00:38 -0400

In this episode of Game Changers for Government Contractors, Michael LeJeune is joined by Kim Koster (VP of GovCon Strategy at Unanet) and John Sisson (EVP of CRM at Unanet) to discuss the newly released 2025 GAGE Report. Built from the input of over 1,200 GovCon leaders, the report benchmarks government contracting performance across compliance, accounting, utilization, growth, and efficiency. The conversation highlights why 65% of contractors remain optimistic despite tighter competition, how 79% identify pipeline performance as their top challenge, and why firms with centralized PMOs submit 10+ more proposals annually. Kim and John also explore the rapid adoption of AI, where it’s adding value, where it’s overhyped, and how integration across BD, project management, and finance is becoming a true game changer. If you want to benchmark your business and sharpen your GovCon strategy, this episode is packed with actionable insights. ----- Frustrated with your government contracting journey? Join our group coaching community here: federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contracting. Where Should I Start?" Here: https://amzn.to/4hHLPeE Book a call with me here: https://calendly.com/michaellejeune/govconstrategysession

Ep 395: OneGov Explained: The Death of the Middleman Strategy

Mon, 03 Nov 2025 11:00:38 -0400

In this solo episode of Game Changers for Government Contractors, Michael LeJeune breaks down the federal government’s OneGov strategy, a move that centralizes enterprise agreements with giants like Microsoft, Oracle, AWS, and Google. For years, many contractors relied on the “middleman” model, making margins by simply reselling software and hardware licenses. But those days are coming to an end. Michael explains why OneGov eliminates the need for traditional resellers, how it will save taxpayers billions, and why contractors must pivot from pass-through deals to high-value services like integration, customization, and managed solutions. He also shares strategies for teaming with vendors, building outcomes-based offerings, and shifting to work with higher margins. If your business depends on reselling, this episode is a wake-up call. But if you’re ready to evolve into a true solution provider, OneGov could open massive opportunities. ----- Frustrated with your government contracting journey? Join our group coaching community here: federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contracting. Where Should I Start?" Here: https://amzn.to/4hHLPeE Book a call with me here: https://calendly.com/michaellejeune/govconstrategysession

Ep 394: Hiring Top Tech Talent in GovCon with Ninja Recruiting Strategies

Mon, 27 Oct 2025 10:00:09 -0400

Struggling to hire elite, often-cleared technical talent in GovCon? In this episode, Jessica Oliver shares practical ways to source beyond the usual platforms and cut through the noise. Learn where top engineers actually hang out online, how to personalize outreach with transparent offers and real-life perks, and how to assess both technical skill and culture fit. We also cover managing remote teams, using employee-driven branding on LinkedIn, keeping momentum in the interview process, and when to leverage niche recruiting agencies. If you need a faster, smarter hiring engine for government contracting, this playbook will help you land the right people, faster. ----- Frustrated with your government contracting journey? Join our group coaching community here: federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contracting. Where Should I Start?" Here: https://amzn.to/4hHLPeE Book a call with me here: https://calendly.com/michaellejeune/govconstrategysession

Ep 393: Adapting to Change: FAR Overhauls, NDAA Updates, and the Future of GovCon

Mon, 20 Oct 2025 10:00:24 -0400

In this episode of Game Changers for Government Contractors, host Michael LeJeune welcomes back legal expert Steven Koprince to dissect the latest wave of proposed federal contracting changes. From GSA’s push to raise thresholds and alter the “Rule of Two,” to the potential expansion of veteran-owned small business opportunities under the NDAA, this conversation dives deep into what these changes could mean for small businesses. Michael and Steven debate the risks, share strategies to adapt, and highlight how innovative contractors can still thrive, even as giants like Amazon enter the competition. Whether you’re a seasoned prime or a newcomer navigating subcontracting, this episode gives you the insight you need to prepare for 2025 and beyond. ----- Frustrated with your government contracting journey? Join our group coaching community here: federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contracting. Where Should I Start?" Here: https://amzn.to/4hHLPeE Book a call with me here: https://calendly.com/michaellejeune/govconstrategysession

Ep 392: How to Thrive at GovCon's Premier Conference of the Year

Mon, 13 Oct 2025 10:00:53 -0400

In this episode of Game Changers for Government Contractors, host Michael LeJeune welcomes back Lori Revely, CEO of Cavalry Consulting and chair of SAME’s Small Business Council, to preview the upcoming SAME Small Business Conference in Phoenix, AZ. With more than 6,000 attendees last year, SAME SBC has become the premier government contracting event for the AEC industry and beyond drawing small businesses, large primes, and government partners alike. Lori shares insider tips on how to prepare with pre-conference webinars, maximize matchmaking sessions, and take advantage of capability statement reviews with experts. They also discuss the importance of SAME’s regional posts, industry days, and how one well-planned conference can fuel your business development pipeline for the entire year. Whether you’re a first-time attendee or a seasoned SBC veteran, this episode will help you make the most of one of GovCon’s most valuable networking and learning opportunities. ----- Frustrated with your government contracting journey? Join our group coaching community here: federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contracting. Where Should I Start?" Here: https://amzn.to/4hHLPeE Book a call with me here: https://calendly.com/michaellejeune/govconstrategysession

Ep 391: CMMC is Final: Deadlines, Levels, and How to Stay Competitive

Mon, 06 Oct 2025 10:00:23 -0400

CMMC is officially here. The DoD finalized the DFARS rule on September 10, with CMMC clauses eligible in solicitations by November 10 and a three-year phase-in through November 10, 2028. We break down Level 1, Level 2, and Level 3, the 180-day conditional grace period, prime flowdowns, and COTS exemptions. The headline: Level 2 can be a self-assessment on some programs, dramatically lowering cost and keeping more small and mid-sized firms in the game. We also cover smart “ghosting” moves to right-size requirements during pre-acquisition and Q&A, plus examples of where Level 2 self-assessment may be appropriate. Act early, budget now, and align your subs so you are not stuck in the rush. ----- Frustrated with your government contracting journey? Join our group coaching community here: federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contracting. Where Should I Start?" Here: https://amzn.to/4hHLPeE Book a call with me here: https://calendly.com/michaellejeune/govconstrategysession

Ep 390: Non-Traditional Contracting 101 OTAs, BAAs, CSOs, and SBIRs

Mon, 29 Sep 2025 10:00:32 -0400

Non-traditional contracting is exploding in government contracting, and small businesses can win faster by learning the rules. In this episode, Michael LeJeune and guest expert Angela Webb break down BAAs, CSOs, OTAs, and SBIR/STTR, when to use each, and where to find them on SAM.gov. You will learn the typical cadence from five-page white paper to full proposal, realistic timelines to award, how consortiums like AFWERX and SOFWERX fit in, and smart pipeline mix recommendations for tech and non-tech firms. We also cover pricing tips, prize challenges, and practical guidance for educating contracting officers with one-pagers that show exactly how to buy from you. If you want faster paths to revenue in GovCon, this is your playbook. ----- Frustrated with your government contracting journey? Join our group coaching community here: federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contracting. Where Should I Start?" Here: https://amzn.to/4hHLPeE Book a call with me here: https://calendly.com/michaellejeune/govconstrategysession

Breaking News: The FAR Part 19 Deviation Has Been Released

Sun, 28 Sep 2025 16:21:27 -0400

The FAR Part 19 deviation is here, and the world is not on fire. In this episode, I break down why “small business first” largely formalizes how agencies already operate, and why overreliance on 8(a), WOSB, and SDVOSB status is a risky strategy going forward. We talk about legal headwinds to socioeconomic programs, the SBA’s shrinking role, and what contractors should do right now. The punchline is simple: position around outcomes, spend more time in pre-acquisition, build real relationships, and communicate value with clear metrics. If you do that, you will not just survive these changes, you will thrive. ----- Frustrated with your government contracting journey? Join our group coaching community here: federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contracting. Where Should I Start?" Here: https://amzn.to/4hHLPeE Book a call with me here: https://calendly.com/michaellejeune/govconstrategysession

Ep 389: Stop Trying to be Superman: Build Systems, Not Burnout

Mon, 22 Sep 2025 10:00:56 -0400

In this solo episode of Game Changers for Government Contractors, Michael LeJeune dismantles the “invincible leader” myth and makes the case for sustainable leadership. Your real job isn’t doing everything, it’s setting the temperature (be a thermostat, not a thermometer), building systems that work without you, and modeling healthy boundaries. Hear a candid client story: after years of 70–100-hour weeks and late-night emails, a CEO learned to delegate, stop after-hours calls, and actually take vacation, sparking a healthier culture and lower turnover. Practical takeaways: delegate earlier, define response windows, reward rest, and coach leaders to own outcomes. Take off the cape; build a company that thrives without it. ----- Frustrated with your government contracting journey? Join our group coaching community here: federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contracting. Where Should I Start?" Here: https://amzn.to/4hHLPeE Book a call with me here: https://calendly.com/michaellejeune/govconstrategysession

Ep 388: From AI to Google How Wikipedia Defines Your Digital First Impression

Mon, 15 Sep 2025 10:00:21 -0400

In this episode of Game Changers for Government Contractors, Michael LeJeune is joined by Jenny Karn and Rhi Ruff of Lumino to explore the surprising role Wikipedia plays in your government contracting success. Far from being “just an online encyclopedia,” Wikipedia feeds into Google, Siri, Alexa, social media verification, and even AI tools like ChatGPT. That means what’s written on Wikipedia could be shaping how contracting officers, teaming partners, and potential buyers see your company. Whether you know it or not. Jenny and Rhi explain how Wikipedia pages are created, why accuracy matters, and how contractors can monitor and correct misinformation. They also share practical tips for developing a Wikipedia strategy that supports your broader media and AI presence. ----- Frustrated with your government contracting journey? Join our group coaching community here: federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contracting. Where Should I Start?" Here: https://amzn.to/4hHLPeE Book a call with me here: https://calendly.com/michaellejeune/govconstrategysession

Ep 387: I’m the Problem - Radical Ownership for GovCon Leaders

Mon, 08 Sep 2025 10:00:22 -0400

If your results are flat, it might be time to look in the mirror. In this episode, Michael breaks down “radical ownership” for GovCon leaders and shows how to fix what’s left of the equal sign, and the behaviors that drive outcomes. We unpack common scapegoats like politics, FAR changes, and slow agencies, and replace them with actions that actually move revenue: better BD cadence, smarter keyword strategy, diversification, and process before scale. You’ll hear a real-world example of pipeline growth through keyword pivots, why “scale” can multiply chaos, and how questions like “What part of this is on me?” unlock better execution. Practical, candid, and immediately usable. ----- Frustrated with your government contracting journey? Join our group coaching community here: federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contracting. Where Should I Start?" Here: https://amzn.to/4hHLPeE Book a call with me here: https://calendly.com/michaellejeune/govconstrategysession

Ep 386: Surviving Executive Orders - Pivoting Through Chaos

Mon, 01 Sep 2025 10:00:58 -0400

In this episode of Game Changers for Government Contractors, Michael LeJeune talks with Kim Ali of Kim Ali Consulting about her remarkable comeback after losing 80% of her revenue in early 2025 due to sweeping executive orders. Kim shares how she used equitable adjustments to create a financial cushion, analyzed shifting federal priorities, and rebuilt her pipeline to $40M in just months. They discuss emerging trends that every contractor must watch, including the potential removal of the Rule of Two, changes to past performance requirements, and the importance of securing a GSA schedule. Kim also offers practical advice on diversifying beyond federal contracts, leveraging teaming opportunities, and above all, building strong relationships. This is a masterclass in resilience, strategy, and thriving in uncertain markets. ----- Frustrated with your government contracting journey? Join our group coaching community here: federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contracting. Where Should I Start?" Here: https://amzn.to/4hHLPeE Book a call with me here: https://calendly.com/michaellejeune/govconstrategysession

Ep 385: How to Write Emails Government Buyers Actually Answer

Mon, 25 Aug 2025 10:01:08 -0400

Ep 385: How to Write Emails Government Buyers Actually Answer by RSM Federal

Ep 384: GovCon Hiring Pitfalls and How to Avoid Them

Mon, 18 Aug 2025 10:00:59 -0400

Struggling to hire the right people, especially before a contract award? In this episode of Game Changers for Government Contractors, host Michael LeJeune talks with recruiting expert Al Vega about what it really takes to build a talent pipeline in GovCon. From cleared candidates to proposal recruiting, Al shares why “hypothetical recruiting” is critical to success and how to keep candidates warm with newsletters, transparency, and early engagement. Learn why recruiters are your brand ambassadors, the red flags to watch for in staffing firms, and when it’s time to bring in professional help. If you want to win more and deliver flawlessly, this episode is your roadmap to smarter hiring in government contracting. ----- Frustrated with your government contracting journey? Join our group coaching community here: federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contract. Where Should I Start?" Here: https://amzn.to/4hHLPeE Book a call with me here: https://calendly.com/michaellejeune/govconstrategysession

Ep 383: 4 Keys to Scaling Your GovCon Business Faster and Smarter

Mon, 11 Aug 2025 10:00:03 -0400

Ep 383: 4 Keys to Scaling Your GovCon Business Faster and Smarter by RSM Federal

Ep 382: What Contracting Officers Wish You Knew - Insider Tips from a Former KO

Mon, 04 Aug 2025 10:00:36 -0400

In this episode of Game Changers for Government Contractors, host Michael LeJeune is joined by Christa Williams and Erin Olenjack from Bank of America’s government contracting team for a candid and practical discussion about what contracting officers and bankers wish every contractor knew. Erin, a former contracting officer, unpacks the most common misconceptions about KO relationships—like why you may never hear back after sending an email, why it’s not personal, and how to communicate with purpose and clarity. She also dives into the strategic value of pre-solicitation engagement and explains why blindly chasing contracting officers won’t move the needle—building relationships with program offices will. Christa brings clarity to the often misunderstood banking side of GovCon, explaining why having a contract in hand doesn’t guarantee financing, how banks evaluate risk differently than factoring companies, and when to bring in alternative lenders like Republic Capital Access. She shares why diversification, proactive planning, and relationship-building before you need money are key to your growth strategy. Whether you're brand new to federal contracting or scaling up to pursue $25M+ contracts, this episode is loaded with real talk, smart strategy, and actionable tips to help you grow your business with confidence and avoid costly missteps. ----- Frustrated with your government contracting journey? Join our group coaching community here: federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contract. Where Should I Start?" Here: https://amzn.to/4hHLPeE Book a call with me here: https://calendly.com/michaellejeune/govconstrategysession

Ep 381: The 5 Hidden Profit Levers in GovCon You’re Probably Ignoring

Mon, 28 Jul 2025 10:00:46 -0400

In this episode of Game Changers for Government Contractors, host Michael LeJeune reveals five hidden profit levers that can dramatically improve your bottom line—without spending a dime on more leads. Drawing from decades of experience and over $14.5 billion in contract wins, Michael shares smarter ways to grow by improving your conversion rate, increasing average sale size, boosting transaction frequency, and tightening profit margins. You’ll learn how small adjustments—from refining proposals to reducing overhead—can generate significant returns. If you’re chasing growth by just submitting more bids or hiring more BD staff, this episode will show you a better, more profitable path. Plus, get a special offer for a free strategy call when you leave a review on Apple Podcasts. ----- Frustrated with your government contracting journey? Join our group coaching community here: federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contract. Where Should I Start?" Here: https://amzn.to/4hHLPeE Book a call with me here: https://calendly.com/michaellejeune/govconstrategysession

Ep 380: Why GSA Schedules Just Became Urgent for Government Contractors

Mon, 21 Jul 2025 10:00:28 -0400

he GSA schedule just became the hottest asset in government contracting. In this episode of Game Changers for Government Contractors, host Michael LeJeune sits down with RSM Federal sales strategist Rich Ernest to break down why GSA schedules are more critical than ever thanks to a recent executive order pushing 400–500% more spending through them. They expose costly myths, explain why getting a schedule doesn’t guarantee success, and outline how to market your schedule effectively. Whether you go the DIY route or hire help, this episode shows you how to do it smartly, avoid rip-offs, and position your company to win once you’re on schedule. Don't wait! Missing out on this shift could lock you out of the federal market. ----- Frustrated with your government contracting journey? Join our group coaching community here: federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contract. Where Should I Start?" Here: https://amzn.to/4hHLPeE Book a call with me here: https://calendly.com/michaellejeune/govconstrategysession

Ep 379: The Ultimate GovCon Scaling Roadmap - Foundation, Growth, Maturity

Mon, 14 Jul 2025 10:00:17 -0400

In this fast-paced episode of Game Changers for Government Contractors, Michael LeJeune breaks down three essential phases of scaling a government contracting business: Foundation ($0–$1M), Growth ($1M–$10M), and Maturity ($10M+). If you’ve ever felt stuck at a revenue plateau, this episode delivers the roadmap to get moving again. You’ll learn how to build credibility in the early days, when to stop being the bottleneck as CEO, and what strategic shifts to make as you grow. Michael covers everything from building systems and hiring A-players to agency penetration and long-term sustainability. Whether you’re just starting out or looking to push through your next ceiling, this episode delivers practical advice for climbing the GovCon growth ladder without burning out or stalling out. ----- Frustrated with your government contracting journey? Join our group coaching community here: federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contract. Where Should I Start?" Here: https://amzn.to/4hHLPeE Book a call with me here: https://calendly.com/michaellejeune/govconstrategysession

Ep 378: Start Smart in GovCon - Launching with Revenue on Day One

Mon, 07 Jul 2025 10:00:27 -0400

In this episode of Game Changers for Government Contractors, host Michael LeJeune interviews Tom Prokop, a federal coach and GovCon entrepreneur, about how he launched his business with a contract already secured. Drawing on more than 15 years of experience, Tom shares the unconventional strategy of turning job interviews into subcontracting opportunities and starting with value not just status. He outlines how to prepare your business infrastructure, adopt a winning mindset, and build strong relationships from day one. Whether you're new to the space or struggling to gain traction, this episode is packed with actionable insights to help you start smart, scale quickly, and build a sustainable GovCon business. ----- Frustrated with your government contracting journey? Join our group coaching community here: federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contract. Where Should I Start?" Here: https://amzn.to/4hHLPeE Book a call with me here: https://calendly.com/michaellejeune/govconstrategysession

Ep 377: Silent Influencers in Government Contracting - Who Are They and How do You Find Them

Mon, 30 Jun 2025 10:00:59 -0400

In this episode of Game Changers for Government Contractors, host Michael LeJeune exposes one of the most overlooked secrets to success in the federal market... silent influencers. These behind-the-scenes players shape acquisition strategies, steer evaluations, and quietly impact award decisions, often without holding formal authority. Learn how to identify and ethically build relationships with these insiders, from contracting specialists to technical evaluators and even former government officials. Michael breaks down how to build an “influence map,” tap on-the-ground insights, and understand the real decision-making dynamics inside target agencies. This episode is a must-listen for any contractor ready to play... and win... the invisible game. ----- Frustrated with your government contracting journey? Join our group coaching community here: federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contract. Where Should I Start?" Here: https://amzn.to/4hHLPeE Book a call with me here: https://calendly.com/michaellejeune/govconstrategysession

Ep 376: Building a Dream GovCon Company with Mission-Driven Leadership

Mon, 23 Jun 2025 10:00:34 -0400

In this episode of Game Changers for Government Contractors, host Michael LeJeune interviews Mary Toxey, COO and co-founder of Basis Path. Mary shares her powerful journey from serving as a SIGINT analyst in the Air Force to co-building a women-veteran-owned GovCon firm specializing in modernization and data science. Learn how Basis Path prioritizes “mission over margins,” supports employee growth, and rebounded from major challenges like contract loss and the COVID-19 pandemic. With a team of 55–60 and eyes on becoming a prime in 2025, Basis Path stands out as a people-first, performance-driven company. Mary’s story offers essential lessons on resilience, leadership, and scaling with purpose. ----- Frustrated with your government contracting journey? Join our group coaching community here: federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contract. Where Should I Start?" Here: https://amzn.to/4hHLPeE Book a call with me here: https://calendly.com/michaellejeune/govconstrategysession

Ep 375: GovCon Consultants Exposed Hype and Red Flags Versus RESULTS!

Mon, 16 Jun 2025 10:00:53 -0400

In this episode of Game Changers for Government Contractors, host Michael LeJeune tackles a growing frustration in the GovCon space: hiring consultants who don’t deliver results. Drawing from thousands of conversations with contractors, Michael breaks down why many consultants fall short—lacking real GovCon experience, pushing generic B2B tactics, or relying on shady “middleman” strategies. He shares how to spot red flags and outlines exactly what to look for in a high-value GovCon advisor: proven results, custom strategy, and hands-on implementation support. Whether you've been burned before or are considering hiring your first consultant, this episode will help you make smarter decisions and invest in real growth. ----- Frustrated with your government contracting journey? Join our group coaching community here: federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contract. Where Should I Start?" Here: https://amzn.to/4hHLPeE Book a call with me here: https://calendly.com/michaellejeune/govconstrategysession

Ep 373: The Boring Stuff That Actually Grows Your GovCon Business

Mon, 02 Jun 2025 10:00:46 -0400

In this episode of Game Changers for Government Contractors, host Michael LeJeune strips away the fluff and focuses on what really moves the needle in GovCon—mastering the fundamentals. From consistent pipeline reviews and smart pre-acquisition prospecting to proposal infrastructure, back-office compliance, and client re-engagement, Michael outlines the unglamorous daily habits that build long-term success. He shares tips on how to stay active on LinkedIn, keep your capability statement fresh, and manage internal readiness through clear roles, regular huddles, and tech audits. If you’re tired of gimmicks and ready to scale with strategy, this episode is your roadmap. ----- Frustrated with your government contracting journey? Join our group coaching community here: federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contract. Where Should I Start?" Here: https://amzn.to/4hHLPeE Book a call with me here: https://calendly.com/michaellejeune/govconstrategysession

Ep 372: The 2025 HUBZone Conference: What to Expect and Why You Should Attend

Mon, 26 May 2025 10:07:46 -0400

In this episode of Game Changers for Government Contractors, host Michael LeJeune welcomes Kindra Dionne, Chief Program Officer of the HUBZone Contractors National Council, to celebrate 25 years of HUBZone progress and preview what’s ahead. Kindra unveils a bold vision for the program, including a new Affinity Group model, a national outreach strategy, and a deeper commitment to workforce development in underserved communities. The 2025 HUBZone Conference (July 21–24 in Chantilly, VA) will feature TED-style talks, industry days, a Capitol Hill fly-in, and a 25th Anniversary Trailblazer Awards dinner. Co-located with the American Small Business Defense Contracting Summit, this event is shaping up to be the most dynamic yet. Whether you’re new to HUBZone or a long-time supporter, this episode is packed with updates and inspiration to help you connect, grow, and make meaningful impact. ----- Frustrated with your government contracting journey? Join our group coaching community here: federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contract. Where Should I Start?" Here: https://amzn.to/4hHLPeE Book a call with me here: https://calendly.com/michaellejeune/govconstrategysession

Ep 371: DOGE, Disruption, and GovCon Strategy: What You Need to Know

Mon, 19 May 2025 10:03:01 -0400

In this episode of Game Changers for Government Contractors, host Michael LeJeune sits down with Neil McDonnell, president of the GovCon Chamber of Commerce CEO of GovCon in a Box, to explore how contractors can navigate a rapidly evolving federal market. From the controversial DOGE initiative to shifting priorities in cybersecurity and AI, Neil shares blunt, actionable advice on aligning your strategy with what government buyers actually need. Learn why mastering the basics—clear value, strong service, and process discipline—trumps chasing "secrets." Whether you're a prime or sub, seasoned or new, this episode will help you adapt to change, survive market shifts, and position your business for sustainable growth. ----- Frustrated with your government contracting journey? Join our group coaching community here: federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contract. Where Should I Start?" Here: https://amzn.to/4hHLPeE Book a call with me here: https://calendly.com/michaellejeune/govconstrategysession

Ep 365: How Winners Think: A Mindset Blueprint for GovCon Contractors

Mon, 31 Mar 2025 00:00:00 -0400

In this episode of Game Changers for Government Contractors, host Michael LeJeune shares the critical mindset shifts needed to succeed in government contracting. From filtering out distractions like political noise and LinkedIn negativity to focusing on what you can control—like building relationships, refining your pipeline, and improving your skills—this episode delivers a roadmap for mental resilience and business growth. Michael outlines daily, weekly, and monthly habits for success, emphasizing the importance of long-term thinking, adaptability, and consistent action. Whether you're new to GovCon or looking to level up, this episode will help you reframe your focus and build a strategy for winning more contracts. ----- Frustrated with your government contracting journey? Join our group coaching community here: federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contract. Where Should I Start?" Here: https://amzn.to/4hHLPeE Book a call with me here: https://calendly.com/michaellejeune/govconstrategysession

Ep 366: Why Agile Proposals Are 30% Faster (and How to Switch from Waterfall)

Mon, 31 Mar 2025 00:00:00 -0400

In this episode of Game Changers for Government Contractors, host Michael LeJeune welcomes Tony Gray to unpack the major differences between traditional waterfall and agile proposal development. Tony shares how agile proposals—led by skilled writers with deep customer and technical insight—deliver faster, more cohesive, and higher-quality responses. You’ll learn how agile methods cut development time by 30%, reduce burnout, improve SME collaboration, and integrate seamlessly with AI tools. Tony also explains how to overcome resistance to change and how agile helps leaders better allocate B&P resources using gap-based tracking. Whether you're a small business owner, BD pro, or proposal manager, this episode delivers actionable insights to help you scale smarter and win more contracts. ----- Frustrated with your government contracting journey? Join our group coaching community here: federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contract. Where Should I Start?" Here: https://amzn.to/4hHLPeE Book a call with me here: https://calendly.com/michaellejeune/govconstrategysession

Ep 370: Lessons from the Trenches: Surviving and Thriving in GovCon

Mon, 31 Mar 2025 00:00:00 -0400

In this episode of Game Changers for Government Contractors, host Michael LeJeune sits down with Starla Halcomb of Lead Training to share her incredible journey in GovCon. Starla opens up about launching her business with a single contract, losing it all during the pandemic, and learning how to rebuild from scratch. She discusses the mental challenges, the lessons of bad advice, the importance of learning how to run a real business, and how critical it is to develop boundaries and focus on long-term strategy. This episode is packed with wisdom, hard truths, and encouragement for anyone navigating the ups and downs of government contracting. If you’ve ever felt like giving up, this is the episode you need to hear. ----- Frustrated with your government contracting journey? Join our group coaching community here: federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contract. Where Should I Start?" Here: https://amzn.to/4hHLPeE Book a call with me here: https://calendly.com/michaellejeune/govconstrategysession

Ep 369: High-Performer Habits: How to Use Boundaries to Scale Your Business

Mon, 31 Mar 2025 00:00:00 -0400

In this episode of Game Changers for Government Contractors, host Michael LeJeune shares one of the most overlooked growth strategies for business owners: setting boundaries. If your calendar is packed, your focus is scattered, and burnout is looming, this episode is your wake-up call. Michael breaks down how high-performing leaders use boundaries to protect their time, reduce decision fatigue, and prioritize deep work that drives revenue. You'll learn how to say no unapologetically, manage communication expectations, leverage your calendar as a productivity engine, and recharge without guilt. Whether you're scaling your GovCon business or just trying to get control of your day, this episode delivers practical, real-world strategies to help you protect your time and grow with purpose. ----- Frustrated with your government contracting journey? Join our group coaching community here: federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contract. Where Should I Start?" Here: https://amzn.to/4hHLPeE Book a call with me here: https://calendly.com/michaellejeune/govconstrategysession

Ep 368: Why Most Proposal Teams Fail—and How to Lead Yours to Win

Mon, 31 Mar 2025 00:00:00 -0400

In this episode of Game Changers for Government Contractors, host Michael LeJeune talks with Melissa P about what it really takes to lead successful proposal teams. Drawing from her years of experience and leadership at Strategic Growth Partners, Melissa breaks down the power of human-centered leadership, the shift away from command-and-control management, and how to align diverse personalities to meet tight deadlines without the chaos. She shares actionable tips for solo proposal professionals and team leads alike—from setting expectations early to using AI tools wisely. Whether you're building your first proposal shop or managing complex multi-partner bids, this episode gives you the leadership tools and process insights needed to win more contracts—without burning out your team. ----- Frustrated with your government contracting journey? Join our group coaching community here: federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contract. Where Should I Start?" Here: https://amzn.to/4hHLPeE Book a call with me here: https://calendly.com/michaellejeune/govconstrategysession

Ep 367: How to Interview a GovCon BD Rep (Without Getting Fooled)

Mon, 31 Mar 2025 00:00:00 -0400

In this episode of Game Changers for Government Contractors, host Michael LeJeune dives into a powerful guide for interviewing business development (BD) reps in the GovCon space. Michael shares how to spot red flags, detect lies, and ask strategic questions that reveal whether a candidate can execute—not just interview well. You'll learn how to test coachability, uncover true experience, evaluate how they handle rejection, and assess their ability to research and strategize. This episode is packed with tactical advice that will help you hire smarter, avoid costly mistakes, and find the right BD talent to drive contract wins. Whether you're a seasoned executive or making your first BD hire, this is a must-listen. ----- Frustrated with your government contracting journey? Join our group coaching community here: federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contract. Where Should I Start?" Here: https://amzn.to/4hHLPeE Book a call with me here: https://calendly.com/michaellejeune/govconstrategysession

Ep 374: The Truth About Price vs. Performance in GovCon

Mon, 31 Mar 2025 00:00:00 -0400

In this episode of Game Changers for Government Contractors, host Michael LeJeune talks with Scott Arias, CEO of ACE Consulting, about one of the biggest myths in GovCon: that low price wins. Scott shares how superior performance, strategic communication, and understanding what truly matters to the government buyer can drastically reduce competition and increase your win rate. From real-world examples—like rotating a building to save millions—to the importance of being regionally focused and playing to your strengths, Scott explains what best value really means and how to deliver it. Whether you're a prime or sub, in construction or professional services, this episode gives you the mindset and tactical tips to win smarter—not cheaper. ----- Frustrated with your government contracting journey? Join our group coaching community here: federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contract. Where Should I Start?" Here: https://amzn.to/4hHLPeE Book a call with me here: https://calendly.com/michaellejeune/govconstrategysession

Ep 361: Winning The Work Is Just The Beginning Strategies For Post - Award Success

Mon, 10 Mar 2025 00:00:00 -0400

In this episode of Game Changers for Government Contractors, host Michael LeJeune shares expert insights on how to achieve post-award success. Winning a contract is just the beginning—now it’s time to deliver, manage, and position yourself for future growth. Michael covers key strategies like running effective kickoff meetings, tracking deliverables, building strong customer relationships, and leveraging AI for efficiency. He also discusses the importance of documenting past performance, identifying high-value task orders, and optimizing internal processes. Whether you're a prime or a subcontractor, this episode provides actionable tips to ensure you exceed expectations and set yourself up for more opportunities. Tune in to learn how to turn one contract win into long-term GovCon success. ----- Frustrated with your government contracting journey? Join our group coaching community here: federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contract. Where Should I Start?" Here: https://amzn.to/4hHLPeE Book a call with me here: https://calendly.com/michaellejeune/govconstrategysession

