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 Profile

Judy’s LinkedIn Profile

Summit Insight’s Website

Summit Insight’s LinkedIn Profile

Judy Bradt - Government Contracts Made Easier

Summit Insight - To Bid or Not to Bid: The $65,000 Question

Call Judy: (703) 627-1074