Game Changers for Government Contractors

In this episode of "Game Changers for Government Contractors," host Michael LeJeune delves into the intricacies of Freedom of Information Act (FOIA) requests. Learn when and how to effectively use FOIA to obtain crucial government contracting information, the types of documents you can request, and the process involved. Michael also provides valuable tips on avoiding common pitfalls and explains w...

In this episode of "Game Changers for Government Contractors," host Michael LeJeune talks with Emil Hinkefent, president of Kaiva, a portfolio of Tribal 8(a) and HUBZone small businesses located in Ivins, Utah. Emil shares his unique journey from managing a family-owned chain of health food stores to leading a rapidly growing government contracting business. He discusses the importance of empoweri...

While forecasts are a crucial tool in the GovCon sales toolkit, this explains why they shouldn't be obsessed over and how to effectively use them to your advantage. Learn the best practices for locating and analyzing procurement forecasts, the key information to look for, and how to approach contracting officers armed with the right data. Enhance your government sales strategy by leveraging these...

In this episode of "Game Changers for Government Contractors," Michael LeJeune and Ashley Duwel dive into the world of small business certifications essential for government contracting. Ashley, a Federal Sales Strategist, shares her expertise on the various certifications under the SBA, including Woman-Owned, Veteran-Owned, HUBZone, and 8(a) certifications. The discussion covers the application p...

In this episode, we delve deep into the intricate world of government contract sales, focusing on advanced tactics and strategies tailored specifically for sales professionals targeting the federal government and the Department of Defense (DoD). From navigating complex procurement processes to building long-lasting relationships with key decision-makers, we uncover the secrets to unlocking success...

In this episode, we sat down with Marsha Lindquist to dive deep into the concept of "Bid Less, Win More," exploring why targeting fewer but more strategic opportunities can lead to higher success rates and profitability. Marsha shares invaluable insights on focusing on core competencies, understanding government customers, and crafting winning pricing strategies. Tune in to discover how to avoid t...

In this episode, Michael LeJeune addresses the common issue of an empty pipeline and shares actionable strategies to avoid the dreaded "pipeline cliff." Learn how to maintain a steady flow of opportunities by implementing the Rule of 300, which emphasizes daily prospecting and building a long-term pipeline. Discover the importance of consistently adding high-quality opportunities and tracking them...

Join Michael LeJeune and Kim Koster, VP of Product Marketing at Unanet, as they delve into the transformative potential of AI for government contractors. With over two decades of experience in the GovCon industry, Kim shares practical insights on how small to midsize contractors can start leveraging AI tools like ChatGPT and Jasper to enhance productivity. Discover actionable steps for integrating...

Feeling overwhelmed by complexity in your business? This episode is for you! Join us as we explore how to simplify your business processes and reduce stress. From email management to prospecting pipelines, learn practical tips to streamline your operations. Discover the four key principles for simplification: identifying pain points, questioning existing processes, implementing changes incremental...

Learn how to fortify your proposal prowess with Lori Revely from Cavalry Consulting. Dive deep into the essential prework strategies that companies can implement to soar above the competition. Learn how to construct a robust content library, harness downtime effectively, and optimize resources between bidding cycles. From interviewing Subject Matter Experts (SMEs) to refining resumes and streamlin...

Providing top-tier customer service is non-negotiable when building your government business. This episode highlights ten essential elements crucial for mastering customer service in the public sector. From truly understanding client needs to maintaining clear communication and ensuring quality assurance, each aspect contributes to building strong and enduring relationships. Responsiveness, flexib...

In this episode, we sat down with Christine McDannell, founder of the Magnolia firm. Christine shares her wealth of experience as a serial entrepreneur who has built, sold, and exited numerous businesses over the past two decades. We discussed the evolving landscape of mergers and acquisitions, discussing current trends, predictions for the future, and the intricacies of buying and selling compani...

