Turning Leads into Meetings: The Art of Securing Government Contracts (Part 2 of 3)
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:
📈 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
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.
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 richard@richardchoward.com
You can also connect with me on LinkedIn at: https://www.linkedin.com/in/
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.
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:
You can contact Lisa directly at Lisa@RFPsuccess.com
Need help selling to the US government? Head on over to dodcontract.com and learn about our coaching program!
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 Rick@dodcontract.com
You can also connect with me on LinkedIn at: https://www.linkedin.com/in/
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 richRick@dodcontract.com
You can also connect with me on LinkedIn at: https://www.linkedin.com/in/
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 richard@richardchoward.com
You can also connect with me on LinkedIn at: https://www.linkedin.com/in/
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
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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