Game Changers for Government Contractors

In this episode of Game Changers for Government Contractors, host Michael LeJeune breaks down the key steps for building an effective corporate strategy in the government contracting space. Learn how to define what you sell, identify your target buyers, understand how they procure, and develop a tailored marketing strategy. Michael shares practical tips on leveraging tools like SAM.gov and USAspen...

In this episode of Game Changers for Government Contractors, host Michael LeJeune welcomes Kevin Plexico, Senior Vice President at Deltek, to discuss key findings from Deltek’s annual Clarity Survey. Kevin shares insights on growth trends, challenges facing small businesses, and the increasing role of compliance and technology in government contracting. They discuss the impact of election cycles,...

In this episode of Game Changers for Government Contractors, host Michael LeJeune breaks down the essential steps for building a winning proposal team. From identifying key roles like Proposal Manager, Technical Writers, and SMEs to leveraging collaboration tools and refining communication strategies, Michael shares practical advice for creating a well-rounded, effective team. He also highlights t...

In this episode of Game Changers for Government Contractors, host Michael LeJeune is joined by Shane McCall of Koprince McCall Pottroff to demystify the Small Business Rule of Two. Shane explains what the Rule of Two is, how it impacts small business set-asides, and the recent changes affecting task orders under multiple award contracts (MACs). He shares valuable insights on the differences betwee...

In this episode of Game Changers for Government Contractors, host Michael LeJeune dives into the art of managing multiple RFPs simultaneously. Michael shares practical strategies to help you prioritize proposals, allocate resources effectively, and maintain quality under pressure. From understanding your team’s limits and using time management techniques to automating routine tasks and fostering t...

In this episode of Game Changers for Government Contractors, host Michael LeJeune sits down with SharePoint expert Therman Trotman to explore how government contractors can leverage SharePoint to optimize processes, enhance collaboration, and increase efficiency. Therman shares practical insights on replacing outdated tools like Excel with SharePoint’s powerful features for collecting, managing, a...

In this episode of Game Changers for Government Contractors, host Michael LeJeune dives into the common leadership challenge of "Bright, Shiny Object Syndrome." Michael explores why leaders are prone to chasing new ideas and abandoning current projects, and the impact this has on business growth and team morale. Learn practical strategies to implement a decision-making framework, avoid unnecessary...

In this episode of Game Changers for Government Contractors, host Michael LeJeune tackles common myths about leadership that often hold back aspiring leaders. From the belief that leaders are born, not made, to the misconception that leaders must have all the answers, Michael offers practical insights and personal experiences to debunk these myths. He emphasizes the importance of continuous growth...

In this episode of Game Changers for Government Contractors, host Michael LeJeune and cybersecurity expert Gary Daemer discuss FedRAMP, an essential certification for cloud service providers looking to sell to the federal government. With over 40 years of experience in cybersecurity, Gary provides a comprehensive overview of what FedRAMP entails, who needs it, and the challenges involved. Learn ab...

In this episode of Game Changers for Government Contractors, host Michael LeJeune shares valuable strategies for optimizing LinkedIn to grow your government contracting business. With over 20 years in the industry and extensive experience coaching contractors, Michael emphasizes the importance of a well-crafted LinkedIn profile, showcasing thought leadership, engaging with relevant groups, and lev...

In this episode of Game Changers for Government Contractors, host Michael LeJeune is joined by Angela Seymour, a procurement expert with nearly 20 years of experience, to discuss the SLED (state, local, and education) market. Angela shares her insights on the benefits and challenges of pursuing SLED contracts compared to federal contracts. She covers key topics such as the importance of local netw...

In this episode of Game Changers for Government Contractors, host Michael LeJeune shares seven critical areas for improving your government contracting business. Inspired by Jim Rohn’s quote, “Never wish life were easier; wish you were better,” Michael discusses actionable tips on refining your target market, streamlining your proposal process, and developing effective prospecting and teaming stra...

