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In this episode of the DOD contract Academy podcast we go over some recent listener questions.
included topics touch on how to develop relationships, why RFPs don't win contracts, specific questions about user industries even whether or not you need the latest AI tools to help write a proposal!
00:12 How important are relationships in winning government contracts?
02:10 RFPs don't win contracts, here's why?
03:30 Do you need a contractor's license to do government work?
04:00 How to write a proposal?
06:25 Can 8(a) certification help in winning more government contracts?
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What you’ll learn:
How to use SAM.gov to find and attend industry days and other key events. Strategies for identifying opportunities well before solicitations are issued. Tips on managing your government contracting opportunities using tools like Gov Close.Watch now: Watch the Episode on YouTube
If you want to check out the GovClose sales management system I'm using in the video you can do so here:
https://www.govclose.com/
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Saknas det avsnitt?
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Join Ricky, a seasoned expert with a wealth of experience both as a former government procurement officer and now a consultant helping businesses secure government contracts, in a deep dive into the intricacies of SAM.GOV. With over $82 billion in contracts managed and a successful coaching business under his belt, Ricky offers listeners an insider's perspective on leveraging SAM.GOV to win government contracts. Unlike the typical advice found on social media, this podcast episode unveils the truths and strategies that deviate from the mainstream, guiding listeners through the often-overlooked opportunities and methodologies that can make all the difference.
In this episode, Ricky demystifies the process of using SAM.GOV, highlighting how to search for and identify opportunities that many competitors miss. He explains the significance of "sources sought" notices over traditional solicitations like RFPs and RFQs, emphasizing the importance of early engagement and relationship building with government officials. Ricky shares actionable advice on how to position your business as a front runner by assisting in the solicitation writing process, thereby influencing the government's requirements to favor your company's strengths and capabilities.
Listeners will learn about the comprehensive steps involved in tracking and managing opportunities through SAM.GOV and the critical role of a systematized approach in navigating the government contracting landscape. From initial opportunity identification to proposal submission and follow-up, Ricky covers the marathon nature of selling to the government and how to strategically position your business for success.
Whether you're a small business owner, an entrepreneur eyeing government contracts, or a seasoned contractor looking to refine your approach, this episode is packed with invaluable insights and tips on how to leverage SAM.GOV effectively. Get ready to transform your strategy and approach to government contracts with expert guidance from someone who's mastered both sides of the process.
Website: dodcontract.com
For More Tools and Resources: govClose.com
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Join us on the DOD Contract Academy Podcast as we delve into an inspiring journey with Forces Horizon, a revolutionary company transforming the way veterans transition into the civilian workforce.
In this special episode, Forces Horizon's CEOs, Devon Smith (US) and Ben Robb (UK), share the powerful impact of their AI-driven platform designed to seamlessly translate military experience into valuable civilian job opportunities. Discover how Forces Horizon is not only facilitating a smoother transition for veterans but also empowering businesses to recognize and harness the unmatched potential of veteran talent.
If you're a veteran looking to navigate the job market, a company eager to tap into skilled veteran candidates, or simply interested in the intersection of technology and veteran support, this episode is for you.
Dive into our conversation and explore how Forces Horizon is reshaping the future of veteran employment.
For more information on Forces Horizon and to start your journey, visit Forces Horizon's website.
To learn more about selling to the government and to enhance your team with dedicated training and tools, visit DOD Contract Academy.
This episode is a must-listen for anyone passionate about supporting our veterans' transitions, leveraging cutting-edge AI for social good, and understanding the valuable skills veterans bring to the civilian job market. Tune in now to explore the pivotal role of technology in empowering our heroes' transitions and how your business can benefit from veteran expertise.
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Podcast Description:
After exploring the crucial role of early lead identification in Part 1, this episode shifts focus to the most critical step in the government contracting process: converting those leads into meetings.
Discover actionable strategies for setting up impactful discussions with government officials, including how to leverage sources sought responses, optimize relationships with existing government clients, and make the most of acquisitions forecasts.
Plus, uncover the key questions you should be asking in every meeting to enhance your competitiveness and make informed decisions about pursuing opportunities.
Timestamped Sections: [00:00:00] Introduction to converting leads into meetings [00:01:00] Strategy 1: Setting up meetings from sources sought responses [00:04:20] Strategy 2: Upselling and maintaining communication with existing clients [00:06:50] Strategy 3: Engaging with acquisitions forecasts and securing meetings [00:08:00] The importance of scheduling meetings and leveraging LinkedIn for connections [00:08:50] Essential questions to ask in government meetings to gauge opportunity viability [00:14:30] Evaluating whether to pursue the opportunity based on meeting insights [00:15:20] Conclusion and how to leverage DODContract.com for further resources For help with your business go to www.dodcontract.com -
Dive into the first episode of our three-part series, based on "The Government Contract Planner," where we explore the critical first steps for businesses aiming to win government contracts.
