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GovCon Unscripted
Author: Chelsea Meggitt
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Welcome to GovCon Unscripted, where we dive into the unfiltered stories and strategies from all around the world of government contracting. Join host Chelsea Meggitt as she explores how to navigate, thrive, and win in this complex but rewarding industry.
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Welcome back to GovCon Unscripted! I’m your host, Chelsea Meggitt, and in this episode, I sit down with Aubrey Lavitoria, the Small Business Programs Director at Army Futures Command (AFC), to explore how the Army is driving innovation and breaking barriers to help small businesses thrive. Aubrey shares his journey from the Navy to Army Futures, highlighting the command’s unconventional approach to engaging non-traditional businesses and fostering public-private partnerships.We dive into AFC’s unique position as a non-procuring activity, the importance of human-machine integration, and how events like Vertex bring together industry, academia, and soldiers to solve real-world challenges. Aubrey also gives us a glimpse into AFC’s innovative outreach strategies, from hosting socials to participating in tech-focused events like South by Southwest. He offers actionable advice on how small businesses can connect with AFC and navigate the world of government contracting.Whether you're a small business owner looking to break into federal opportunities or just curious about how the Army is shaping the future of defense, this conversation is packed with insights and strategies you won’t want to miss!In This Episode:[00:00] - Chelsea introduces Aubrey Lavitoria and his role at Army Futures Command.[01:45] - Aubrey shares his transition from Navy to Army and his passion for innovation.[04:32] - How AFC’s non-traditional approach gives small businesses access to shaping requirements early on.[08:10] - The importance of public-private partnerships and engaging with non-traditional businesses in Austin, Texas.[10:05] - Highlighting AFC’s priorities, including human-machine integration and robotics in defense.[14:50] - Vertex: A collaborative event driving innovation between industry, academia, and the Army.[18:30] - Success stories from AFC’s Army Applications Laboratory and its impact on small businesses.[22:45] - Aubrey’s advice on how businesses can connect with AFC and participate in upcoming events like the AUSA Global Force Symposium and eMerge Americas.[27:00] - Chelsea and Aubrey reflect on the importance of speed and experimentation in shaping the future of defense.Links and Resources:Chelsea’s LinkedIn ProfileAubrey's LinkedIn ProfileArmy Futures Command WebsiteArmy Futures Command LinkedIn ProfileGovCon Unscripted - “Small Business Strategies for Pursuing Government Contracts”GovCon Unscripted - “Navigating GovCon via Strategic Collaboration and Teamwork”GovCon Unscripted - “No Shortcuts, Only Trust”
I am your host Chelsea Meggitt, and welcome back to GovCon Unscripted. In this episode, I welcome Paul Wertz, a seasoned veteran of the world of government contracting and small business innovation. He joins me to share insights from his career at AT&T and how he came to found SherpaWerks, a company engaged in supporting federal initiatives and partnering with international businesses. We discuss some of the challenges that small businesses tend to face when transitioning from research and development to commercialization, which Paul calls the “Valley of Death.”Paul’s experiences shed some light on the complexities around federal funding, the pitfalls of relying only on grants, and why building strong partnerships is so important. We also touch on his work with the Finnish defense sector and explore how cultural differences impact business strategies in the U.S. market. Paul shares some fascinating stories about helping these companies enhance their pitches, highlighting practical value over divisive buzzwords like “eco-friendly,” and identifying gaps in supply chains where innovative solutions can work.Throughout the conversation, we reflect on some of the broader challenges that there are in government contracting such as shifting priorities, delayed programs, and the dire need for contingency planning. We also discuss how small businesses can stand out in a competitive field by developing unique intellectual property, making use of relationships, and actively looking for opportunities rather than playing the waiting game. I hope that you enjoy my conversation with Paul!In This Episode:[00:34] - Hear how, after retiring from AT&T, Paul founded SherpaWerks, focusing on government contracts and partnerships.[03:52] - Paul discusses handling challenges such as security clearances, costs, and learning curves when implementing ideas.[05:22] - Hear how a cybersecurity grant with the Army Cyber program saw setbacks because of shifting priorities and funding.[08:01] - Paul has seen friends shift from government to civilian sectors for more predictable work.[10:12] - Paul emphasizes eliminating waste and building long-term success through collaborations like with Finnish businesses.[12:53] - In order to stand out, small businesses must offer unique value, such as intellectual property or strategic partnerships.[15:06] - Paul shares how helping Finnish companies navigate U.S. business has involved teaching them networking and pitching skills.[18:21] - Focusing on practical benefits first, like speed or cost, makes eco-friendliness a secondary selling point.[20:28] - In-depth conversations help understand a company’s culture, goals, and readiness to enter the U.S. Market.[22:37] - Paul explains how Finland has opportunities in construction, military resources, and partnerships.[23:56] - Hear how, after leaving AT&T, Paul started his own business and found fulfillment in mission work with FEMA.[26:25] - It's so important to align personal values with a company's goals.[27:06] - Paul reflects on how leaving AT&T gave him more control over his direction and allowed him to work with whom he wants.[28:04] - Chelsea shares how working from home during COVID connected her work and personal values, boosting her passion and efficiency.[31:38] - Paul focuses on technology, networks, and cybersecurity and learns business strategies from entrepreneurial groups like TIE.[33:15] - Ultimately, Paul helps businesses build strong networks, elevator pitches, and plans.[36:40] - Paul shares his contact information.Links and Resources:Chelsea’s LinkedIn ProfilePaul’s LinkedIn ProfileSherpawerx’s WebsiteSherpaWerx’s LinkedIn ProfileAFCEA Atlanta Chapter’s Website
Thank you, as always, for tuning in to GovCon Unscripted. I am your host Chelsea Meggitt, and in this episode of the podcast, I am excited to be welcoming back two familiar voices to the show, David Neal (of David Neal Consulting) and Shauna Weatherly (of FedSubK)! Join us as the three of us dig deep into some unsettling developments within the government contracting industry, discussing the challenges that come with content theft, unqualified advice, and unethical practices. Shauna shares her experience of seeing her insights plagiarized by others in the field, including a well-known company that used her content without obtaining her permission.The conversation also makes a shift toward why it is important to build trust, to be vigilant with your intellectual property, and to avoid companies that make empty promises, such as those who make the claim that they can secure a government contract in a matter of months, an unrealistic feat. We touch upon the red flags to watch for when choosing partners, red flags such as pushy sales tactics, and we emphasize the value of working with experienced professionals who understand the complexities of the industry, and also focus on the positives by discussing some green flags.This episode also emphasizes the importance of knowing when to rely on others with specific knowledge, such as the importance of GSA schedules and dealing with procurement processes. Shauna and David discuss how building a network of trusted partners is vital to being successful, so if you are in the complex world of government contracting or perhaps are just curious about the industry's challenges and how to avoid the common pitfalls, then this episode is packed with valuable insights to help you make informed decisions and protect your business!In This Episode:[01:21] - Hear about how Shauna discovered her content, including specific tips and personal client experiences, plagiarized multiple times.