Ep 360: Debunking False Promises Of GovCon Grifters

Mon, 03 Mar 2025 00:00:00 -0400

In this episode of Game Changers for Government Contractors, hosts Michael LeJeune and Joshua Frank expose the myths and misinformation running rampant in the GovCon space. They take a hard look at the so-called "GovCon grifters" spreading false narratives about becoming an overnight millionaire, using the middleman strategy, and relying on certifications to win contracts. Michael and Joshua set the record straight, explaining why real success in government contracting requires strategy, relationships, and business acumen—not just flashy promises. If you’re tired of the hype and want to understand what it really takes to win government contracts, this episode is a must-listen. ----- Frustrated with your government contracting journey? Join our group coaching community here: federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contract. Where Should I Start?" Here: https://amzn.to/4hHLPeE Book a call with me here: https://calendly.com/michaellejeune/govconstrategysession

Ep 359: How To Transition From Subcontractor To Prime Contractor

Mon, 24 Feb 2025 00:00:00 -0400

In this episode of Game Changers for Government Contractors, host Michael LeJeune breaks down the critical steps for transitioning from a subcontractor to a prime contractor. He highlights key challenges such as past performance requirements, financial readiness, and the importance of building a strong team. Michael also shares practical strategies for improving cash flow, developing a recruiting database, and fostering relationships with key decision-makers. Additionally, he covers why processes, culture, and business development play a vital role in scaling successfully. If you're ready to make the jump to becoming a prime, this episode provides actionable insights to help you navigate the transition with confidence. ----- Frustrated with your government contracting journey? Join our group coaching community here: federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contract. Where Should I Start?" Here: amzn.to/4c5Vb0d

Ep 362: The Tribal Edge Summit Unlocking 8(a) and Sole-Source Opportunities

Sat, 22 Feb 2025 00:00:00 -0400

In this episode of Game Changers for Government Contractors, host Michael LeJeune talks with John Cook about the upcoming Tribal Edge Summit 2025—a must-attend event for businesses looking to partner with Tribal 8(a), ANC, and NHO organizations. John shares insights into sole-source contracting, matchmaking strategies, and how businesses can build strong teaming relationships with tribal entities. With a laser-focused approach, this summit helps small and medium-sized GovCon businesses connect with the right partners while providing education on legal considerations, business development, and advanced teaming. The event, set for April 23-25, 2025, features expert panels, networking sessions, and a keynote from world-class trainer Coach Larry Wade. Whether you're looking to break into the tribal 8(a) space or expand your existing partnerships, this episode is packed with insights to help you succeed. ----- Frustrated with your government contracting journey? Join our group coaching community here: federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contract. Where Should I Start?" Here: https://amzn.to/4hHLPeE Book a call with me here: https://calendly.com/michaellejeune/govconstrategysession

EP 364: How to Attract and Retain Top Talent in the Cleared Community

Sat, 22 Feb 2025 00:00:00 -0400

In this episode of Game Changers for Government Contractors, host Michael LeJeune welcomes Kathleen Smith from ClearedJobs.Net to discuss the biggest recruiting challenges in the government contracting space. Kathleen shares insights from her new Cleared Recruiting Challenges newsletter and podcast, highlighting top hiring challenges such as SCIF stress, salary competitiveness, and candidate engagement. They also explore solutions, including improving employer branding, offering workplace flexibility, and building stronger candidate relationships. If you’re struggling to find and retain top talent in the cleared community, this episode provides practical strategies to help you stand out in a competitive hiring market. ----- Frustrated with your government contracting journey? Join our group coaching community here: federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contract. Where Should I Start?" Here: https://amzn.to/4hHLPeE Book a call with me here: https://calendly.com/michaellejeune/govconstrategysession

Ep 363: GovCon Negotiation Pricing, Value, and Relationship Building

Sat, 22 Feb 2025 00:00:00 -0400

In this episode of Game Changers for Government Contractors, host Michael LeJeune breaks down the art of negotiation in government contracting. Learn how to research agency priorities, build relationships before negotiations, and justify your pricing with data. Michael shares insights on how to articulate value beyond price, navigate contract terms, and balance when to push or concede. Whether you’re negotiating a sole-source contract or in a competitive bid, these strategies will help you secure better deals while strengthening long-term relationships. If you want to improve your negotiation skills and win more contracts, this episode is packed with actionable tips to help you succeed in the GovCon space. ----- Frustrated with your government contracting journey? Join our group coaching community here: federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contract. Where Should I Start?" Here: https://amzn.to/4hHLPeE Book a call with me here: https://calendly.com/michaellejeune/govconstrategysession

Ep 358: Why Zero Trust Is The New Standard For Cybersecurity

Mon, 17 Feb 2025 00:00:00 -0400

In this episode of Game Changers for Government Contractors, host Michael LeJeune speaks with cybersecurity expert Jessica Dapelo about the rise of Zero Trust and AI in risk assessment. Jessica explains how Zero Trust flips traditional cybersecurity on its head, ensuring that every device and user must prove legitimacy before gaining access. They discuss the dangers of unchecked AI, the vulnerabilities hidden in everyday technology, and the importance of cybersecurity training. From real-world hacking stories to proactive security strategies, this episode is packed with insights on how businesses and individuals can protect themselves in an increasingly digital world. Tune in to learn why trust is the weakest link in cybersecurity—and how to safeguard your data from evolving threats. ----- Frustrated with your government contracting journey? Join our group coaching community here: federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contract. Where Should I Start?" Here: amzn.to/4c5Vb0d

Ep 354: Mastering GovCon Product Sales

Tue, 07 Jan 2025 00:00:00 -0400

In this episode of Game Changers for Government Contractors, host Michael LeJeune and business coach Rich Earnest dive into the complexities of selling products in the government contracting space. They explore key topics such as the value of GSA schedules, the role of relationships in breaking into the market, and the importance of strategic research. Rich shares actionable advice on identifying buyers, leveraging simplified acquisition thresholds, and navigating challenges like Buy American requirements. Whether you’re new to product sales or looking to refine your strategy, this episode offers essential insights to help you succeed in the competitive GovCon market. ----- Frustrated with your government contracting journey? Join our group coaching community here: federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contract. Where Should I Start?" Here: amzn.to/4c5Vb0d

Ep 356: Continuous ATO Transforming Software Delivery in GovCon

Tue, 07 Jan 2025 00:00:00 -0400

In this episode of Game Changers for Government Contractors, host Michael LeJeune dives into the innovative concept of Continuous Authority to Operate (CATO) with Bryon Kroger, founder of Rise8. Bryon explains how CATO enables faster, more secure software delivery, aligning with modern DevOps practices while ensuring compliance with NIST RMF standards. Learn how this approach transforms the traditional ATO process, the benefits for government contractors and end users, and the critical role of collaboration between developers, assessors, and end-users. Bryon also shares actionable strategies for implementing CATO, overcoming challenges, and scaling operations. Whether you're navigating compliance or looking to improve your software delivery speed, this episode is packed with valuable insights to help you succeed in the GovCon space. ----- Frustrated with your government contracting journey? Join our group coaching community here: federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contract. Where Should I Start?" Here: amzn.to/4c5Vb0d

Ep 355: 4 Responsibilities Every Business Owner Should Master

Tue, 07 Jan 2025 00:00:00 -0400

In this episode of Game Changers for Government Contractors, host Michael LeJeune highlights the four critical responsibilities every business owner must prioritize to achieve long-term success. From taking care of your personal well-being to driving revenue, building and serving your team, and fostering innovation, these responsibilities are the foundation of effective leadership. Michael shares actionable strategies for maintaining work-life balance, aligning sales and marketing efforts, creating a team-focused culture, and pushing boundaries to stay ahead in the market. Whether you're just starting out or scaling your business, this episode provides a practical framework to help you grow and thrive as a leader. ----- Frustrated with your government contracting journey? Join our group coaching community here: federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contract. Where Should I Start?" Here: amzn.to/4c5Vb0d

Ep 357: Selling to the Government A Step-by-Step Approach

Tue, 07 Jan 2025 00:00:00 -0400

In this episode of Game Changers for Government Contractors, host Michael LeJeune breaks down the key steps for building an effective corporate strategy in the government contracting space. Learn how to define what you sell, identify your target buyers, understand how they procure, and develop a tailored marketing strategy. Michael shares practical tips on leveraging tools like SAM.gov and USAspending.gov, choosing the right certifications, and partnering with strategic players. Whether you’re new to government contracting or looking to refine your approach, this episode provides actionable insights to help you focus your efforts, build relationships, and position your business for long-term success. ----- Frustrated with your government contracting journey? Join our group coaching community here: federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contract. Where Should I Start?" Here: amzn.to/4c5Vb0d

Ep 352: Understanding the Small Business Rule of Two

Tue, 17 Dec 2024 00:00:00 -0400

In this episode of Game Changers for Government Contractors, host Michael LeJeune is joined by Shane McCall of Koprince McCall Pottroff to demystify the Small Business Rule of Two. Shane explains what the Rule of Two is, how it impacts small business set-asides, and the recent changes affecting task orders under multiple award contracts (MACs). He shares valuable insights on the differences between the SBA’s Rule of Two and the VA’s version, key exceptions, and how small businesses can respond if they see non-compliant procurements. If you’re a small business looking to leverage the Rule of Two to win more contracts, this episode is packed with actionable strategies and expert advice to help you navigate these changes effectively. ----- Frustrated with your government contracting journey? Join our group coaching community here: federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contract. Where Should I Start?" Here: amzn.to/4c5Vb0d

Ep 350: Insights from the Deltek Clarity Survey

Tue, 17 Dec 2024 00:00:00 -0400

In this episode of Game Changers for Government Contractors, host Michael LeJeune welcomes Kevin Plexico, Senior Vice President at Deltek, to discuss key findings from Deltek’s annual Clarity Survey. Kevin shares insights on growth trends, challenges facing small businesses, and the increasing role of compliance and technology in government contracting. They discuss the impact of election cycles, rising competition, and strategies for aligning capabilities with agency priorities. Kevin also highlights opportunities for contractors, including the role of AI in leveling the playing field and the benefits of mentor-protégé programs. Tune in to gain actionable strategies and stay ahead in the ever-evolving GovCon market. ----- Frustrated with your government contracting journey? Join our group coaching community here: federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contract. Where Should I Start?" Here: amzn.to/4c5Vb0d

Ep 353: Strategies for Managing Multiple RFPs

Tue, 17 Dec 2024 00:00:00 -0400

In this episode of Game Changers for Government Contractors, host Michael LeJeune dives into the art of managing multiple RFPs simultaneously. Michael shares practical strategies to help you prioritize proposals, allocate resources effectively, and maintain quality under pressure. From understanding your team’s limits and using time management techniques to automating routine tasks and fostering team communication, these tips will help you streamline your proposal process and avoid burnout. Learn how to implement tools like master calendars, SOPs, and after-action reviews to continuously improve and scale your efforts. Whether you’re a solo operator or managing a team, this episode provides actionable insights to help you win more contracts while staying organized and focused. ----- Frustrated with your government contracting journey? Join our group coaching community here: federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contract. Where Should I Start?" Here: amzn.to/4c5Vb0d

Ep 351: Building a Winning Proposal Team

Tue, 17 Dec 2024 00:00:00 -0400

In this episode of Game Changers for Government Contractors, host Michael LeJeune breaks down the essential steps for building a winning proposal team. From identifying key roles like Proposal Manager, Technical Writers, and SMEs to leveraging collaboration tools and refining communication strategies, Michael shares practical advice for creating a well-rounded, effective team. He also highlights the importance of proposal reviews, ongoing training, and fostering a positive team culture to maximize performance. Whether you’re building your team from scratch or optimizing an existing one, this episode provides actionable insights to help you streamline processes and improve your proposal win rate. Tune in to learn how to create a high-performing team that delivers winning proposals consistently. -----

Ep 348: Why Government Contractors Should Embrace SharePoint

Thu, 05 Dec 2024 00:00:00 -0400

In this episode of Game Changers for Government Contractors, host Michael LeJeune sits down with SharePoint expert Therman Trotman to explore how government contractors can leverage SharePoint to optimize processes, enhance collaboration, and increase efficiency. Therman shares practical insights on replacing outdated tools like Excel with SharePoint’s powerful features for collecting, managing, and displaying information. From onboarding employees to managing contracts, discover how this often-overlooked tool can revolutionize your GovCon operations. If your organization is looking to streamline workflows and centralize data, this episode is a must-listen. ----- Frustrated with your government contracting journey? Join our group coaching community here: https://federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contract. Where Should I Start?" Here: https://amzn.to/4c5Vb0d

Ep 349: Avoiding Bright, Shiny Object Syndrome in Leadership

Thu, 05 Dec 2024 00:00:00 -0400

In this episode of Game Changers for Government Contractors, host Michael LeJeune dives into the common leadership challenge of "Bright, Shiny Object Syndrome." Michael explores why leaders are prone to chasing new ideas and abandoning current projects, and the impact this has on business growth and team morale. Learn practical strategies to implement a decision-making framework, avoid unnecessary restarts, and make thoughtful adjustments to existing processes. Whether you’re a business owner or team leader, this episode provides actionable advice for staying focused, finishing what you start, and leading your organization more effectively. ----- Frustrated with your government contracting journey? Join our group coaching community here: federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contract. Where Should I Start?" Here: amzn.to/4c5Vb0d

Ep 347: Leadership Myths Exposed

Mon, 02 Dec 2024 00:00:00 -0400

In this episode of Game Changers for Government Contractors, host Michael LeJeune tackles common myths about leadership that often hold back aspiring leaders. From the belief that leaders are born, not made, to the misconception that leaders must have all the answers, Michael offers practical insights and personal experiences to debunk these myths. He emphasizes the importance of continuous growth, embracing vulnerability, and empowering your team rather than controlling them. Whether you're an introvert or an extrovert, this episode provides valuable advice on how to unlock your leadership potential and overcome self-doubt. ----- Frustrated with your government contracting journey? Join our group coaching community here: https://federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contract. Where Should I Start?" Here: https://amzn.to/4c5Vb0d

Ep 346: FedRAMP 101 Insights To Prepare For Certification

Mon, 25 Nov 2024 00:00:00 -0400

In this episode of Game Changers for Government Contractors, host Michael LeJeune and cybersecurity expert Gary Daemer discuss FedRAMP, an essential certification for cloud service providers looking to sell to the federal government. With over 40 years of experience in cybersecurity, Gary provides a comprehensive overview of what FedRAMP entails, who needs it, and the challenges involved. Learn about the rigorous process, timelines, costs, and ongoing maintenance requirements for certification. Gary also shares strategic advice on whether pursuing FedRAMP is right for your business and tips for leveraging resources like SBIRs to offset costs. This episode is a must-listen for contractors aiming to enter or expand in the government market. ----- Frustrated with your government contracting journey? Join our group coaching community here: https://federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contract. Where Should I Start?" Here: https://amzn.to/4c5Vb0d

Ep 345: How To Grow Your Government Contracting Business On LinkedIn

Mon, 18 Nov 2024 00:00:00 -0400

In this episode of Game Changers for Government Contractors, host Michael LeJeune shares valuable strategies for optimizing LinkedIn to grow your government contracting business. With over 20 years in the industry and extensive experience coaching contractors, Michael emphasizes the importance of a well-crafted LinkedIn profile, showcasing thought leadership, engaging with relevant groups, and leveraging tools like Sales Navigator. Learn how to connect effectively with contracting officers, primes, and industry leaders, highlight your past performance, and use LinkedIn to expand your professional network. These actionable tips can help you build your reputation and boost your business in the GovCon space. ----- Frustrated with your government contracting journey? Join our group coaching community here: https://federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contract. Where Should I Start?" Here: https://amzn.to/4c5Vb0d

Ep 344: Practical Advice For Breaking Into The SLED Market

Mon, 11 Nov 2024 00:00:00 -0400

In this episode of Game Changers for Government Contractors, host Michael LeJeune is joined by Angela Seymour, a procurement expert with nearly 20 years of experience, to discuss the SLED (state, local, and education) market. Angela shares her insights on the benefits and challenges of pursuing SLED contracts compared to federal contracts. She covers key topics such as the importance of local networking, differences in proposal requirements, and common misconceptions about certifications. Angela also provides practical strategies for positioning your business, finding opportunities, and understanding local procurement processes. This episode is a must-listen for contractors looking to expand into the SLED market or refine their approach. ----- Frustrated with your government contracting journey? Join our group coaching community here: https://federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contract. Where Should I Start?" Here: https://amzn.to/4c5Vb0d

Ep 343: Things You Need To Improve In Your GovCon Business

Mon, 04 Nov 2024 00:00:00 -0400

In this episode of Game Changers for Government Contractors, host Michael LeJeune shares seven critical areas for improving your government contracting business. Inspired by Jim Rohn’s quote, “Never wish life were easier; wish you were better,” Michael discusses actionable tips on refining your target market, streamlining your proposal process, and developing effective prospecting and teaming strategies. He emphasizes the importance of tracking KPIs to ensure continuous growth and making strategic adjustments to stay competitive. This episode offers practical advice to help you simplify processes and achieve greater success in the GovCon market. ----- Frustrated with your government contracting journey? Join our group coaching community here: https://federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contract. Where Should I Start?" Here: https://amzn.to/4c5Vb0d

Ep 342: Scaling Your GovCon Business From 1 To 100+ Employees

Mon, 28 Oct 2024 00:00:00 -0400

In this episode of Game Changers for Government Contractors, host Michael LeJeune chats with Dave Sterling, founder of Royce Geo, about his journey from launching a one-person startup to building a thriving GovCon business with over 150 employees. Dave shares valuable lessons on staying focused, leveraging industry expertise, and the importance of taking calculated risks in hiring and growth. He emphasizes the need for strategic preparation before launching a business and how building the right team can accelerate success. This episode offers actionable insights for anyone looking to grow their government contracting business. ----- Frustrated with your government contracting journey? Join our group coaching community here: https://federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contract. Where Should I Start?" Here: https://amzn.to/4c5Vb0d

Ep 341: Leveraging AI for Government Contracting

Mon, 21 Oct 2024 00:00:00 -0400

In this episode of Game Changers for Government Contractors, host Michael LeJeune explores how government contractors can leverage AI to improve efficiency, streamline processes, and enhance proposal development. Drawing from real-world examples, Michael shares insights into the key distinctions between AI and automation, and how AI can be used for red-teaming proposals, transcribing documents, conducting data analysis, and more. He also provides practical tips for creating an AI policy, managing security concerns, and getting the most out of AI tools. Whether you’re new to AI or looking to deepen your understanding, this episode offers valuable advice on how to make AI work for your GovCon business. ----- Frustrated with your government contracting journey? Join our group coaching community here: https://federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contract. Where Should I Start?" Here: https://amzn.to/4c5Vb0d

Ep 340: Financing Your GovCon Success

Mon, 14 Oct 2024 00:00:00 -0400

In this episode of Game Changers for Government Contractors, host Michael LeJeune talks with Scott Peper, CEO of Mobilization Funding, about the critical importance of cash flow management and financing in government contracting. Scott shares valuable insights into the financial hurdles that contractors often face, from securing loans to managing cash flow for large projects. He discusses the importance of planning ahead, establishing strong banking relationships, and using financing as a tool to grow your business. Whether you're new to government contracting or looking to scale up, this episode provides practical advice on how to overcome financial challenges and position your business for success. ----- Frustrated with your government contracting journey? Join our group coaching community here: https://federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contract. Where Should I Start?" Here: https://amzn.to/4c5Vb0d

Ep 339: How to Find Competitive Pricing Information

Mon, 07 Oct 2024 00:00:00 -0400

In this episode of Game Changers for Government Contractors, host Michael LeJeune dives into the art of pricing for government contracts. He breaks down key strategies for finding competitive pricing information, including how to reverse-engineer past contracts using tools like USAspending.gov and GSA schedules. Michael also offers tips on using wage determinations and subcontractor quotes to create winning proposals. Whether you're a seasoned contractor or new to GovCon, this episode provides practical advice to help you navigate the complexities of pricing and increase your chances of success in the competitive government contracting market. ----- Frustrated with your government contracting journey? Join our group coaching community here: https://federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contract. Where Should I Start?" Here: https://amzn.to/4c5Vb0d

Ep 338: 20 Questions with a Contracting Officer

Mon, 30 Sep 2024 00:00:00 -0400

In this special "20 Questions for Troy" episode of Game Changers for Government Contractors, host Michael LeJeune and guest Troy Francis tackle some of the most pressing questions contractors have about government contracting. With over 16 years of experience in both federal and local government sectors, Troy shares valuable insights on how to improve proposal submissions, navigate protests, and interact effectively with contracting officers. Whether you're new to GovCon or a seasoned pro, this episode offers a wealth of practical advice to help you succeed in government contracting. ----- Frustrated with your government contracting journey? Join our group coaching community here: https://federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contract. Where Should I Start?" Here: https://amzn.to/4c5Vb0d

Ep 337: 5 Reasons NOT to try Government Contracting

Sun, 22 Sep 2024 00:00:00 -0400

In this episode of "Game Changers for Government Contractors," host Michael LeJeune delves into the tough realities of government contracting. Highlighting five key reasons why GovCon might not be the right fit for everyone, Michael discusses long sales cycles, cash flow challenges, and intense competition that can make this market difficult to navigate. For those seeking a flexible side hustle, he explores three alternative business models: affiliate marketing, digital products, and coaching communities. This episode provides valuable insights for those considering government contracting and offers practical alternatives for entrepreneurs looking for faster, easier ways to build a business. ----- Frustrated with your government contracting journey? Join our group coaching community here: https://federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contract. Where Should I Start?" Here: https://amzn.to/4c5Vb0d

Ep 336: Navigating GovCon Banking

Mon, 16 Sep 2024 00:00:00 -0400

In this episode of "Game Changers for Government Contractors," host Michael LeJeune is joined by Edward Spenceley, National Executive for Government Contracting at Bank of America. With over 20 years of experience in government contracting and 14 years in the military, Edward shares his unique journey and the lessons he's learned about building relationships and supporting small businesses in the GovCon space. From overcoming financial challenges to navigating compliance issues, Edward provides invaluable insights into how contractors can succeed. He emphasizes the importance of surrounding yourself with a team that understands the complexities of government contracting, making this episode a must-listen for contractors looking to grow their business. ----- Frustrated with your government contracting journey? Join our group coaching community here: https://federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contract. Where Should I Start?" Here: https://amzn.to/4c5Vb0d

Ep 335: Top 15 Myths In GovCon What You Need To Know

Sun, 08 Sep 2024 00:00:00 -0400

In this episode of "Game Changers for Government Contractors," host Michael LeJeune takes on the top 15 myths surrounding government contracting. From the misconception that government contracting can be a side hustle to the belief that the lowest price always wins, Michael debunks common myths that often mislead new and seasoned contractors alike. He provides practical advice and real-world examples to clarify these misconceptions, helping you navigate the complexities of the GovCon space with confidence. Whether you're just starting out or looking to refine your approach, this episode is packed with valuable insights to help you succeed in the government contracting arena. ----- Frustrated with your government contracting journey? Join our group coaching community here: https://federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contract. Where Should I Start?" Here: https://amzn.to/4c5Vb0d

Ep 334: Leveraging Your Digital Footprint To Win Government Contracts

Sun, 01 Sep 2024 00:00:00 -0400

In this episode of "Game Changers for Government Contractors," host Michael LeJeune is joined by Jenny Karn, co-founder of Lumino, to discuss the evolving landscape of how government budget owners and buyers find and evaluate vendors in the digital age. Jenny shares insights from a recent survey revealing the critical role that digital presence—ranging from websites to LinkedIn profiles—plays in the RFP process. The conversation delves into the importance of having a well-maintained online presence, how to audit and improve your digital footprint, and why platforms like LinkedIn are now essential for government contractors. Whether you're new to government contracting or looking to enhance your strategy, this episode provides valuable advice on how to stand out in the competitive GovCon market. ----- Frustrated with your government contracting journey? Join our group coaching community here: https://federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contract. Where Should I Start?" Here: https://amzn.to/4c5Vb0d

Ep 333: Mastering Government Contracting Sales Calls

Mon, 26 Aug 2024 00:00:00 -0400

In this episode of "Game Changers for Government Contractors," host Michael LeJeune dives into the complexities of government contracting sales calls. He highlights common mistakes salespeople make when approaching contracting officers and explains why a research-driven strategy is essential for success. Michael also emphasizes the importance of having clear objectives—whether it's gathering information, booking a capability brief, or building relationships. Learn how to pivot during calls, keep the conversation productive, and avoid the common pitfalls that lead to dead ends. This episode is packed with actionable advice for GovCon sales professionals looking to improve their results. ----- Frustrated with your government contracting journey? Join our group coaching community here: https://federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contract. Where Should I Start?" Here: https://amzn.to/4c5Vb0d

Ep 332: From Compliance To Protection Mastering Cyber Hygiene

Mon, 19 Aug 2024 00:00:00 -0400

In this episode of "Game Changers for Government Contractors," host Michael LeJeune talks with cybersecurity expert Gary Daemer about the crucial concept of cybersecurity hygiene. Gary shares insights on why small to midsize organizations must prioritize cybersecurity. He discusses essential practices like strong passwords, regular patch management, and effective user training to defend against drive-by cyber attacks and targeted threats. Learn how to implement robust security measures and create a secure environment for your business. Whether you're a seasoned contractor or new to the field, this episode provides practical advice to safeguard your operations and ensure compliance with federal standards. ----- Frustrated with your government contracting journey? Join our group coaching community here: https://federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contract. Where Should I Start?" Here: https://amzn.to/4c5Vb0d

Ep 331: Navigating VA Disability Claims | My Experience and Expert Advice

Mon, 12 Aug 2024 00:00:00 -0400

In this episode of "Game Changers for Government Contractors," host Michael LeJeune shares his personal journey through the VA disability claims process. From initial confusion and frustration to successful navigation and approval, Michael discusses the importance of perseverance, the value of working with a Veteran Service Officer (VSO), and the benefits of utilizing VA healthcare. He provides practical tips for veterans, including how to file an intent to file, gather necessary documentation, and follow up diligently. Joined by fellow veteran Andrew and VA-accredited attorney Bill Sterbinsky, this episode offers valuable insights and expert advice for veterans seeking to claim their well-deserved benefits. ----- Frustrated with your government contracting journey? Join our group coaching community here: https://federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contract. Where Should I Start?" Here: https://amzn.to/4c5Vb0d

Ep 330: Understanding The Risks Of Middleman Tactics In Government Contracts

Mon, 05 Aug 2024 00:00:00 -0400

In this episode of "Game Changers for Government Contractors," host Michael LeJeune is joined by government contracts legal expert Steven Koprince to tackle the controversial topic of middleman strategies in government contracting. Steven provides an in-depth look at the legal pitfalls and misconceptions surrounding this approach, highlighting key regulations such as limitations on subcontracting and ostensible subcontractor affiliation. They discuss when, if ever, the middleman strategy is viable and the significant risks involved. This episode is essential listening for anyone considering this strategy or looking to deepen their understanding of government contracting compliance. ----- Frustrated with your government contracting journey? Join our group coaching community here: https://federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contract. Where Should I Start?" Here: https://amzn.to/4c5Vb0d

Ep 329: Using FOIA To Gain A Competitive Advantage In GovCon

Mon, 29 Jul 2024 00:00:00 -0400

In this episode of "Game Changers for Government Contractors," host Michael LeJeune delves into the intricacies of Freedom of Information Act (FOIA) requests. Learn when and how to effectively use FOIA to obtain crucial government contracting information, the types of documents you can request, and the process involved. Michael also provides valuable tips on avoiding common pitfalls and explains why it's often best to have someone else submit the request on your behalf. Whether you're new to FOIA or looking to refine your strategy, this episode offers essential insights to help you navigate the FOIA process successfully. ----- Frustrated with your government contracting journey? Join our group coaching community here: https://federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contract. Where Should I Start?" Here: https://www.amazon.com/dp/B0CYXR56PS

Ep 328: Navigating An Acquisition With A Tribal 8(a)

Mon, 22 Jul 2024 00:00:00 -0400

In this episode of "Game Changers for Government Contractors," host Michael LeJeune talks with Emil Hinkefent, president of Kaiva, a portfolio of Tribal 8(a) and HUBZone small businesses located in Ivins, Utah. Emil shares his unique journey from managing a family-owned chain of health food stores to leading a rapidly growing government contracting business. He discusses the importance of empowering employees, the key differences between small and large business operations, and the challenges and opportunities of integrating with a tribal entity. Tune in to gain valuable insights on scaling a business, strategic growth, and the impact of strong partnerships in the GovCon market. ----- Frustrated with your government contracting journey? Join our group coaching community here: https://federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contract. Where Should I Start?" Here: https://www.amazon.com/dp/B0CYXR56PS

Ep 327: How To Leverage Government Procurement Forecasts

Mon, 15 Jul 2024 00:00:00 -0400

While forecasts are a crucial tool in the GovCon sales toolkit, this explains why they shouldn't be obsessed over and how to effectively use them to your advantage. Learn the best practices for locating and analyzing procurement forecasts, the key information to look for, and how to approach contracting officers armed with the right data. Enhance your government sales strategy by leveraging these insights to build stronger relationships and secure more opportunities. ----- Frustrated with your government contracting journey? Join our group coaching community here: https://federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contract. Where Should I Start?" Here: https://www.amazon.com/dp/B0CYXR56PS

Ep 326: GovCon Small Business Certifications Explained

Mon, 08 Jul 2024 00:00:00 -0400

In this episode of "Game Changers for Government Contractors," Michael LeJeune and Ashley Duwel dive into the world of small business certifications essential for government contracting. Ashley, a Federal Sales Strategist, shares her expertise on the various certifications under the SBA, including Woman-Owned, Veteran-Owned, HUBZone, and 8(a) certifications. The discussion covers the application process, strategic benefits, and common challenges businesses face when pursuing these certifications. Whether you're new to government contracting or looking to enhance your certification strategy, this episode provides valuable insights to help you succeed in the GovCon market. ----- Frustrated with your government contracting journey? Join our group coaching community here: https://federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contract. Where Should I Start?" Here: https://www.amazon.com/dp/B0CYXR56PS

Ep 325: Tips for GovCon Business Developers

Mon, 01 Jul 2024 10:00:35 -0400

In this episode, we delve deep into the intricate world of government contract sales, focusing on advanced tactics and strategies tailored specifically for sales professionals targeting the federal government and the Department of Defense (DoD). From navigating complex procurement processes to building long-lasting relationships with key decision-makers, we uncover the secrets to unlocking success in this highly lucrative yet challenging market. Whether you're a seasoned government contract salesperson or just venturing into this arena, this episode equips you with the knowledge and insights needed to thrive in the competitive landscape of government contracting. ----- Frustrated with your government contracting journey? Join our group coaching community here: https://federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contract. Where Should I Start?" Here: https://www.amazon.com/dp/B0CYXR56PS

Ep 324: Bid Less, Win More!