This episode focuses on the significance of lead generation and provides a roadmap for identifying and pursuing viable government contracting opportunities.
Learn how to sidestep common errors, understand RFI and acquisition forecasts, and develop a systematic approach to convert leads into contracts.
For businesses looking to either break into or optimize their government contracting efforts, this episode is packed with practical advice.
Enhance your strategy by visiting DODContract.com for academy membership and further guidance.
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In this episode I work with an Academy student on devloping his niche. Learn the fundamentals of doing the research that will set you up for success!
If you want personalized assistance from my team and I to help you start selling to the US government, increase the number of contracts you are winning or optimize the contracts you currently have please reach out to us at: https://www.dodcontract.com/
If you have comments or would like to reach me personally you can do so at [email protected]
You can also connect with me on LinkedIn at: https://www.linkedin.com/in/rickychoward/
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Contrary to the belief that one can commence their venture by merely assembling existing technologies or services, the most successful "middlemen" in government contracting have a foundational story rooted in delivering unique, specialized solutions. These companies have demonstrated deep expertise and innovative capabilities that address specific government challenges, setting the stage for their evolution into roles where they integrate broader solutions.
Highlighting the Giants and Their Beginnings
We explore the origins and evolutions of the giants in the government contracting realm, emphasizing that their success as "middlemen" was predicated on their initial, distinct offerings.
A Message to Aspiring "Middlemen"
For small businesses looking to make their mark in government contracting, remember: the most impactful "middlemen" began their journey with a focus on solving unique challenges through specialized solutions. Your path to becoming a trusted government partner is paved with the innovation and expertise you bring to the table from day one.
The transition from offering a specific technology or service to becoming a successful "middleman" entails not just assembling solutions but integrating them with a level of expertise and innovation that transforms the government's operational capabilities. As you navigate your venture in government contracting, consider how your unique solution can lay the groundwork for broader opportunities and redefine your role as a valuable "middleman" in this competitive space.
Let's champion the specialized beginnings that fuel the evolution into trusted government "middlemen," shaping the future of government operations with innovation and expertise.
https://www.dodcontract.com
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We don't talk State & Local on this podcast very often. It's all about Federal right??
The good news is I have Lisa from the RFP success company on this episode and she is absolutely the expert that can answer our questions!
Some of topics covered:
Differences in Federal dn State contracting. Timelines. Certifications and if they are important. Differences between States.You can contact Lisa directly at [email protected]
Need help selling to the US government? Head on over to dodcontract.com and learn about our coaching program!
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A client of mine recently won a 9 figure government contract, as a subcontractor! This is how we did it...
Note: I recommend NOT overlooking the power of subcontracting in hashtag#govcon.
You might be surprised how many big companies hold both prime and sub-contracts with the US government. *Some focus exclusively on subcontracting, but that's a post for a different day!
Now the steak...
First, I always ensure our coaching clients do not make the biggest mistake of hashtag#subcontracting , which is blindly reaching out to primes and begging for work!
Begging for work, does NOT work.
At least, not usually. You might get lucky, but I believe in creating my own luck. Your time will be much better spent doing the following:
1. Find a pre-RFP opportunity in samgov (or whatever platform you use for gov hashtag#leads). This will give you enough time to form a teaming agreement and influence the opportunity.
2. Next, reach out to the program office with any question you have about answering the sources sought. You are now in "communication" with the gov program office. This is important, see step 3.
3. Finally, research small to medium size companies with past performance as PRIME contractors selling to the agency your sources sought is with. *You can do this for free on USA Spending.
4. Reach out to 5 of these companies (provided they can provide part of the solution the government is after, better if they do NOT provide the solution that YOU specialize in).
a. Tell the company you are communicating with the specific agency office, (ex: Army Corps of Engineers) on an upcoming opportunity.
b. Tell them you are looking for a prime that can do the part of the work that your company does not specialize in.
c. Ask to set up a call if they are interested.DO NOT
1. Send them a link to the opportunity
2. Tell them what the opportunity is, except in generalities.
Save the specifics for when you meet with the potential prime.
If you are doing this correctly you should be setting up 2-3 meetings for every 5 companies you reach out to.
They will want to talk with you because:
1. You did the work of finding an early opportunity in the market research phase.
2. You are engaging with the program office.
Obviously, there's quite a bit more to this. However, this is how my client formed her partnership and teaming agreement with the prime they are on contract with.
Also, we are excited to announce that our book "The Government Contract Planner" is now available on Amazon!!