[02:53] - David advocates for credibility and legitimacy.[06:15] - Shauna’s frustration comes from her unique expertise being misused.[08:37] - David touches upon how his expertise with NAICS codes enabled career success and substantial government contracts.[11:57] - Shauna emphasizes patience, trust, and preparation after hearing stories of expensive business disappointments.[13:44] - A major red flag for David is pushing GSA schedules on inexperienced companies.[15:10] - Advising constant contact with contracting officers indicates a misunderstanding of how acquisition works.[16:14] - Listeners are cautioned against claims of quick government contract wins.[18:34] - David considers familiarity with systems like SAM and WAF to be strong indicators of expertise.[19:59] - Shauna values businesses willing to admit limitations and refer clients to other experts.[21:04] - Open networks and partnerships for reliable collaborations are crucial.[22:08] - David emphasizes teamwork, recognizing individual strengths, and making use of networks for successful collaboration.[24:47] - Evaluating recommendations, asking questions, and requesting references before committing is also very important.[25:31] - A green flag is collaborators asking "why," confidently saying "no," and prioritizing efficiency over wasted efforts.[28:22] - Shauna advises understanding multiple entry points into government spaces and modifying strategies to individual needs.[30:53] - David shares his excitement about a major collaborative project coming soon!Links and Resources:Chelsea’s LinkedIn ProfileDavid’s LinkedIn ProfileDavid Neal Consulting - WebsiteShauna’s LinkedIn ProfileFedSubK’s WebsiteFedSubK’s LinkedIn ProfileGovCon Unscripted - “Small Business Strategies for Pursuing Government Contracts”GovCon Unscripted - “Navigating GovCon via Strategic Collaboration and Teamwork”GovCon Unscripted - “No Shortcuts, Only Trust”
Thank you, as always, for tuning in to GovCon Unscripted. I am your host Chelsea Meggitt, and thanks for tuning back into GovCon Unscripted! In this episode, I sit down with Shauna Weatherly, the founder of FedSubK, to discuss her mission to empower small businesses with the tools and knowledge they need to succeed in the world of federal contracting!With over 35 years of experience across multiple federal agencies, Shauna’s journey began as a military spouse navigating HR and budget roles before finding her passion in acquisition and contracting, and via a series of career-broadening moves (including stints with the Corps of Engineers, the FAA, and the GSA), she has gained an incredible amount wealth of expertise that she now shares with small businesses.Tune in as Shauna and I explore how her diverse experiences helped shape her innovative approach to contracting, emphasizing creativity and mission-focused solutions. She also opens up about the importance of mentorship and how it influenced her rise to becoming a trusted resource in the industry, and we discuss her methods for building trust with her clients and community.It isn't all smooth sailing, though, and Shauna candidly shares her recent frustration with having her original LinkedIn content plagiarized by another entity, highlighting the challenges of maintaining credibility and integrity in a competitive space. Her story is a powerful reminder of why vetting trusted resources is critical and how genuine expertise shines through.Whether you’re a small business owner looking to break into federal contracting or simply curious about this intricate field, Shauna’s insights are invaluable, so please join us as we discuss persistence, preparation, and the power of authenticity in achieving long-term success!In This Episode:[00:37] - We learn that Shauna founded FedSubK to help small businesses navigate federal contracting using her 35 years of experience.[02:44] - Shauna broadened her contracting expertise through diverse roles at the Army, FAA, and GSA.[04:43] - Shauna relies on LinkedIn and genuine storytelling to share her expertise with small businesses.[07:07] - Hear how Shauna discovered a company plagiarized her LinkedIn posts and website articles multiple times in one week.[09:09] - Shauna emphasizes authenticity and collaboration to foster trust and support in the small business community.[12:19] - Transparency about expertise builds trust, enables resource connections, and encourages focusing on unique strengths.[14:03] - Businesses thrive by excelling in their niche, avoiding shortcuts, and maintaining focus for success.[15:30] - Shauna points out that success in federal contracts requires patience, preparation, and understanding, as larger contracts take time.[18:21] - Skipping important steps before pursuing GSA schedules often leads to frustration and unmet expectations later.[19:50] - It's important to thoroughly vet partners, trust instincts, and do research to ensure reliability and prevent future problems.[22:28] - Federal contracting success demands avoiding shortcuts and recognizing promises of "fast" as red flags.[23:22] - Shauna argues that success in federal contracting requires foundational knowledge, relationship-building, and consistent effort over quick wins.[26:49] - Based in Oklahoma City and combining diverse experience and collaboration, Shauna guides businesses with honesty and trusted recommendations.[29:38] - Staying current with federal procurement changes is very important![32:20] - Businesses must acknowledge gaps, highlight strengths, and ensure transparency to build trust and credibility.Links and Resources:Chelsea’s LinkedIn ProfileShauna’s LinkedIn ProfileFedSubK’s WebsiteFedSubK’s LinkedIn Profile
Thank you, as always, for tuning in to GovCon Unscripted! I am your host Chelsea Meggitt, and I am thrilled to have Kati Hippleheuser, the CEO of Seaside Innovations, on the show to explore her inspiring journey from Army intelligence officer to entrepreneur. Kati shares how her military background shaped her leadership skills, adaptability, and entrepreneurial spirit, fueling her transition into the world of government contracting and professional services!Listen in as she opens up about her early days, from selling lemonade as an ambitious eight-year-old to co-founding a t-shirt business after leaving the Army. She reflects on the challenges of building a business while navigating the transition from military life, including the sacrifices, setbacks, and moments of self-doubt that many veterans face. She reveals, via candid anecdotes, how the military’s focus on teamwork and mission-driven objectives prepared her for the demands of entrepreneurship.We also discuss the critical role mentorship and community played in Kati’s success, with Kati sharing how a chance meeting with a CEO became a turning point and provided the sponsorship needed to unlock a facility security clearance and opportunities in the intelligence community. Kati provides invaluable insights into navigating the process, including the importance of persistence, building the right connections, and understanding the nuances of working within highly regulated industries.If you’re curious about blending passion with purpose, overcoming self-doubt, or leveraging past experiences to forge a new path, then this conversation is for you! Join Kati and I for an engaging and practical discussion about grit, growth, and finding joy in doing what you love.In This Episode:[00:44] - We learn that Kati and her husband, former Army officers, now run a government-focused professional services company.[02:45] - Kati always aspired to entrepreneurship and found joy in pursuing her passion post-military.[04:27] - Military experience instilled teamwork, adaptability, and mission focus for Kati, aligning closely with entrepreneurial skills.[05:59] - Hear how, after leaving the Army, Kati took a junior role to rebuild confidence and recalibrate her career.[08:34] - Surrounding herself with supportive people gave Kati confidence to grow and pursue ambitious goals.[10:05] - Kati and her husband transitioned from t-shirts to contracting, building a company around their expertise.[13:57] - Kati reveals how mentorship and sponsorship helped her secure important clearances, enabling her to advance her business.[16:24] - Kati started the FCL process by finding a sponsor and navigating complex submission requirements.[19:53] - Kati learned persistence can be helpful but cautions against excessive communication during FCL approval.[22:21] - FCL progress requires paperwork, reviews, and home inspections to confirm eligibility.[24:37] Proactively completing accurate paperwork and training helps prevent delays during the FCL process.[27:05] - Increased staffing and efficiency improvements helped shorten the FCL timeline for Kati’s business needs.[28:25] - Securing an FCL enabled Kati’s company to partner on cleared work, opening significant new opportunities.Links and Resources:Chelsea’s LinkedIn ProfileKati’s LinkedIn ProfileSeaside Innovations’ WebsiteSeaside Innovations’ LinkedIn Profile