In this episode of Game Changers for Government Contractors, host Michael LeJeune chats with Dave Sterling, founder of Royce Geo, about his journey from launching a one-person startup to building a thriving GovCon business with over 150 employees. Dave shares valuable lessons on staying focused, leveraging industry expertise, and the importance of taking calculated risks in hiring and growth. He e...

In this episode of Game Changers for Government Contractors, host Michael LeJeune explores how government contractors can leverage AI to improve efficiency, streamline processes, and enhance proposal development. Drawing from real-world examples, Michael shares insights into the key distinctions between AI and automation, and how AI can be used for red-teaming proposals, transcribing documents, co...

In this episode of Game Changers for Government Contractors, host Michael LeJeune talks with Scott Peper, CEO of Mobilization Funding, about the critical importance of cash flow management and financing in government contracting. Scott shares valuable insights into the financial hurdles that contractors often face, from securing loans to managing cash flow for large projects. He discusses the impo...

In this episode of Game Changers for Government Contractors, host Michael LeJeune dives into the art of pricing for government contracts. He breaks down key strategies for finding competitive pricing information, including how to reverse-engineer past contracts using tools like USAspending.gov and GSA schedules. Michael also offers tips on using wage determinations and subcontractor quotes to crea...

In this special "20 Questions for Troy" episode of Game Changers for Government Contractors, host Michael LeJeune and guest Troy Francis tackle some of the most pressing questions contractors have about government contracting. With over 16 years of experience in both federal and local government sectors, Troy shares valuable insights on how to improve proposal submissions, navigate protests, and i...

In this episode of "Game Changers for Government Contractors," host Michael LeJeune delves into the tough realities of government contracting. Highlighting five key reasons why GovCon might not be the right fit for everyone, Michael discusses long sales cycles, cash flow challenges, and intense competition that can make this market difficult to navigate. For those seeking a flexible side hustle, h...

In this episode of "Game Changers for Government Contractors," host Michael LeJeune is joined by Edward Spenceley, National Executive for Government Contracting at Bank of America. With over 20 years of experience in government contracting and 14 years in the military, Edward shares his unique journey and the lessons he's learned about building relationships and supporting small businesses in the...

In this episode of "Game Changers for Government Contractors," host Michael LeJeune takes on the top 15 myths surrounding government contracting. From the misconception that government contracting can be a side hustle to the belief that the lowest price always wins, Michael debunks common myths that often mislead new and seasoned contractors alike. He provides practical advice and real-world examp...

In this episode of "Game Changers for Government Contractors," host Michael LeJeune is joined by Jenny Karn, co-founder of Lumino, to discuss the evolving landscape of how government budget owners and buyers find and evaluate vendors in the digital age. Jenny shares insights from a recent survey revealing the critical role that digital presence—ranging from websites to LinkedIn profiles—plays in t...

In this episode of "Game Changers for Government Contractors," host Michael LeJeune dives into the complexities of government contracting sales calls. He highlights common mistakes salespeople make when approaching contracting officers and explains why a research-driven strategy is essential for success. Michael also emphasizes the importance of having clear objectives—whether it's gathering infor...

In this episode of "Game Changers for Government Contractors," host Michael LeJeune talks with cybersecurity expert Gary Daemer about the crucial concept of cybersecurity hygiene. Gary shares insights on why small to midsize organizations must prioritize cybersecurity. He discusses essential practices like strong passwords, regular patch management, and effective user training to defend against dr...

In this episode of "Game Changers for Government Contractors," host Michael LeJeune shares his personal journey through the VA disability claims process. From initial confusion and frustration to successful navigation and approval, Michael discusses the importance of perseverance, the value of working with a Veteran Service Officer (VSO), and the benefits of utilizing VA healthcare. He provides pr...

In this episode of "Game Changers for Government Contractors," host Michael LeJeune is joined by government contracts legal expert Steven Koprince to tackle the controversial topic of middleman strategies in government contracting. Steven provides an in-depth look at the legal pitfalls and misconceptions surrounding this approach, highlighting key regulations such as limitations on subcontracting...