Mon, 24 Jun 2024 00:00:00 -0400

In this episode, we sat down with Marsha Lindquist to dive deep into the concept of "Bid Less, Win More," exploring why targeting fewer but more strategic opportunities can lead to higher success rates and profitability. Marsha shares invaluable insights on focusing on core competencies, understanding government customers, and crafting winning pricing strategies. Tune in to discover how to avoid the pitfalls of chasing every contract and instead build a sustainable, profitable business in the government contracting space. ----- Frustrated with your government contracting journey? Join our group coaching community here: https://federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contract. Where Should I Start?" Here: https://www.amazon.com/dp/B0CYXR56PS

Ep 323: The GovCon Pipeline Cliff and How to Avoid It

Mon, 17 Jun 2024 10:00:07 -0400

In this episode, Michael LeJeune addresses the common issue of an empty pipeline and shares actionable strategies to avoid the dreaded "pipeline cliff." Learn how to maintain a steady flow of opportunities by implementing the Rule of 300, which emphasizes daily prospecting and building a long-term pipeline. Discover the importance of consistently adding high-quality opportunities and tracking them over 24 to 36 months. Whether you're struggling with a weak pipeline or falling into the trap of sporadic prospecting, this episode offers practical advice to help you achieve sustained success in government contracting. Tune in to transform your sales approach and ensure a robust pipeline year-round. ----- Frustrated with your government contracting journey? Join our group coaching community here: https://federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contract. Where Should I Start?" Here: https://www.amazon.com/dp/B0CYXR56PS

Ep 322: Transforming Government Contracting with the Power of AI

Mon, 10 Jun 2024 00:00:00 -0400

Join Michael LeJeune and Kim Koster, VP of Product Marketing at Unanet, as they delve into the transformative potential of AI for government contractors. With over two decades of experience in the GovCon industry, Kim shares practical insights on how small to midsize contractors can start leveraging AI tools like ChatGPT and Jasper to enhance productivity. Discover actionable steps for integrating AI into your business, from forming cross-functional teams to ensuring data security and process efficiency. Whether you're a seasoned professional or new to AI, this episode offers valuable guidance to help you navigate the AI landscape and improve your business operations. ----- Frustrated with your government contracting journey? Join our group coaching community here: https://federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contract. Where Should I Start?" Here: https://www.amazon.com/dp/B0CYXR56PS

Ep 321 - How to Simplify Your Business for Success

Sun, 02 Jun 2024 00:00:00 -0400

Feeling overwhelmed by complexity in your business? This episode is for you! Join us as we explore how to simplify your business processes and reduce stress. From email management to prospecting pipelines, learn practical tips to streamline your operations. Discover the four key principles for simplification: identifying pain points, questioning existing processes, implementing changes incrementally, and reviewing periodically. Plus, get insights on useful tools like Stream Deck, Descript, and HubSpot to make your workflow smoother. Tune in and take control of your business efficiency today! ----- Frustrated with your government contracting journey? Join our group coaching community here: https://federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contract. Where Should I Start?" Here: https://www.amazon.com/dp/B0CYXR56PS

Ep 320: How to Increase Your Proposal Win Rate

Mon, 27 May 2024 00:00:00 -0400

Learn how to fortify your proposal prowess with Lori Revely from Cavalry Consulting. Dive deep into the essential prework strategies that companies can implement to soar above the competition. Learn how to construct a robust content library, harness downtime effectively, and optimize resources between bidding cycles. From interviewing Subject Matter Experts (SMEs) to refining resumes and streamlining file management, every detail counts. Uncover the significance of CPAR ratings and debrief accessibility in ensuring a competitive edge. Tune in to equip yourself with the tools to triumph in the world of government proposals! ----- Frustrated with your government contracting journey? Join our group coaching community here: https://federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contract. Where Should I Start?" Here: https://www.amazon.com/dp/B0CYXR56PS

Ep 319: How to Deliver Exceptional Customer Service

Mon, 20 May 2024 00:00:00 -0400

Providing top-tier customer service is non-negotiable when building your government business. This episode highlights ten essential elements crucial for mastering customer service in the public sector. From truly understanding client needs to maintaining clear communication and ensuring quality assurance, each aspect contributes to building strong and enduring relationships. Responsiveness, flexibility, and proactive problem-solving are key traits, alongside professionalism and integrity. Upholding high internal corporate standards and actively seeking client feedback further enhance service delivery. Detailed note-taking is a practical tool for ensuring seamless interactions and continuity, especially as team members change. By embracing these principles, government contractors can elevate their customer service standards, cultivate trust, and position themselves for long-term success in this competitive arena. ----- Frustrated with your government contracting journey? Join our group coaching community here: https://federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contract. Where Should I Start?" Here: https://www.amazon.com/dp/B0CYXR56PS

Ep 318: The Future of M&A: Trends, Predictions, and Insider Insights

Mon, 13 May 2024 00:00:00 -0400

In this episode, we sat down with Christine McDannell, founder of the Magnolia firm. Christine shares her wealth of experience as a serial entrepreneur who has built, sold, and exited numerous businesses over the past two decades. We discussed the evolving landscape of mergers and acquisitions, discussing current trends, predictions for the future, and the intricacies of buying and selling companies in today's market. From navigating the seller's market to understanding the impact of political and economic factors, this episode offers valuable insights for business owners, investors, and anyone interested in the world of M&A. Tune in to gain expert perspectives on the dynamic world of mergers and acquisitions. ----- Frustrated with your government contracting journey? Join our group coaching community here: https://federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contract. Where Should I Start?" Here: https://www.amazon.com/dp/B0CYXR56PS

Ep 317: How to Spot GovCon Scammers and Con Artists

Mon, 06 May 2024 00:00:00 -0400

In this episode, I talk about scammers preying on unsuspecting individuals in the realm of government contracting. From promising easy riches to using deceptive tactics, this episode will expose the psychological playbook of these con artists. Drawing from real-life stories and practical tips, you will learn how to identify red flags and conduct due diligence to avoid falling victim to scams. Whether it's scrutinizing extravagant claims or cross-referencing with official databases, my goal is to equip listeners with the tools to navigate the complexities of government contracting safely and properly. Tune in to learn how to separate fact from fiction and protect yourself from fraudulent schemes. ----- Join our group coaching community here: https://federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contract. Where Should I Start?" Here: https://www.amazon.com/dp/B0CYXR56PS

Ep 316: Government Enforcement of Cybersecurity Requirements

Mon, 29 Apr 2024 00:00:00 -0400

We live in a world where our government and national security is under constant attack. The target of these attacks are not simply U.S. Government systems, but everywhere the information may reside. The U.S. Government has taken an approach to these dangers by requiring the contracting community to protect not only itself, but the U.S. Government from National-State level attacks. Failure to do so can result not only in a default termination, but in becoming the defendant in a False Claims Act suit. Attorney David Panzer discusses the unique and substantial risks of non-compliance with cybersecurity obligations. ----- Join our group coaching community here: https://federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contract. Where Should I Start?" Here: https://www.amazon.com/dp/B0CYXR56PS

Ep 315: Choosing Your Flagship Product or Service

Mon, 22 Apr 2024 00:00:00 -0400

This episode discusses the difficult process of selecting your company's flagship product or service. We talk about making informed decisions that align with market demand, passion, brand identity, and other key factors that will help lead you to the right choice. We also break down the top criteria essential for choosing a product that not only captivates but also sells. From understanding the importance of customer experience to evaluating profitability and scalability, this episode is packed with practical advice and real-world examples. Tune in to transform how you approach product selection and ensure your business stands out in the competitive government contracting market. ----- Join our group coaching community here: https://federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contract. Where Should I Start?" Here: https://www.amazon.com/dp/B0CYXR56PS

Ep 314: Navigating the GovCon M&A Landscape

Sun, 14 Apr 2024 00:00:00 -0400

Dive into the world of mergers and acquisitions within the government contracting sector with Sharon Heaton, CEO of sbLiftOff. Sharon, a seasoned M&A expert and author of "Liftoff," shares invaluable insights on the art of successful deals, emphasizing empathy, strategic negotiation, and the critical importance of understanding GovCon nuances. Whether you're contemplating selling your business or looking to acquire another company, this episode will help you navigate the complexities of M&A. ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Monthly Inner Circle Live Q&A Call Go check out this special offer today at https://federal-access.com/gamechangers

Ep 313: Understanding the Government Procurement Process

Mon, 08 Apr 2024 00:00:00 -0400

In this episode, we delve into the intricate and often misunderstood world of government procurement. Most people think it's just about bidding and winning. There's a lot more happening behind scenes and leading up to a contract award. Once you understand the process, it will make it easier for you to approach the government to influence acquisitions, gain valuable market intelligence, and ultimately WIN government contracts. ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Monthly Inner Circle Live Q&A Call Go check out this special offer today at https://federal-access.com/gamechangers

Ep 312: Leading Through Adversity

Mon, 01 Apr 2024 00:00:00 -0400

We recently had the pleasure of sitting down with Stephanie Alexander, CEO of Boost LLC and co-founder of govmates. Dive into Stephanie's entrepreneurial journey, her innovative approach to matching government contractors, and the unique challenges she navigates in the federal contracting realm. The heart of this episode is about Stephanie's personal battle with breast cancer and how she navigated one this unforeseen challenge as a business owner and leader for her two companies. Discover how Stephanie's clarity on priorities and reliance on her team have not only propelled her businesses forward but also offered profound life lessons. This episode is a testament to the power of a strong team, adaptability, and the enduring spirit of a determined leader. ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Monthly Inner Circle Live Q&A Call Go check out this special offer today at https://federal-access.com/gamechangers

Ep 311: I'm New to Government Contracting. Where Should I Start? Book Launch

Mon, 25 Mar 2024 00:00:00 -0400

In this special episode, we celebrate the launch of the much-anticipated book, "I'm New to Government Contracting. Where Do I Start?" Whether you're a budding entrepreneur in government contracting or a seasoned business looking to optimize your strategies, this episode is a treasure trove of insights. This episode will give you a sneak peek into the book's comprehensive content, spanning 31 chapters. The book is designed to guide you through every facet of government contracting. Discover practical tips on reaching contracting officers, managing pipelines, and executing successful capability briefings. Grab this indispensable resource at a special launch price of just $9.95 on Amazon. https://www.amazon.com/dp/B0CYXR56PS -----

Ep 310: 3 Phase Approach to Winning Government Contracts

Mon, 25 Mar 2024 00:00:00 -0400

There are three phases to becoming a successful government contractor. The first phase is your foundation. This is where you lay the groundwork. Phase two is your strategy phase. This is where you craft your targeted plan of attack. Phase three is the execution phase. Phase three is all about action. This episode will help you understand how to navigate each phase, avoid common pitfalls, and accelerate your path to success. ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Monthly Inner Circle Live Q&A Call Go check out this special offer today at https://federal-access.com/gamechangers

Ep 309: A Day in the Life of a Contracting Officer

Mon, 18 Mar 2024 00:00:00 -0400

In this episode, I interviewed Troy Francis, a seasoned contracting officer. With 17 years of experience spanning federal to local levels, including a pivotal role at the Department of Defense. Troy offers a rare glimpse into the life of a contracting officer. This episode delves into the complexities and nuances of government procurement, exploring everything from market research to the art of negotiation. Discover how contracting officers manage vast portfolios of procurement actions, the intricate process behind the scenes, and the impact of innovative contract vehicles on the industry. Troy's journey from the Department of Defense to launching his own venture and his insights into the evolving landscape of government contracting provide invaluable lessons for professionals in the field. Whether you're a seasoned contractor or new to the industry, this episode is packed with expert advice and real-world experiences that illuminate the challenging yet rewarding world of government contracting. ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Monthly Inner Circle Live Q&A Call Go check out this special offer today at https://federal-access.com/gamechangers

Ep 308: Stop Procrastinating

Mon, 11 Mar 2024 00:00:00 -0400

In this episode, we dive deep into the art of conquering procrastination. Discover innovative strategies designed to propel you from stagnation to action. Learn how the "Five-Minute Rule" can jump-start your productivity, why tackling your "worst-first" sets the tone for success, and how gamifying your goals turns tedious tasks into thrilling challenges. We'll guide you through creating "Procrastination Nukes" to obliterate distractions, setting micro-goals for manageable progress, and building momentum with a "done list." Unlock the power of accountability partners, transform your approach to tasks, embrace productivity, and say goodbye to procrastination once and for all. ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Monthly Inner Circle Live Q&A Call Go check out this special offer today at https://federal-access.com/gamechangers

Ep 304: Tips for Managing Remote Employees

Sat, 09 Mar 2024 00:00:00 -0400

Dive into the essentials of managing remote teams in this engaging episode. We begin by redefining success, emphasizing results over time spent, and focusing on sales rather than call counts and hours. Next, we outline clear expectations for remote work: a professional workspace, arrangements for distractions during client meetings, and maintaining availability during business hours. Our discussion then shifts to building team connections in a virtual environment through regular meetings, encouraging phone or video calls over text-based communication, and hosting virtual social events like book clubs or movie nights. Additionally, we explore the impact of thoughtful gifts, such as quality company swag, to strengthen team bonds. Lastly, we stress the importance of trust in remote teams, including hiring the right people, trusting established metrics, and making tough personnel decisions when necessary. Tune in for actionable insights on fostering a productive and connected remote workforce. ----- Schedule a call with Michael: https://calendly.com/michaellejeune/govconstrategysession ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Weekly Inner Circle Live Q&A Call Go check out our group coaching program here: https://federal-access.com/gamechangers

Ep 307: Navigating the Complexities of SCA and Davis-Bacon in Government Contracting

Sun, 03 Mar 2024 00:00:00 -0400

In this episode, I interviewed Matt Corzine from GSA National about the intricacies of the Service Contract Act (SCA) and the Davis-Bacon Act, two pivotal pieces of legislation that impact government contracting. Matt demystifies these regulations, shedding light on their significance, the recent changes, and their implications for contractors. Learn about the nuances of compliance, the crucial differences between SCA and Davis-Bacon, and how they affect various aspects of contracting, from wages to benefits. Whether you're a newcomer to government contracting or seeking to refine your understanding, this episode offers essential insights into ensuring compliance and navigating the potential pitfalls in this complex field. Join us to unravel the layers of SCA and Davis-Bacon, ensuring your government contracting business stays informed, compliant, and ahead of the curve. ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Monthly Inner Circle Live Q&A Call Go check out this special offer today at https://federal-access.com/gamechangers

Ep 306: Game Changing Group Coaching for Government Contractors

Mon, 26 Feb 2024 00:00:00 -0400

In this episode, I introduce our innovative group coaching model, Federal Access Advisor, for government contractors. Our flagship service is designed to simplify the journey toward securing federal contracts by concentrating on our unique three-phase growth strategy. With over 200 strategy guides, 150 training videos, and live weekly inner circle sessions, we provide an unmatched resource pool. This approach emphasizes foundational readiness, strategic marketing, and effective execution through seven detailed pillars, ensuring clients quickly move from preparation to action. Discover how Federal Access Advisor not only offers affordability and accessibility but also fosters a collaborative, non-competitive community, enhancing your potential for success in the competitive arena of federal contracting. Join us to accelerate your path to winning contracts with our comprehensive, continuous support system. ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Monthly Inner Circle Live Q&A Call Go check out this special offer today at https://federal-access.com/gamechangers

Ep 305: The Native Hawaiian Organizations Association

Mon, 19 Feb 2024 00:00:00 -0400

I recently sat down with Shannon Edie, the Executive Director at the Native Hawaiian Organizations Association to discuss the NHOA and their annual conference. The mission of the NHOA is to protect, promote, and advance the preservation of federal contracting for Native Hawaiian Organizations (NHOs). The NHOA is at the forefront of advocating for the rights, culture, and economic prosperity of NHOs. We discuss the vital work of the NHOA, its foundational goals, and the significant strides it has made in empowering NHOs. Get an insider's look into the NHOA's annual conference, an event that not only celebrates Hawaiian heritage but also fosters discussions on sustainability, community development, and cultural preservation. This episode is a journey into the heart of Hawaiian advocacy, exploring how the NHOA shapes policies, champions cultural heritage, and builds pathways for future generations. ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Monthly Inner Circle Live Q&A Call Go check out this special offer today at https://federal-access.com/gamechangers

Ep 303: Chasing Your Small Business Passion

Fri, 02 Feb 2024 00:00:00 -0400

In this episode, I sat down with John King to discuss "Chasing Your Small Business Passion." We tackle tough questions like the necessary commitment to sustain your business in the early stages, and whether your business narrative truly reflects your passion. Get insights into starting a new business or shifting to a different industry, alongside the highs and lows that come with being a small business owner. From government contracting to mastering the RFP process, and advice for both newcomers and those expanding into the federal sector, this episode is a treasure trove of practical advice for anyone on the small business journey. ----- Schedule a call with Michael: https://calendly.com/michaellejeune/govconstrategysession ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Weekly Inner Circle Live Q&A Call Go check out our group coaching program here: https://federal-access.com/gamechangers

Ep 302: How to Think Like an Analyst

Sun, 28 Jan 2024 00:00:00 -0400

Being a successful government contractor requires finding actionable information. Think of it as being a private investigator in the world of contracts—connecting the dots, avoiding distractions, and staying focused. Discover the art of knowing what to look for, navigating the rabbit hole of information, and, most importantly, when to move on. Whether you're a seasoned contractor or a newcomer, this episode provides practical tips for mastering the investigative side of government contracting. ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Weekly Inner Circle Live Q&A Call Go check out our group coaching program here: https://federal-access.com/gamechangers

Ep 301: Why We Recommend the NVSBC and the VETS Conference

Sat, 20 Jan 2024 00:00:00 -0400

I recently had the pleasure of sitting down with Scott Jenson, the Executive Director of the National Veteran Small Business Coalition to talk about the organization and their annual VETS conference. We are huge fans of the work that the NVSBC is doing to help Veterans. Their legislative advocacy was recently key in raising the Veteran small business goal from 3 to 5%. They have also created a vast network of supporting services for veteran-owned companies. They provide multiple opportunities for Veterans to receive the education and support they need to accelerate the growth of their companies. The NVSBC also hosts one of the best annual conferences of the year called VETS. Learn more about this organization and its amazing conference in this episode. ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Weekly Inner Circle Live Q&A Call Go check out our group coaching program here: https://federal-access.com/gamechangers

Ep 300: Selecting the Right Business Partner

Sun, 14 Jan 2024 00:00:00 -0400

I recently sat down with Joshua Frank to talk about Selecting the Right Business Partner. For those who don't know, Josh and I have known each other for over 20 years. We became business partners in April of 2014. This is an unfiltered peek behind the curtain that will provide you with insights as to why we are so successful working together. Working as a team has been a force multiplier that neither one of us expected. ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Weekly Inner Circle Live Q&A Call Go check out our group coaching program here: https://federal-access.com/gamechangers

Ep 299 - The Art of Securing Meetings with Government Program Managers

Sun, 07 Jan 2024 00:00:00 -0400

In this episode, I sat down with Ricky Howard, a seasoned professional with 20 years of experience in the Air Force specializing in acquisitions and program management. We talked about securing meetings with influential individuals. We cover practical strategies for identifying and connecting with key personnel, with an emphasis on program managers. You will learn about the significance of research, persistence, and relationship-building for navigating the complexities of government contracting. ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Weekly Inner Circle Live Q&A Call Go check out our group coaching program here: https://federal-access.com/gamechangers

Ep 298: 10 Rules For Social Media

Sun, 31 Dec 2023 00:00:00 -0400

In this episode, I dive into 10 essential rules for government contractors navigating the social media landscape. Learn why being authentic matters (#3), how to strike the right balance between value-driven content and self-promotion (#5 & #6), and why consistency is key (#4). I also talk about the importance of engagement (#8) and offer strategic tips to develop a winning social media plan (#9). Discover the secret sauce that I've used to build momentum over the last decade (#10). ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Weekly Inner Circle Live Q&A Call Go check out our group coaching program here: https://federal-access.com/gamechangers

Ep 297: Equity as Compensation

Sun, 24 Dec 2023 00:00:00 -0400

I recently sat down with Rich Earnest to discuss Equity as Compensation for business developers. We discuss the complexities of equity-based compensation models, the importance of clear agreements and expectations, potential impacts on small business set-asides, balance in compensation, and the importance of having a predefined valuation formula in the event the business developer decides to exit the agreement. ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Weekly Inner Circle Live Q&A Call Go check out our group coaching program here: https://federal-access.com/gamechangers

Ep 296 - Tips for Negotiating Teaming Agreements

Sun, 17 Dec 2023 00:00:00 -0400

This episode explores crucial tips for building strong partnerships as a government prime or subcontractor. You will learn about balancing your pipeline, navigating prime-sub dynamics, and negotiating realistic terms. Discover the power of controlled communication, strategic vagueness, and decision-making authority for primes. Subcontractors, find success in specificity, favorable termination terms, and payment negotiations. Tune in for essential insights that will transform your teaming strategy and elevate your government contracting game. ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Weekly Inner Circle Live Q&A Call Go check out our group coaching program here: https://federal-access.com/gamechangers

Ep 295: Why Contracting Officers Aren't Responding to Your Emails

Sun, 10 Dec 2023 00:00:00 -0400

Picture this. You've identified a contracting officer who buys what you sell. The next step is crafting the perfect email to get their attention. You write the email and hit send. If this is your first time doing this, you get a big smile on your face because you know how close you are to getting a contract. To your surprise, nothing happens. You don't get a reply. You try this 100 more times and you don't get a single response. Why? The short answer is that a lot is going on behind the scenes and in each contracting officer's inbox that you aren't aware of. We sat down with Kevin Jans to discuss what's going on in each contracting officer's inbox, the order in which they respond to emails, and how to get your email to stand out so that you increase your odds of getting a reply. ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Weekly Inner Circle Live Q&A Call Go check out our group coaching program here: https://federal-access.com/gamechangers

Ep 294: Social Media Platform Strategy for GovCon

Sun, 03 Dec 2023 00:00:00 -0400

This episode is a high-level breakdown that will help you create your social media platform strategy. I talk about platforms, your strategy based on who you want to attract, types of content you should consider, and simple tactics for growing and engaging an audience. ----- Schedule a call with Michael: https://calendly.com/michaellejeune/govconstrategysession ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Weekly Inner Circle Live Q&A Call Go check out our group coaching program here: https://federal-access.com/gamechangers

Ep 293: Who's Buying What You're Selling

Sat, 25 Nov 2023 00:00:00 -0400

In this episode, I sat down with Nick Bernardo from MyGovWatch to discuss Who's Buying What You Sell. We touch on this from both the Fed and SLED market perspectives, how to properly search sam.gov for open opportunities, how to gain market awareness by tracking open and recently closed solicitations, and how and when to use open records requests to increase competitive intelligence. ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Weekly Inner Circle Live Q&A Call Go check out our group coaching program here: https://federal-access.com/gamechangers

Ep 292: 3 Learning Curves of Successful Government Contractors

Sun, 19 Nov 2023 00:00:00 -0400

Most new government contractors struggle with three specific things; 1. Learning all of the nuances of being a government contractor, 2. Narrowing their focus to a specific niche, and 3. The fundamentals of being a good business owner. This episode will break down each of these challenges and provide you with simple ways to overcome these learning curves. ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Weekly Inner Circle Live Q&A Call Go check out our group coaching program here: https://federal-access.com/gamechangers

Ep 291 - Creating Your 10K Micro-Purchase Offer

Sun, 12 Nov 2023 00:00:00 -0400

In this episode, I interviewed William Randolph, the Founder, and CEO of Think Acquisition and MicroMarket.co about Creating Your 10K Micro-purchase offer. To be considered a micro-purchase, the contract must be under 10K. Under FAR 13.2 (micro-purchase guidelines), an authorized buyer (contracting officers and credit card holders) is allowed to purchase from you without competition as long as the price is reasonable. This doesn't mean that buyers are just going to throw money at you if your product or service is under 10K. Getting these contracts often requires three things: 1. Relationships with the buyer, 2. An understanding of their needs and challenges, and 3. A well-defined product/service offering. ----- Schedule a call with Michael: https://calendly.com/michaellejeune/govconstrategysession ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Weekly Inner Circle Live Q&A Call Go check out our group coaching program here: https://federal-access.com/gamechangers

Ep 290: How to Utilize Last Minute Media Deals

Sun, 05 Nov 2023 00:00:00 -0400

Did you know that a lot of paid advertising slots go unsold every month? In fact, this is such an issue for advertisers that there are networks dedicated to selling these spots at heavily discounted rates. The trick to getting these spots is often by waiting until the last minute to pounce on these deals. In this episode, I sat down with Rich Kagan from Last Minute Media Deals to discuss how to go about grabbing these deals and how government contractors can use them to target their buyers. ----- Schedule a call with Michael: https://calendly.com/michaellejeune/govconstrategysession ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Weekly Inner Circle Live Q&A Call Go check out our group coaching program here: https://federal-access.com/gamechangers

Ep 289: The Great Pumpkin

Sun, 29 Oct 2023 00:00:00 -0400

In this special Halloween episode, I talk about a concept that author Mike Michalowicz made popular a few years ago in his book, The Pumpkin Plan. At a high level, the pumpkin plan teaches entrepreneurs how to prune away distractions in their business in order to focus on the most important areas of their business. By cutting out distractions, a business can pour all of its energy into the few things that produce the best outcomes. If done properly, this strategy will help you grow your very own great pumpkin. ----- Schedule a call with Michael: https://calendly.com/michaellejeune/govconstrategysession ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Weekly Inner Circle Live Q&A Call Go check out our group coaching program here: https://federal-access.com/gamechangers

Ep 288: Focusing on Winnable Opportunities

Sun, 22 Oct 2023 00:00:00 -0400

Just because you can, doesn't mean you should. That's one of the best takeaways from this podcast episode. If you wanted to, you could spend all day every day bidding on government opportunities. In fact, that brute force method is exactly how most people start and eventually end their GovCon journey. They spend months or in some cases years blindly responding to opportunities they have no chance of winning. In this episode, I sat down with Jon Barker from PTW Solutions to talk about how to avoid this trap by focusing on winnable opportunities. ----- Schedule a call with Michael: https://calendly.com/michaellejeune/govconstrategysession ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Weekly Inner Circle Live Q&A Call Go check out our group coaching program here: https://federal-access.com/gamechangers

Ep 287: A Unique Exit Strategy for GovCon Firms

Sun, 15 Oct 2023 00:00:00 -0400

Government contractors often struggle with exit and succession planning. Novation requirements, Anti-Assignment Act obligations, and set-aside designations can limit a company's M&A options. Even if a GovCon firm wants to remain independent, traditional buy-sell arrangements can be complicated and inefficient. Employee stock ownership plans represent a meaningful alternative to third-party sales and internal buyouts. ESOP strategies offer shareholders tax-advantaged liquidity while creating meaningful incentives for firms and their employees. Recent legislation has even singled out ESOP-owned companies for preferential treatment in certain DoD contracts. In this episode, I sat down with David Blauzvern from CSG Partners to discuss how to determine if ESOPs are a good fit for your company, the pros and cons of the ESPO model, and much more. ----- Schedule a call with Michael: https://calendly.com/michaellejeune/govconstrategysession ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Weekly Inner Circle Live Q&A Call Go check out our group coaching program here: https://federal-access.com/gamechangers

Ep 286: Building A-Player Teams with Smart Hiring Practices

Sun, 08 Oct 2023 00:00:00 -0400

In this episode, we dive deep into the heart of chronic employee issues and how to resolve them by revamping your hiring process and management strategies. Uncover the secrets to building high-performing teams that require less management and deliver outstanding results. Learn how to identify and attract A-players, optimize onboarding, how to thin the herd, and much more. Schedule a call with Michael: https://calendly.com/michaellejeune/govconstrategysession ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Weekly Inner Circle Live Q&A Call Go check out our group coaching program here: https://federal-access.com/gamechangers

Ep 285: Building Your Brand With Creative Marketing Strategies

Sun, 01 Oct 2023 00:00:00 -0400

In this episode, I sit down with Connor Eckhardt from Focused Image to talk about how government contractors are using digital marketing strategies to position for and win government contracts. We discuss some of the latest trends in B2G marketing, the importance of building a company brand, how to approach digital marketing, how to integrate marketing collateral with your digital strategy, and much more. ----- Schedule a call with Michael: https://calendly.com/michaellejeune/govconstrategysession ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Weekly Inner Circle Live Q&A Call Go check out our group coaching program here: https://federal-access.com/gamechangers

Ep 284: Building a Thought Leadership Platform

Sun, 24 Sep 2023 00:00:00 -0400

I recently had the pleasure of sitting down with Mark Amtower to talk about Building a Thought Leadership Platform. Mark was one of the first voices in government contracting to leverage LinkedIn to help build his brand online. We discuss the power of authenticity, content creation challenges, the importance of networking and engaging with your followers, and we share examples of how thought leadership and content sharing can lead to increased visibility with clients and teaming partners. ----- Schedule a call with Michael: https://calendly.com/michaellejeune/govconstrategysession ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Weekly Inner Circle Live Q&A Call Go check out our group coaching program here: https://federal-access.com/gamechangers

Ep 283: Working with Prime Contractor Small Business Offices

Sun, 17 Sep 2023 00:00:00 -0400

Teaming with other companies is one of the fastest ways to enter and grow a thriving government contracts business. You can accelerate that process by teaming with large primes that already have existing contracts and relationships with your ideal clients. In this episode, I sat down with Lynn Livengood from Peraton to discuss how to properly introduce your company to large primes and how to have a successful teaming relationship. ----- Schedule a call with Michael: https://calendly.com/michaellejeune/govconstrategysession ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Weekly Inner Circle Live Q&A Call Go check out our group coaching program here: https://federal-access.com/gamechangers

Ep 282: The Difference Between Goals, Strategies, and Tactics

Sun, 10 Sep 2023 00:00:00 -0400

Understanding the fundamental distinctions between goals, strategies, and tactics is essential for effective business planning and execution. Goals are the overarching objectives we aim to reach, providing direction and purpose. They answer the question, "What do we want to achieve?" Strategies, on the other hand, outline the broad approaches or plans we employ to attain those goals, acting as a road map to success. They answer the question, "How do we plan to get there?" Lastly, tactics are the specific actions and tools we use within those strategies to execute our plans and move closer to our goals. They answer the question, "What specific steps will we take?" These three components work in tandem, with goals setting the destination, strategies charting the course, and tactics steering the journey. Understanding this hierarchy empowers individuals and organizations to navigate their path toward success more effectively. ----- Schedule a call with Michael: https://calendly.com/michaellejeune/govconstrategysession ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Weekly Inner Circle Live Q&A Call Go check out our group coaching program here: https://federal-access.com/gamechangers

Ep 281: How to Master the Art of Public Speaking

Sun, 03 Sep 2023 00:00:00 -0400

In this episode, I interviewed Brenden Kumarasamy on How to Master the Art of Public Speaking. Did you know that public speaking ranks number one as the greatest fear of most people? It's followed by snakes and death. In this interview, we talk about simple ways to overcome your fear of public speaking, exercises you can start today, how to present better, several tips and tricks for falling in love with speaking, and how it can make your business more profitable. ----- Schedule a call with Michael: https://calendly.com/michaellejeune/govconstrategysession ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Weekly Inner Circle Live Q&A Call Go check out our group coaching program here: https://federal-access.com/gamechangers

Ep 280: Accelerating Growth Through Acquisitions

Sun, 27 Aug 2023 00:00:00 -0400

Are you considering an acquisition for your company? If so, this podcast will help you think through about a dozen areas of the business that you need to evaluate in order to make a buying decision. Growth through acquisition is a fast way to accelerate in the government market. However, there are many pitfalls that you need to know how to spot as well as how to use those things to negotiate a better price. We talk about customers, past performance, capabilities, team members, financial health, contract types, certifications, valuations, negotiations, and much more. ----- Schedule a call with Michael: https://calendly.com/michaellejeune/govconstrategysession ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Weekly Inner Circle Live Q&A Call Go check out our group coaching program here: https://federal-access.com/gamechangers