Join me, your host Chelsea Meggitt, for this episode as I discuss the nuances of government contracting with two very insightful guests - Todd Packer and Scot Loveland! Todd, a small business owner and principal consultant of Todd Packer and Associates, has actually been on the show before and shares his journey through the complex federal marketplace. His story involves overcoming the daunting challenges of government registration and leveraging resources like Apex Accelerators, and he candidly talks about the immense value that these services, including one-on-one advising and specialized training, have added to his business by simplifying opportunities for collaboration and funding!Joining Todd is Scot Loveland, the Director of the Ohio APEX Accelerator at Youngstown State University. Scot unpacks the origin and evolution of Apex Accelerators, emphasizing how they have been indispensable since the late 1980s. He offers insights into their mission of empowering businesses to sell their products and services to various government levels, and throughout the episode, his expertise is evident as he shares how his own experience on the other side of the desk shapes his empathetic approach when guiding companies through seemingly intimidating processes!Todd and Scot also stress the importance of continuous learning and networking, pointing out how APEX Accelerators facilitate connections with specialists and foster professional growth. Discover how they intend to unlock mysteries through training sessions. I hope that you will join us as we uncover how businesses can significantly streamline their journey to government contracting success with the right support and networking strategies!In This Episode:[00:46] - Todd reveals that he operates a small business in Ohio, specializing in consulting services and government contract assistance.[01:46] - Scot oversees Ohio’s APEX Accelerator, which has aided businesses in federal contracting since 1987.[03:28] - APEX Accelerators assist businesses in navigating government contracting through free consulting services nationwide.[06:34] - Todd stresses that APEX Accelerators simplify government contracting with step-by-step guidance and strategic advice.[09:18] - APEX Accelerators offer various resources, including tailored opportunity lists, training, and consortium introductions.[10:18] - Scot highlights APEX Accelerator training that simplifies complex RFPs.[13:38] - APEX Accelerators connect clients to experts across various networks, ensuring comprehensive government contracting support.[16:07] - Hear about how Scot excels at demystifying government processes and fostering professional networks for client success.[19:05] - Todd emphasizes the value of APEX Accelerators for navigating complex acronyms and making use of expert insights.[21:14] - APEX Accelerators foster connections through events like the Tri-State Mega Matchmaker for networking.[23:56] - APEX Accelerators streamline processes, boost efficiency, and facilitate access to customers.[24:50] - Todd finds virtual networking valuable for building relationships, although in-person events have unique benefits.[27:18] - Todd adds that virtual meetings offer key advantages like link sharing and a forgiving space for small businesses.[30:05] - Scot stresses relationship-building and asking questions as being vital to success in government contracting.[33:57] - Direct and respectful communication in matchmaker settings is refreshing and effective.[34:43] - Todd and Scot reveal how to get in touch with them.Links and Resources:Chelsea’s LinkedIn ProfileTodd’s LinkedIn ProfileTodd Packer and Associates’ LinkedIn ProfileScot’s LinkedIn ProfileOhio APEX Accelerator at YSU’s LinkedIn ProfileOhio APEX Accelerator - WebsiteEmail Scot: swloveland@ysu.eduGovCon Unscripted Episode 11
Thank you, as always, for tuning in to GovCon Unscripted. I am your host Chelsea Meggitt, and today, I am happy to welcome Brian Kent to the show. Brian is a retired military officer and seasoned entrepreneur who now serves as a consultant, helping companies in the defense and federal contracting sectors, along with some B2B enterprises, to scale effectively.Brian discusses the complexities of helping organizations by focusing on the entire business process. Rather than isolating departments like sales, he looks at the company as a whole, integrating operations, recruiting, and finance to facilitate success. He emphasizes the importance of relationship management over mere contractual obligations, a theme central to his book, The R Factor.Brian and I also discuss his journey and how it began as he transitioned from a military career, where he handled acquisitions for U.S. Special Operations Command, into entrepreneurship. He shares the immense value and challenging process of creating cohesive business strategies that align well with organizational needs.One key takeaway from this episode is Brian's unique approach to organizational alignment, using tools like a "functions chart" and "crosswalk" to identify necessary skills and gaps in training. His simple two-by-two matrix helps sales teams find the best ways to engage clients, saving time and boosting results.Brian also sheds some light on the common communication barriers in both government and industry sectors and how his "2-2-1" approach encourages listening to customer needs before pitching solutions. This approach isn't just theoretical; it transforms into actionable strategies that he has effectively implemented in real-world scenarios, including government contracting.Join Brian and I as we explore how relationships, listening, and strategic insights can radically improve business growth and help organizations when dealing with complex transactions!In This Episode:[00:35] - Brian Kent, a retired military officer, consults on scaling businesses in the defense sector.[02:49] - Brian emphasizes aligning all departments to boost sales, rather than focusing on one.[06:11] - Brian uses his experience to guide clients with sales metrics, process improvement, and accountability.[09:47] - For Brian, effective relationship management and clear communication prevent processes from going off the rails.[11:33] - Brian advocates for open industry communication and client feedback to refine government contracts.[14:05] - Misunderstanding how industry can address government problems is a common challenge across agencies.[15:13] - Effectively Briefing solutions requires identifying who controls the money, authority, and need.[17:20] - Brian argues that targeting decision-makers reduces the number of briefings and increases efficiency in solving problems.[20:31] - Preparation before meetings with government officials can enhance competitive bidding and solving problems.[23:01] - Brian points out how, in commercial markets, companies have their own budget cycles for funding decisions.[26:06] - Brian highlights his consulting methodology, which focuses on simplifying processes across all industries.[29:20] - Relationships scale your business![32:36] - Brian discusses his books and social media presence, offering daily leadership and strategy content.Links and Resources:Chelsea’s LinkedIn ProfileBrian’s LinkedIn ProfileBrian’s WebsiteBrian’s BooksBrian’s Facebook ProfileBrian’s Twitter ProfileBrian’s YouTube ChannelBrian’s Instagram Profile