In this episode, I talk about scammers preying on unsuspecting individuals in the realm of government contracting. From promising easy riches to using deceptive tactics, this episode will expose the psychological playbook of these con artists. Drawing from real-life stories and practical tips, you will learn how to identify red flags and conduct due diligence to avoid falling victim to scams. Whet...

We live in a world where our government and national security is under constant attack. The target of these attacks are not simply U.S. Government systems, but everywhere the information may reside. The U.S. Government has taken an approach to these dangers by requiring the contracting community to protect not only itself, but the U.S. Government from National-State level attacks. Failure to do so...

This episode discusses the difficult process of selecting your company's flagship product or service. We talk about making informed decisions that align with market demand, passion, brand identity, and other key factors that will help lead you to the right choice. We also break down the top criteria essential for choosing a product that not only captivates but also sells. From understanding the im...

Dive into the world of mergers and acquisitions within the government contracting sector with Sharon Heaton, CEO of SB Liftoff. Sharon, a seasoned M&A expert and author of "Liftoff," shares invaluable insights on the art of successful deals, emphasizing empathy, strategic negotiation, and the critical importance of understanding GovCon nuances. Whether you're contemplating selling your busines...

In this episode, we delve into the intricate and often misunderstood world of government procurement. Most people think it's just about bidding and winning. There's a lot more happening behind scenes and leading up to a contract award. Once you understand the process, it will make it easier for you to approach the government to influence acquisitions, gain valuable market intelligence, and ultimat...

We recently had the pleasure of sitting down with Stephanie Alexander, CEO of Boost LLC and co-founder of govmates. Dive into Stephanie's entrepreneurial journey, her innovative approach to matching government contractors, and the unique challenges she navigates in the federal contracting realm. The heart of this episode is about Stephanie's personal battle with breast cancer and how she navigated...

There are three phases to becoming a successful government contractor. The first phase is your foundation. This is where you lay the groundwork. Phase two is your strategy phase. This is where you craft your targeted plan of attack. Phase three is the execution phase. Phase three is all about action. This episode will help you understand how to navigate each phase, avoid common pitfalls, and accel...

In this special episode, we celebrate the launch of the much-anticipated book, "I'm New to Government Contracting. Where Do I Start?" Whether you're a budding entrepreneur in government contracting or a seasoned business looking to optimize your strategies, this episode is a treasure trove of insights. This episode will give you a sneak peek into the book's comprehensive content, spanning 31 chapt...

In this episode, I interviewed Troy Francis, a seasoned contracting officer. With 17 years of experience spanning federal to local levels, including a pivotal role at the Department of Defense. Troy offers a rare glimpse into the life of a contracting officer. This episode delves into the complexities and nuances of government procurement, exploring everything from market research to the art of ne...

In this episode, we dive deep into the art of conquering procrastination. Discover innovative strategies designed to propel you from stagnation to action. Learn how the "Five-Minute Rule" can jump-start your productivity, why tackling your "worst-first" sets the tone for success, and how gamifying your goals turns tedious tasks into thrilling challenges. We'll guide you through creating "Procrasti...

In this episode, I interviewed Matt Corzine from GSA National about the intricacies of the Service Contract Act (SCA) and the Davis-Bacon Act, two pivotal pieces of legislation that impact government contracting. Matt demystifies these regulations, shedding light on their significance, the recent changes, and their implications for contractors. Learn about the nuances of compliance, the crucial di...

In this episode, I introduce our innovative group coaching model, Federal Access Advisor, for government contractors. Our flagship service is designed to simplify the journey toward securing federal contracts by concentrating on our unique three-phase growth strategy. With over 200 strategy guides, 150 training videos, and live weekly inner circle sessions, we provide an unmatched resource pool. T...

I recently sat down with Shannon Edie, the Executive Director at the Native Hawaiian Organizations Association to discuss the NHOA and their annual conference. The mission of the NHOA is to protect, promote, and advance the preservation of federal contracting for Native Hawaiian Organizations (NHOs). The NHOA is at the forefront of advocating for the rights, culture, and economic prosperity of NHO...