Ep 279: Introduction to CPARS

Sun, 20 Aug 2023 00:00:00 -0400

CPARS stands for Contractor Performance Assessment Reporting System. In this episode, Scott Honiberg gives us an introduction to CPARS. The government uses CPARS information to evaluate and assess the performance of government contractors. This system is designed to help government officials to make informed decisions about contract awards. CPARS covers standardized factors such as quality of work, timeliness, cost control, and adherence to contract specifications. Maintaining positive CPARS ratings is critical to your success as a government contractor. ----- Schedule a call with Michael: https://calendly.com/michaellejeune/govconstrategysession ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Weekly Inner Circle Live Q&A Call Go check out our group coaching program here: https://federal-access.com/gamechangers

Ep 278: 2023 SBA Small Business Updates

Sat, 12 Aug 2023 00:00:00 -0400

This podcast covers updates and changes that were made to small business programs between late 2022 and the summer of 2023. This podcast covers changes made by the SBA, congress, and the President through executive orders. It covers mentor protégé joint ventures, SBIRs, set aside updates, SBA Scorecards, economic adjustments, inflation, and much more. While this podcast does not cover the recent pause on 8(a) applications (recorded prior to this change), our managing partner Joshua Frank has written a detailed industry report on the implications of this ruling. The report touches on the ruling and provides expectations and recommendations. You can find the article here: https://www.linkedin.com/pulse/industry-report-detailed-analysis-court-ruling-impacting-joshua-frank/ ----- Schedule a call with Michael: https://calendly.com/michaellejeune/govconstrategysession ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Weekly Inner Circle Live Q&A Call Go check out our group coaching program here: https://federal-access.com/gamechangers

Ep 276: Get Procurement Ready to Sell to the Government

Sun, 30 Jul 2023 00:00:00 -0400

If you are new to government contracting, you've probably heard the phrase, "procurement readiness" a million times. Procurement readiness is nothing more than getting your business and yourself ready to do business with the government. This podcast covers five basic areas of procurement readiness. 1. Registrations - All the key websites you need to be registered in. 2. Product/Service Information - Getting clear on your product/service offerings, pricing differentiators, and past performance. 3. Market Information - Who buys what you sell, how do they buy what you sell, and who do they buy from today? 4. Marketing Materials - Value Mapping, Capability Statements, Websites, and Capability Briefs. 5. Infrastructure - Vendor relationships, back office, certifications, bonding, funding, teaming, and much more. ----- Schedule a call with Michael: https://calendly.com/michaellejeune/govconstrategysession ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Weekly Inner Circle Live Q&A Call Go check out our group coaching program here: https://federal-access.com/gamechangers

Ep 275: Intro to the SLED Market

Sun, 23 Jul 2023 00:00:00 -0400

In this episode, we delve into working with State, Local, and Education (SLED) agencies. Our special guest Jack Siney helps us understand the differences between selling to federal agencies and SLED agencies, offering valuable insights into tailoring sales strategies for success. For companies eyeing government contracts, especially with SLED agencies, we share essential suggestions and advice garnered from industry insiders. We introduce GovSpend's "Flagship 3-Step Formula," a proven framework for selling to SLED agencies, demystifying its core principles and highlighting its potential to streamline the sales process. ----- Schedule a call with Michael: https://calendly.com/michaellejeune/govconstrategysession ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Weekly Inner Circle Live Q&A Call Go check out our group coaching program here: https://federal-access.com/gamechangers

Ep 274: 8 Tips for Writing Better Emails

Sun, 16 Jul 2023 00:00:00 -0400

The average office worker receives 121 emails per day. Contracting officers can receive double that. So how do you stand in a crowd of over 240 emails? More importantly, how do you get a response? If you want to enhance your email game, this episode is for you. I share 8 tips for writing better emails that will not only get read, but also get you a response. I cover writing compelling and descriptive headlines, expressing gratitude in advance, leveraging LinkedIn, and much more. ----- Schedule a call with Michael: https://calendly.com/michaellejeune/govconstrategysession ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Weekly Inner Circle Live Q&A Call Go check out our group coaching program here: https://federal-access.com/gamechangers

Ep 273: Working with DLA

Sun, 09 Jul 2023 00:00:00 -0400

In this episode, we have the privilege of sitting down with Kevie Hendrix to discuss working with the Defense Logistics Agency (DLA). Kevie provides firsthand insights into the challenges, opportunities, and most common pitfalls of working with DLA. if Your business intends to sell products to the government, there's a good chance that you need to understand the inner workings of DLA and its command structure. ----- Schedule a call with Michael: https://calendly.com/michaellejeune/govconstrategysession ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Weekly Inner Circle Live Q&A Call Go check out our group coaching program here: https://federal-access.com/gamechangers

Ep 272: 16 Strategies for Managing Stress and Avoiding Burnout

Sun, 02 Jul 2023 00:00:00 -0400

The biggest threat for high achievers is ourselves. We often push ourselves mentally and physically without any regard for our own well-being. We know it's not healthy, but we do it anyway in the pursuit of "success." This episode is a collection of strategies to help you manage stress and avoid burnout from the daily grind that comes with being a high achiever, business owner, or executive. ----- Schedule a call with Michael: https://calendly.com/michaellejeune/govconstrategysession ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Weekly Inner Circle Live Q&A Call Go check out our group coaching program here: https://federal-access.com/gamechangers

Ep 271: 6 Business Systems for GovCon

Sun, 25 Jun 2023 00:00:00 -0400

One of the most overwhelming and time-consuming aspects of transitioning from a small government contractor to a large prime is the business systems that must be implemented. In this episode, we discuss 6 key systems and provide tips for getting started. Our special guest, Eric Poppe from Cherry Bekaert, walks us through how compliance with these systems can be used as a strategic advantage to propel your growth. ----- Schedule a call with Michael: https://calendly.com/michaellejeune/govconstrategysession ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Weekly Inner Circle Live Q&A Call Go check out our group coaching program here: https://federal-access.com/gamechangers

Ep 270: The Marathon Mindset

Sun, 18 Jun 2023 00:00:00 -0400

Starting a government contracting business is a marathon, not a sprint. It takes time, hard work, and dedication to be successful. In this episode, we will discuss 9 tips that will ensure your success. We cover topics such as: how long it's likely going to take you to win your first contract, the benefits of setting meaningful milestones so you don't get discouraged, tracking your activities through metrics that matter, determining how much cash you need access to, and much more. ----- Schedule a call with Michael: https://calendly.com/michaellejeune/govconstrategysession ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Weekly Inner Circle Live Q&A Call Go check out our group coaching program here: https://federal-access.com/gamechangers

Ep 269: Artificial Intelligence and Its Impact on Government Contracting

Sun, 11 Jun 2023 00:00:00 -0400

In this episode, I sat down with John Ferry from Trenchant Analytics, LLC to discuss how Artificial Intelligence (AI) has exploded in the market. Since ChatGPT was launched in late 2022, thousands of AI tools have flooded the market. We discuss the pros, cons, and fears that people have about AI as well its impact on government contracting. Can AI replace business developers, capture managers, and proposal writers? These are just a few of the questions we tackle in this episode. ----- Schedule a call with Michael: https://calendly.com/michaellejeune/govconstrategysession ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Weekly Inner Circle Live Q&A Call Go check out our group coaching program here: https://federal-access.com/gamechangers

Ep 268: Intelligence Gathering Strategies

Sun, 04 Jun 2023 00:00:00 -0400

The more you know about an opportunity and/or an agency, the better you can position your company for a win. This applies to both prime and sub opportunities. Outside of forecasts and calling a contracting officer, how do you gather intelligence or learn more about an opportunity? That's the focus of this episode. I will walk you through ten strategies for gathering this information and then walk you through a real example of how to gather information, and more importantly, how to use it. ----- Schedule a call with Michael: https://calendly.com/michaellejeune/govconstrategysession ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Weekly Inner Circle Live Q&A Call Go check out our group coaching program here: https://federal-access.com/gamechangers

Ep 267: Process Automation and Tools

Sun, 28 May 2023 00:00:00 -0400

In this episode, I sat down with Ashley Duwel from Duwel Dev, LLC to discuss how government contractors could use process automation to save time and money. We discussed the pros and cons of the most popular automation tools, where to start, how to map out your processes before jumping in, tips for breaking old habits, how to get your people on board with new processes and tools, and many lessons learned. ----- Schedule a call with Michael: https://calendly.com/michaellejeune/govconstrategysession ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Weekly Inner Circle Live Q&A Call Go check out our group coaching program here: https://federal-access.com/gamechangers

Ep 266: 7 Under Appreciated Skills

Sun, 21 May 2023 00:00:00 -0400

The easiest way to take your business to the next level is for YOU and your TEAM to get better. The skills that I discuss in this episode don't cost a penny to implement. They just require practice and a commitment to improve over time. My advice is to start with the one that scares you the most and focus on that one first. From there, pick a new skill each month or quarter and come up with simple action steps to improve. ----- Schedule a call with Michael: https://calendly.com/michaellejeune/govconstrategysession ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Weekly Inner Circle Live Q&A Call Go check out our group coaching program here: https://federal-access.com/gamechangers

Ep 265: Mergers and Acquisitions

Sat, 13 May 2023 00:00:00 -0400

In this episode, I sat down with Raaz Ali from The Raivax Group to discuss Mergers and Acquisitions. The topics include: how to prep for an acquisition to get the best value for your company, the most common mistakes that business owners make that cost them during the sale, three necessary components for getting a deal to close, what makes your company attractive to buyers, some of the hot industries and business models, how long to expect the process to take, and additional best practices to follow throughout your merger or acquisition. ----- Schedule a call with Michael: https://calendly.com/michaellejeune/govconstrategysession ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Weekly Inner Circle Live Q&A Call Go check out our group coaching program here: https://federal-access.com/gamechangers

Ep 264: Top 9 Challenges for Mid Size Government Contractors

Sun, 07 May 2023 00:00:00 -0400

The transition from small to mid-size business is often very challenging for government contractors. One of the most difficult aspects of this transition is that you are now competing against large companies for full and open opportunities. However, this is just one of the challenges your company will face as a mid-size contractor. This episode will walk you through the nine top challenges your company will face and it will provide strategies and tactics you can use to overcome these challenges. ----- Schedule a call with Michael: https://calendly.com/michaellejeune/govconstrategysession ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Weekly Inner Circle Live Q&A Call Go check out our group coaching program here: https://federal-access.com/gamechangers

EP 263: Cash Value and Key Person Life insurance

Sun, 30 Apr 2023 00:00:00 -0400

In today's episode, we sat down with Casey Dahl to talk about an insurance product that is gaining popularity among business owners. We give an overview of the product, how it works for individuals, and how you can implement this through your business as key person insurance. Index universal life insurance, or IUL, is a type of permanent life insurance that provides both a death benefit and a cash value component. It differs from traditional universal life insurance in that the cash value is linked to an equity index, such as the S&P 500, instead of a fixed interest rate. This means that the policyholder can potentially earn higher returns on their cash value. The cash value can be accessed through withdrawals or loans. If managed correctly, the cash value can provide tax-free income in retirement or be used to fund large purchases, investments, or in emergencies. ----- Schedule a call with Michael: https://calendly.com/michaellejeune/govconstrategysession ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Weekly Inner Circle Live Q&A Call Go check out our group coaching program here: https://federal-access.com/gamechangers

Ep 262: Your Next Strategic Hire

Sun, 23 Apr 2023 00:00:00 -0400

When most people think about their next strategic hire for their business, they usually focus on roles like a COO, business developer, or administrative assistant. Those are all great options, but they may not be right for you. This episode walks you through seven unconventional hires that are designed to help increase your productivity, profitability, and sanity. ----- Schedule a call with Michael: https://calendly.com/michaellejeune/govconstrategysession ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Weekly Inner Circle Live Q&A Call Go check out our group coaching program here: https://federal-access.com/gamechangers

EP 261: Section 508 Compliance

Sun, 16 Apr 2023 00:00:00 -0400

Many contracts have stipulations that “This product must be Section 508 compliant.” How do you make sure you meet compliance standards like Section 508 and not lose out during the evaluation phase? This episode will delve into the ins and outs of compliance so that your CPARS ratings aren't affected and you can easily set yourself to win future bids, all while making a positive impact on accessibility in the process. ----- Schedule a call with Michael: https://calendly.com/michaellejeune/govconstrategysession ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Weekly Inner Circle Live Q&A Call Go check out our group coaching program here: https://federal-access.com/gamechangers

Ep 260: Building or Buying Your Way to Success

Sun, 09 Apr 2023 00:00:00 -0400

Are you interested in getting into government contracting, but aren't sure if you should buy an existing business or start one from scratch? The answer to this question is mostly about preference and finances. A start-up will likely take more time to get into the market, but cost less. However, it comes with quite a few risks. An existing business will catapult you into the market, but it's going to cost more upfront. These are just a few of the pros and cons covered in this episode. Schedule a call with Michael: https://calendly.com/michaellejeune/govconstrategysession ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Weekly Inner Circle Live Q&A Call Go check out our group coaching program here: https://federal-access.com/gamechangers

Ep 259: How to build trust to grow your government business

Sun, 02 Apr 2023 00:00:00 -0400

Today we are talking about the importance of trust in business with author and expert Natalie Doyle Oldfield, who wrote the book, "The Power of Trust: How Top Companies Build, Manage, and Protect It." Natalie's research shows that trust is essential for making sales. Buyers are more likely to do business with companies they trust and are willing to pay more for products they trust. Building trust also leads to higher renewal rates, fewer cancellations, and more referrals. But trust is not just a concept; it's a skill that can be learned. Natalie has developed a framework of eight principles that businesses can use to build a culture of trust. By following this framework, companies can make trust a sustainable and ongoing part of their operations. Listen in to discover how trust can transform your business! ----- Schedule a call with Michael: https://calendly.com/michaellejeune/govconstrategysession ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Weekly Inner Circle Live Q&A Call Go check out our group coaching program here: https://federal-access.com/gamechangers

Ep 258: Leveraging Contract Vehicles

Sun, 26 Mar 2023 00:00:00 -0400

In this episode, we'll be discussing the ins and outs of using government contract vehicles to win federal contracts. We share insights on various government contract vehicles, such as GSA Schedules, IDIQ contracts, MATOCs, and BPAs. We'll cover everything from the advantages of using government contract vehicles to the pitfalls to avoid, and we'll also discuss the various strategies you can use to increase your chances of success. So whether you're a small business owner looking to break into the federal market, or an experienced contractor seeking to expand and level up your government business, this podcast will help you navigate the complex topic of contract vehicles. ----- Schedule a call with Michael: https://calendly.com/michaellejeune/govconstrategysession ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Weekly Inner Circle Live Q&A Call Go check out our group coaching program here: https://federal-access.com/gamechangers

Ep 257: Review of the DoD Small Business Strategy Report

Sun, 19 Mar 2023 00:00:00 -0400

This podcast episode delves into the recently released Small Business Strategy by the DoD in January 2023. The 25-page document is analyzed in detail, providing a comprehensive breakdown of its contents. Along with this analysis, the podcast also features candid commentary on the strengths, weaknesses, and notable aspects of the strategy. ----- Schedule a call with Michael: https://calendly.com/michaellejeune/govconstrategysession ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Weekly Inner Circle Live Q&A Call Go check out our group coaching program here: https://federal-access.com/gamechangers

Ep 256: 6 Signs That Your Company Needs an Extreme Reboot

Sun, 12 Mar 2023 00:00:00 -0400

If you've been feeling like your company is struggling, you're not alone. In this episode, we'll be exploring the warning signs that indicate your company may need an extreme reboot. We will delve into six key indicators that it's time for a major overhaul. From stagnating growth to employee morale issues, we'll examine the red flags that signal your company is in need of significant change. But don't worry, we won't leave you hanging. Throughout the podcast, we'll offer actionable tips and advice to help you get back on track. Whether it's revamping your company culture or rethinking your approach to marketing, we've got you covered so you can get back on the path to success. ----- Schedule a call with Michael: https://calendly.com/michaellejeune/govconstrategysession ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Weekly Inner Circle Live Q&A Call Go check out our group coaching program here: https://federal-access.com/gamechangers

Ep 255: Working With Service Providers as Business Partners to Accelerate Growth

Sat, 04 Mar 2023 00:00:00 -0400

In today's episode, we're diving into the importance of working with service providers as business partners to accelerate your growth. Join us as we chat with Christa Williams, Vice President of Bank of America's government contracting team, about how they function as a business partner for contractors. We explore how businesses should be leveraging their service providers, including banks, attorneys, accountants, and more, to build a strong network of support and achieve their goals. From securing financing to navigating complex legal and government regulations, service providers can offer a wealth of knowledge and resources to help businesses succeed. ----- Schedule a call with Michael: https://calendly.com/michaellejeune/govconstrategysession ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Weekly Inner Circle Live Q&A Call Go check out our group coaching program here: https://federal-access.com/gamechangers

Ep 254: Goal Setting Hack

Sun, 26 Feb 2023 00:00:00 -0400

We all have goals we struggle with, no matter who we are. Whether it's feeling like we're getting close but experiencing a setback, or simply finding ourselves unable to make meaningful progress, it can be incredibly frustrating. But what if there was a hack that could help you break free of your goal struggles? Recently, I was grappling with one of my own goals when a lightning bolt of insight struck me: a simple shift in your thinking might be all it takes to finally achieve the success you've been seeking. Tune in to discover this powerful goal-setting hack and learn how it can help you overcome your own challenges. ----- Schedule a call with Michael: https://calendly.com/michaellejeune/govconstrategysession ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Weekly Inner Circle Live Q&A Call Go check out our group coaching program here: https://federal-access.com/gamechangers

Ep 253 - It's a Recession, Fire Your Recruiters, Not!

Sun, 19 Feb 2023 00:00:00 -0400

In this episode, we'll be discussing a topic that's been on the minds of many CEOs and hiring managers lately: whether or not to fire your recruiters. In today's challenging economic times, it's more important than ever to find the right candidates for your organization. However, some companies may be tempted to cut costs by reducing their recruiting team or even firing them altogether. But is this really the best approach? Kathleen Smith from ClearedJobs.net joins me to discuss her expert opinion on the recruiting industry, the benefits of having a dedicated team, and exploring the potential consequences of firing recruiters. We'll also be discussing some of the common misconceptions about recruiters and what companies can do to improve their recruitment process. Whether you're a hiring manager or a recruiter yourself, this episode is a must-listen for anyone interested in improving their recruitment strategy. ----- Schedule a call with Michael: https://calendly.com/michaellejeune/govconstrategysession ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Weekly Inner Circle Live Q&A Call Go check out our group coaching program here: https://federal-access.com/gamechangers

Ep 252: How to Get Started in GovCon with Little or No Past Performance

Sun, 12 Feb 2023 00:00:00 -0400

If you are brand new to government contracting or if you are struggling to get past performance, this podcast is for you. In this episode, Michael LeJeune is going to give you an overview of where to focus your time and energy to quickly gain past performance. Michael talks about using a hybrid teaming approach, what the breakdown of your pipeline should look like (sub versus prime opportunities), targeting local prospects, and much more. ----- Schedule a call with Michael: https://calendly.com/michaellejeune/govconstrategysession ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Weekly Inner Circle Live Q&A Call Go check out our group coaching program here: https://federal-access.com/gamechangers

Ep 251: Tips for Developing a Strategic Marketing Plan

Sun, 05 Feb 2023 00:00:00 -0400

A marketing campaign doesn't just magically come together overnight, it takes time to iron out important project details like the campaign's purpose, goals, requirements, messaging, demographics, and other key information. This can be a daunting task but there are a few actionable tips you can put into practice right away to get started and make the process more manageable. ----- Schedule a call with Michael: https://calendly.com/michaellejeune/govconstrategysession ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Weekly Inner Circle Live Q&A Call Go check out our group coaching program here: https://federal-access.com/gamechangers

Ep 250: 7 Ways to Level Up Your Business in 2023

Sun, 29 Jan 2023 00:00:00 -0400

If you're anything like me, when the new year rolls around, you're usually super excited about the things you want to achieve. You have more ideas than you know what to do with. The hardest part about that is knowing which ones of those ideas are the ones that are going to level you up: take your business and your personal life to that next level. In this podcast, I've outlined seven key areas that you should focus on in the new year. If you work on any of these areas, you're going to see a drastic increase in your business. ----- Schedule a call with Michael: https://calendly.com/michaellejeune/govconstrategysession ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Weekly Inner Circle Live Q&A Call Go check out our group coaching program here: https://federal-access.com/gamechangers

Ep 249: 6 Excellent Reasons to Join a Professional Organization

Sun, 22 Jan 2023 00:00:00 -0400

It’s not selfish to ask: What’s in it for me? From both a business and individual perspective, that’s the smart lead question to determining the value of membership in a professional association. During this podcast session, my guest Tina Jordan, vice president of membership for AFCEA International, will delve into the top benefits of joining, how to measure and analyze your ROI, and how membership can drive business growth and winning strategies. ----- Schedule a call with Michael: https://calendly.com/michaellejeune/govconstrategysession ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Weekly Inner Circle Live Q&A Call Go check out our group coaching program here: https://federal-access.com/gamechangers

Ep 248 - No Magic Beans

Sat, 14 Jan 2023 00:00:00 -0400

Do you remember the story of Jack and the Beanstalk? Government contracting often feels just like this story. There are a lot of people struggling to grow their businesses while others seem to thrive. What's the secret? Do those achieving success know something you don't? Are they just lucky? Do they have some sort of "magic beans" that you don't have? The short answer is no. There are no magic beans. There are no secrets. There are some fundamentals that you are either unaware of or aren't executing properly and today I'm going to review seven of those principles with you to help you accelerate your growth. ----- Schedule a call with Michael: https://calendly.com/michaellejeune/govconstrategysession ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Weekly Inner Circle Live Q&A Call Go check out our group coaching program here: https://federal-access.com/gamechangers

Ep 247: Strategy for the Impatient

Sat, 07 Jan 2023 00:00:00 -0400

I recently sat down with fellow author Dan Roche to discuss his book, The Total Beginner's Handbook for Doing Business with the Government. We talk about the book at a high level and then zero in on chapter 12, a really, really simple model for designing your business strategy. Dan calls this strategy for the impatient. It's based on four P's: Purpose, Problem, Parameters, and Punch list. If you are struggling with your strategy, this is a very simple approach that should help you get moving in the right direction. ----- Schedule a call with Michael: https://calendly.com/michaellejeune/govconstrategysession ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Weekly Inner Circle Live Q&A Call Go check out our group coaching program here: https://federal-access.com/gamechangers

Ep 246: How to Prepare to Kickoff a New Contract

Sun, 01 Jan 2023 00:00:00 -0400

Once the excitement dwindles down from winning a government contract, panic often sets in. You've won a contract, but have no idea what to do next. How do you prepare to kick off your new contract to make sure you can actually deliver on the promises you made? That's what this podcast is about today. It's actually a very simple process. Whether you sell products or services. There are a couple of things that I recommend that you do during your kick-off phase. ----- Schedule a call with Michael: https://calendly.com/michaellejeune/govconstrategysession ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Weekly Inner Circle Live Q&A Call Go check out our group coaching program here: https://federal-access.com/gamechangers

Ep 245: 6 Simple Tips for Business Planning

Tue, 27 Dec 2022 00:00:00 -0400

Do you ever feel like you start off the calendar year kind of slowly? A lot of companies actually do. When you look at the government cycle, once they end Q4, things seem to grind to a halt. The problem here is that most companies mimic the government's pace and slowly grind to a halt and then coast into the holidays. When they come back from the holidays, they wind up in a fog for a month or so until the government giant wakes up from its winter nap and begins to start cranking out requirements. By this point, you are behind the curve and struggling to keep up. This podcast will help you get organized and create a simple action plan to start off the new year on the right foot. ----- Schedule a call with Michael: https://calendly.com/michaellejeune/govconstrategysession ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Weekly Inner Circle Live Q&A Call Go check out our group coaching program here: https://federal-access.com/gamechangers

Ep 244: Tips for Building Relationships in GovCon

Sun, 25 Dec 2022 00:00:00 -0400

Building relationships in the government market is quite different from the commercial market. In the commercial market, you can take clients to dinner, golfing, out to a football game, or even buy them gifts. You can't do any of this in the government market unless you want to get in some serious trouble. The big question in this episode is; how do you build relationships with your hands tied? My special guest, Kristy Pittman, and I discuss simple tips that you can implement right away to build meaningful relationships with your buyers, partners, and colleagues in the government market. ----- Schedule a call with Michael: https://calendly.com/michaellejeune/govconstrategysession ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Weekly Inner Circle Live Q&A Call Go check out our group coaching program here: https://federal-access.com/gamechangers

Ep 243: Sales Goals and Activities for Government Contractors

Tue, 20 Dec 2022 00:00:00 -0400

When it comes to government sales, I tend to put Key Performance Indicators (KPIs) into two buckets. The first is sales goals. We use sales goals to help us define what we want to achieve. The second bucket is activities. Activities are the things you need to do in order to hit your sales goals. ----- Schedule a call with Michael: https://calendly.com/michaellejeune/govconstrategysession ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Weekly Inner Circle Live Q&A Call Go check out our group coaching program here: https://federal-access.com/gamechangers

Ep 242: 9 Core Marketing Tools for Government Contractors

Sun, 18 Dec 2022 00:00:00 -0400

There are nine core marketing tools that every government contractor needs. The first half of the tools that I discuss are focused on helping you communicate professionalism, your value, and that you are serious about government contracting. The second half of the tools focuses on helping you build your brand and position your company with teaming partners. ----- Schedule a call with Michael: https://calendly.com/michaellejeune/govconstrategysession ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Weekly Inner Circle Live Q&A Call Go check out our group coaching program here: https://federal-access.com/gamechangers

Ep 241: 7 Key Elements of a Great Capability Statement

Wed, 14 Dec 2022 12:00:07 -0400

If you're a government contractor, you likely know that you need a capability statement, but do you know the seven key elements that make up a great capability statement? Well, if you don't, today's episode is going to walk you through those key elements and how you can set up your capability statement to be a cut above everybody else that's out there with one. ----- Schedule a call with Michael: https://calendly.com/michaellejeune/govconstrategysession ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Weekly Inner Circle Live Q&A Call Go check out our group coaching program here: https://federal-access.com/gamechangers

Ep 240: The Domination of Contract Vehicles in Government Contracting

Sun, 11 Dec 2022 00:00:00 -0400

I recently sat down with Jim Sherwood of Federal Compass to talk about the domination of contract vehicles in government contracting. We discuss the impacts on contractors and strategies to help them adapt to this rapidly increasing way of life. ----- Schedule a call with Michael: https://calendly.com/michaellejeune/govconstrategysession ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Weekly Inner Circle Live Q&A Call Go check out our group coaching program here: https://federal-access.com/gamechangers

Ep 239 - 7 Ways Primes Evaluate Subcontractors

Tue, 06 Dec 2022 00:00:00 -0400

Do you struggle to get prime contractors to call you back? If you do, this podcast will walk through seven ways that they evaluate your company and how you can use this knowledge to your advantage. This is the key to not only getting a callback, but also getting on the team of your choice. ----- Schedule a call with Michael: https://calendly.com/michaellejeune/govconstrategysession ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Weekly Inner Circle Live Q&A Call Go check out our group coaching program here: https://federal-access.com/gamechangers

Ep 238 - How Solopreneurs Can Get Into Government Contracting

Sun, 04 Dec 2022 00:00:00 -0400

Did you know that you could become a government contractor even if you are a solopreneur? A lot of companies are scared of getting into government contracting because of various roadblocks such as staffing, finances, and past performance. These are actually legitimate roadblocks for many businesses. The reason these are a challenge is because most people are thinking too big. If you focus on smaller contracts that you can self-perform, a lot of these challenges disappear. If you are a solopreneur, this podcast will give you a road map and specific guidance on how to get into government contracting and actually win some work. ----- Schedule a call with Michael: https://calendly.com/michaellejeune/govconstrategysession ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Weekly Inner Circle Live Q&A Call Go check out our group coaching program here: https://federal-access.com/gamechangers

Ep 237 - 5 Unreasonable Expectations of Government Contracting

Mon, 28 Nov 2022 00:00:00 -0400

When people initially learn about government contracting it's usually through a movie like War Dogs or a friend that makes it sound like you can make millions overnight with little or no effort. This is just one of many unreasonable expectations that can put a bad taste in your mouth about this market. If you are relatively new or struggling in this market because of these expectations, this podcast will help you shift your mindset and point you in the right direction so you can start winning contracts. ----- Schedule a call with Michael: https://calendly.com/michaellejeune/govconstrategysession ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Weekly Inner Circle Live Q&A Call Go check out our group coaching program here: https://federal-access.com/gamechangers

Ep 236 - Efficient Government Contracting Processes

Sat, 26 Nov 2022 00:00:00 -0400

I recently sat down with GovCon Consultant and Expert Witness Jeff Cuskey to talk about Efficient Government Contracting Processes. Jeff has a wealth of knowledge in current government contracting practices as well as the history behind how we got to where we are today. We discussed everything from full and open competition to simplified acquisition and everything in between. ----- Schedule a call with Michael: https://calendly.com/michaellejeune/govconstrategysession ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Weekly Inner Circle Live Q&A Call Go check out our group coaching program here: https://federal-access.com/gamechangers

Ep 235 - The Disadvantaged Business Cheat Code for Government Contracts

Tue, 22 Nov 2022 00:00:00 -0400

If you're a small business and you have any sort of status, 8a, SDVOSB, WOSB, SDB, ANC, ISBEE, or anything else that I might have missed, you need to listen up. One of the challenges that I see all the time for government contractors that have a status is, that they spend a lot of time and energy getting the status and then they don't use it properly. People will call me up and say, "I've got this status, but people won't return my calls and I'm not winning contracts." The first question I always ask is: Have you sat down with the OSDBU or the OSBP? The Office of Small Disadvantaged Business Utilization or the Office of Small Business Programs is there to be your advocate. This episode will walk you through how to leverage these offices to open doors and ultimately win contracts. ----- Schedule a call with Michael: https://calendly.com/michaellejeune/govconstrategysession ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Weekly Inner Circle Live Q&A Call Go check out our group coaching program here: https://federal-access.com/gamechangers

Ep 234 - How Does a Recession Impact Government Contractors

Sun, 20 Nov 2022 00:00:00 -0400

How does a recession impact government contractors? If you have been paying attention to the news, you have probably heard the words recession a few million times over the last couple of months. This podcast talks about covers several of the common challenges that contractors face and provides three things you should do to prepare your company for a recession. ----- Schedule a call with Michael: https://calendly.com/michaellejeune/govconstrategysession ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Weekly Inner Circle Live Q&A Call Go check out our group coaching program here: https://federal-access.com/gamechangers

Ep 233 - How to Meet Government Primes

Tue, 15 Nov 2022 00:00:00 -0400

Have you ever wanted to partner with a large prime, but didn't know who to talk to? This is a very common challenge for government contractors. This podcast will walk you through my top five ways to meet large government primes. I also provide three tactics to help you stand out from the crowd so they take your meeting. ----- Schedule a call with Michael: https://calendly.com/michaellejeune/govconstrategysession ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Weekly Inner Circle Live Q&A Call Go check out our group coaching program here: https://federal-access.com/gamechangers