I, your host Chelsea Meggitt, welcome Todd Packer, a consultant dedicated to innovation, as we discuss the intricate world of federal awards and government contracting. Todd unveils strategies for leveraging federally funded resources, emphasizing the value of small business centers, accelerators, and women's business centers to navigate complex government landscapes without hefty service fees.Throughout our conversation, Todd talks about the Federal Procurement Data System (FPDS) – a powerful but sometimes overwhelming tool for understanding procurement awards. He offers tips on using FPDS for business development, sharing advice on navigating it to find detailed contract information. While FPDS can be a valuable resource, Todd also cautions about potential “noise” in the data and stresses the importance of thorough validation when reviewing another company’s experience or your own business's capability statement.With passion and expertise, Todd uncovers the hidden language of government contracting, and he reveals how FPDS assists in recognizing relevant PSC and NAICS codes in contracts, encouraging businesses to update their statements accordingly. We also explore the fascinating dynamics of language translation in government procurement, understanding how terms and acronyms could help redefine opportunities.Throughout the podcast episode, Todd offers practical advice for those diving into the vast world of government contracts, providing innovative methods to discover unforeseen opportunities. Whether you're interested in learning how to optimize travel for business connections or predictive strategies for contract expiration, this episode promises rich, actionable insights for the aspiring government contractor!In This Episode:[00:36] - Todd advises small organizations to use free, federally funded resources for business development.[03:28] - It's important to verify legitimacy when using FPDS for government contracting information.[06:33] - Todd recommends using FPDS’s "View" option for easier navigation and solution-finding.[07:25] - FPDS is useful for tracking a company’s government contracts for collaboration.[10:09] - Todd suggests using FPDS to verify teaming partners' government contract experience and reliability.[13:14] - You should align your capability statement with FPDS-listed codes for better opportunity matching.[16:47] - Todd emphasizes understanding PSC codes, as some contracting officers buy strictly by these codes.[17:11] - We learn that FPDS provides real awards for strategy-building.[19:48] - Todd suggests FPDS for finding adjacent market opportunities, possible partners, and untapped agency connections.[22:53] - Todd uses FPDS to identify contracting officers, allowing for targeted pitches and competitive bids.[26:24] - Showing that you’ve done your homework builds trust and starts the conversation on a positive note.[26:46] - When traveling, Todd uses FPDS to connect with local government-related opportunities.[29:17] - Tracking soon-to-expire contracts helps Todd proactively build relationships and find opportunities.[32:38] - Todd argues that being specific with jargon and agency terminology can help uncover relevant government awards.[36:19] - Speaking the customer's language ensures effective communication and meets them where they are.[36:37] - Serve as a resource to bridge language gaps in government contracting.[38:31] - Todd shares a story about the Wright brothers' struggle for government funding.[41:06] - Early flight innovators succeeded with persistent support from knowledgeable allies.[44:25] - Todd points out how government contracts, via vision and expertise, can drive transformative technologies forward.[47:08] - Persistence and collaboration are vital to success in government contracting.[48:05] - Public Service Recognition Week 2025 will honor government employees’ essential contributions.[52:14] - Todd shares how listeners can contact him.Bio:Todd Packer, CF APMP, Principal Consultant and Founder of Todd Packer and Associates, LLC, is dedicated to helping organizations find resources to launch new initiatives that achieve security, prosperity and innovation.Since1999, Todd's commitment to innovation excellence uses research-based, outcome-focused creative problem-solving, business planning and proposal development services to help organizations and leaders to identify needs, develop ideas, manage projects and find new sources of growth and revenue.With a Master's Degree from the University of Chicago and over twenty years experience with improving performance in international, multi-cultural environments, his innovative techniques have helped individuals from corporations, small businesses, universities, non-profit organizations and health-care facilities in the U.S., Canada and India.Please connect with Todd via LinkedIn:https://www.linkedin.com/in/toddpacker/Send Todd a message and mention you heard him on Chelsea Meggitt's GovCon UNSCRIPTED - and follow the podcast, please! - and you will receive a FREE, NO OBLIGATION custom online session with Todd to explore FPDS.gov together and help your business grow!Some other links:Have your own fun with the Federal Procurement Data System (FPDS)!https://www.fpds.gov/fpdsng_cms/index.php/en/All about the APEX Accelerator program!https://www.apexaccelerators.us/#/Small Business AdministrationFederal contracting assistanceFind an APEX Accelerator near you!https://www.sba.gov/local-assistance/federal-contracting-assistanceAnd your local Small Business Development Center (SBDC), SCORE, Veterans Business Outreach Center (VBOC), Women's Business Centers (WBCs) and so much more!https://www.sba.gov/local-assistanceReference to the "Wrong about Wright" article Todd discussed in this episode!From Neatorama.comWrong About WrightPosted with permission byMiss Cellania • Monday, March 30, 2015https://www.neatorama.com/2015/03/30/Wrong-About-Wright/Excerpt: "The article above is reprinted with permission from Uncle John's All-Purpose Extra Strength Bathroom Reader."Learn more about Charles Lindbergh at the Apollo 11 launch!From The National Archives (another .GOV to visit!) Two Generations of Flight and One Historic Mission November 30, 2018 by Jessie Kratz, posted in - Space Race https://prologue.blogs.archives.gov/2018/11/30/two-generations-of-flight-and-one-historic-mission/* Todd Packer, CF APMP, Executive Syzygyst™ TP&A, LLC/TPI, LLC toddpacker@usa.net 216.752.6926 *+++Please join me at an event I'm co-organizing:Better World Day 2024 on October 15, 2024!Cultivating Gamification for a Better World For more info and to register:https://www.eventbrite.com/e/cultivating-gamification-for-a-better-world-day-2024-tickets-1015852310607Links and Resources:Chelsea’s LinkedIn ProfileTodd’s LinkedIn ProfileTodd Packer & Associates’ LinkedIn ProfileFPDS
Thank you, as always, for tuning in to GovCon Unscripted. I am your host Chelsea Meggitt, and if you heard the very first episode of the show, then you likely remember today’s guest, David Neal of David Neal Consulting. David is a true game-changer in the world of government contracting, and you might remember him as someone who has been helping small, economically disadvantaged businesses enter the federal government marketplace for years.In our conversation today, we discuss the idea of collaboration and team effort, touching upon how vital it is for success, especially when working within the intricate web of government contracts. David is a firm believer in setting solid foundations and preparing strategically for long-term success rather than falling for the misleading promises of quick wins. Listen as we share stories that highlight the importance of groundwork and patience, emphasizing how planting the right seeds now can pave the way for fruitful opportunities down the line.Plus, I can't wait for you to hear David's insights on navigating the various federal agencies and the necessity of understanding each one's unique purchasing patterns. If you've ever wondered about the importance of aligning your company’s values with those you aim to work with or the unmatched power of teamwork in securing lucrative contracts, this episode is for you, so please join David and I for an eye-opening discussion filled with practical advice as we explore the complexities of selling to the government while building stronger networks.In This Episode:[00:37] - David shares that he aids disadvantaged small businesses in federal sales, emphasizing client collaboration for success.[02:19] - Be wary of charlatans in government contracting; building reputation takes dedication.[04:46] - David advises planning for 2025 by identifying agencies buying your product because timing is crucial.[06:40] - Analyze agency friendliness to small businesses and decide on potential collaboration.[09:22] - Teaming expands opportunities, leading to better contract chances.[10:10] - Agencies publish roadmaps, so use them to tailor proposals and demonstrate understanding.[12:18] - David encourages exhaustive research, knowing that agency preferences improve meeting preparations.[15:17] - Address agency challenges diplomatically to offer effective assistance and achieve success.[18:04] - David points out how small businesses succeed through strategic teaming and understanding competitive pricing.[20:33] - Securing a contract can begin with just getting your foot in the door.[23:05] - David expresses gratitude for our connection and shared passion for helping small businesses succeed.[26:20] - Clients benefit from strategic consultations to understand the complexities of the federal market.[28:30] - David reveals how to get in touch with him.Links and Resources:Chelsea’s LinkedIn ProfileDavid’s LinkedIn ProfileDavid Neal Consulting - WebsiteGovCon Unscripted Episode 1
