Game Changers for Government Contractors

CPARS stands for Contractor Performance Assessment Reporting System. In this episode, Scott Honiberg gives us an introduction to CPARS. The government uses CPARS information to evaluate and assess the performance of government contractors. This system is designed to help government officials to make informed decisions about contract awards. CPARS covers standardized factors such as quality of work...

This podcast covers updates and changes that were made to small business programs between late 2022 and the summer of 2023. This podcast does not cover the July 2023 pause on 8(a) applications (this podcast was recorded prior to that). This podcast covers changes made by the SBA, congress, and the President through executive orders. It covers mentor protégé joint ventures, SBIRs, set aside updates...

I recently sat down with Kizzy Parks, Ph. D., to explore the powerful strategy of "Using Joint Ventures to Accelerate Growth in Government Contracting." Dr. Parks, an expert in government contracting and business development, shares her valuable knowledge of how each member of the joint venture (JV) can benefit from the relationship, common mistakes that trip up small businesses, how to determine...

If you are new to government contracting, you've probably heard the phrase, "procurement readiness" a million times. Procurement readiness is nothing more than getting your business and yourself ready to do business with the government. This podcast covers five basic areas of procurement readiness. 1. Registrations - All the key websites you need to be registered in. 2. Product/Service Information...

In this episode, we delve into working with State, Local, and Education (SLED) agencies. Our special guest Jack Siney helps us understand the differences between selling to federal agencies and SLED agencies, offering valuable insights into tailoring sales strategies for success. For companies eyeing government contracts, especially with SLED agencies, we share essential suggestions and advice gar...

The average office worker receives 121 emails per day. Contracting officers can receive double that. So how do you stand in a crowd of over 240 emails? More importantly, how do you get a response? If you want to enhance your email game, this episode is for you. I share 8 tips for writing better emails that will not only get read, but also get you a response. I cover writing compelling and descript...

In this episode, we have the privilege of sitting down with Kevie Hendrix to discuss working with the Defense Logistics Agency (DLA). Kevie provides firsthand insights into the challenges, opportunities, and most common pitfalls of working with DLA. if Your business intends to sell products to the government, there's a good chance that you need to understand the inner workings of DLA and its comma...

The biggest threat for high achievers is ourselves. We often push ourselves mentally and physically without any regard for our own well-being. We know it's not healthy, but we do it anyway in the pursuit of "success." This episode is a collection of strategies to help you manage stress and avoid burnout from the daily grind that comes with being a high achiever, business owner, or executive. -----...

One of the most overwhelming and time-consuming aspects of transitioning from a small government contractor to a large prime is the business systems that must be implemented. In this episode, we discuss 6 key systems and provide tips for getting started. Our special guest, Eric Poppe from Cherry Bekaert, walks us through how compliance with these systems can be used as a strategic advantage to pro...

Starting a government contracting business is a marathon, not a sprint. It takes time, hard work, and dedication to be successful. In this episode, we will discuss 9 tips that will ensure your success. We cover topics such as: how long it's likely going to take you to win your first contract, the benefits of setting meaningful milestones so you don't get discouraged, tracking your activities throu...

In this episode, I sat down with John Ferry from Trenchant Analytics, LLC to discuss how Artificial Intelligence (AI) has exploded in the market. Since ChatGPT was launched in late 2022, thousands of AI tools have flooded the market. We discuss the pros, cons, and fears that people have about AI as well its impact on government contracting. Can AI replace business developers, capture managers, and...

The more you know about an opportunity and/or an agency, the better you can position your company for a win. This applies to both prime and sub opportunities. Outside of forecasts and calling a contracting officer, how do you gather intelligence or learn more about an opportunity? That's the focus of this episode. I will walk you through ten strategies for gathering this information and then walk...

In this episode, I sat down with Ashley Duwel from Duwel Dev, LLC to discuss how government contractors could use process automation to save time and money. We discussed the pros and cons of the most popular automation tools, where to start, how to map out your processes before jumping in, tips for breaking old habits, how to get your people on board with new processes and tools, and many lessons...

The easiest way to take your business to the next level is for YOU and your TEAM to get better. The skills that I discuss in this episode don't cost a penny to implement. They just require practice and a commitment to improve over time. My advice is to start with the one that scares you the most and focus on that one first. From there, pick a new skill each month or quarter and come up with simple...

In this episode, I sat down with Raaz Ali from The Raivax Group to discuss Mergers and Acquisitions. The topics include: how to prep for an acquisition to get the best value for your company, the most common mistakes that business owners make that cost them during the sale, three necessary components for getting a deal to close, what makes your company attractive to buyers, some of the hot industr...

The transition from small to mid-size business is often very challenging for government contractors. One of the most difficult aspects of this transition is that you are now competing against large companies for full and open opportunities. However, this is just one of the challenges your company will face as a mid-size contractor. This episode will walk you through the nine top challenges your co...

In today's episode, we sat down with Casey Dahl to talk about an insurance product that is gaining popularity among business owners. We give an overview of the product, how it works for individuals, and how you can implement this through your business as key person insurance. Index universal life insurance, or IUL, is a type of permanent life insurance that provides both a death benefit and a cash...

When most people think about their next strategic hire for their business, they usually focus on roles like a COO, business developer, or administrative assistant. Those are all great options, but they may not be right for you. This episode walks you through seven unconventional hires that are designed to help increase your productivity, profitability, and sanity. ----- Schedule a call with Michae...

Many contracts have stipulations that “This product must be Section 508 compliant.” How do you make sure you meet compliance standards like Section 508 and not lose out during the evaluation phase? This episode will delve into the ins and outs of compliance so that your CPARS ratings aren't affected and you can easily set yourself to win future bids, all while making a positive impact on accessibi...

Are you interested in getting into government contracting, but aren't sure if you should buy an existing business or start one from scratch? The answer to this question is mostly about preference and finances. A start-up will likely take more time to get into the market, but cost less. However, it comes with quite a few risks. An existing business will catapult you into the market, but it's going...

Today we are talking about the importance of trust in business with author and expert Natalie Doyle Oldfield, who wrote the book, "The Power of Trust: How Top Companies Build, Manage, and Protect It." Natalie's research shows that trust is essential for making sales. Buyers are more likely to do business with companies they trust and are willing to pay more for products they trust. Building trust...

In this episode, we'll be discussing the ins and outs of using government contract vehicles to win federal contracts. We share insights on various government contract vehicles, such as GSA Schedules, IDIQ contracts, MATOCs, and BPAs. We'll cover everything from the advantages of using government contract vehicles to the pitfalls to avoid, and we'll also discuss the various strategies you can use t...

This podcast episode delves into the recently released Small Business Strategy by the DoD in January 2023. The 25-page document is analyzed in detail, providing a comprehensive breakdown of its contents. Along with this analysis, the podcast also features candid commentary on the strengths, weaknesses, and notable aspects of the strategy. ----- Schedule a call with Michael: https://calendly.com/mi...

If you've been feeling like your company is struggling, you're not alone. In this episode, we'll be exploring the warning signs that indicate your company may need an extreme reboot. We will delve into six key indicators that it's time for a major overhaul. From stagnating growth to employee morale issues, we'll examine the red flags that signal your company is in need of significant change. But d...

In today's episode, we're diving into the importance of working with service providers as business partners to accelerate your growth. Join us as we chat with Christa Williams, Vice President of Bank of America's government contracting team, about how they function as a business partner for contractors. We explore how businesses should be leveraging their service providers, including banks, attorn...