Don't forget to follow the DoD Contract Academy podcast and leave a review!!
If you want personalized assistance from my team and I to help you start selling to the US government, increase the number of contracts you are winning or optimize the contracts you currently have please reach out to us at: https://www.dodcontract.com/
If you have comments or would like to reach me personally you can do so at [email protected]
You can also connect with me on LinkedIn at: https://www.linkedin.com/in/rickychoward/
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In this episode I share a presentation I gave on the 3 steps business leaders need to take in order to win government contracts.
Also, we are excited to announce that our book "The Government Contract Planner" is now available on Amazon!!
Don't forget to follow the DoD Contract Academy podcast and leave a review!!
If you want personalized assistance from my team and I to help you start selling to the US government, increase the number of contracts you are winning or optimize the contracts you currently have please reach out to us at: https://www.dodcontract.com/
If you have comments or would like to reach me personally you can do so at [email protected]
You can also connect with me on LinkedIn at: https://www.linkedin.com/in/rickychoward/
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In this episode we talk with a good friend and former member of the DoD Contract Academy Koren Wise! Koren is the owner of Wise Technical Innovations and covers the latest news regarding CMMC and what every gov contractor is goung to need to be prepared for.
This is one of those episodes that can make a critical difference in your business. I highly recommend listening tio this entore episode whether you are just starting or have been in the public sector for a while.
You can learn more about Koren at: http://www.wtinetworks.com/
Don't forget to follow the DoD Contract Academy podcast and leave a review!!
If you want personalized assistance from my team and I to help you start selling to the US government, increase the number of contracts you are winning or optimize the contracts you currently have please reach out to us at: https://www.dodcontract.com/
If you have comments or would like to reach me personally you can do so at [email protected]
You can also connect with me on LinkedIn at: https://www.linkedin.com/in/rickychoward/
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Welcome to the DoD Contract Academy Podcast! In this exclusive episode, we dive into the world of government contracts with the exceptional Michael LeJeune, a best-selling author, renowned speaker, and esteemed government contract expert.
🌟 Join us as Michael shares invaluable insights on establishing trust with the government, a crucial step in accessing the treasure trove of inbound leads.
Get all of the DoD Contract Academy Training and Episodes at DoDContract.com
Make sure to grab your copy of The Government Contract Planner, now available on Amazon: https://a.co/d/0rrzkpa
🌐 Connect with Michael LeJeune:
🔗 Website: http://michaellejeune.com
🔗 LinkedIn: https://www.linkedin.com/in/michaeljlejeune/
00:00 - Introduction to the episode and Michael LeJeune.
06:18 - $60K Toilet Paper Contract 10:40 Why Michael Got Into Government Contracting & Federal Access
11:48 - The 3 Levels of Government Contracting & Working with Tony Robins
14:45 - Veterans and engineers make great sales executives
19:40 - The VOSB is worthless, you need SDVOSB
26:00 - The history of GovCon 30:00 Capabilities Statement
37:30 You Build Your Brand By Doing The Work
40:50 Public Speaking
41:30 Inbound Leads
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Welcome to DoD Contract Academy,
In this episode, we delve into what it really takes to get government contracts. Ricky hops on a flight to Europe days after identifying a Foreign Military Sales opportunity.
We'll give you the first hand the ins and outs of going after an FMS contract, experiencing the real hustle it demands.
0:00 A Crazy Journey
0:19 Identified A Sources Sought Opportunity
0:35 What is A Foreign Military Sale
1:10 Engaging the Contracting Officer
1:54 Small Victory 2:14 An Epic Journey
2:54 The Briefing
3:20 The Return
6:04 A Surprise To help You Win Government Contracts
Explore courses and consulting services at DoDContract.com for invaluable insights and guidance from Ricky Howard and the DoD Contract Academy team. Also, don't miss out on the engaging discussions in our podcast, DoD Contract Academy!
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In this episode, you're going to learn why it is absolutely essential to attend government conferences to win contracts.
Learn why you need to get a booth, as well as critical factors that will make conferencing successful for your business!
0:00 Introduction
1:40 Conferences
3:20 Picking a Government Conference
4:05 Leads
5:41 Meetings
Go to dodcontract.com if you would like help selling to the US government!