This week, I, your host Chelsea Meggitt, am excited to welcome Jennifer Schaus of JSchaus & Associates to the show! Jennifer's ventures offer everything from assisting with market analysis reports and crafting go-to-market plans, to proposal writing and GSA schedule support, ensuring post-award compliance. If you're a company selling to, or working within, the government contracting space, Jennifer’s networking events and free webinars are an invaluable resource! Tune in as she highlights the breadth of expertise shared in their sessions, particularly through their library of over 700 government contracting webinars available on YouTube!During our conversation, Jennifer and I explore the participation of big tech companies in the federal contracting arena, and she shares insights into how some big names are venturing into the space, focusing on sectors such as political advertising. She stresses the importance of understanding market data and whether pursuing a GSA schedule is beneficial for your business, a decision that she argues should not be taken lightly without conducting thorough research beforehand.Jennifer emphasizes the value of strong customer relationships and understanding their purchasing preferences before deciding to hop on a GSA schedule. Many might think that a GSA schedule automatically equals an influx of contracts, but Jennifer offers a reality check: it's actually about strategic relationships and knowing your buyers’ procurement methods.If you're venturing into government contracting or looking to deepen your understanding of the market, then listen in and get ready to uncover practical nuggets of wisdom and strategic insights in this episode!In This Episode:[00:40] - Jennifer Schaus offers market analysis, proposal writing, networking events, and webinars for government contractors.[02:36] - Jennifer hosts webinars with guest speakers covering regulations, strategies, and insights on federal contracting.[05:25] - Meta helps with political campaigns, offering insights that can benefit vendors in federal contracting.[07:00] - The D.C. market offers unique, accessible data for informed decisions in federal contracting.[09:14] - Jennifer points out how many companies pursue the GSA schedule without analyzing available data to inform decisions.[11:33] - The GSA schedule is optional, but competition among schedule holders is significantly more intense.[14:15] - Jennifer provides “tough love” when it comes to GSA, encouraging companies to analyze the federal market before proceeding.[16:11] - Many companies mistakenly believe that joining the GSA schedule guarantees sales without market research.[17:56] - Jennifer asserts that the time to secure a GSA schedule depends on various factors.[20:35] - Jennifer and her team provide comprehensive support for companies pursuing GSA schedules, from proposal submission to post-award services.[23:13] - Hear how Jennifer helps midsize and smaller companies with strategic pricing to enhance their GSA proposal submissions.[26:30] - GSA requires companies to track sales and relevant pricing for GSA-eligible clients and items.[28:06] - Successful government contracting relies on strong relationships and expertise in various fields.[30:33] - Hear how to get in touch with Jennifer.Links and Resources:Chelsea’s LinkedIn ProfileJennifer’s WebsiteJennifer’s LinkedIn ProfileJSchaus & Associates’ LinkedIn ProfileJennifer’s YouTube ChannelEmail Jennifer: hello@JenniferSchaus.com
Hello, this is Chelsea Meggitt, and I'm excited to discuss a topic that is fundamental to scaling in the federal contracting space. Shirley Collier, president and founder of Scale2Market and a federal business development consultant, will be joining me. Shirley provides a wealth of experience, having created strategic playbooks that have helped tiny GovCons grow from humble beginnings to major market competitors.Shirley delves into the components of these strategic playbooks, which include market understanding, refining internal procedures, and honing the articulation of a company's value proposition. She enthusiastically explains how these tools are designed to not only detect but also grasp growth possibilities in the complex federal scene.We also discuss the genuine obstacles that small firms face in this area, such as navigating a highly regulated environment and the value of a laser-focused strategy over a scattergun approach. Shirley shares lessons from her path, which has included developing her own businesses and assisting others in climbing the arduous ladder of government contract achievement.So, join Shirley and me as we discuss the complexities of developing a successful strategy in federal contracting, the importance of deep market intelligence, and the transforming power of a well-crafted playbook. This episode is jam-packed with professional information, personal success stories, and actionable techniques to help you win more federal contracts. Join us for a conversation that will not only inform, but also inspire!In This Episode:[00:39] - Shirley introduces herself. She's the president and founder of Scale2Market, a group of federal business development management consultants.[01:25] - They develop playbooks that consist of understanding the market, internal processes of discipline, people, and articulating your true value proposition.[02:38] - The playbook is typically a 90-day process. The process is very data driven.[03:07] - Clients include small GovCons who want to grow and companies who want to enter the federal marketplace.[04:58] - She has grown four businesses in the federal marketplace and gained knowledge and experience in the process.[06:05] - She helps CEOs create value in their businesses.[08:49] - The key to success is focusing, and the way to do that is to have knowledge.[10:59] - One of the things that Shirley's team specializes in is finding what their clients do better than the competition.[13:25] - She also helps coach clients through the execution plan.[16:36] - There are so many people involved in government contracting projects which presents multiple challenges. [20:00] - She has a background in IT, but the playbooks are very data driven.[24:34] - Shirley loves helping clients and when she hears them repeating information she's shared with them, it's very rewarding.[25:06] - Shirley shares her best advice. Educate yourself about the market. Carve out a niche. Get a partner. Be aggressive about getting a foot in the door. Links and Resources:Scale2MarketSCollier@Scale2Market.comGrowth Masters Federal™ PodcastsShirley D. Collier LinkedIn