Ep 232 - Doing Business with the VA

Sun, 13 Nov 2022 00:00:00 -0400

In this episode, I interviewed Michelle Gardner-Ince "GI" from the VA Office of Small Disadvantaged Business Utilization about her perspective as somebody who's worked in government and what she's witnessed with small businesses. We talk about some of the do's and don'ts, lessons learned, and best practices for government contractors that are trying to get assistance from the OSDBU or contracting officers. Disclaimer: The views in this episode are GI's opinion and not the opinion of the VA. ----- Schedule a call with Michael: https://calendly.com/michaellejeune/govconstrategysession ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Weekly Inner Circle Live Q&A Call Go check out our group coaching program here: https://federal-access.com/gamechangers

Ep 231 - My Productivity Routine

Tue, 08 Nov 2022 00:00:00 -0400

A common question that I get asked is, "Mike, how do you get so much done?" Part of that answer is simple. I have help. I couldn't do what I do alone. I'd never sleep. But having help is only part of the solution. If you run a business, you need to be extremely organized and efficient with your time. This podcast will walk you through how I organize my week and then it breaks down what a typical day looks like. My hope is that this will help you think about how you organize your day for maximum productivity. ----- Schedule a call with Michael: https://calendly.com/michaellejeune/govconstrategysession ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Weekly Inner Circle Live Q&A Call Go check out our group coaching program here: https://federal-access.com/gamechangers

Ep 230 - 11 Ways to Reach Contracting Officers

Sun, 06 Nov 2022 00:00:00 -0400

This podcast covers my top eleven ways to reach contracting officers. I talk about the obvious ones such as email, phone, and small business representatives, and then get into some not-so-obvious ways. I also talk about some of the simple and practical tactics that I use to make myself stand out to ensure that I get a return call, email, or meeting. ----- Schedule a call with Michael: https://calendly.com/michaellejeune/govconstrategysession ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Weekly Inner Circle Live Q&A Call Go check out our group coaching program here: https://federal-access.com/gamechangers

Ep 229 - Increasing Your Speed and Volume

Tue, 01 Nov 2022 00:00:00 -0400

The fastest way to grow your business is to do more of what works AND to do it faster. It's very easy in government contracting to be tempted to move at the pace of the government. And guess what? You don't have that kind of time to waste. Business is often built by capitalizing on momentum and you can't build momentum if you are constantly stopping to smell the roses. There are phases in your business where your foot needs to be on the gas and stay there. This podcast will give you some practical advice on how you can speed up what is already working in order to accomplish your goals faster. ----- Schedule a call with Michael: https://calendly.com/michaellejeune/govconstrategysession ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Weekly Inner Circle Live Q&A Call Go check out our group coaching program here: https://federal-access.com/gamechangers

Ep 228 - Project Management Optimization

Sun, 30 Oct 2022 00:00:00 -0400

Projects have five main components. Tasks, tools, resources, processes, and people. If any of these five are not aligned with your project's designed outcomes, you risk being off schedule, over budget, or a failed project. In our podcast today, we sit down with Michelle Watkins from Global PMO Partners to talk about the best practices for optimizing these five components to create smoother project management. ----- Schedule a call with Michael: https://calendly.com/michaellejeune/govconstrategysession ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Weekly Inner Circle Live Q&A Call Go check out our group coaching program here: https://federal-access.com/gamechangers

Ep 227 - My First $11M in Government Contracts

Tue, 25 Oct 2022 00:00:00 -0400

In this episode of Game Changers, I walk you through exactly how I got started in government contracting. I want to go back to the beginning and give you some context. Because I think it's really, really important for you to hear how a kid who had never, ever had any sales training, business training, government contractor training, or anything along those lines, got into the market and then became successful. If I can do this, anybody can do it. ----- Schedule a call with Michael: https://calendly.com/michaellejeune/govconstrategysession ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Weekly Inner Circle Live Q&A Call Go check out our group coaching program here: https://federal-access.com/gamechangers

Ep 226 - Top 3 Best Industries for Government Contracting in 2022 and Beyond

Fri, 21 Oct 2022 00:00:00 -0400

If I were starting over in government contracting, these are the three industries I would consider the most. The government is spending billions of dollars each year in these categories and I don't see it slowing down anytime soon. There's a lot of room for competition and newcomers in these industries. If you have a plan in place, it's also fairly easy to recruit employees for these industries. ----- Schedule a call with Michael: https://calendly.com/michaellejeune/govconstrategysession ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Weekly Inner Circle Live Q&A Call Go check out our group coaching program here: https://federal-access.com/gamechangers

Ep 225 - Branding Yourself as a GovCon Expert

Tue, 18 Oct 2022 00:00:00 -0400

How do you get known as an expert in your field? The first part of it revolves around the work you do on the front end. You have to actually do the work and be successful. You can't go from; I was an accountant yesterday so now I'm a business coach. I can help you change your life because I've read a book by Tony Robbins. You have to help your clients achieve or exceed their desired results. The second component of this is communicating your expertise to the world and contributing to the national or global discussion on what your expertise is based on. This podcast will break down Mike's favorite strategies for branding yourself and your company. ----- Schedule a call with Michael: https://calendly.com/michaellejeune/govconstrategysession ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Weekly Inner Circle Live Q&A Call Go check out our group coaching program here: https://federal-access.com/gamechangers Go check out this special offer today at https://federal-access.com/gamechangers

Ep 224 - 5 Habits of Successful Government Contractors

Sat, 15 Oct 2022 00:00:00 -0400

When I think about what separates the best government contractors from the bottom of the pack, there are five things that come to mind. These are habits that each one of these contractors picks up either right out of the gate or along the way. But obviously the faster you pick these up, the better. These habits are all fairly simple and easy to learn. This podcast will give you an overview of each and some recommendations to help you implement them. ----- Schedule a call with Michael: https://calendly.com/michaellejeune/govconstrategysession ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Weekly Inner Circle Live Q&A Call Go check out our group coaching program here: https://federal-access.com/gamechangers

Ep 223 - On Demand Capability Briefs

Tue, 11 Oct 2022 00:00:00 -0400

What do you do when you're having trouble reaching a contracting officer? The obvious answer is you just keep trying to reach them. The hard part is usually finding a creative way to say, "I'm going to keep calling and emailing you until you respond." This podcast will walk you through a creative way to setup an on-demand version of your capability brief. This isn't designed to replace meetings, but what it will do is help you stand out from the crowd and hopefully get noticed. ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Weekly Inner Circle Live Q&A Call Go check out our group coaching program here: https://federal-access.com/gamechangers

Ep 222 - Strategic Pricing for Government Contractors

Sat, 08 Oct 2022 00:00:00 -0400

Having a strategic pricing strategy is one of the most important factors for winning government contracts. In this episode, I interview Marsha Lindquist about her book Strategic Pricing for Government Contractors. In her book, Marsha talks about 25 pricing secrets that every contractor should have in their toolbox. We discuss three of those in this podcast. You get a copy of her book on Amazon: https://amzn.to/3CHVKPt ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Weekly Inner Circle Live Q&A Call Go check out our group coaching program here: https://federal-access.com/gamechangers

Ep 221 - 4 Ways to Diversify Your Government Contracting Business

Tue, 04 Oct 2022 00:00:00 -0400

A common mistake that most companies make when they enter the government is that they put all of their eggs in one agency or sub-agency basket. Having a singular agency focus is good when you enter this market; but once you learn the market, you need to diversify your GovCon revenue streams. If you don't and your primary agency decides to change its acquisition strategy, you may lose some or all of your contracts. This podcast will help you think through four ways to diversify your revenue so that this doesn't happen to you. ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Weekly Inner Circle Live Q&A Call Go check out our group coaching program here: https://federal-access.com/gamechangers

Ep 220 - 7 Strategies to Kick-Off the New Government Fiscal Year

Sat, 01 Oct 2022 00:00:00 -0400

The start of a new fiscal year in government contracting is a great opportunity for you to connect with your prospects. Many government contractors use this as downtime. This is a mistake. Don't fall into this trap. Instead, use the seven strategies in this podcast to get a jump on your competition and kick-off the new year properly. ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Weekly Inner Circle Live Q&A Call Go check out our group coaching program here: https://federal-access.com/gamechangers

Ep 219 - The Buy America Act

Mon, 26 Sep 2022 00:00:00 -0400

In this episode, we talk with Joshua Frank about the Buy America Act and the significant changes that have taken place over the last couple of years. We also discuss the Berry Amendment, the Trade Agreement Act (TAA), and the non-manufacturer rule (NMR). This is a basic overview of each of these as well as some nuanced discussion about how they apply to government contractors. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 100 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 218 - SBA's Proposed Changes to the 8(a) Business Development Program

Tue, 20 Sep 2022 00:00:00 -0400

In this special episode of Game Changers, you go 1-on-1 with Michael LeJeune to talk about the SBA's Proposed Changes to the 8(a) Business Development Program. First off, I need to mention that this doesn't just impact 8(a) companies. There's language in these proposed rule changes that will affect almost every certification program. The two mentioned the most are 8(a) and WOSB. This podcast is a high-level overview of the 311-page proposed rule changes. Joshua Frank gives an excellent breakdown of the rule changes in his LinkedIn article located here: https://www.linkedin.com/pulse/impact-2022-sba-proposed-rules-joshua-frank/ If you would like to give your feedback to the SBA (deadline November 8, 2022), you can read the entire document here: https://www.federalregister.gov/documents/2022/09/09/2022-18068/ownership-and-control-and-contractual-assistance-requirements-for-the-8a-business-development ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 100 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 217 - Stop Micromanaging Top Performers

Mon, 19 Sep 2022 00:00:00 -0400

In this special episode of Game Changers, you go 1-on-1 with Michael LeJeune to talk about how to Stop Micromanaging Top Performers. One of the reasons that I love top performers is that they can self-manage. This means that any time you invest in them is usually spent optimizing what they are already doing well. And those tweaks typically wind up having an immediate impact on their performance and the bottom line. If this is true, why do so many companies micromanage their top performers? Michael talks about this and gives you several tips to help you properly manage top performers. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 85 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 216 - Your First Year As A Government Contractor

Mon, 12 Sep 2022 00:00:00 -0400

In this special episode of Game Changers, you go 1-on-1 with Michael LeJeune to talk about Your First Year as a Government Contractor. Did you know that it takes the average company three to five years to win their first government contract? If you are still new in your government contracting journey (first 3 to 5 years), this podcast will help you refocus your priorities so that you don't become another statistic that hasn't won a contract. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 85 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 215 - How To Leverage Your GSA Schedule

Mon, 05 Sep 2022 00:00:00 -0400

In this episode, we talk with Rich Earnest about How to Leverage Your GSA Schedule. Did you know that roughly 50% of GSA Schedule holders never get a single sale/contract award via their schedule? One of the most common reasons for this is that most schedule holders pursue a schedule without doing any research on their buyers. Regardless of where you are on your GSA Schedule journey, this podcast will help you understand the best practices for properly leveraging your schedule. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 85 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 214 - Creating An Employee Database

Mon, 29 Aug 2022 00:00:00 -0400

In this special episode of Game Changers, you go 1-on-1 with Michael LeJeune to talk about Creating an Employee Database. Did you know that the second biggest challenge for government contractors is finding people to work on contracts? This has been a problem for several years. Based on the trends we are watching; this is only going to get harder. So what's the solution? Always be recruiting! This podcast will walk you through several strategies that will help you find and track talent so that when you need to hire someone, you already have a warm list of candidates to reach out to. In case you were wondering, winning government contracts is the number challenge that contractors face. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 85 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 213 - Introduction To SCA

Mon, 22 Aug 2022 00:00:00 -0400

In this episode, we talk with Grant Elam about SCA Rates. This is a high level discussion about the Service Contract Act (SCA) and the obligations that government contractors have under SCA. A large percentage of government contracts require the contractor to be compliant with SCA. What does this mean? As a contractor, you have to know what the rates are per labor category and your company has to properly track the administration of these rates and benefits per employee. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 85 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 212 - Your Biggest Enemy

Mon, 15 Aug 2022 00:00:00 -0400

In this special episode of Game Changers, you go 1-on-1 with Michael LeJeune to talk about Your Biggest Enemy. In a nutshell, your biggest enemy is often you. One of my biggest soapboxes is that most business owners don't really know how to run a business. Business owners are typically experts at their craft/trade, but running a business is a foreign language to them. And when their business struggles, they blame everything but themselves. Breakthroughs often come when you check your ego and realize that you need to change in order to overcome your challenges. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 85 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 211 - Government Contracting Breakpoints

Mon, 08 Aug 2022 00:00:00 -0400

In this episode, we talk with Kevin Jans about Government Contracting Breakpoints and the process-to-relationship ratio at each of the levels. The concept here is that there are four distinct contracting breakpoints. Within each breakpoint, there is a different process to relationship ratio that the contractor needs to learn in order to be successful. Those breakpoints are small (up to 250 K), medium (250 K to 15 M), large (15 M to 100 M) and major contracts (100 M+). The episode primarily focuses on the first three breakpoints and what's required at each level. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 85 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 210 - Recession Proof Your Government Contracting Business

Mon, 01 Aug 2022 00:00:00 -0400

In this special episode of Game Changers, you go 1-on-1 with Michael LeJeune to talk about Recession Proofing Your Government Contracting Business. The global economy has been on a bit of a roller coaster since 2020. The last year has been especially brutal with the cost of everything going up and major staffing shortages. Mix in lingering COVID issues, a war, record inflation, and an election cycle and you have the perfect recipe for a recession. If you follow history; you know while recessions are brutal for many people, it's also historically a time of record growth for others. In this episode, we talk about you can accelerate during the recession. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 85 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 209 - The HUBZone Contractors National Council And Conference

Mon, 25 Jul 2022 00:00:00 -0400

In this episode, we talk with Michelle Burnett about the HUBZone Contractors National Council. The HUBZone Contractors National Council is a non-profit trade association that advocates for policies that ultimately help bring opportunities to historically underutilized business zones. These opportunities help HUBZone companies grow and thrive and create much-needed jobs. This helps strengthen thousands of communities across the country. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 85 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

208 - Historic Government Q4 Spending Spree

Mon, 18 Jul 2022 00:00:00 -0400

In this special episode of Game Changers, you go 1-on-1 with Michael LeJeune to talk about Historic Government Q4 Spending. It seems like every year we talk about historic government spending. The fiscal year 2022 has seen a few unique twists and turns. There was the usual budget crisis in late 2021 that ultimately led to a spring delay of the budget. We saw the signing of the infrastructure bill in November. In February, the war in Ukraine began. COVID is still an issue. All of these factors have led to shifting priorities and a slow rollout of the FY22 budget. This leads us into what I predict will be a historic spending spree by the government. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 85 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 207 - Level 3 Credit Card Processing

Mon, 11 Jul 2022 00:00:00 -0400

In this episode, we talk with Sean Jones from Revolution Payments about Level Three Credit Card Processing. Did you know that there is a special credit card processing rate for government contracts? This is called level three processing. This credit card processing method can save your company approximately 50% on credit card charges. This podcast will give you an overview of how level three processing works, what information you need to capture to be compliant, and how to get set up. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 85 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 206 - 3 Rules Of Engagement

Mon, 04 Jul 2022 00:00:00 -0400

In this special episode of Game Changers, you go 1-on-1 with Michael LeJeune to talk about 3 Rules of Engagement. Making the jump from employee to employer/business owner requires a mindset shift. When you are an employee, the rules are set by your employer. When you are the boss, you set the rules. That freedom often causes a lot of questions. If you are new to government contracting, you may be totally in the dark about how the government operates and how you should respond. This podcast will give you a simple framework that you can use to build your own rules of engagement for running your business. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 85 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 205 - Product Development That Solves A Problem

Mon, 27 Jun 2022 00:00:00 -0400

In this episode, we talk with Dr. Russ Barnes about Product Development that Solves a Problem. Some of the most successful companies in the world built their brands by identifying a problem in the market and then building a product or service to solve that problem. One of the reasons this model is extremely effective is because the buyer already understands and acknowledges the problem. When a solution presents itself, they are excited to buy it. This is what coined the sales phrase, 'this product sells itself." On the other hand, some companies develop their widget and then try to force that into the market whether there is a need or not. This doesn't often turn out the way companies hoped. This podcast will walk you through a methodology for developing products or services based on needs/problems. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 85 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 204 - You're Not Ready For That Cheese

Mon, 20 Jun 2022 00:00:00 -0400

In this special episode of Game Changers, you go 1-on-1 with Michael LeJeune to talk about not being ready for certain aspects of being a government contractor. For example; a lot of companies rush to be a prime contractor before they know their customer, have any past performance, or have the cash flow to successfully manage a contract. If you're not ready, you are going to struggle to win contracts and you will have a very frustrating experience. This podcast talks about things you can do to slow down, get your ducks in a row, and properly prepare to be a successful government contractor. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 85 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 203 - The Pitfalls Of Government Contracting

Mon, 13 Jun 2022 00:00:00 -0400

In this episode, we talk with Matthew Schoonover about The Pitfalls of Government Contracting. One of the biggest challenges that we see for new government contractors is the rush to jump into serious relationships such as a joint venture or the mentor protégé program. We discuss the pros and cons of both of these as well as some recommendations on how to approach them properly. We also discuss common pitfalls during the teaming and proposal process. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 85 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 202 - Ghosting To Influence An RFP

Sun, 05 Jun 2022 00:00:00 -0400

In this special episode of Game Changers, you go 1-on-1 with Michael LeJeune to talk about Ghosting to Influence an RFP. Ghosting is hands down one of the most underrated things you should incorporate into your BD/Capture process. Ghosting by definition is: positioning the value of your capabilities and differentiate in such a way as to marginalize your competition. If executed properly, informal and formal ghosting tactics will allow you to influence decision-makers so that RFPs come out written in such a way that your company is the obvious choice for the work. This episode will break down several areas that you can and should ghost during pre-acquisition. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 85 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 201 - Doing Business With Marine Corps Installations East

Mon, 30 May 2022 00:00:00 -0400

In this episode, we talk with Chris Rabassi about Doing Business with Marine Corps Installations East. Most of the guests we interview on the show are either contractors or other experts in government contracting. This time, we get to hear what it's like being on the government end of these conversations. We discuss several tactics and strategies for approaching a government agency for the first time. While this discussion revolves around MCI EAST, the tactics and strategies that we discuss are applicable government-wide. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 85 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 200 - Persistence - The Secret To Success

Mon, 23 May 2022 00:00:00 -0400

In this special episode of Game Changers, you go 1-on-1 with Michael LeJeune to talk about Persistence - The Secret to Success. One of the top reasons people fail in life and business is because they give up too early. The road to success is not a simple or straight path and it often has unexpected twists and turns. You will also encounter a lot of resistance on the path to success. This is why so few people achieve the success they desire. This episode of Game Changers talks about our path to 200 episodes and will give you insight on how to stay the course to get the success you deserve. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 85 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 199 - Leveraging Your Socio-Economic Status

Mon, 16 May 2022 00:00:00 -0400

In this special episode of Game Changers, you go 1-on-1 with Michael LeJeune to talk about Leveraging Your Socio-Economic Status. Most people have heard news stories about how much the government spends on small businesses. But how can that information help you? This podcast helps break down some of the small business goals, we give an overview of each of the top socio-economic statuses, and we round out the episode with five recommendations to help you leverage your statuses. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 85 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 198 - Filling Your Small Business Pipeline

Mon, 09 May 2022 00:00:00 -0400

In this episode, we talk with David Neal about Filling Your Small Business Pipeline. One of the challenges for small businesses is that they don't have enough tools or resources in their tool bag. That makes companies rely very heavily on just one or two strategies such as their status in order to fill their pipeline. It's like being a carpenter and only having a hammer in your tool bag. During this podcast, you will hear several tactics and strategies for filling your pipeline. Our hope is that two or three of these will resonate with you and then you will be able to add those to your tool bag. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 85 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 197 - I'm New To Government Contracting - Where Should I Start?

Sun, 01 May 2022 00:00:00 -0400

In this special episode of Game Changers, you go 1-on-1 with Michael LeJeune to talk about what to do if you are new to government contracting. If you are new to government contracting (your first 12 to 36 months), you need to listen to this podcast immediately. This podcast will help you understand if the market is right for you, where to do your initial research to identify your top buyers, what steps you should take before you start prospecting, it will provide a simple process for reaching out to small business offices and contracting officers, how to properly find a teaming partner, and much more. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 85 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 196 - Price To Win Strategies

Mon, 25 Apr 2022 00:00:00 -0400

In this episode, we talk with Jon Barker about Price to Win Strategies. Winning a government contract often comes down to your price. If your price is not competitive, you lose. If your price isn't justified, you lose. If you don't understand your pricing or don't have a clear pricing strategy, you will likely lose. We fix this by having an overall pricing strategy that we can easily modify for each opportunity. Jon and Mike talk about all of this as well as ways to find pricing information to help build your strategy. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 85 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 195 - Managing Your Pipeline

Mon, 18 Apr 2022 00:00:00 -0400

In this special episode of Game Changers, you go 1-on-1 with Michael LeJeune to talk about Managing Your Pipeline. Pipeline management can make or break your government contracting business. If you don't have enough opportunities in your pipeline, you won't hit your quota. If you don't have the right mix of opportunities, you may have trouble getting traction or your sales could drag on for months or even years. There's a very simple process for managing your pipeline. I talk about several areas that will help you improve the quality of your pipeline and the ability to win contracts faster. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 85 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 194 - Teaming With Frenemies

Mon, 11 Apr 2022 00:00:00 -0400

In this episode, we talk with Alexa Tsui about Teaming and Working with Frenemies. If you are going to be successful in government contracting, you need to embrace the concept of teaming. Most companies only want to team with their "friends." And that's understandable. But government contracting often requires you to work with a company or individual/s that you may not like. That other company may already be on another contract with your client and now you are forces to work together. This podcast will give you practical advice you can use to work successfully with frenemies. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 85 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 193 - Task Blocking

Mon, 04 Apr 2022 00:00:00 -0400

In this special episode of Game Changers, you go 1-on-1 with Michael LeJeune to talk about Task Blocking. Each time I share how many projects I'm working on with folks, the reaction is always the same. When do you sleep? Trust me, I get plenty of sleep. My secret to productivity and time management is actually very simple. I use a process that I call Task Blocking. Everything that I work on becomes a "project" with "tasks" and those tasks go on my calendar. In this podcast, I break down how I use task blocking to manage over a dozen new projects at any given time. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 85 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 192 - Prepping For And Attending Conferences

Mon, 28 Mar 2022 00:00:00 -0400

In this special episode of Game Changers, you go 1-on-1 with Michael LeJeune to talk about Prepping for and Attending Conferences. Attending government conferences is a critical part of your growth strategy. Done wrong, it can be very expensive. Done right, you can walk away with valuable education, intelligence for future and current opportunities, and priceless relationships with contracting officers, program managers, and teaming partners. This podcast will give you valuable insight on steps you should take prior to attending a conference, what you should do while you are at a conference, and toward the end we have a list of several of the top conferences that we recommend. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 85 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 191 - Your GovCon Marketing Strategy - Part 2 of 2

Sun, 20 Mar 2022 00:00:00 -0400

In this episode, we conclude a two-part series about Your GovCon Marketing Strategy by talking with Chad Rodriguez. Chad talks about his experience using a third-party (Flourish) to build and execute their marketing strategy. Having a professional marketing strategy has allowed their company to stand out in the market and reach their target audience. Chad is also a huge fan of monitoring the analytics on the back-end of all of their marketing. This allows them to know what's effective and what's not so that they can adjust their marketing methods, strategy, and message to be more effective. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 85 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 190 - Your GovCon Marketing Strategy - Part 1 of 2

Sat, 12 Mar 2022 00:00:00 -0400

In this episode, we talked with Megan Nivens-Tannett about Your GovCon Marketing Strategy. The average government contractor completely skips over creating a marketing strategy for their GovCon business. Most use what I would call the brute force method. This involves cranking out RFPs with the hope that if you just respond to enough, you will eventually win something. A well-thought-out marketing strategy will help you understand your market, increase your chances of winning an RFP, and ultimately accelerate your success in the government market. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 85 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 189 - Your Government Contracting Social Media Plan

Mon, 07 Mar 2022 00:00:00 -0400

In this special episode of Game Changers, you go 1-on-1 with Michael LeJeune to talk about the Your Government Contracting Social Media Plan. It's easy to get overwhelmed with all of the choices for social media. First, you have multiple platforms that you can you choose. Second, you have to figure out how to build an audience. Third, you have to figure out what to post. And those are just the initial decisions you have to make. This podcast will help simply all three of those questions and give you clear actionable advice on how to get started. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 85 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 188 - Teaming With Large System Integrator / Primes

Mon, 28 Feb 2022 00:00:00 -0400

In this episode, we talked with Mark Hijar about Teaming with Large System Integrator / Primes. Small businesses face several challenges when approaching a large prime to team. They have to differentiate themselves from dozens if not hundreds of other small companies with a status, provide valuable intelligence to the prime about an opportunity, speak the language of the primes, and ultimately provide a competitive advantage for an opportunity. This podcast will help small businesses understand how large primes operate and how to better position on a team so that they actually get work from the prime. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 85 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 187 - Managing Your GovCon Finances

Sun, 20 Feb 2022 00:00:00 -0400

In this special episode of Game Changers, you go 1-on-1 with Michael LeJeune to talk about Managing Your GovCon Finances. Money management is critical to your success in any business and can often be the difference between staying in business and shutting your doors. You need to understand simple things like; your monthly break-even, how to track A/R, systemizing your payroll, the cost of borrowing money, your financial scorecards (P&L & Balance Sheet), and maybe most importantly, your margins. We discuss all of these and much more. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 85 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 186 - GovCon Benefits Of The PMP Or Sec+ Certifications

Sun, 13 Feb 2022 00:00:00 -0400

In this episode, we talked with Eric "Doc" Wright about the GovCon Benefits of having a PMP and/or Sec+ Certification. Hands-down, one of the hottest businesses to be in right now as a government contractor is project management. Every contract needs some level of project management and being able to prove your fluency and capabilities as a PM are critical to winning government contracts. This distinguishes certification holders from the true practitioners of project management. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 85 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 185 - Top 5 Proposal Mistakes

Mon, 07 Feb 2022 00:00:00 -0400

In this special episode of Game Changers, you go 1-on-1 with Michael LeJeune to talk about the Top 5 Proposal Mistakes. We've all been in a position where we write our best proposal, submit it, and then lose. When it comes time for a debriefing, you realize you made a simple mistake. You make the correction next time, and to your surprise, you lose again! This time, your debriefing doesn't really turn up any valuable intelligence so you are stuck not knowing what really happened. This episode talks about five things that aren't usually going to come up in a debriefing. These are things that you are definitely being judged on; but no one wants to tell you about because quite honestly, the government doesn't have the time to teach you how to properly write and submit a proposal. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 85 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 184 - Federal Trends and their Impact to Your 2022 Government Sales Strategy

Sun, 30 Jan 2022 00:00:00 -0400

In this episode, we talked with Joshua Frank about Federal Trends and their Impact to Your 2022 Government Sales Strategy. Josh covers strategic sourcing, CMMC, the labor shortage, the challenges the government is having moving to a distributed workforce, clearly articulating your value in a lowest price (LPTA) environment, and much more.