Check out this episode on our youtube channel as well as a companion interview with our clients that attended a recent defense conference!
https://youtube.com/@dodcontractacademy
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In this episode of the DOD Contract Academy Podcast, join us as Lt Col (ret) Ricky Howard, a seasoned government procurement officer, takes you on a detailed journey through the essential process of registering your business on SAM.gov. ✨ What to Expect:
🛣️ Step-by-Step Guidance: Lt Col (ret) Ricky Howard breaks down the SAM.gov registration process into simple, manageable steps, ensuring that you can confidently navigate the system on your own. 💡 Insider Tips: Benefit from Ricky's wealth of experience as he shares insider tips and tricks to streamline the registration process, saving you time and effort. 💼 Why DIY?: Discover why you don't need to pay someone to handle your SAM.gov registration. Ricky Howard demystifies the process, empowering you to take control of this crucial aspect of government contracting.📈 Unlock Your Business Potential: Did you know that the average small business selling to the US government earns a staggering $2.34 million annually? Learn how SAM.gov registration can be a game-changer for your business, opening up opportunities for lucrative government contracts.
🎓 Who is Lt Col (ret) Ricky Howard? Lt Col (ret) Ricky Howard brings decades of experience in government procurement to the table. His mission is to simplify the complex world of government contracts, making it accessible to businesses of all sizes.
🎧 Tune In and Transform Your Business: Don't miss out on this invaluable episode that could propel your business to new heights! Subscribe to the DOD Contract Academy Podcast now and gain the knowledge you need to succeed in the world of government contracting.
🔔 Subscribe, Like, and Share! Hit that subscribe button, give us a thumbs up, and share this episode with fellow entrepreneurs looking to expand their horizons in government contracting.
📌 Connect with Us: Follow us on [Social Media Handles] for the latest updates, exclusive content, and more insights into the world of government contracts.
🚀 Ready to take your business to the next level? Let's dive into SAM.gov together!
Learn More at www.dodcontract.com
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In this episode I'm going to share with you the first steps I take with business owners and sales executives to expand their foot print in the public sector, get some "quick" wins and even new government customers!
Selling to the government should not be confusing! Our weekly episodes are designed to give you clarity on finding and winning US Federal Government Contracts.
Don't forget to check out our growing youtube chanel @DodContractAcademy
You can learn more about selling to the US government and start using our system at: https://www.dodcontract.com
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Michelle LaBrosse is a bonafide Rocket Scientist.
In this interview we walk through Michelle's amazing story: She started as a engineer in the USAF then started a business at 25 where retired General officers were working for her!
She is a graduate of the Harvard Business School’s Owner President Managers (OPM) program and also holds an Aerospace Engineering Degree from Syracuse University and a Mechanical Engineering Degree from the University of Dayton.
Michelle is the founder and CEO of Cheetah Learning, and is also the author of Cheetah Negotiations, Cheetah Project Management, and Cheetah Know How. Michelle grew Cheetah Learning to the global leader in Project Management education to serve over 100,000 students worldwide.
You can learn more about Cheetah Learning at: https://www.cheetahlearning.com/wp/
You can learn more about selling to the US government and start using our system at: https://www.dodcontract.com
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Today I interviewed Jeffrey Feldberg CEO of Deep Wealth, host of the Deep Wealth Podcast and hands down expert at the process of selling your business.
You'll learn why Jeffrey actually refers to this as a "liquidity event" and how he had the courage to turn down an initial 7 figure offer for his business.
Through a process of learning and talking to the right people, Jeffrey added 2 zeros to that 7 figure offer and now pays it forward by helping you (and me) grow your business and start planning for a future sale or "liquidity event". Check out Jeffrey's 90-day Deep Wealth Mastery program at: https://podcast.deepwealth.com You can learn more about selling to the US government and start using our system at: https://www.dodcontract.com
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In this episode we revisit the incredible success story of Matos Builders, a small construction company that has not only secured lucrative federal government contracts but has also nurtured a thriving 60-member team. Joined by Matos Builders' founders, we explore the crucial aspects of their journey that can inspire and guide small businesses aiming to venture into the world of government contracts.
Discover the intricacies of Joint Ventures, a strategy that Matos Builders is using to bid for and win substantial government projects. Dive deep into the art of building a formidable team, learning from their experience in selecting, training, and retaining top talents.
Explore the concept of "battle rhythm for meetings," a unique approach employed by Matos Builders, ensuring that every interaction is purposeful and productive. Understand the nuances of government financing, unraveling the complexities and demystifying the process for businesses seeking financial support for their federal endeavors.
Additionally, gain insights into gow Cybersecurity Maturity Model Certification (CMMC) is being handled by Matos as well as a variety of other topics!
Whether you're a budding entrepreneur or a seasoned business owner, this episode equips you with the knowledge and motivation to embark on your own successful journey into government contracting. Tune in and be inspired to reach new horizons in the world of federal opportunities.
Matos Builders on LinkedIn: matos-builders-llc
Matos Website: https://www.matosbuilders.com/
Check out the new GovClose CRM and Pipeline System at: https://govclose.com/
DoD Contract Academy: https://www.dodcontract.com/
- Visa fler