It's, as always, your host Chelsea Meggitt, and this week, I am so excited to shift gears and share my insightful conversation with Judy Bradt, the CEO of Summit Insight, and a 36-year veteran in federal government contracting. Judy has an impressive track record, including helping businesses secure millions in federal contracts and authoring the Amazon bestseller, Government Contracts Made Easier.Listen in as, during our conversation, Judy draws parallels between personal and professional proposals. Judy emphasizes the importance of understanding the dynamics in federal contracting - it's all about creating the right relationships before making proposals, ensuring that your efforts resonate with the right audience! She passionately discusses her "players and layers" methodology, which identifies key relationships needed to succeed in federal contracts.Throughout our chat, Judy also shares invaluable resources, like her federal business development workflow, and provides strategies for navigating the complexities of government contracts. We explored how building the right team and fostering connections can drive success in the competitive federal space.Tune in as Judy and I dive into the art of relationship-building in government contracting, the nuances of making impactful proposals, and the importance of strategic connection! This episode is sure to enrich your understanding and approach, so join us for a conversation filled with expert insights, personal stories, and practical advice!In This Episode:[02:01] - Judy asserts that many make ineffective proposals like strangers proposing at concerts, rather than ensuring the right match.[03:12] - Every proposal is special, requiring love, care, time, and investment for success.[04:51] - Judy argues that government contracting is about strong internal teams, expert resources, and relationship-building.[06:19] - Success in federal agencies requires relationships across five identified layers, which Judy details.[09:36] - Helping clients requires showing proven success similar to their needs.[10:14] - Judy adds that federal business involves relationships across stakeholder, specialist, officer, user, and industry layers.[13:36] - Creating adaptive workflows helps build stories and identify relationship gaps in agencies.[14:52] - Learn how Judy transitioned from strategist to connecting people in federal contract success through relationship-building.[17:44] - Judy describes how overcoming fear of sales calls led to focusing on building relationships for success.[20:13] - Focus, connection, and consistency are so important for success in government contracting.[23:43] - Judy discusses how the word "sales" is avoided, focusing instead on building service-oriented relationships.[25:11] - Differentiating service from free work requires understanding contracts and setting boundaries.[25:44] - Judy defines being of service as involving understanding client needs and offering helpful resources.[27:48] - Great salespeople are personable, relatable, and focus on building genuine relationships.[29:39] - Hear how Judy helped secure a major federal contract through an intensive program.[32:57] - Learn how to get in touch with Judy.Links and Resources:Chelsea’s LinkedIn ProfileJudy’s LinkedIn ProfileSummit Insight’s WebsiteSummit Insight’s LinkedIn ProfileJudy Bradt - Government Contracts Made EasierSummit Insight - To Bid or Not to Bid: The $65,000 QuestionCall Judy: (703) 627-1074
I had the pleasure in this episode of speaking with Mark Amtower of Amtower & Company. Mark is an expert in government marketing and joins me in this episode of GovCon Unscripted to talk about the complexities of building relationships within the government contracting space. He shares his fascinating journey, starting from his early days as a telemarketer to launching his own firm focused on government marketing in 1985. He discusses the nuances of government sales, stressing that it’s a relationship-driven market where understanding the dynamics of the buying process is absolutely essential for success!Mark provides valuable insights into how companies can effectively position themselves to win contracts, particularly through platforms such as LinkedIn. He and I discuss the importance of having a robust online presence, avoiding common pitfalls in profile development, and the necessity of demonstrating genuine value to potential clients. He also highlights why it's so important to be aware of who the key players are, especially contracting officers and program managers, and how to effectively approach them.Throughout the conversation, we explore the common challenges that companies face in establishing their visibility and credibility in the government sector, with Mark offering practical advice on leveraging LinkedIn for networking and relationship-building while navigating the unique regulatory landscape of government contracting. I hope that you will tune in for an engaging discussion that will equip you with the knowledge to enhance your government contracting strategies and build meaningful connections in this competitive field!In This Episode:[00:46] - Mark shares how he started a government marketing company in 1985 due to its unique regulations.[03:36] - Mark helps companies define their identity and improve their presence on LinkedIn.[05:53] - Building visibility and credibility is crucial in a relationship-driven government contracting market.[09:14] - Mark asserts that LinkedIn profiles should clearly articulate value, avoiding generic information from résumés.[11:53] - Researching customers and understanding contracts is vital for small businesses in government contracting.[14:09] - Mark argues that contextualizing connection requests on LinkedIn increases the likelihood of positive responses from government employees.[15:59] - It's important to focus on existing relationships with agencies before expanding to new government contracts.[18:22] - Mark feels that while LinkedIn serves as an effective networking tool, deeper conversations have to take place offline.[20:10] - Success on LinkedIn depends on user sophistication and ethical engagement within the platform.[22:26] - Building relationships and sharing valuable information can help increase success in government contracting.[25:41] - Hear how Mark embraces AI's potential and remains adaptable to evolving technologies.Links and Resources:Chelsea’s LinkedIn ProfileMark’s LinkedIn ProfileAmtower & Company - WebsiteAmtower & Company’s LinkedIn ProfileAlvin Toffler - Future Shock
I’m your host Chelsea Meggitt, and I am so thrilled to be sitting down for a talk with Kirsten Sandlin of RFPrepared. Kirsten truly has a wealth of experience in guiding small business government contractors through the often daunting world of proposal development. Listen as Kirsten shares her journey, starting from her early days in sales and marketing for a small electrical firm, where she first encountered federal RFPs and quickly discovered the challenges many small businesses face in this space.We also discuss the importance of having a solid foundation of documents ready before responding to RFPs, which can often feel overwhelming. Kirsten emphasizes the significance of clarity and uniformity in submissions, advising small businesses on how to present their capabilities effectively to contracting officers. We touch upon the common mistakes that can derail proposals, including the tendency to be too general or disorganized, and Kirsten provides invaluable insights into how to navigate the proposal process with confidence, encouraging listeners to focus on their core strengths while customizing their responses to meet the specific needs of the agencies that they are targeting.Throughout the conversation, you can expect to gain practical tips on how to streamline your proposal efforts and learn how to communicate your unique value effectively. Whether you're a seasoned contractor or just starting out, this episode offers a wealth of knowledge to help you succeed in government contracting, so please join us for an engaging discussion that will empower you to take your business to the next level!In This Episode:[00:55] - Hear how Kirsten started helping small businesses respond to federal RFPs.[03:46] - Kirsten begins conversations with clients to understand their RFP goals and initial documents.[07:01] - Contracting officers seek clear solutions from small businesses rather than flashy marketing materials.[08:10] - There is a need for uniformity in early-stage documents in order to present a cohesive image.[11:06] - Kirsten advises small businesses to thoroughly read and understand RFPs before responding.[13:33] - Small businesses often struggle with specificity and should focus on their core solutions.[16:14] - Kirsten recommends focusing on primary solutions while adhering to RFP constraints such as page count.[17:45] - Kirsten points out how many small businesses submit RFPs without clearly stating how they will solve problems.[20:25] - It can be empowering when small businesses establish effective processes for submitting RFPs.[22:09] - Kirsten encourages businesses to actively seek opportunities and understand government purchasing practices.[25:59] - Businesses should also approach customers based on their specific purchasing preferences.[28:23] - Hear how Kirsten created simple tools to help small businesses manage RFP documents.[30:12] - Kirsten asks small businesses to share their stories and project experiences during initial meetings.[33:39] - Learn how to get in touch with Kirsten.Links and Resources:Chelsea’s LinkedIn ProfileKirsten’s LinkedIn Profilekirsten@rfprepared.comRFPrepared - WebsiteRFPrepared’s LinkedIn Profile