Ep 183 - Celebrate Your Losses

Mon, 24 Jan 2022 00:00:00 -0400

In this special episode of Game Changers, you go 1-on-1 with Michael LeJeune to talk about Celebrating Your Losses. When most companies lose an RFP, a top employee, or suffer some other loss, the tendency is to grieve at some level and then just move on. Celebrating your losses helps to create a culture of learning. The next time you lose an RFP, you should get a debrief from the government and then perform your own debrief internally. Identify your mistakes, correct them, and then apply that to your proposal process moving forward. Then celebrate what you learned from that experience. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 85 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 182 - How To Hire And Retain Great People

Mon, 17 Jan 2022 00:00:00 -0400

In this special episode of Game Changers, you go 1-on-1 with Michael LeJeune to talk about How to Hire and Retain Great People. It's my personal belief that this is going to be a challenge for the foreseeable future. The employment market was already getting tight before COVID. After COVID, people changed their perspectives and priorities. Employers need to do the same in order to attract the best of the best and to keep them. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 85 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 181 - Authentic Leadership

Mon, 10 Jan 2022 00:00:00 -0400

In this episode, we talked with Emily Harman about her chapter Authentic Leadership from the book Becoming a GovCon Expert. The journey to becoming a better leader starts with self-discovery and a lot of inner work. Emily talks about letting go of the "shoulds," developing your mindset, finding your purpose, and more. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 85 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 180 - Quarterly Planning

Mon, 27 Dec 2021 00:00:00 -0400

In this special episode of Game Changers, you go 1-on-1 with Michael LeJeune to talk about Quarterly Planning. One of the things that separate winners from losers is having a plan. I can't stress enough the importance of sitting down once a quarter to review your long-term goals and then create a plan of action for the next 90-days that is going to move you closer to your dreams. The process that I talk about in this episode can be used regardless of industry. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 85 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 179 - Bid No Bid Strategy

Mon, 20 Dec 2021 00:00:00 -0400

In this special episode of Game Changers, you go 1-on-1 with Michael LeJeune to talk about having a Bid/No-Bid Strategy. Would you like to win more RFPs? Of course you would. One of the secrets to winning is making sure that you will be competitive on all the requirements. Using a Bid/No-Bid Strategy allows you to ensure that you #1 - Identify and understand all of the requirements, #2 - Identify any gaps or weaknesses, and #3 - Create an RFP specific strategy to ensure all requirements are met either by you or your teaming partners. If you can't build a strategy that gets you extremely competitive, you know not to waste your time on that specific RFP. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 85 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 178 - The DoD SkillBridge Program

Mon, 13 Dec 2021 00:00:00 -0400

In this episode, we talked with Eric "Doc" Wright about The DoD SkillBridge Program. This program allows transitioning service members to get valuable on the job training and experience through industry training, apprenticeships, and internships during their last six months in the military. This also allows industry to test drive these future employees with very little out of pocket costs. https://vets2pm.com/cmthankyou/ for a free copy of - Speak Civilian Fluently ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 85 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 177 - An Attitude For GovCon Success

Sun, 05 Dec 2021 00:00:00 -0400

In this episode, we talked with Leigh Christian about An Attitude for GovCon Success. If you ask any successful business owner about the keys to their success, almost every single one will say that success begins with the way you think. The way you think often manifests in your actions and your attitude. Do you treat yourself with respect? Do believe that your company deserves to win? If you don't win, do you look for a lesson that will make you better next time or do you look to blame others? Are you grateful for what you have or do you struggle with always being unhappy with what you don't have? These are all simple things that make a big difference in how others see you and your company. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 85 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 176 - 2021 Infrastructure Bill Break Down

Mon, 29 Nov 2021 00:00:00 -0400

In this special episode of Game Changers, you go 1-on-1 with Michael LeJeune to talk about the 2021 Infrastructure Bill. This episode is a break down of the bill. Some of the key points: 1. Yes, this is $1.2T...BUT...that's over 5 fiscal years. FY22-26. This really means that it's approximately $240B per fiscal year. 2. A lot of these programs establish brand new offices under agencies and new programs under existing agencies. They give agencies up to 6 months to establish the new offices and programs. We are 2 months into the fiscal year. 6 months from now is the beginning of GovCon Q4. So expect FY22 Q4 to be where the bulk of FY22 money (For this bill) is spent. Q4 is going to be crazier than usual. 3. When reviewing a new program, pay close attention to the office managing it. There were several programs that I expected to be run by DOT that are going to be managed by the Dept. of Commerce. 4. Find program names and use those for future searches in SAM. You will waste your time searching "infrastructure bill" since most of this money is going to be spent under one of the 200+ programs in the bill. 5. Be patient. I would hold off until at least January before you start bugging contracting officers about this. New offices and new programs mean that they don't have answers to your questions yet. Give them a little breathing room. BUT...educate yourself on things between now and then so you can start conversations early in calendar year 2022. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 85 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 175 - GovCon Financial Logistics

Mon, 22 Nov 2021 00:00:00 -0400

In this episode, we talked with Jenny Clark about GovCon Financial Logistics. Government contracting has a unique set of requirements for the financial management of your company. For example, some contracts are Fixed Firm Price (FFP) and some are Cost Plus. You also have to take into consideration the Service Contract Act or SCA rates when bidding on certain contracts. These contracts require different methods for tracking benefits and putting this information on employees’ paychecks. If you are doing Cost Plus work, you will need to implement a DCAA (Defense Contract Audit Agency) compliant accounting system. We discuss all of these and much more in this episode. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 85 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 174 - RFIs And Sources Sought - What's The Difference

Mon, 15 Nov 2021 00:00:00 -0400

In this episode, we talked with Anna Urman from the U.S. Department of State about RFIs and Sources Sought. We discuss the differences between the two, why you should respond, how to follow up with the contracting officer and much more. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 85 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 173 - Your GovCon Holiday Plan

Mon, 08 Nov 2021 00:00:00 -0400

In this special episode of Game Changers, you go 1-on-1 with Michael LeJeune to talk about the Your GovCon Holiday Plan. I love the holidays. I love the downtime. I love getting caught up on projects and I use this time to sharpen my skills. This podcast talks about four things that I recommend you use your "downtime" for. If you use your time wisely, you can set up next year to be your best year. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 85 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 172 - GovCon Construction Opportunities

Mon, 01 Nov 2021 00:00:00 -0400

In this episode, we talked with Carroll Bernard about Government Contracting Construction Opportunities. We all know the government is spending billions on construction projects. The challenge is identifying where these opportunities are. Carroll explains how the government construction market works and how you can locate these opportunities. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 85 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 171 - SBA OIG Challenges Report FY2022

Mon, 25 Oct 2021 00:00:00 -0400

In this special episode of Game Changers, you go 1-on-1 with Michael LeJeune to talk about the SBA OIG Challenges Report for FY2022. This report highlights eight specific challenges that the SBA has identified and is working on. In this podcast, I talk about three of those challenges. Challenge 1: Fraud with Economic Relief Programs, Challenge 2: Inaccurate Procurement Data and Eligibility Concerns in Small Business Contracting Programs Undermine the Reliability of Contracting Goal Achievements, and Challenge 5: SBA’s Management and Monitoring of the 8(a) Business Development Program Needs Improvement. You can read the report here: https://www.sba.gov/sites/default/files/2021-10/SBA%20OIG%20Report%2022-02.pdf ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 85 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 170 - Demystifying The FAR

Mon, 18 Oct 2021 00:00:00 -0400

In this episode, we talked with Steven Koprince about Demystifying the FAR. The Federal Acquisition Regulation or FAR is intimidating on the surface. It's over 2,000 pages of legalese. The FAR gets less intimidating with time and once you understand how it's organized. This podcast helps break down what you need to know about the FAR and provides general guidance for government contractors. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 85 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 169 - Business Realignment

Mon, 11 Oct 2021 00:00:00 -0400

In this special episode of Game Changers, you go 1-on-1 with Michael LeJeune to talk about Business Realignment. Most business owners wake up one day and realize that their business is driving them 24/7. What you don't realize is that at some point the business made you align your personal life with the needs of the business. What we need to do today is realign the business so that it is there to serve YOU and your family. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 75 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 168 - Players And Layers Method

Sat, 02 Oct 2021 00:00:00 -0400

In this episode, we talked with Judy Bradt about the Players and Layers Method for prospecting in government contracting. The average contractor just focuses on one player, the contracting officer. When you take a step back, you realize that there are several influencers and decision-makers that educate you on an organization. Some of these players are also your best advocates. Learning the players and layers of an organization will allow you to accelerate your revenue. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 75 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 167 - Building Your GovCon SME Platform

Sun, 26 Sep 2021 00:00:00 -0400

In this episode, we talked with Mark Amtower about Building Your GovCon SME Platform. One of the easiest ways to differentiate yourself and your company from the competition is to be recognized as a subject matter expert or SME in your field. This doesn't happen overnight and it doesn't happen by accident. You have to take a series of deliberate steps to build credibility in your field and to build a following. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 75 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 166 - Maximizing Your Signature Block

Mon, 20 Sep 2021 00:00:00 -0400

In this special episode of Game Changers, you go 1-on-1 with Michael LeJeune to talk about Maximizing Your Signature Block. How many emails do you send in a day, week, month, or year? I bet it's a lot more than you think. How many of those emails are to prospects or current clients? That number for me is roughly 80%. Most people never think about how many eyeballs see their signature block. If I don't know you, one of the first things I will do is drop down to the signature to see who you are and why I should read your email. A signature tells me if you are trying to buy something or sell me something. In this episode, I'm going to show you how to make your signature block jump out and make people want to connect with you. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 75 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 165 - Selling Your Government Contracting Business

Mon, 13 Sep 2021 00:00:00 -0400

In this episode, we talked with Barbara Stankowski about Selling Your Government Contracting Business. Barbara built her last company to $30 million in revenue with just over 300 employees and then successfully sold the company. This episode walks through her journey of deciding to sell, the process she went through to hire and work with a mergers and acquisitions (M&A) firm, as well as several lessons learned along the way.

Ep 164 - How To Pick A Niche

Tue, 07 Sep 2021 00:00:00 -0400

In this special episode of Game Changers, you go 1-on-1 with Michael LeJeune to talk about How to Pick a Niche. The government buys everything. And when I say everything, I mean everything. On one hand, that's awesome! That means the government buys what you sell. On the other hand, it can be overwhelming. Especially if you sell multiple products and services. How do you know which ones to focus on? When you finally pick a product or service to sell, who do you sell it to? Most companies try to sell everything to everyone and that results in a scattered approach that almost always fails. If you want to succeed in selling to the government, you have to focus on one primary product/service and just a few buyers. This episode will walk you through how to make those decisions. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 75 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 163 - J. Vollbrecht Case Study

Sun, 29 Aug 2021 00:00:00 -0400

In this episode, we talked with Jennifer Vollbrecht from J. Vollbrecht Consulting (JVC) about her journey in government contracting. In less than three years, the JVC project management team has successfully delivered over $100M in project management services to DOE's National labs. We discuss how Jennifer got into government contracting, her niche product and client focus, and lessons learned along the way. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 75 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 162 - How To Get Focused In Chaotic Times

Mon, 23 Aug 2021 00:00:00 -0400

In this special episode of Game Changers, you go 1-on-1 with Michael LeJeune to talk about How to Get Focused in Chaotic Times. It's no secret that the world is tugging on us from dozens of directions at any given time. How do some people manage to stay focused and keep moving forward in spite of the chaos of COVID, politics, Afghanistan, flooding, hurricanes, or any other challenge that they are bombarded with? Today I will share with you a four-step process that I use to maintain focus and productivity. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 75 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 161 - Your GovCon Strategic Plan

Mon, 16 Aug 2021 00:00:00 -0400

In this episode, we talked with Stephanie Marquardt about building a GovCon Strategic Plan. Most companies have a business plan. It's a 40 plus page document that they created when they started their company. It's often created and then shoved in a drawer unless you need it for a loan. Business plans are a must, but they rarely help you implement your day-to-day activities. That's where a strategic plan comes into play. This plan combines your corporate strategy with your tactics and goals. This plan is reviewed during your quarterly planning sessions to ensure you are heading in the right direction. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 75 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 160 - How To Work Yourself Out Of The Business

Mon, 09 Aug 2021 00:00:00 -0400

In this special episode of Game Changers, you go 1-on-1 with Michael LeJeune to talk about How to Work Yourself Out of the Business. Many business owners start their company with the dream of one day being able to sell, make a small fortune, and retire to their dream destination. For some, the daily grind of being a business can push them over the edge and speed up the desire to sell. Today, we talk about some critical things you need to put in place to work yourself out of the business, increase the value of your company, and how to get your precious time back. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 75 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 159 - Optimized Technical Solutions Case Study

Mon, 02 Aug 2021 00:00:00 -0400

In this episode, we talked with Travis Griffin from Optimized Technical Solutions (OTS) about his journey in government contracting. Granita and Travis Griffin started OTS in 2016. OTS is an 8(a) certified WOSB that delivers technical solutions for mission-critical programs across the government space. We discuss how they got into government contracting, some of the ups and downs of their journey, and important lessons that OTS has learned along the way. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 75 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 158 - How To Write More RFPs

Mon, 26 Jul 2021 00:00:00 -0400

In this special episode of Game Changers, you go 1-on-1 with Michael LeJeune to talk about How to Write More RFPs. If you don't bid, you don't win. We all know this. Yet, many companies fail to bid enough. You can probably think of a dozen reasons why your company isn't getting enough RFPs out the door. Today we are going to discuss some strategies to help you streamline your proposal and quote process as well as how to leverage your partners in order to hit your numbers. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 75 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 157 - Maximizing Your Status

Tue, 20 Jul 2021 00:00:00 -0400

In this episode, we talked with David Neal from David Neal Consulting about How to Maximize Your Status. If you are a small business (yes small business is a status), Woman-Owned (WOSB), 8(a), Service Disabled Veteran Owned (SDVOSB), VOSB, Native American, or HUBZone, you were probably told to get your status and then money would rain down from the heavens. Then you got your status and realized that's not how it works. There's a lot of effort that goes into positioning your company for set-aside and sole-source contracts. This episode will walk you through some of the simple strategies that David Neal uses to maximize a small business status.

Ep 156 - Strategic Pipeline Building

Mon, 12 Jul 2021 00:00:00 -0400

In this special episode of Game Changers, you go 1-on-1 with Michael LeJeune to talk about Strategic Pipeline Building. New companies tend to focus mostly on tactical pipeline building. This means that most of the opportunities in their pipeline add short-term revenue, but don't necessarily achieve strategic objectives for their company. Today, I want to help you shift your thinking a bit to focus more on opportunities with your top agencies, opportunities that help you build strategic past performance, and relationships with teaming partners that will help you win strategic contracts. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 75 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 155 - The DoD Mentor Protégé Program

Sun, 04 Jul 2021 00:00:00 -0400

In this episode, we talked with Melissa Peterson from Blue Sky Innovative Solutions about the DoD Mentor-Protege Program. Most of our listeners are familiar with the SBA's Mentor-Protege Program. The DoD version of this program has some key differences in how the Mentor is compensated and the overall relationship that is formed between the mentor and the mentee. In this episode, Melissa explains the differences in the programs and talks about her personal experience utilizing the DoD program. If your company would benefit from a program that invests up to $1M per year to develop your business, you won’t want to miss this episode. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 75 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 154 - The GovCon Plateau

Mon, 28 Jun 2021 00:00:00 -0400

In this special episode of Game Changers, you go 1-on-1 with Michael LeJeune to talk about The GovCon Plateau. Is your company stuck in a rut? Has your revenue leveled off and you aren't growing at the pace you want to? This happens to companies of every size. At some point, you exhaust the knowledge you have and you wind up on a hamster wheel running as fast as you can to chase enough work to maintain your existing level. Today's episode talks about getting off the hamster wheel and putting a plan in place to get to the next level. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 75 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 153 - A Daily Battle Rhythm for New Government Contractors

Mon, 21 Jun 2021 00:00:00 -0400

In this episode, we talked with Joshua Frank about A Daily Battle Rhythm for New Government Contractors. When it comes to government sales, many companies experience challenges with time management and setting priorities. There are thousands of tools and countless ways to spends your day. So how do you get the most out of your time? How do you develop a routine or battle rhythm that helps you focus on the most important tasks without being consumed by tools or busywork? The short answer is that you look at the best practice of thousands of sales experts who have come before you and you model their behavior. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 75 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 152 - Government Contracting Is Not Hard

Mon, 14 Jun 2021 00:00:00 -0400

In this special episode of Game Changers, you go 1-on-1 with Michael LeJeune to talk about one of the biggest myths about government contracting. Friends and colleagues will tell you that government contracting is easy. Consultants will tell you that government contracting is hard. That's why you need them. So which is it? Is government contracting easy or hard? ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 75 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 151 - Revenue Diversity Through Government Contracting

Mon, 07 Jun 2021 00:00:00 -0400

In this episode, we talked with Eric "Doc" Wright about his chapter Revenue Diversity Through Government Contracting from the book Becoming a GovCon Expert. Like many business owners in 2020, Doc found himself in a unique situation where his core training business was effectively put on hold due to COVID. Instead of panicking, Doc innovated and created new revenue streams for his business. This episode will walk you through how Doc accomplished this and the thought process behind the scenes.

Ep 150 - Communicating Your Value

Mon, 31 May 2021 00:00:00 -0400

In this special episode of Game Changers, you go 1-on-1 with Michael LeJeune to talk about Communicating Your Value. One of the best ways to differentiate yourself from your competition is to better communicate your value through the use of metrics and past performance. We use a process called competency-mapping to do this. It involves going through your past performance and looking for the common value themes. Once you do this, you can create impressive corporate overviews, 45-second pitch statements, and you will have outstanding content for proposals. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 75 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 149 - A Framework For Management Mastery

Mon, 24 May 2021 00:00:00 -0400

In this episode, we talked with Dr. Russ Barnes about his chapter A Framework for Management Mastery from the book Becoming a GovCon Expert. How do you approach people, products, and problems in your company? The ideal solution here is having a framework that helps you make decisions and motivates people to give their best efforts. The right framework is simple and it allows you to focus on relationships instead of always focusing on the mechanics of your processes. ----- Federal Access is helping a lot of companies win. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 75 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 148 - Three Critical Hires

Mon, 17 May 2021 00:00:00 -0400

In this special episode of Game Changers, you go 1-on-1 with Michael LeJeune to talk about Three Critical Hires. One of the fastest ways to accelerate your growth is to build a team. This episode talks about hiring a BD/salesperson, an assistant, and general manager/COO to help you accelerate your growth. ----- Federal Access is helping a lot of companies win. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 75 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 147 - Doing Business With The Navy

Thu, 06 May 2021 14:12:43 -0400

In this episode, we talked with Emily Harman about her chapter Doing Business with the Navy from the book Becoming a GovCon Expert. During her time as the Director for the Navy's Small Business Programs, Emily met with hundreds of small businesses. We discuss how to navigate the Navy's procurement system as well as how to make a great first impression with the small business office and contracting officers. While this episode focuses on the Navy, it provides a simple framework that you can use to approach any agency in the government. ----- Federal Access is helping a lot of companies win. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 75 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 146 - Assembling Your GovCon Team

Mon, 03 May 2021 00:00:00 -0400

In this special episode of Game Changers, you go 1-on-1 with Michael LeJeune to talk about Assembling Your GovCon Team of experts. There are five critical experts that you need to have on your government contracting team. These are specialized skills that you don't need to hire as full-time employees. However, you need to meet these folks and build a relationship with them early in your GovCon journey so you have access to their expertise early and often. ----- Federal Access is helping a lot of companies win. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 75 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 145 - Tips For Marketing Your Book

Mon, 26 Apr 2021 00:00:00 -0400

In this special episode of Game Changers, you go 1-on-1 with Michael LeJeune to talk about Tips for Marketing Your Book. This is a follow-up to episode 143 where I discussed writing your first book. This episode will discuss strategies you can use in pre-launch, launch, and post-launch of your book. We start marketing a new book about six months prior to its release to build anticipation. Most people stop marketing after their launch. This is a mistake. This episode will help you avoid this trap and explain how to keep promoting your book for years after launch.

Ep 144 - Bridging Government Sales Strategy With Business Strategy

Mon, 19 Apr 2021 00:00:00 -0400

In this episode, we talked with Joshua Frank about his chapter Bridging Government Sales Strategy with Business Strategy from the book Becoming a GovCon Expert. More than half of companies that enter the government market fail to win a contract. Most companies and business professionals buy the same books. They attend the same webinars. They attend the same conferences. The level of education is fairly consistent across all companies. So why do half of these companies, that all receive the same level of education and training, fail to win? The answer is that they failed to apply what they learned. They need stronger tactics and strategies. Successfully and consistently winning government contracts requires that you think like a business professional, not a government sales professional. ----- Federal Access is helping a lot of companies win. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 75 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 143 - Tips For Writing Your First Book

Mon, 12 Apr 2021 00:00:00 -0400

In this special episode of Game Changers, you go 1-on-1 with Michael LeJeune to talk about Tips for Writing Your First Book. Writing a book is a daunting task for many. This episode will help demystify the process we use for cranking out bestselling books using Amazon's Kindle Desktop Publishing (KDP) platform. This episode focuses on the writing process and getting your book to the final edit process. A separate episode will discuss marketing your book. ----- Federal Access is helping a lot of companies win. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 75 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 142 - From Kitchen To Conference Room

Mon, 05 Apr 2021 00:00:00 -0400

In this episode, we talked with Eric "Doc" Wright about his chapter From Kitchen to Conference Room: Growing Your Solopreneurship Beyond Yourself from the book Becoming a GovCon Expert. Every business owner faces the challenge of growing beyond themselves and creating a team. This podcast talks about how to do this, what to look for in your first nine employees, and how to deal with some of the challenges that arise from building your core team. ----- Federal Access is helping a lot of companies win. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 75 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 141 - Propelling Your Company Onward

Mon, 29 Mar 2021 00:00:00 -0400

In this episode, we talked with Emily Harman about her chapter Propelling Your Company Onward from the book Becoming a GovCon Expert. During her time as the Director for the Navy's Small Business Programs, Emily met with hundreds of small businesses. Many of them were unprepared, scattered, and unaware of how to make a great first impression. We discuss a few of the common challenges these businesses faced and how you can overcome them. We also talk about the Onward podcast and what Emily has learned firsthand from talking to survivors of tragedy and they picked themselves up and onward to accomplish their dreams. ----- Federal Access is helping a lot of companies win. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 75 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 140 - How to Stay Motivated

Mon, 22 Mar 2021 00:00:00 -0400

In this special episode of Game Changers, you go 1-on-1 with Michael LeJeune to talk about How to Stay Motivated. Being a business owner is a lot of work. It should also be a lot of fun. It's also unavoidable that you will struggle from time to time just to get dressed and go to work. So what do you do on those days? How do you clear your head and re-energize your brain? No one is going to do it for you. So you have to have strategies to pick yourself up when your down and keep yourself motivated even if you just want to crawl back in bed and sleep through the day. ----- Federal Access is helping a lot of companies win. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 75 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 139 - Preparing Yourself To Succeed In Government Contracting

Mon, 15 Mar 2021 00:00:00 -0400

In this episode, we talked with Dr. Russ Barnes about his chapter Preparing Yourself to Succeed in Government Contracting from the book Becoming a GovCon Expert. A hidden secret of the best companies is that their leadership is always growing and expanding their knowledge. These leaders know that the growth and success of the company starts with them as an individual. The better they get, the faster the company grows. And it all starts by embracing your talent and identifying what makes you strong. ----- Federal Access is helping a lot of companies win. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 75 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 138 - Why Your Business Isn't Growing

Tue, 09 Mar 2021 00:00:00 -0400

In this special episode of Game Changers, you go 1-on-1 with Michael LeJeune to talk about Why Your Business Isn't Growing. We speak to hundreds of business owners every year. The names change, but the challenges are very similar. They all want to get to the next level of growth. The challenge is knowing what to do to get there and what's holding you back. ----- Federal Access is helping a lot of companies win. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers/ today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 75 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers/

Ep 137 - 12 Common Challenges For New Government Contractors

Tue, 02 Mar 2021 00:00:00 -0400

In this episode, we talked with Joshua Frank about his chapter 12 Common Challenges of New Government Contractors from the book Becoming a GovCon Expert. If you are new to government contracting, you will likely experience several challenges learning the market and systematically winnings contracts. The objective of this chapter is to help you understand what some of those challenges are and how to overcome them. ----- Get the #1 Bestseller - Becoming a GovCon Expert https://www.amazon.com/dp/1733600965 ----- Federal Access is helping a lot of companies win. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers/ today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 75 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers/

Ep 136 - Why Your Story Matters

Tue, 23 Feb 2021 00:00:00 -0400

In this special episode of Game Changers, you go 1-on-1 with Michael LeJeune to talk about Why Your Story Matters. Your story is the one thing that differentiates you and your company from everyone else. Your story isn't just about when you were founded, how you got where you are today, or your vision statement. A large part of your story revolves around the value you provide and how you communicate that value. ----- Federal Access is helping a lot of companies win. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers/ today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 75 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers/

Ep 135 - Demystifying DCAA

Tue, 16 Feb 2021 00:00:00 -0400

In this episode, we talked with Jenny Clark about Demystifying DCAA. Do you need it? Do you even do the type of work that requires it? How do you get it? What are some of the best accounting systems for cost-plus contracts? We answer all of this and tackle some of the most common myths of DCAA. ----- This episode also talks about GovCon Summit. Click here to learn more and to register. https://solvability.com/govconsummit/ ----- Federal Access is helping a lot of companies win. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers/ today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 75 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers/

Ep 134 - Becoming A GovCon Expert Book Launch

Tue, 09 Feb 2021 00:00:00 -0400

In this special episode of Game Changers, you go 1-on-1 with Michael LeJeune to talk about his new book, Becoming a GovCon Expert. Click here to get your copy today. https://www.amazon.com/dp/1733600965 Six of the nation's top government contracting experts share essential strategies for doing business with the government. The strategies in this book have helped companies win over $3 billion in government contracts and over $30 billion in multiple award contracts. Each chapter mirrors a session given at the 2021 GovCon Summit Annual Conference. GovConSummit is a virtual accelerator network and annual conference that focuses on Veteran entrepreneurs in the Federal contracting market. However, the tactics, strategies, and recommendations are applicable to any company that wants to win government contracts. Each chapter skips the fluff and focuses on the core concepts required for you to master the game of government contracting. Unlike most books, Becoming a GovCon Expert provides practical advice from subject matter experts with step-by-step instruction and recommendations. Get your copy now: https://www.amazon.com/dp/1733600965 You will learn: ★ How to prepare yourself to be a successful government contractor ★ 12 common challenges faced by new government contractors ★ How to accelerate into the government market ★ A case study on government sales and revenue stream diversity ★ The value of PMP and Sec+ Certifications ★ How to master the game of GovCon ★ Branding yourself as a GovCon Subject Matter Expert (SME) ★ How to bridge government sales strategy with business strategy ★ Building your GovCon pipeline ★ Doing business with the Department of the Navy ★ How to create a daily “battle-rhythm” for marketing and sales ★ How to develop your WRAP rate / fully burdened rate ★ Outrunning your overhead ★ Authentic leadership ★ Growing your solopreneurship beyond yourself

Ep 133 - Opportunity Zones

Tue, 02 Feb 2021 00:00:00 -0400

In this episode, we talked with Tom Hicks about Opportunity Zones. Did you know that more than 50% of all military bases are in opportunity zones? Do you know what an opportunity zone is? This episode gives you a brief overview of what opportunity zones are, where they are, and how to leverage these zones to increase the profitability of a project. ----- Federal Access is helping a lot of companies win. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers/ today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 70 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers/

Ep 132 - When And How To Say No

Mon, 25 Jan 2021 00:00:00 -0400

In this special episode of Game Changers, you go 1-on-1 with Michael LeJeune to talk about When and How to Say No. Time is your most valuable asset. We all know this, but we don't all respect it or manage it properly. What do you do when you realize that you have too many things on your plate? How do you tell people no without offending them? How do you refocus your time to make it productive, meaningful, and well worth every second? ----- Federal Access is helping a lot of companies win. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers/ today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 70 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers/

Ep 131 - Becoming A GovCon Expert Pre-Launch

Mon, 18 Jan 2021 00:00:00 -0400

In this special episode of Game Changers, you go 1-on-1 with Michael LeJeune to talk about our new book Becoming a GovCon Expert. The book is launching in early February, but we wanted to give you a sneak peek at the book and give you a special link to get 50% off the book on launch day. To get 50% off on launch day, click here: https://bit.ly/GovConExpertsBookLaunch Enter your name and email address and you will receive a special link to the book when it launches on Amazon. Your email address will not be used for any other marketing purposes.

Ep 130 - The Need For Focus

Tue, 12 Jan 2021 00:00:00 -0400

In this special episode of Game Changers, you go 1-on-1 with Michael LeJeune to talk about The Need for Focus. It's extremely easy to get distracted by everything going on in politics. As a government contractor, you probably have concerns about what shifts in parties mean for you and how you run your business. This episode will address many of those concerns and help ease your mind. ----- Federal Access is helping a lot of companies win. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers/ today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 70 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers/

Ep 129 - Introduction To OTAs

Tue, 05 Jan 2021 00:00:00 -0400

In this episode, we talked with Tom Hicks about OTAs. This is an Introduction to Other Transaction Authorities, what they are, and how to join a consortium. If your company is working on a prototype or new technology, this episode is for you.

Ep 128 - CMMC Update

Tue, 29 Dec 2020 00:00:00 -0400

In this episode, we talked with Eric Trexler about some recent changes to CMMC that happened in November of 2020. CMMC continues to evolve. As a result, we will continue to bring you critical updates as they happen. One of the ways to keep up with CMMC is to check out Eric's podcast To the Point - Cybersecurity podcast. You can find it on any of your favorite podcast apps. For more information on CMMC, please check out cmmcab.org. ----- Federal Access is helping a lot of companies win. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers/ today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 70 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers/

Ep 127 - Celebrating Your Wins

Tue, 22 Dec 2020 00:00:00 -0400

In this special episode of Game Changers, you go 1-on-1 with Michael LeJeune to talk about Celebrating Your Wins. Entrepreneurs are often running so fast and hard that they rarely stop to smell the roses. If you don't take time to celebrate, at some point, you will wake up with regrets and burnout. So how do you celebrate your wins? When do you celebrate your wins? This episode addresses those questions and gives you simple and practical ideas you can use to celebrate your success. ----- Federal Access is helping a lot of companies win. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers/ today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 70 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers/

Ep 126 - No More Excuses

Tue, 15 Dec 2020 00:00:00 -0400

In this special episode of Game Changers, you go 1-on-1 with Michael LeJeune to talk about having an attitude of No More Excuses for the upcoming year. It's very easy to come up with dozens of reasons WHY you aren't growing the way you want to. In this episode, I'm going to ask you to embrace an attitude of no more excuses. An attitude that doesn't care why things aren't going your way, it only cares HOW you are going to fix it. It's time to grow and there's no room for excuses. ----- Federal Access is helping a lot of companies win. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers/ today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 70 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers/

Ep 125 - Team Past Performance

Mon, 07 Dec 2020 00:00:00 -0400

In this special episode of Game Changers, you go 1-on-1 with Michael LeJeune to talk about Team Past Performance. This has happened to all of us. You sit down to review opportunities and find one that you REALLY want to chase but feel like you just don't have the past performance to win. What do you do? You likely pass on the opportunity. But what if you didn't have to? What if there was a way to chase and even win the contract? You might have all the past performance you need and not even know it. ----- Federal Access is helping a lot of companies win. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers/ today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 70 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers/

Ep 124 - Veteran Owned Business Must Dos

Tue, 24 Nov 2020 00:00:00 -0400

In this episode, we talked with Eric "Doc" Wright about Veteran Owned Business Must Dos. Eric is a contributing author in the Amazon #1 bestselling book Game Changers for Government Contractors. In the book, Eric talks about his top 10 list for Veteran owners. Eric is a serial entrepreneur who had a rocky transition from the military to the civilian market. Not wanting others to experience what he did, he founded Vets2PM with the purpose of helping Veterans achieve meaningful & lucrative careers. ----- Federal Access is helping a lot of companies win. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers/ today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 70 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers/

Ep 123 - More Of The Same

Tue, 24 Nov 2020 00:00:00 -0400

In this special episode of Game Changers, you go 1-on-1 with Michael LeJeune to talk about More of the Same. More of what? More of what WORKS! You've probably heard that the definition of insanity is doing the same thing over and over again expecting a different result. When it comes to growing your business, you are looking for things that you can do over and over again that consistently WORK! The thing that I find insane is how we tend to STOP doing what already works to try something new. Sometimes, instead of searching for something new to try, we need to go back to what we already know works. ----- Federal Access is helping a lot of companies win. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers/ today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 70 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers/

Ep 122 - Implementing New Ideas

Wed, 18 Nov 2020 00:00:00 -0400

In this special episode of Game Changers, you go 1-on-1 with Michael LeJeune to talk about Implementing New Ideas. Every business owner struggles with this concept. You have something you want or need to do, but you don't know to execute. So what do you do? The answer is nothing. Most people will procrastinate anything they don't fully understand. You know this is hurting your growth, but you don't know what to do so you do nothing. This episode talks about a simple three-step process for moving forward and implementing new ideas even when you don't know how. ----- Federal Access is helping a lot of companies win. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers/ today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 70 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers/

Ep 121 - Living With COVID

Mon, 09 Nov 2020 00:00:00 -0400

In this special episode of Game Changers, you go 1-on-1 with Michael LeJeune to talk about Living With COVID. Whether we like it or not, the feeling in the community right now is that we are going to be living with this in some way or another for a while. Is that six months? Is it a year? Is it longer? We just don't know. But what I do know is that there are a few simple things you can do now to be prepared for however long this lasts. We talk about three of those strategies in this episode. ----- Federal Access is helping a lot of companies win. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers/ today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 70 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers/

Ep 120 - Automation In GovCon

Tue, 03 Nov 2020 00:00:00 -0400

In this episode, we talked with Lisa Shea Mundt about Automation in GovCon. A large part of this conversation is about the over-reliance on automation and tools. Part of the challenge is the sales rhetoric that make these tools sound like the end-all-be-all that will win you a contract. The truth is that people win government contracts. Tools just help streamline the process. ----- Federal Access is helping a lot of companies win. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers/ today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 70 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers/

Ep 119 - Leading The Way

Mon, 26 Oct 2020 00:00:00 -0400

In this special episode of Game Changers, you go 1-on-1 with Michael LeJeune to talk about Leading the Way in your GovCon business. This leadership lesson focuses on your vision and how you communicate it to your team. This episode asks important questions like; what is your vision, how do you communicate your vision, how often do you communicate your vision, does your team know/understand your vision, and much more. ----- Federal Access is helping a lot of companies win. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers/ today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 70 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers/

Ep 118 - How To Get Into Government Contracting

Tue, 20 Oct 2020 00:00:00 -0400

In this episode, we talked with Omar Abdelrehim about How to Get into Government Contracting. This episode covers a lot of ground that will help you enter and accelerate your growth in the government market. We talk about sales, sales leadership, building relationships with clients, the importance of going vertical with your accounts, and much more. ----- Federal Access is helping a lot of companies win. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers/ today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 70 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers/

Ep 117 - 5 Months Versus 5 Years

Mon, 12 Oct 2020 00:00:00 -0400

In this special episode of Game Changers, you go 1-on-1 with Michael LeJeune to talk about how the brute force approach of churning out RFP's just doesn't work in GovCon. This approach is expensive, takes a lot of time, and ultimately just doesn't work. On average, companies take 3 to 5 years to learn the government market. In this episode, we tell you what you should be doing in the next 5 months to accelerate your success and not wind up a statistic. ----- Federal Access is helping a lot of companies win. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers/ today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 70 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers/

Ep 116 - Government Contracting Overseas

Tue, 06 Oct 2020 00:00:00 -0400

In this episode, we talked with Killian Hemmy about Government Contracting Overseas. Winning government contracts overseas is a complex process that requires a lot of thought and planning. Executing contracts overseas can be just as complex and requires a lot of research and education. We discuss several potential pitfalls to working overseas, how to overcome them, considerations, and a few shortcuts that can make doing work overseas manageable and profitable!

Ep 115 - Building Powerful Government Relationships

Wed, 30 Sep 2020 00:00:00 -0400

In this episode, we talked with Ashley Haass about Building Powerful Government Relationships. Ashley is a master networker who has built her business based on a few simple strategies. You will learn her techniques that have helped her get through COVID and build countless relationships in the government market. Ashley also writes about these techniques in the Game Changers for Government Contractors book. You can grab a copy today on Amazon. ----- Federal Access is helping a lot of companies win. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers/ today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 70 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers/

Ep 114 - How Elections Impact GovCon

Tue, 22 Sep 2020 00:00:00 -0400

In this special episode of Game Changers, you go 1-on-1 with Michael LeJeune to talk about how the election season impacts government contracting. This episode is NOT political and does not focus on just the 2020 election. We outline what to expect in ANY election cycle, how to prepare for it, and what to expect post-election. ----- Federal Access is helping a lot of companies win. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers/ today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 70 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers/

Ep 113 - Maybe Government Contracting Isn't For You

Tue, 15 Sep 2020 00:00:00 -0400

In this special episode of Game Changers, you go 1-on-1 with Michael LeJeune to talk about IF GovCon is for you or not. This episode is primarily for folks looking to get into GovCon. Before you make the leap, you need to ask yourself a handful of questions. If you've already made the leap and find yourself struggling, it's time for a quick review to make sure GovCon is for you. ----- Federal Access is helping a lot of companies win. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers/ today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 70 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers/

Ep 112 - Veteran Tax Credits

Tue, 01 Sep 2020 00:00:00 -0400

In this episode, we talked with Craig Washburn about Veteran Tax Credits. Did you know that there is a tax credit program for hiring Veterans? Many companies don't know this. This is a credit program that follows the Veteran their whole life. Certain conditions apply. We discuss these conditions and how to go about claiming your credits during this episode. ----- Federal Access is helping a lot of companies win. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers/ today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 70 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers/

Ep 111 - I've Already Won

Tue, 25 Aug 2020 00:00:00 -0400

In this special episode of Game Changers, you go 1-on-1 with Michael LeJeune about your business mindset. You may not realize this, but your mindset is a filter for how you make decisions. Are you optimistic or pessimistic? Do you see opportunity around every corner or is everything riddled with problems and flaws? If you struggle with being negative, this episode will help you look at business from a new perspective. ----- Federal Access is helping a lot of companies win. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers/ today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 70 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers/

Ep 110 - Finding Active GovCon Opportunities

Tue, 18 Aug 2020 00:00:00 -0400

In this special episode of Game Changers, you go 1-on-1 with Michael LeJeune to talk about Finding Active GovCon Opportunities. Do you struggle to find opportunities to chase in beta.sam.gov? Are you using a bid-matching system with little or no results? Maybe you need to rethink how you use these systems and how you approach building relationships with contracting officers. This episode will teach a few simple strategies that will rewire your brain for success. ----- Federal Access is helping a lot of companies win. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers/ today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 70 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers/

Ep 109 - The Living Organization

Wed, 12 Aug 2020 00:00:00 -0400

In this episode, we sat down with Norman Wolfe to talk about his concepts in The Living Organization book. Building and managing a high-performance team can be complicated. This podcast covers several topics that will help you look at an organization from a different perspective and provide guidance on how to improve your most valuable asset...your relationship with people. ----- Does your business need a breakthrough? Are you stuck and just don't know what or how to get to the next level? Schedule a Business Breakthrough Session today. Just click here: https://rsmfederal.com/breakthroughcoaching

Ep 108 - To Scale Or Not To Scale

Tue, 04 Aug 2020 00:00:00 -0400

In this special episode of Game Changers, you go 1-on-1 with Michael LeJeune to talk about To Scale or Not to Scale. It's one of the few constant questions on every business owners mind. How do we get to the next level? How can we grow? How do we hit the next revenue mark? The race to grow often gets in the way of profitability. We talk about this and four rules you need to follow if you are going to successfully scale your business. ----- Federal Access is helping a lot of companies win. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers/ today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 70 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers/

Ep 107 - Your First Cost And Price Proposal

Tue, 28 Jul 2020 00:00:00 -0400

In this episode, we sat down with Robert Jones to talk about Developing Your First Cost & Price Proposal. In my opinion, proposals and pricing are two of the most challenging topics in government contracting. You have to get both of these right to win a contract. Robert talks about the key elements of a cost and price proposal, profits, fees, how to develop a complete and adequate cost and price proposal and a whole lot more. ----- Federal Access is helping a lot of companies win. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers/ today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 70 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers/

Ep 106 - Systems For Scalability

Wed, 22 Jul 2020 00:00:00 -0400

In this special episode of Game Changers, you go 1-on-1 with Michael LeJeune to talk about Systems for Scalability. Here's the situation. You need to grow, but your resources are maxed out. Your people are stretched thin AND opportunities are still coming your way on a regular basis. How do you scale your growth in a way that doesn't break your team or cause your customer service to slip? The answer is systems. ----- Here's a special offer. Visit https://federal-access.com/gamechangers/ today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 70 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers/

Ep 105 - Prep Before You Get Your 8a

Wed, 15 Jul 2020 00:00:00 -0400

In this episode, we talk with Melissa Peterson about Preparation Before You Get Your 8(a). The 8(a) program is the only business development certification that the government has. Unlike other certifications, the 8(a) only lasts for nine (9) years. This means you can't take three to five years to learn the government market while in the program. If you do that, you will waste 50% of your time in the program. The best way to take full advantage of this program is to hit the ground running. This episode will show you how Melissa did this and she will talk about winning a $15M contract just days after getting her 8(a). Spoiler alert... A lot of work went into setting up that win BEFORE she had her 8(a). ----- Go grab a copy of the #1 Bestselling book Game Changers for Government Contractors here: https://bit.ly/NewGameChangersBook

Ep 104 - Roadblocks To Success

Wed, 08 Jul 2020 00:00:00 -0400

In this special episode of Game Changers, you go 1-on-1 with Michael LeJeune to talk about Roadblocks to Success. Michael gets very personal in this episode and talks about an issue that held him back for years. It's an instance where his greatest strength was also his greatest weakness. After talking to a lot of high achievers, he realized he wasn't alone and that this was his single biggest obstacle to success. ----- Federal Access is helping a lot of companies win. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers/ today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 70 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers/

Ep 103 - How To Get Found In Govcon

Tue, 30 Jun 2020 00:00:00 -0400

In this episode, we talked with Frank McNally about How to Get Found in Govcon. Most people know how to look for Govcon opportunities. There are dozens of prospecting methods to help YOU create or engage the government. But what about those opportunities that aren't public yet? How does a contracting officer locate your company when THEY are the ones doing the market research? That's what this episode is about. ----- To write a review or to grab a copy of the #1 Bestselling book Game Changers for Government Contractors - click here: https://bit.ly/NewGameChangersBook

Ep 102 - Your Govcon Intervention

Tue, 23 Jun 2020 00:00:00 -0400

In this special episode of Game Changers, you go 1-on-1 with Michael LeJeune to talk about Your Govcon Intervention. Yes, I said it. You might need an intervention. If you aren't happy with your current Govcon journey, you need to hear this. If you have tried a lot of things, but nothing seems to be working, you need to hear this. If you are ready to throw your hands up in the air and quit Govcon, you need to hear this. ----- Federal Access is helping a lot of companies win. It can help you too. Here's a special offer. Visit federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 70 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at federal-access.com/gamechangers

Ep 101 - Winning Sole Source Contracts

Tue, 16 Jun 2020 00:00:00 -0400

In this episode, we talked with David Neal about Winning Sole Source Contracts. David walks us through several examples of how to find opportunities and more importantly, how he positioned his clients for success with those prospects. The strategies we talk about are simple, effective, and timeless. The data systems may have changed (FBO.gov to beta.sam.gov), but the strategies exactly the same. ----- Federal Access is helping a lot of companies win. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers/ today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 70 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers/

Ep 100 - Your Govcon Journey

Thu, 11 Jun 2020 00:00:00 -0400

In this special 100th episode of Game Changers, you go 1-on-1 with Michael LeJeune to talk about Your Govcon Journey. We kick off this episode by going back in time to talk about Michael's Govcon journey. It wasn't easy. Michael talks about three keys that helped him overcome the obstacles of learning Govcon and how you can apply these simple strategies to stay focused and ultimately win more government contracts. ----- Federal Access is helping a lot of companies win. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers/ today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 70 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help.

Ep 099 - Stop Overthinking It

Mon, 08 Jun 2020 00:00:00 -0400

In this special edition of Game Changers, you go 1-on-1 with Michael LeJeune to talk about overthinking and obsessing over small details in your business. Are details important? Sure they are. BUT...they should not cripple your company from taking action. You learn a lot from taking action. In fact, you learn more from taking action and making mistakes than you ever will in the comfort and safety of inaction. ----- Federal Access is helping a lot of companies win. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers/ today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 70 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers/

Ep 098 - How To Master The 3-Ring Circus Of Federal Sales

Mon, 01 Jun 2020 00:00:00 -0400

In this episode, we sat down with bestselling author Gene Moran to discuss How to Master the 3-Ring Circus of Federal Sales. When you step into the government market, you quickly learn that it doesn't operate like a traditional business. There are internal and external layers for every agency and all of these layers work in concert to identify needs, budget for those needs, and ultimately appropriate funds to fix those needs. We discuss how these layers work together, some of the most common mistakes people make, and how to avoid these costly mistakes. ----- Here's a special offer. Visit https://federal-access.com/gamechangers/ today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 70 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers/

Ep 097 - Calm And Hope In Chaotic Times

Tue, 26 May 2020 00:00:00 -0400

In this special edition of Game Changers, Michael LeJeune is interviewed on the Onward podcast with Emily Harman. We talk about the need for calm and hope in chaotic times and why it's important to stick to the basics during a time like COVID-19. What are the basics? How do you prepare for times of crisis? Listen now to find out. Learn more about the Onward podcast here --> https://emilyharman.com/onwardpodcast/ Learn more about the Onward Movement here --> https://www.facebook.com/groups/onwardmovement ----- I want to take a minute to share something with you that's working for our clients. Our Federal Access Knowledge-base is helping companies win contracts every day. I regularly get emails from members thanking us and saying things like, I just won a 2M dollar contract. Many of you have seen the video that Chris Dambach shot for us at Govcon 2020. Chris won 2 contracts totalling 30M. One of our members, Eyal recently said, "The turning point that opened my eyes was using Federal Access to establish a professional and systematic business development and RFP writing process. I've now won 2 contracts worth 480K." Federal Access is helping a lot of companies win. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers/ today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 70 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers/

Ep 096 - How Long is it Going to Take to Win a Government Contract

Mon, 18 May 2020 00:00:00 -0400

In this special edition of Game Changers, you go 1-on-1 with Michael LeJeune to discuss How Long Will it Take to Win a Government Contract. This is hands down the number one question we get asked by potential clients. The short answer is that it depends on several factors. During this episode, we cover six key questions you should ask yourself to figure out how long it's realistically going to take you to win. ----- I want to take a minute to share something with you that's working for our clients. Our Federal Access Knowledge-base is helping companies win contracts every day. I regularly get emails from members thanking us and saying things like, I just won a 2M dollar contract. Many of you have seen the video that Chris Dambach shot for us at Govcon 2020. Chris won 2 contracts totalling 30M. One of our members, Eyal recently said, "The turning point that opened my eyes was using Federal Access to establish a professional and systematic business development and RFP writing process. I've now won 2 contracts worth 480K." Federal Access is helping a lot of companies win. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers/ today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 70 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers/

Ep 095 - Collaboration In The Competitive World Of Proposals

Tue, 12 May 2020 00:00:00 -0400

In this episode, we interviewed Jay McConville about Collaboration in the Competitive World of Proposals. We go back in time to discuss the history of virtual collaboration and where a lot of the technology of today got its roots. We also address the complexities of working with virtual teams, implementing workflow, and the benefits of collaborative tools. ----- I want to take a minute to share something with you that's working for our clients. Our Federal Access Knowledge-base is helping companies win contracts every day. I regularly get emails from members thanking us and saying things like, I just won a 2M dollar contract. Many of you have seen the video that Chris Dambach shot for us at Govcon 2020. Chris won 2 contracts totalling 30M. One of our members, Eyal recently said, "The turning point that opened my eyes was using Federal Access to establish a professional and systematic business development and RFP writing process. I've now won 2 contracts worth 480K." Federal Access is helping a lot of companies win. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers/ today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 70 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers/

Ep 094 - Stop Watching The Competition

Mon, 04 May 2020 00:00:00 -0400

In this special edition of Game Changers, you go 1-on-1 with Michael LeJeune to discuss why you should STOP Watching Your Competition. Should you know who your competitors are in the market? Sure. Should you know what they are doing and who they are working on? Sure. Should you obsess about their every move? NO! It's easy to fall into the trap of copying your competitors every move. Here's the deal, you can't differentiate from your competition if you look just like them. Listen to this episode now to learn more about to trust your gut and differentiate yourself. ----- I want to take a minute to share something with you that's working for our clients. Our Federal Access Knowledge-base is helping companies win contracts every day. I regularly get emails from members thanking us and saying things like, I just won a 2M dollar contract. Many of you have seen the video that Chris Dambach shot for us at Govcon 2020. Chris won 2 contracts totalling 30M. One of our members, Eyal recently said, "The turning point that opened my eyes was using Federal Access to establish a professional and systematic business development and RFP writing process. I've now won 2 contracts worth 480K." Federal Access is helping a lot of companies win. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers/ today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 70 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers/

Ep 093 - Navigating the CMMC Certification

Tue, 28 Apr 2020 00:00:00 -0400

Do you have questions about the new cybersecurity certification? If so, this episode will help you answer those questions. We sat down with Adam Austin from Totem Technologies to discuss How to Navigate the CMMC Certification. You will learn about the current requirements for DoD contractors, how those requirements are currently being assessed, how the CMMC model is going to impact small businesses, and a lot more. ----- Need something to read? Get Game Changers for Government Contractors now. bit.ly/NewGameChangersBook The concepts and strategies shared in this book are the go-to ninja-style secrets of each author. You will learn: ★ What it takes to win in the government market ★ How to find the right revenue mix between definitive contracts versus contract vehicles ★ How to properly communicate your past performance ★ How to grow fast in the government market ★ The GovCon small business growth model ★ How to scale your government business ★ Understanding joint ventures ★ What it takes to win SBIR & STTR contracts ★ Winning sole-source contracts ★ Properly leveraging your 8(a) certification ★ Social selling in GovCon ★ Price to win strategies ★ Lean proposal management ★ Contract novation ★ Compensation for unanticipated costs and delays ★ Bouncing back from a losing streak ★ And more than 30 other concepts for growing your government business

Ep 092 - How To Fill Your Pipeline

Tue, 21 Apr 2020 00:00:00 -0400

In this special edition of Game Changers, you go 1-on-1 with Michael LeJeune to discuss How to Fill Your Pipeline. A healthy sales pipeline solves a lot of problems in business. One of the fastest ways to grow your pipeline is through teaming. How do you get other companies to show any interest in you? We talk about that and a lot more in this episode. ----- Need something to read? Get Game Changers for Government Contractors now. bit.ly/NewGameChangersBook The concepts and strategies shared in this book are the go-to ninja-style secrets of each author. You will learn: ★ What it takes to win in the government market ★ How to find the right revenue mix between definitive contracts versus contract vehicles ★ How to properly communicate your past performance ★ How to grow fast in the government market ★ The GovCon small business growth model ★ How to scale your government business ★ Understanding joint ventures ★ What it takes to win SBIR & STTR contracts ★ Winning sole-source contracts ★ Properly leveraging your 8(a) certification ★ Social selling in GovCon ★ Price to win strategies ★ Lean proposal management ★ Contract novation ★ Compensation for unanticipated costs and delays ★ Bouncing back from a losing streak ★ And more than 30 other concepts for growing your government business

Ep 091 - Advice From A Former CO

Tue, 14 Apr 2020 00:00:00 -0400

In this episode, we had the pleasure of speaking with Emily Harman. Emily is a former contracting officer for the Navy. Emily is the President of Emily Harman Coaching and Consulting and the host of the Onward podcast. We discussed a variety of topics from a contracting officer's perspective. We talk about how to make a great first impression with a CO, the impacts of Coronavirus, CMMC, and strategies for successfully researching and working with government agencies. ----- Need something to read? Get Game Changers for Government Contractors now. bit.ly/NewGameChangersBook The concepts and strategies shared in this book are the go-to ninja-style secrets of each author. You will learn: ★ What it takes to win in the government market ★ How to find the right revenue mix between definitive contracts versus contract vehicles ★ How to properly communicate your past performance ★ How to grow fast in the government market ★ The GovCon small business growth model ★ How to scale your government business ★ Understanding joint ventures ★ What it takes to win SBIR & STTR contracts ★ Winning sole-source contracts ★ Properly leveraging your 8(a) certification ★ Social selling in GovCon ★ Price to win strategies ★ Lean proposal management ★ Contract novation ★ Compensation for unanticipated costs and delays ★ Bouncing back from a losing streak ★ And more than 30 other concepts for growing your government business

Ep 090 - Three Types Of Government Contractors

Tue, 07 Apr 2020 00:00:00 -0400

In this special edition of Game Changers, you go 1-on-1 with Michael LeJeune to discuss the Three Types of Government Contractors. Discover which type of contractor you are and which approach is best for quickly growing and scaling your government business. ----- Need something to read? Get Game Changers for Government Contractors now. bit.ly/NewGameChangersBook The concepts and strategies shared in this book are the go-to ninja-style secrets of each author. You will learn: ★ What it takes to win in the government market ★ How to find the right revenue mix between definitive contracts versus contract vehicles ★ How to properly communicate your past performance ★ How to grow fast in the government market ★ The GovCon small business growth model ★ How to scale your government business ★ Understanding joint ventures ★ What it takes to win SBIR & STTR contracts ★ Winning sole-source contracts ★ Properly leveraging your 8(a) certification ★ Social selling in GovCon ★ Price to win strategies ★ Lean proposal management ★ Contract novation ★ Compensation for unanticipated costs and delays ★ Bouncing back from a losing streak ★ And more than 30 other concepts for growing your government business

Ep 089 - Successfully Outsourcing Capture Management

Mon, 30 Mar 2020 00:00:00 -0400

Have you ever considered outsourcing your capture management? We typically advise NOT to do this for one major reason. Most companies struggle to put the processes and expectations in place to do it properly. For that reason, many companies wind up feeling burned by the experience. This episode is going to give you a framework for Successfully Outsourcing Capture Management in your government contracting business. Learn what makes a successful capture consultant, how to hire them, how to integrate them into your team, and much more. -------- Need something to read? Get Game Changers for Government Contractors now. bit.ly/NewGameChangersBook The concepts and strategies shared in this book are the go-to ninja-style secrets of each author. You will learn: ★ What it takes to win in the government market ★ How to find the right revenue mix between definitive contracts versus contract vehicles ★ How to properly communicate your past performance ★ How to grow fast in the government market ★ The GovCon small business growth model ★ How to scale your government business ★ Understanding joint ventures ★ What it takes to win SBIR & STTR contracts ★ Winning sole-source contracts ★ Properly leveraging your 8(a) certification ★ Social selling in GovCon ★ Price to win strategies ★ Lean proposal management ★ Contract novation ★ Compensation for unanticipated costs and delays ★ Bouncing back from a losing streak ★ And more than 30 other concepts for growing your government business

Ep 088 - 8(a) Program Voluntary Suspension

Mon, 23 Mar 2020 00:00:00 -0400

In this special episode, Joshua Frank talks about the 8(a) program voluntary suspension and how 8(a) companies can take advantage of this. Do NOT take this lightly. Listen to this podcast and evaluate your individual circumstances. If you have questions, please email us at mlejeune@rsmfederal.com. Please note an error in the recording. The micro-purchase threshold increased from $10,000 to $20,000 - not $100,000. ------ Need something to read? Get Game Changers for Government Contractors now. bit.ly/NewGameChangersBook The concepts and strategies shared in this book are the go-to ninja-style secrets of each author. You will learn: ★ What it takes to win in the government market ★ How to find the right revenue mix between definitive contracts versus contract vehicles ★ How to properly communicate your past performance ★ How to grow fast in the government market ★ The GovCon small business growth model ★ How to scale your government business ★ Understanding joint ventures ★ What it takes to win SBIR & STTR contracts ★ Winning sole-source contracts ★ Properly leveraging your 8(a) certification ★ Social selling in GovCon ★ Price to win strategies ★ Lean proposal management ★ Contract novation ★ Compensation for unanticipated costs and delays ★ Bouncing back from a losing streak ★ And more than 30 other concepts for growing your government business

Ep 087 - Social Selling in GovCon

Mon, 16 Mar 2020 00:00:00 -0400

In this episode, we sit down with government contracting legend Mark Amtower to discuss Social Selling in GovCon. We talk about social selling triggers, key elements of social selling, how to use social media (especially LinkedIn) to target and connect with your ideal buyers. Mark is a contributing author to the Game Changers book. Get Game Changers for Government Contractors now. bit.ly/NewGameChangersBook The concepts and strategies shared in this book are the go-to ninja-style secrets of each author. You will learn: ★ What it takes to win in the government market ★ How to find the right revenue mix between definitive contracts versus contract vehicles ★ How to properly communicate your past performance ★ How to grow fast in the government market ★ The GovCon small business growth model ★ How to scale your government business ★ Understanding joint ventures ★ What it takes to win SBIR & STTR contracts ★ Winning sole-source contracts ★ Properly leveraging your 8(a) certification ★ Social selling in GovCon ★ Price to win strategies ★ Lean proposal management ★ Contract novation ★ Compensation for unanticipated costs and delays ★ Bouncing back from a losing streak ★ And more than 30 other concepts for growing your government business

Ep 086 - Marketing Strategies For GovCon

Mon, 02 Mar 2020 00:00:00 -0400

In this episode, we sat down with marketing expert Tim Burt to discuss strategies for marketing to the government. We discuss some of the simple mistakes most businesses make with their marketing, some phrases you can use to engage your audience, why you shouldn't follow the example of big companies, and a lot more. Get Game Changers for Government Contractors now. bit.ly/NewGameChangersBook The concepts and strategies shared in this book are the go-to ninja-style secrets of each author. You will learn: ★ What it takes to win in the government market ★ How to find the right revenue mix between definitive contracts versus contract vehicles ★ How to properly communicate your past performance ★ How to grow fast in the government market ★ The GovCon small business growth model ★ How to scale your government business ★ Understanding joint ventures ★ What it takes to win SBIR & STTR contracts ★ Winning sole-source contracts ★ Properly leveraging your 8(a) certification ★ Social selling in GovCon ★ Price to win strategies ★ Lean proposal management ★ Contract novation ★ Compensation for unanticipated costs and delays ★ Bouncing back from a losing streak ★ And more than 30 other concepts for growing your government business

Ep 085 - Game Changers Book Launch

Mon, 10 Feb 2020 00:00:00 -0400

RSM Federal has put together what we think is the GovCon book of the year. We have spearheaded an effort to bring together 29 of the industry's experts in ONE BOOK! This is a first of its kind in GovCon. 29 of the most trusted industry experts (including Joshua Frank and Michael LeJeune) have come together to share our tips, tricks, and practical advice for winning government contracts. - Get Game Changers for Government Contractors for just $9.95 TODAY ONLY bit.ly/NewGameChangersBook The concepts and strategies shared in this book are the go-to ninja-style secrets of each author. You will learn: ★ What it takes to win in the government market ★ How to find the right revenue mix between definitive contracts versus contract vehicles ★ How to properly communicate your past performance ★ How to grow fast in the government market ★ The GovCon small business growth model ★ How to scale your government business ★ Understanding joint ventures ★ What it takes to win SBIR & STTR contracts ★ Winning sole-source contracts ★ Properly leveraging your 8(a) certification ★ Social selling in GovCon ★ Price to win strategies ★ Lean proposal management ★ Contract novation ★ Compensation for unanticipated costs and delays ★ Bouncing back from a losing streak ★ And more than 30 other concepts for growing your government business

Ep 084 - Contractor Blind Spots

Mon, 27 Jan 2020 00:00:00 -0400

The difference between success and failure is razor-thin. Often, it's the little things that you don't know or don't understand that can trip you up. This episode of Game Changers exposes and discusses these challenges in the form of blind spots. Carroll Bernard breaks down three of these blind spots, how to recognize them, and how to overcome them. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 85 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 083 - Government Contract Novation

Tue, 14 Jan 2020 00:00:00 -0400

Did you know that if you buy or sell a company that already has government contracts, you have to get approval from the government to KEEP those contracts? In fact, you have to get approval from EVERY government agency/organization individually. This is part of a process called contract novation. In this episode of Game Changers, we sit down with Steve Meredith from the Southwestern Pennsylvania Commission to discuss the basics of contract novation. If you are involved in the sale or acquisition of a company (currently or in the near future) that has government contracts, you don't want to miss this episode. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 85 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 082 - Building Healthy Cultures

Tue, 10 Dec 2019 00:00:00 -0400

Typically, when we talk about succeeding in the government market, we tend to talk a lot about things like sales, marketing, business development, proposal writing, and other "fundamentals" of business. What we don't talk a lot about, is the PEOPLE that make all of that work possible. At the end of the day, it's a person performing sales tasks, writing your marketing pieces, executing a business development/capture strategy. People are the most important aspect of your business. So how to cultivate a climate in your company that is both healthy and productive? That's exactly what this episode is about. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 85 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 081 - Refreshing And Rebooting Your Talent Acquisition Pipeline

Mon, 25 Nov 2019 00:00:00 -0400

A common challenge for all business owners is finding, hiring, and maintaining quality employees. Most companies tend to go through "rounds" or bursts of hiring. This model relies heavily on job boards and short-term marketing strategies. The biggest drawback to this model is that you get a limited number of applicants over a short period of time AND you don't get a chance to build a relationship with these people. The alternative is to always be recruiting. This podcast is directed heavily at the cybersecurity industry, but all of the strategies we discuss are applicable across all industries. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 85 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 080 - Small Business Fundamentals

Sun, 10 Nov 2019 00:00:00 -0400

What separates the winners from the losers in business? It's not what you think. It has little to do with being the best in your industry, having the highest quality, or even the best service. Winners and losers are often separated by their ability to consistently perform a handful of critical tasks. In this podcast, we discuss three of these tasks and how to use them to maintain profitability. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 85 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 079 - The Changing Landscape of Government Acquisition

Tue, 29 Oct 2019 00:00:00 -0400

If you haven't noticed, 2019 has been a very busy year in government contract acquisition changes. A lot of changes have been percolating for years, but we witnessed a major shift in the market in 2019. This episode talks about category management, GSA Schedule consolidation, contract bundling, pitch day competitions, the 809 Panel, the new SAM website and a lot more. Joshua Frank breaks down what's going on, what to expect, and our gut reactions about these changes. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 85 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 078 - The GovCon Small Business Growth Model

Mon, 07 Oct 2019 00:00:00 -0400

You don't know what you don't know. In business, not knowing something can significantly impact your ability to grow and scale. In this episode of Game Changers, we talked with Jenny Clark from Solvability about The GovCon Small Business Growth Model. This model walks through seven stages that every government should go through to achieve success. Listen now to learn about each stage and some of the significant milestones in each one. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 85 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 077 - Planning For An Exit

Tue, 10 Sep 2019 00:00:00 -0400

In this episode, we spoke with Erin Andrew, the Managing Director of Government Contract Lending at Live Oak Bank about Preparing for an Exit. Many entrepreneurs start a business with the ultimate dream of one day selling their company and riding off into the sunset. If that is your end goal, you need to be thinking about this right now. Erin breaks down the five P's of properly planning for an exit and the steps you need to take to get the most for your company. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 85 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 076 - The Value Of SAME

Sun, 25 Aug 2019 00:00:00 -0400

In this episode, we sat down with Mario Burgos to talk about The Value of SAME (The Society of American Military Engineers). Mario has achieved the type of success in government contracting that we all dream of. He’s won millions in contracts, built his company to 165 employees, and landed in the top 50% of the Inc. 5000 list for five years in a row. What does he attribute a lot of the success to? His membership with SAME and the value that the organization, conferences, and volunteering opportunities have created for him and his company. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 85 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 075 - Crowdsourcing Your Way To A Better Win Rate

Mon, 05 Aug 2019 00:00:00 -0400

In this episode, we had the pleasure of sitting down with Rob Rosenberger of Blackdragon to talk about Crowdsourcing Your Way to a Better Win Rate. When most people think about improving their win rate, they think about things like techniques, strategies, templates, better writing, etc. But what if there was a way to get the inside track on every opportunity by having the right people on your team? That's exactly what this episode talks about. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 85 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 074 - Bouncing Back From A Losing Streak

Mon, 29 Jul 2019 00:00:00 -0400

In this episode, we had the pleasure of sitting down with Courtney Spaeth from Growth[Period] to talk about Bouncing Back from a Losing Streak. If you are in any sort of slump, this session is going to give you some of the most practical and simple advice that you will ever get. You will also learn fundamentals that will help keep you out of a slump. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 85 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 073 - How To Accelerate Your Government Sales

Mon, 15 Jul 2019 00:00:00 -0400

Would you like to speed up the pace of your government sales? Of course, you would. Ask any business owner this question and the answer will always be a resounding YES! This is exactly what we talk about in this episode of Game Changers for Government Contractors. We sat down with Carroll Bernard of Govology.com to discuss tips and tricks that will accelerate your sales. This is an absolute MUST listen to episode of the podcast. ---- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 85 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 072 - The Small Business Runway Extension Act

Sun, 23 Jun 2019 00:00:00 -0400

In this episode, we talk with Matthew Schoonover about The Small Business Runway Extension Act and how it is impacting small companies. If you are not aware, this act changes the look-back period on small business qualifications from three years to five years. On the surface, we can't see a downside to this act. However, there are a few scenarios that could harm your company. Listen now to learn more about this and gain some insight into what the SBA is thinking about the timing of adopting the act. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 85 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 071 - Government Q4 Planning