I am, as always, your host Chelsea Meggitt, and I am happy to be bringing to you my enlightening and insightful conversation with Larry Allen of Allen Federal Business Partners! Larry joins me to talk about the rapidly evolving world of government contracting, bringing his wealth of experience helping businesses of all sizes navigate the complexities of federal compliance. If you're a small business owner, you will definitely want to pay close attention to this episode and maybe even take some notes because Larry unpacks some critical changes in small business contracting rules and how these could impact your ability to compete.We also touch on important topics such as restrictions on single-use plastics to upcoming greenhouse gas regulations, with Larry offering a thoughtful take on how these rules might create challenges, especially for smaller companies without the resources to adapt quickly. Plus, we explore how cyber incursions are becoming a major concern, and what businesses both large and small can do to prepare for new reporting requirements.Larry also gives us a peek into the growing disconnect between policymakers and the contracting officers who actually put these rules into place, shedding light on how this gap impacts businesses trying to stay compliant. There’s even some talk about joint ventures and a rule that could change the game for small business task orders, so if you're ready to get ahead of some potential surprises in federal contracting and hear Larry’s insider tips, then this is an episode of GovCon Unscripted that you will not want to miss!In This Episode:[00:34] - Larry leads Allen Federal Business Partners, helping government contractors with compliance and business growth.[02:00] - Federal market changes are frequent, requiring businesses to stay updated on regulations and rules.[04:42] - Larry explains how small business innovations face challenges due to growing regulations and increased overhead costs.[06:44] - There is a disconnect between policy makers and contracting officers, burdening small businesses with extra requirements.[09:19] - The acquisition workforce has been facing increased workloads and outsourcing pressures since the 1990s.[10:53] - Larry feels that better communication between acquisition policy makers and workforce teams could improve efficiency.[13:04] - Some large contracting productions struggle due to too many decision-makers and poor execution.[15:00] - A role proposed by the Small Business Administration (SBA) could limit small businesses from maintaining multi-year contracts after growth.[18:57] - New greenhouse gas, plastic, and cyber incursion rules will significantly impact small businesses.[21:05] - Upcoming regulations on electronic chips will require detailed supply chain tracking and raise overhead costs.[23:36] - Larry points out how small businesses must balance reasonable security with innovation to meet government cyber standards.[26:36] - Free resources such as Federal News Network help businesses stay informed about government regulations.Links and Resources:Chelsea’s LinkedIn ProfileLarry’s LinkedIn Profilelallen@allenfederal.comAllen Federal Business Partners - WebsiteAllen Federal Business Partners’ LinkedIn ProfileFederal News Network
I, your host Chelsea, am very excited to be bringing this episode with Trish Martinelli to you! Trish is the CEO of The Difference LLC and a defense industry expert with more than twenty years of experience in uniform and in the private sector. Listen in as she walks us through her unique perspective on some of the challenges that small businesses face when engaging with the Department of Defense.One of several standout topics that we explore is how small businesses, from startups to more established companies, can navigate the often complex world of defense contracts. Trish shares real-world examples of how businesses can position themselves to succeed in the defense sector, comparing the process to preparing for a marathon rather than a sprint. We also discuss how small businesses can assess their readiness and approach the Department of Defense. Trish emphasizes the importance of patience, planning, and a five-year runway if you’re serious about working with the military. She also sheds some light on the disconnect between venture capital’s fast-paced expectations and the defense sector's methodical approach, highlighting how businesses can still thrive by adapting to both models.If you are interested in the intersection of innovation and defense or simply want to understand how to better align your business with the Department of Defense's needs, this conversation offers invaluable insights and actionable advice.Tune in to hear Trish's inspiring journey, her story from military service to serving the military, and her advice on how to bring groundbreaking technologies, like invisibility cloaks (yes, we talk about those!), into the defense world!In This Episode:[00:35] - Trish introduces herself as the CEO of Difference LLC and a contractor for the Department of Defense DoD Office of Small Business Programs (DoD OSBP).[02:54] - Programs to help small businesses, similar to a gym trainer's personalized approach based on readiness, are offered.[05:30] - Trish often meets small businesses via the government team, helping them explore defense sector opportunities.[08:42] - Emphasizing empathy, Trish relates her experiences to those of newcomers navigating the DOD's complexities.[11:20] - Trish highlights the need for adaptability in the DOD.[13:55] - Trish advises innovators to make products irresistible in the commercial market because the DOD will follow.[17:25] - Trish explains the different investment models of venture capital and the Defense Department.[20:28] - There is a distinction between fast-moving small companies and the lengthy DOD procurement process.[21:07] - Small businesses need a five-year runway, often relying on commercial sectors to stay afloat.[24:17] - Comparing the defense journey to college, Trish highlights the learning process involved in navigating the DOD.[26:22] - With a passion for innovation, Trish encourages entrepreneurs to embrace their unique journeys and offers support along the way.Links and Resources:Chelsea’s LinkedIn ProfileTrish’s LinkedIn ProfileCommon Entry Point for Small BusinessesAPEX Acceleratorsosd.business.defense@mail.mil
I am really excited to be bringing you this week’s episode of GovCon Unscripted featuring a truly remarkable guest, Stephanie Hutch, CEO & President of Makai Defense and founder of Kekoa Foundation, a nonprofit in Hawaii. Listen as Stephanie shares her incredible journey from growing up in a military family to building a successful defense contracting company.Throughout our conversation, Stephanie dives into the early challenges of starting Makai Defense, including securing government contracts and overcoming the challenging obstacles of a startup. With her background rooted in contracting through her parents' work and her own experiences, she reveals how these foundations helped shape her approach to business. Stephanie’s insights into leveraging strong networks, navigating the complexities of government contracting, and managing contracts offer a wealth of knowledge for anyone interested in the defense industry! We, in addition, discuss the significant strides that Makai has made in just a few years such as securing key contracts, building strategic partnerships, and evolving from a generalist approach to a more focused and strategic growth plan.Stephanie’s story is not just about business success but also about her dedication to a mission-driven purpose. Her commitment to national security and innovative solutions highlights the importance of balancing immediate needs with long-term goals.I hope that you will tune in to hear Stephanie’s candid reflections on the ups and downs of entrepreneurship in the defense sector and her advice for others looking to make an impact. If you are curious about the intersection of innovation, defense contracting, and strategic growth, then this episode is a must-listen for you!In This Episode:[01:20] - Stephanie shares how she leveraged the Hawaiian-owned business designation and her family’s military background when overcoming startup challenges.[04:17] - In the first year, Stephanie and her partner consulted while getting prime contracts and proposals.[06:19] - Having a large corporation’s mentorship was perfect, offering both understanding and investment for Makai's success.[08:31] - Stephanie explains how Makai blends service with innovation.[10:11] - Hear how networking and industry connections were crucial for Makai’s growth and finding new partners.[12:38] - Stephanie observes more openness now, emphasizing the need for research and connecting with decision-makers.[15:17] - Stephanie reveals how diversification helps her business get through funding shifts, balancing various contract types and agencies.[17:13] - Cost-plus contracts offer flexibility but require DCAA-compliant accounting systems and preparation.[20:52] - Stephanie values the mission over quick profits, planning for long-term impact and national security.[22:14] - As a Hawaiian-owned business, Makai leverages the 8(a) program for strategic planning and future growth.[25:07] - Stephanie values her core team, which balances skill gaps and shares a unified vision for growth.[27:47] - As Stephanie’s business grows, it shifts from wearing many hats to becoming more specialized and focused.Links and Resources:Chelsea’s LinkedIn ProfileStephanie’s LinkedIn ProfileEmail Stephanie: stephaniehutch@makaidefense.comMakai’s WebsiteMakei’s LinkedIn ProfileKekoa Foundation’s WebsiteKekoa Foundation’s LinkedIn Profile
Welcome back to GovCon Unscripted! For this episode, I am so thrilled to welcome Teresa Moon of Parabilis! Teresa is a passionate advocate for small businesses that are navigating the intricate world of federal contracting, and her insights into the challenges and triumphs faced by small contractors are nothing short of invaluable.Join us as we dive deep into the nuances of funding and financial strategy in the federal contracting space, with Teresa sharing her unique perspective on the importance of starting financial conversations early to avoid pitfalls and ensure sustainable growth. We also discuss the common struggle of securing appropriate funding and the impact of being unprepared for the costs associated with government contracts.Teresa's background in business growth and business financing and her personal experience growing up with entrepreneurial parents give her a well-rounded view on what is truly required to succeed in govcon. One of many highlights of our conversation is Teresa’s emphasis on the necessity of building strong, honest relationships with financial partners and understanding various lending options. She sheds some light on how small businesses can avoid losing their profit margins and make informed decisions about financing and strategic planning early.Whether you’re a small business owner, a contractor, or simply curious about the ins and outs of federal contracting, this episode is full to the brim with practical advice and inspiring stories. Tune in to gain a deeper understanding of how to navigate financial challenges and foster growth in your business. If you like what you hear, then please also be sure to subscribe and leave a review wherever you listen!In This Episode:[01:08] - Teresa loves working for a company focused on doing good for clients. Though her schedule is packed she faces minimal daily pressure.[04:38] - Addressing funding issues early is important in order to avoid difficult financial situations and predatory practices.[06:24] - Teresa argues that effective business planning requires upfront conversation about money, including hiring and operational expenses.[08:58] - Self-advocacy in the govcon business and understanding various lending options are crucial.[11:16] - If you lack financial expertise, Teresa advises, consider outsourcing to ensure proper management and avoid failure.[13:30] - It's important to build strong banker relationships; they should be honest and able to refer you to helpful partners.[16:46] - Securing funding is more challenging than winning contracts.[18:20] - Teresa explains how effective business development involves targeting valuable opportunities and seeking mentorship for guidance.[20:53] - Teresa discusses the importance of having a solid price and funding strategy.[23:57] - Start with SBDCs and Apex Accelerators which offer free services and government contracting support.[27:07] - Frequent conferences help with networking and finding mentors, and honest connections are very important for business success.Links and Resources:Chelsea’s LinkedIn ProfileTeresa’s LinkedIn ProfileParabilis - WebsiteParabilis - LinkedIn Page
Thanks for tuning in to GovCon, a podcast in which we dive into the unfiltered, unscripted stories and strategies from all over the world of government contracting. I am your host Chelsea Meggitt, and I hope that you will join this journey as I (along with guests) explore how to navigate, thrive, and win in this complex but lucrative industry!For the introductory episode, I am joined by David Neal, a true advocate for small businesses in the government contracting world. Listen in as we dive into a fascinating discussion about the critical role which small businesses play in driving innovation and sustaining our economy, especially in the federal sector.David and I chat about our shared passion for supporting small businesses which has been a driving force for us, especially since the pandemic. We explore how these businesses not only kept things running during challenging times but are also incredibly important for the future of federal contracting.David’s insights are invaluable as he shares practical advice on taking on the complexities of government contracts, including the unique challenges and opportunities for small businesses. We also touch upon selling to the government as opposed to the corporate world, with David’s experiences providing a clear perspective on how to approach these different environments.From understanding government language to overcoming the obstacles of past performance requirements, this opening episode is packed with actionable tips and strategies, so if you’re a small business owner or just curious about the ins and outs of government contracting, then tune in to get inspired and learn how to turn those small business dreams into big successes! Please also be sure to subscribe and leave a review wherever you listen!In This Episode:[00:53] - Why do we love small businesses?[03:57] - David points out that, for small businesses, one-on-one coaching can be crucial and that personalized guidance helps with the process.[06:43] - David discusses the differences between federal and corporate sales.[08:12] - Misunderstandings about programs like ADA highlight the need for persistence and accurate knowledge.[10:16] - David adds that federal contracts often favor established companies but that knowing the competition and starting small can help.[12:45] - The government values prior government experience more than commercial, so building relevant past performance is challenging.[14:01] - David suggests using corporate past performance by matching it to contract size for better results.[16:04] - David describes a specific method to present past performance for federal contracts.[18:00] - It's important to understand agency-specific rules and to network to discover opportunities and build relationships.[21:47] - Small business owners should still focus on their core business while looking for federal contracting expertise.[23:17] - Helping small businesses succeed with contracts is fulfilling, and discussing specific programs can be helpful.[26:24] - David contributed to the book Game Changers for Government Contractors. Chelsea contributed to the book Government Marketing Best Practices 2.0 Links and Resources:Chelsea’s LinkedIn ProfileDavid’s LinkedIn ProfileGame Changes for Government Contractors
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