Sun, 09 Jun 2019 00:00:00 -0400

This is a fast-paced episode with Michael LeJeune breaking down how to plan for the upcoming government Q4 spending spree. If you want to win more contracts this Q4, you need to listen to this one right now! We cover goal setting, breaking down your goals, sales and prospecting, and a whole lot more. This episode is designed in a way that you can use it to build your 90-day plan by following Michael's direction and answering his questions. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 85 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 070 - Getting The Capital You Need To Grow

Sun, 12 May 2019 00:00:00 -0400

In this episode, we sat down with Douglas Monticciolo of Brevet Capital Management about Getting the Capital You Need to Grow. We discussed some of the most pressing financial issues facing contractors, common misconceptions about financing contracts, the impact of the 2019 shutdown, a potential recession, and the much-anticipated infrastructure projects that are expected to send an influx of capital into the market. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 85 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 069 - Price To Win

Mon, 29 Apr 2019 00:00:00 -0400

In this episode, we talk with Michael McNulty, the Founder and President of McNulty and Associates about Price to Win or PTW. Without giving away any spoilers, price to win isn't just about coming up with the lowest possible price to win. So don't be fooled about the title of this episode. This episode will help remove some of the mystery from PTW and how you can successfully apply PTW to your proposal process to win more contracts. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 85 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 068 - Preparation Wins Proposals

Tue, 16 Apr 2019 00:00:00 -0400

In this episode, I sit down with Michele Atkinson to talk about preparation strategies that help companies win proposals. If you are a government contractor, proposals are a core business activity for success. If you want to increase your win rate, you need to learn what goes into Michele's preparation for a proposal. Oftentimes, a proposal is lost before you even start writing it. Avoid common mistakes and set yourself and your company up for success by learning how to come out of the gate fast and strong. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 85 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 067 - How To Grow Fast

Wed, 03 Apr 2019 15:18:49 -0400

In this episode, Michael LeJeune talks about three big concepts that no one is talking about in government contracting. People are always talking about getting your certifications, a GSA Schedule, or mastering a system like FPDS to get to the next level. Don't get me wrong, those are important issues, but there is literally NO ONE talking about the fundamental principles that will help your company grow super-fast regardless of your current stage. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 85 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 066 - Getting Maximum Value out of an SF330

Wed, 13 Mar 2019 14:22:49 -0400

In this episode, we sat down with Carrie Ann Williams from Andana Consulting to talk about Getting the Maximum Value out of an SF330. We talk about what this form is, when it’s used, and then dive into tips, tricks, and strategies that you can apply to get every drop of value out of this form. We also hit on several best practices for proposal writing. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 85 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 065 - Acquisition and Execution Time Zones

Tue, 26 Feb 2019 00:00:00 -0400

In this episode, Kevin Jans and I talk about Acquisition and Execution Time Zones. One of the biggest takeaways from this episode is understanding WHY these time zones matter and learning how to tell which one you are in. Most government contractors don't know what they can and can't do in each of these time zones. Therefore, out of fear, many contractors throw up their hands and do nothing when a contracting officer says they can't speak to you. Stop getting frustrated during the acquisition and execution of a contract by learning more about each phase of the game. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 85 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 064 - Changes To Limitations On Subcontracting

Tue, 12 Feb 2019 00:00:00 -0400

In this episode, we sat down with Steven Koprince from Koprince Law, LLC to talk about some recent changes to the limitations on subcontracting. Whether you are a prime or a sub, there is a wealth of information in this episode for you. One of our favorite discussions during the podcast is where we talk about similarly situated entities and how that impacts your ability to use subs and still hit your socio-economic goals on contracts. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 85 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 063 - How a Government Shutdown Impacts Small Business

Sun, 27 Jan 2019 00:00:00 -0400

In this episode of Game Changers for Government Contractors, we spoke to Lisa Lowery from Adapt Construction about How a Government Shutdown Impacts Small Businesses. We talk about short and long-term impacts, how to handle marketing and outreach during a shutdown, post-shutdown plans, and a lot more. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 85 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 062 - Growth Through Acquisition

Tue, 08 Jan 2019 00:00:00 -0400

In this episode, we spoke with Erin Andrew, the Managing Director of Government Contract Lending at Live Oak Bank about Growth Through Acquisition. This is a bit of a continuation of episode 53 where we talked with Erin about Financing and Competitive Growth Strategies. This episode tackles topics such as how to find a business to buy, what to keep in mind when buying or exiting a business, how to finance an acquisition, how to continue to grow a business once you acquire it, and much more. If you are even remotely considering an acquisition, you need to hear what Erin has to say. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 85 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 061 - 10 Reasons You Need A Government Coach

Tue, 04 Dec 2018 00:00:00 -0400

In this episode, Michael LeJeune reviews the Top 10 Reasons You Need a Government Coach. Here's the thing. A lot of folks have been burned by consultants and coaches. Especially in this industry. So we wanted to arm our listeners with the facts on why you need a great coach. These tips will help you spot the real deal (hint...hint, that's us!) and it will educate you on the real VALUE you should get from a coaching relationship. Here's the bottom line. A great coach can help you double your business over the next 12 to 18 months! If you like the sound of that, check out this entire episode for all of the additional benefits you will get when you work with US as your government coaching firm. Does your business need a breakthrough? Are you stuck and just don't know what or how to get to the next level? Schedule a Business Breakthrough Session today. Just click here: https://rsmfederal.com/breakthroughcoaching

Ep 060 - Account Based Marketing

Mon, 05 Nov 2018 00:00:00 -0400

In this episode, we interviewed Tim Ashmore on the subject of Account Based Marketing. Tim is the Federal Program Manager for Charter Contracting. We explore the power of focusing on your ideal buyers to create a niche, the impact that has on your corporate messaging, how to select accounts to target, and specific tactics you can implement right away. This approach will change the way you think about your marketing efforts and how you target prospects. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 85 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 059 - Preparing For A New Fiscal Year

Tue, 16 Oct 2018 00:00:00 -0400

In this episode, we interviewed our friend and business partner Carroll Bernard from Govology.com on the subject of Preparing for a New Fiscal Year. We discuss what you should be doing out of the gate, during government downtime, business planning, marketing, time management, and a lot more. This episode is packed with several example stories that will help you get a practical understanding of how to apply the strategies discussed. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 85 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 058 - Proposed Rule Changes To SDVOSB

Tue, 02 Oct 2018 00:00:00 -0400

In this episode, I had the pleasure of speaking with Maria Panichelli from Cohen Seglias about the proposed rule changes to the SDVOSB certification. You will want to listen to this whether you have your official certification or if it’s pending. These rules will change how the VA and SBA handle this certification. There are a few potential changes that could disqualify your company from getting its certification if you are not prepared for them. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 85 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 057 - Finding Success As A WOSB In Government

Sun, 09 Sep 2018 00:00:00 -0400

In this episode, we talk with Linda Rawson from DynaGrace Enterprises about Finding Success as a WOSB in Government. We cover a lot of ground in this episode. We hit on using your 8a status, the mentor-protégé program, researching your target market, and a whole lot more. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 85 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 056 - The Future Of Government Contracting

Mon, 27 Aug 2018 00:00:00 -0400

In this episode, Joshua Frank takes over the recording studio to give you a breakdown on what you should expect from the Future of Government Contracting. A quick disclaimer: We don't have a crystal ball. No one does. HOWEVER, we have been in this market for more than 25 years. We have seen the ups and downs in the market. We regularly speak with government agencies, contracting officers, and boots on the ground. Therefore, we believe we have a lot of insight on the direction of this market. You will hear some bold predictions about the future of GSA Schedules, new systems that the government is testing, strategic sourcing, and a whole lot more. UPDATE: This podcast was originally scripted in late 2018. In December of 2018, the General Services Administration (GSA) notified industry that the GSA Schedule program would consolidate into a single GSA Schedule. Sometime in 2019, GSA will shut-down the schedule program to new contractors as they migrate to the single schedule. Then in 2020, companies that have a GSA Schedule will be migrated to the new schedule. Yes! This falls under strategic sourcing and category management. If you want to keep up to date on this, be sure to connect with Joshua Frank on LinkedIn. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 85 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 054 - Tips For Winning Contracts In Government Q4

Sat, 21 Jul 2018 00:00:00 -0400

In this episode, we tackle the government’s Q4 spending spree and how YOU can take advantage of this – even if you have not been preparing all year (as you should have). We discuss a few myths and then dive right into tips on who you should be calling, what your objectives should be, and how to build momentum for Q1 of next year. If you are a Federal Access member, you will also want to check out the weekly playbooks called Preparing for Government Q4 parts 1 and 2. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 75 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 053 - Financing And Competitive Strategies For Growth

Tue, 12 Jun 2018 00:00:00 -0400

In this episode, we sat down with Erin Andrew from Live Oak Bank to learn about Financing and Competitive Strategies for Growth. Some of the topics we tackle in this podcast include: financing a government contract award, why you would want to finance an award, growth through acquisition, how to leverage a banking relationship to grow your business, and much more. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 85 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 052: Blackdragon's Model for Explosive Growth

Tue, 29 May 2018 00:00:00 -0400

In this episode, we sat down with Rob Rosenberger from Blackdragon to learn about his model for explosive growth. Rob is a serial entrepreneur who started his first business at age 9 and never looked back. Today, Rob is rapidly growing his company Blackdragon through a crowd sourcing approach to winning government contracts. We discuss some of Rob's major wins, keys to success, biggest hurdles and important advice for government contractors. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 85 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 051: How The NVSBC Helps Veterans Succeed

Sun, 29 Apr 2018 00:00:00 -0400

I recently sat down with Scott Denniston, the Executive Director of the National Veteran Small Business Coalition. The NVSBC is a powerful voice for veteran government contractors. They also host the VETS conference each year. Scott and I discussed the purpose of the NVSBC, their ongoing efforts to fight for veterans, some of the many challenges veterans face when starting and running a business, and much more. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 85 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 050: Top 20 Questions Contractors Ask - Part 2

Mon, 09 Apr 2018 00:00:00 -0400

This is part 2 of a powerful series where we tackled the top 20 questions that government contractors ask. Part 2 of this series kicks off by talking about: How to take advantage of your socio-economic status, selling products through DIBBS, how to get past performance even if you've only been a sub, how to deal with information overload in this market, and much more... ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 85 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 049: Top 20 Questions Contractors Ask - Part 1

Fri, 23 Mar 2018 00:00:00 -0400

We recently sat down with two government contracting juggernauts to talk about the top 20 questions that government contractors ask. The result is a two-part series covering these questions from every possible angle. Buckle up for part one of this series as we address critical questions such as: Do I need a GSA Schedule? Where do I find Simplified Acquisitions?, Is there a better way to use FBO? How do I find who buys what I sell? And much more... ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 85 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 048: What it Takes to Win an SBIR

Tue, 13 Feb 2018 00:00:00 -0400

In this episode, we had the pleasure of speaking with Matt Miller about What it Takes to Win an SBIR. The SBIR program is designed to help small companies engage the government through research and development funds. This allows companies to (1) help the government solve problems and (2) create commercial products that SBIR winners can take to market and profit from. Learn more about the SBIR program here: https://www.sbir.gov/ ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 85 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 047: Why Business Developers Fail And What To Do About It

Mon, 29 Jan 2018 00:00:00 -0400

In this episode, we talked with Joshua Frank from RSM Federal about Why Business Developers Fail and What to do About it. We hit on important subjects like: expectations for business developers, what even is business development vs. capture management, and most importantly the mindset you need to help your business development folks succeed. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 85 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 046: What is the NCMA and How Can it Help You?

Sun, 14 Jan 2018 00:00:00 -0400

In this episode, we had the privilege of interviewing Michael Fischetti, the Executive Director of the National Contract Management Association or NCMA. You will learn what the NCMA is as well as how it can help you network and grow as a government contractor. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 85 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 045: The Truth About Bid-Matching Systems

Thu, 09 Nov 2017 00:00:00 -0400

There are hundreds of bid-matching systems on the market ranging from free to several thousand dollars a year. Most companies think that the right bid-matching system will be their key to success or silver bullet in government contracting. However, that's not really the case. Especially if you don't already have a strong sales process. This podcast talks about the pros and cons of using bid-matching tools and what it takes to be successful using them. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 85 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 044: The Basics of Simplified Acquisitions

Thu, 26 Oct 2017 00:00:00 -0400

In this episode, we interviewed Ron Smith from Ronald Smith Contracts about the topic of Simplified Acquisitions. Learn what Simplified Acquisitions (SA) are, why SA is not used as much as it could be, how to take advantage of SA, what the Section 809 Panel is doing to improve SA, and many ways your small business can take advantage of SA. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 85 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 043: How Joint Ventures Really Work

Sun, 08 Oct 2017 00:00:00 -0400

In this episode, we interviewed Steven Koprince on How Joint Ventures Really Work. We touch on the SBA's new mentor-protege program and how it relates to joint ventures, the major differences between the mentor-protege program and regular joint ventures, questions about work share, and frequent mistakes businesses make when drafting a joint venture agreement, and much more. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 85 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 042: Taking Your Government Business From Good to Great

Sat, 23 Sep 2017 00:00:00 -0400

A lot of companies tend to grow really fast in their early stages. However, that does not mean they will continue to grow fast forever. In fact, many companies hit a glass ceiling at some point and they often can't figure out how to break through to the next level. That is exactly what this episode is all about. Breaking through to the next level in your government business to go from good to great! ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 85 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 041: Rise Business Services Case Study

Thu, 07 Sep 2017 00:00:00 -0400

In this episode, we interviewed Peter Smith, Co-Owner of Rise Business Services about his lessons learned in government contracting. This case study style interview will walk you through key wins, keys to success, hurdles, and practical advice that you can apply directly to your business. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 85 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 040: L2NL Case Study

Wed, 23 Aug 2017 00:00:00 -0400

In this episode, we interviewed Carol Lowman, President of L2NL about her lessons learned in government contracting. Carol has a unique perspective of government contracting. She has been on both sides of the coin as a government employee and now as a government contractor. This case study style interview will walk you through, keys to success, hurdles, and practical advice that you can apply directly to your business. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 85 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 039: Apogee Engineering Case Study

Thu, 10 Aug 2017 00:00:00 -0400

In this episode, we interviewed Frank Varga, Director of Apogee Engineering about his lessons learned in government contracting. This case study style interview will walk you through key wins, keys to success, hurdles, and practical advice that you can apply directly to your business. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 85 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 038: Changes in Government Contracting

Wed, 12 Jul 2017 00:00:00 -0400

In this episode, we interviewed Bill Thoet, the Vice President of Business Development for GovBizConnect on Changes in Government Contracting. We kick off this episode by talking about changes over the last 10 years and then get into a great discussion about the impact that Lowest Price, Technically Acceptable (LPTA) contracting has had on government contractors. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 85 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 037: How to Really Find Government Opportunities

Tue, 27 Jun 2017 00:00:00 -0400

In this episode, we interviewed an old friend Carroll Bernard from Govology.com on the subject of How to Really Find Government Opportunities. One of the key things that Carroll breaks down for us on this podcast is the many layers of opportunities that exist in the federal market. Most companies tend to focus on FBO and maybe one or two other sources for opportunities. The only thing that this approach guarantees is that you are sure to miss out on opportunities. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 85 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 036: How to Write an Executive Summary

Tue, 13 Jun 2017 00:00:00 -0400

In this episode, we break down exactly what it takes to write a killer Executive Summary (ES) for your next proposal. A well-written executive summary is the fastest way to differentiate your proposal from the competition to get in the “short stack” for consideration. We have put together a simple checklist with eight items that you should review before and after you write your executive summary. Don’t consider yourself a “strong” writer? No problem. Following this checklist will help anyone improve their ES. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 85 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 035: How To Sell To The Government Part 2 Of 2

Tue, 30 May 2017 00:00:00 -0400

In this episode, we interviewed Joshua Frank from RSM Federal and the Federal Access program on How to Sell to the Government. In this two-part series, we discuss eight strategies you must master in order to successfully sell to the government. In this second episode, we focused on 5. Understanding that teaming is about relationships and NOT opportunities; 6. Understanding the basic and advanced strategies for writing proposals; 7. Having access to proven step-by-step techniques and strategies; 8. Having rock solid templates for marketing, prospecting, sales, teaming, and proposals. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 85 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 034: How To Sell To The Government Part 1 Of 2

Sat, 20 May 2017 00:00:00 -0400

In this episode, we interviewed Joshua Frank from RSM Federal and the Federal Access program on How to Sell to the Government. In this two-part series, we discuss eight strategies you must master in order to successfully sell to the government. In this first episode, we focused on 1. Understanding the basics of government acquisition; 2. Understanding how to create a market strategy; 3. Understanding how to market and how to communicate value; and 4. Understanding that learning to apply what you've learned is more important than educating yourself. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 75 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 033: How To Work Better With Contracting Officers

Sat, 06 May 2017 00:00:00 -0400

In this episode, we interviewed Kevin Jans, the President of Skyway Acquisition Solutions and a fellow podcast host of the Contracting Officer Podcast about How to Work Better with Contracting Officers. Our goal on this podcast is to give you some insights into the contracting officer world so that you can better understand how to work with Contracting officers or CO's as we often call them. One of the major topics we discuss is the 3 deciders and how that impacts the acquisition process. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 75 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 032: The Cybersecurity Talent Shortage

Sun, 09 Apr 2017 00:00:00 -0400

In this episode, we interviewed Kathleen Smith from CyberSecJobs.com and ClearedJobs.net about The Cybersecurity Talent Shortage. We tackle important questions such as: What is the cybersecurity talent shortage and why is it such a big deal? What are some of the ways that small to medium size companies can compete to hire cybersecurity talent? and What does the future look like for cybersecurity talent recruiting? All this an much more in this episode. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 75 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 031: What it Takes to get a GSA Schedule

Fri, 31 Mar 2017 00:00:00 -0400

In this episode, we interviewed Joshua Ladick, President of GSA Focus, Inc. about What it Takes to get a GSA Schedule. This interview is broken into three parts. 1. Pre-screening (do you qualify and does it make sense for you) 2. The GSA Contract process (what to expect) and 3. Post-award(how to get sales). ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 75 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 030: WOSB Program Changes and Updates

Mon, 20 Mar 2017 00:00:00 -0400

In this episode, we interviewed Steven Koprince from Koprince Law LLC about the significant changes in 2016 to the Woman Owned Small Business or WOSB program. This episode covers the changes that were made as well as provides suggestions on how WOSB's can take advantage of these changes. Some of the topics covered include: How to become a certified WOSB; What steps is the SBA taking to address the congressional mandate for WOSB certification; Common mistakes when applying for a WOSB certification; and whether or not state certifications apply to the federal level for contracting purposes. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 75 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 029: Creating An SME Platform

Wed, 08 Mar 2017 00:00:00 -0400

In this episode, we interviewed Michael LeJeune on Creating an SME Platform. There's a lot of buzz in the industry right now for the need to create an use an SME platform to grow your government business, but a lot of companies have no idea where to start. This podcast will answer some of the basic questions that you have about creating an SME platform as well as provide you with very practical and easy to follow steps for implementing this in your business. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 75 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 028: Competing for Talent with Larger Companies

Thu, 23 Feb 2017 00:00:00 -0400

In this episode, we interviewed Kathleen Smith from ClearedJobs.net and CyberSecJobs.com about strategies to help small to mid-tier companies compete for talent with larger companies. One of the biggest challenges for a small or mid-tier company is finding and retaining great employees. This becomes especially difficult in the early stages of a business where compensation and benefits are harder to match against a larger company that has been around for a while. Kathleen shares great insights on how to use your size to your advantage while recruiting, how company culture plays a major role in retaining and looking for new employees, and much more. ----- Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 75 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 027: Teaming to Grow Your Opportunity Pipeline

Tue, 31 Jan 2017 00:00:00 -0400

In this episode, we interview Tom Skypek from GovBizConnect on how to grow your opportunity pipeline with teaming. Government teaming is typically thought of very one dimensional. Companies typically look at teaming to win a specific contract and underestimate the long term value of teaming and teaming partners. This episode discusses some of the finer points of teaming and how to approach the concept from a true "partner" perspective that will allow you to add value to your teaming relationships and ultimately add opportunities to everyone's pipeline. ----- Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 75 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 026: Recent Changes in Government Contract Laws

Tue, 17 Jan 2017 00:00:00 -0400

In this episode, we discuss Recent Changes in Government Contract Laws with Maria Panichelli. Many contractors are unaware that there were a number of changes made in 2016 to small business procurement laws. This episode reviews some of those key changes and gives contractors insights on how this may impact their pursuit of government contracts as well as teaming relationships and much more. ----- Federal Access is helping a lot of companies win. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 75 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 025: How to Choose a Proposal Consultant

Thu, 12 Jan 2017 00:00:00 -0400

In this episode, we interviewed Tim and Traci Birdsell from TNT Capture and Proposal Services about How to Choose a Proposal Consultant. Some of the key takeaways from this episode include: The biggest challenges that small businesses face when approaching a proposal, when to bring a proposal consultant in on a project, what expectations you should have for your consultant, and of course, what you should expect to pay for these services and a whole lot more. ----- Federal Access is helping a lot of companies win. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 75 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 024: Capturing and Communicating Your Past Performance

Mon, 02 Jan 2017 00:00:00 -0400

In this episode, we interviewed Joshua Frank from RSM Federal on Capturing and Communicating Your Past Performance. This episode is PACKED with techniques and strategies that will help you understand the types of past performance you need to win more contracts as well as how to communicate the real value that you provided on past contracts. Most people think past performance is just listing a bunch of contracts, but the real key is in the metrics that communicate the value you actually provided to your clients. ----- Federal Access is helping a lot of companies win. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 75 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 023: Powerful Writing Techniques for Better Proposals

Thu, 15 Dec 2016 00:00:00 -0400

In this episode, we discussed powerful writing techniques for better proposals with Kathy Borkoski. We jump right in by talking about some of the quickest ways to improve your writing ability and then hit on popular topics such as: managing a team of writers, how to set expectations and communicate with writers, how to make sure your proposal will grade well, and how to save time on the proposal process. ----- Federal Access is helping a lot of companies win. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 75 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 022: How To Manage Your Government Business

Mon, 05 Dec 2016 00:00:00 -0400

In this episode, we interviewed our very own Michael LeJeune from RSM Federal on how to manage your government business. We discuss important topics like key business fundamentals that are often overlooked by government contractors, distractions that make easy excuses such as tools (FBO, FPDS), technology, and even client work. We close up this session by outlining 3 essential areas that you must master in order to grow your government sales. ----- Federal Access is helping a lot of companies win. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 75 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 021: The Government Contractor Success Formula

Mon, 28 Nov 2016 00:00:00 -0400

In this episode, we spoke with Chris Bobbitt from Technical Assent about the Government Contractor Success Formula. An important part of succeeding in government contracting is balancing billable work (working IN the business) with business development efforts (working ON the business). We discuss finding the right mix of revenue for your business, contract types, contract vehicles, and both strategic and tactical decisions that government contractors need to make in order to grow the business. All of this is necessary whether you just want a lifestyle business that helps you achieve certain personal goals or if you want to setup a larger business for massive growth and possibly an acquisition.....read more.... ----- Federal Access is helping a lot of companies win. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 75 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 020: Implementing an Approved Accounting System

Fri, 18 Nov 2016 00:00:00 -0400

In this episode, we spoke with Robert Jones from Left Brain Professionals about implementing an approved accounting system for government contracting. Robert does an excellent job of breaking down exactly what an approved system looks like as well as what it takes to get your system approved. We think this episode will make the concept of getting your system approved much less intimidating as well as provide you with practical advice that will set your company up for success. ----- Federal Access is helping a lot of companies win. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 75 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 019: Tips for Winning Federal Contracts

Mon, 14 Nov 2016 00:00:00 -0400

In this episode, we spoke with Gina Gallagher about Tips for Winning Federal Contracts. This is a very comprehensive episode where we hit on teaming, proposals, speaking to contracting officers, knowing your competition, and much more. ----- https://federal-access.com/wp-login.php?action=lostpassword

Ep 018: Finding Mentors in the Federal Market

Mon, 07 Nov 2016 00:00:00 -0400

In this episode, we interviewed Carroll Bernard of Govology.com on the subject of finding mentors in the Federal market. This topic is especially important to small businesses looking to work with and team with larger companies. We discuss finding mentors, working with mentors, and discuss the new SBA Mentor-Protege program. ----- Federal Access is helping a lot of companies win. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 75 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 017: Using Sources Sought to Influence Acquisition

Mon, 31 Oct 2016 00:00:00 -0400

In this episode, we interviewed Joshua Frank on the concept of responding to Sources Sought / RFI's and how to properly use these acquisition tools to help shape an RFP. The whole purpose of a sources sought or RFI is for the government to gather information about an acquisition they would like to put out to the government contracting community. Many times they are looking for information and specification that should be included in the RFP, but they are also looking for interest from industry to make sure they will be able to award the opportunity. Learn vital tips and tricks on how to respond to these sources sought in order to show interest, shape the RFP, and ultimately make an RFP look like it was written for your company. ----- Federal Access is helping a lot of companies win. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 75 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 016: Getting in Front of Federal Buyers

Mon, 24 Oct 2016 00:00:00 -0400

In this episode, we interviewed one of America's top federal business experts, Judy Bradt on techniques and strategies to help government contractors more easily get in front of federal buyers. We cover simple strategies that you can implement right away. We touch on how to speak to contracting officers, your website, email blasts and much more in this information packed episode. ----- Federal Access is helping a lot of companies win. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 75 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 015: The Fundamentals of Government Teaming

Mon, 17 Oct 2016 00:00:00 -0400

In this episode, we interviewed Tom Skypek on the subject of The Fundamentals of Government Teaming. Many contractors don't realize how important teaming is to successfully winning government contracts or how to properly set up a teaming relationship. This session will walk you through all of the basics of teaming while also providing you with a fresh perspective on how your company can approach the teaming process to increase your chances of success. ----- Federal Access is helping a lot of companies win. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 75 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 014: Resources for Veteran Small Businesses

Sat, 08 Oct 2016 00:00:00 -0400

In this episode, we interview Darcella Craven on an important topic for Veterans looking to successfully transition from the military to business ownership. One of the biggest challenges that Veterans have is simply knowing what resources are available and how to find them. This interview points to several free resources and gives practical advice on how to run and grow a Veteran Owned Small Business. ----- Federal Access is helping a lot of companies win. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 75 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 013: Saving Time, Money, and Headaches on Proposals

Mon, 03 Oct 2016 00:00:00 -0400

In this episode, we interview former Navy diver/bomb expert and Hollywood stunt double turned Government Proposal Expert, Kathy Borkoski (How's that for an intro?) on the subject of making the proposal process easier while saving time, money, and headaches. As you can imagine from her intro, Kathy puts a different and fresh spin on the traditional color team proposal process. ----- Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 75 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 012: Serving Customers BEFORE The Sale

Sat, 17 Sep 2016 00:00:00 -0400

In this episode, we interviewed a government contracting veteran, Steven Krause. Steven has successfully won over $30 Billion in government contracts during his career. We primarily focus on tips and techniques you can use BEFORE an RFP hits the streets to better service and understand your potential customers. All of these tips help you position your company ahead of the competition while also getting a better understanding of the biggest and most important challenges that your prospects are facing AND how you can solve them. ----- Federal Access is helping a lot of companies win. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 75 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 011: Successfully Defending a Bid Protest

Wed, 14 Sep 2016 00:00:00 -0400

In this episode, we interviewed Barbara Koehler about a contract that her company WON, but was protested by another company. We talk about getting out in front of the protest and being proactive in order to ultimately defend a contract and come out as a winner. ----- Federal Access is helping a lot of companies win. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 75 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 010: Using Social Media to Engage Your Ideal Buyers

Sun, 04 Sep 2016 00:00:00 -0400

In this episode, we discuss using social media to attract and market to your ideal buying audience. Key discussion points include: myths and facts about social media, which platforms you should be using, and creating a game plan for using social media. ----- Federal Access is helping a lot of companies win. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 75 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 009: Succeeding In The Federal Construction Market

Sat, 27 Aug 2016 00:00:00 -0400

In this episode, we interviewed Doug Reitmeyer on his success in the Federal construction market. Doug has won over 1,000 contracts with a combined value of over $1.5B. You will learn 3 key strategies he uses to maximize his chances of winning on every bid. ----- Federal Access is helping a lot of companies win. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 75 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 008: Streamlining the Proposal Process

Fri, 19 Aug 2016 00:00:00 -0400

In this episode, we discuss common challenges that companies and proposal teams face and simple changes you can make immediately to your process in order to win more contracts. Learn the secrets to a smoother process and how to keep your team engaged and excited about writing proposals. ----- Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 75 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 007: Getting and Leveraging Your 8a Certification

Mon, 15 Aug 2016 00:00:00 -0400

This episode is part case study and part advice for quickly getting your 8a Certification and using your status to connect with teaming partners and potential government clients. Learn from Bellandra Foster, an experienced state and local government contractor who made the jump over to Federal contracting. ----- Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 75 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

Ep 006: Balancing Billable Time with Business Growth

Tue, 09 Aug 2016 00:00:00 -0400

In this episode, serial entrepreneur John DiLuna discusses tips, techniques, and strategies for balancing billable time requirements with efforts that will drive business growth. John and his team have worked on several government contracts including the VA ADVISOR contract which is a $550M IDIQ. ----- Federal Access is helping a lot of companies win. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers/ today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 75 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers/

Ep 005: What You Need to Know about FSSI & Category Management

Sun, 31 Jul 2016 00:00:00 -0400

This episode provides a brief history of FSSI and Category Management and then discusses the important proposed rule changes happening in August of 2016 and what you can do about it. This podcast is critical to ANYONE who is currently selling to or planning to sell to the government. The upcoming changes to the Federal Acquisition Regulation (FAR) can potentially lock your company out of doing business with the government. ----- Federal Access is helping a lot of companies win. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers/ today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 75 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers/

Ep 004: How Chemical Contractors Can Influence RFP's

Thu, 23 Jun 2016 00:00:00 -0400

This episode discusses techniques and strategies that can help contracting officers when putting together RFI's, Sources Sought, or RFP's for the chemical industry. Contractors can also learn how to use these tips to influence the acquisition cycle. ----- Federal Access is helping a lot of companies win. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers/ today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 75 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers/

Ep 003: Why Some Companies Succeed And Others Fail

Wed, 15 Jun 2016 00:00:00 -0400

This episode talks about the issues that many companies face when first trying to sell to the government and action steps you can take to ensure your success. A factor of success is differentiating from your competition. ----- Federal Access is helping a lot of companies win. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers/ today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 75 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers/

Ep 002: The Hidden Value of Sources Sought And RFIs

Tue, 07 Jun 2016 00:00:00 -0400

In this episode. we discuss the hidden value of Sources Sought and RFI's and why you should respond to them. We also discuss ghosting strategies that will lead to an RFP looking like it was written exclusively for your company, which will help lock out your competition. ----- Federal Access is helping a lot of companies win. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers/ today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 75 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers/

Ep 001: How to Properly Use Your Socio-Economic Status

Mon, 30 May 2016 00:00:00 -0400

This episode discusses a common challenge for small businesses with a socio-economic status. How to properly use and get the most benefit from your status. Hint, the advice you are typically given about how to use your status is actually costing you business. ----- Federal Access is helping a lot of companies win. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers/ today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 75 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers/