DoD Contract Academy

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!

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.

https://www.dodcontract.com

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:

1. Differences in Federal dn State contracting.
2. Timelines.
3. Certifications and if they are important.
4. Differences between States.

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!!

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!!

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!!

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!

In this episode, you're going to learn why it is absolutely essential to attend government conferences to win contracts.

Learn why you need to get a booth, as well as critical factors that will make conferencing successful for your business!

0:00 Introduction

1:40 Conferences

3:20 Picking a Government Conference

4:05 Leads

5:41 Meetings

Go to dodcontract.com if you would like help selling to the US government!

Check out this episode on our youtube channel as well as a companion interview with our clients that attended a recent defense conference!

https://youtube.com/@dodcontractacademy

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:

• 🛣️ Step-by-Step Guidance: Lt Col (ret) Ricky Howard breaks down the SAM.gov registration process into simple, manageable steps, ensuring that you can confidently navigate the system on your own.
• 💡 Insider Tips: Benefit from Ricky's wealth of experience as he shares insider tips and tricks to streamline the registration process, saving you time and effort.
• 💼 Why DIY?: Discover why you don't need to pay someone to handle your SAM.gov registration. Ricky Howard demystifies the process, empowering you to take control of this crucial aspect of government contracting.

📈 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

In this episode I'm going to share with you the first steps I take with business owners and sales executives to expand their foot print in the public sector, get some "quick" wins and even new government customers!

Selling to the government should not be confusing! Our weekly episodes are designed to give you clarity on finding and winning US Federal Government Contracts.

Don't forget to check out our growing youtube chanel @DodContractAcademy

You can learn more about selling to the US government and start using our system at: https://www.dodcontract.com

Michelle LaBrosse is a bonafide Rocket Scientist. 

In this interview we walk through Michelle's amazing story: She started as a engineer in the USAF then started a business at 25 where retired General officers were working for her!

She is a graduate of the Harvard Business School’s Owner President Managers (OPM) program and also holds an Aerospace Engineering Degree from Syracuse University and a Mechanical Engineering Degree from the University of Dayton.

Michelle is the founder and CEO of Cheetah Learning, and is also the author of Cheetah Negotiations, Cheetah Project Management, and Cheetah Know How.  Michelle grew Cheetah Learning to the global leader in Project Management education to serve over 100,000 students worldwide. 

You can learn more about Cheetah Learning at: https://www.cheetahlearning.com/wp/

You can learn more about selling to the US government and start using our system at: https://www.dodcontract.com

Today I interviewed Jeffrey Feldberg CEO of Deep Wealth, host of the Deep Wealth Podcast and hands down expert at the process of selling your business.

You'll learn why Jeffrey actually refers to this as a "liquidity event" and how he had the courage to turn down an initial 7 figure offer for his business. 

Through a process of learning and talking to the right people, Jeffrey added 2 zeros to that 7 figure offer and now pays it forward by helping you (and me) grow your business and start planning for a future sale or "liquidity event". Check out Jeffrey's 90-day Deep Wealth Mastery program at: https://podcast.deepwealth.com You can learn more about selling to the US government and start using our system at: https://www.dodcontract.com

In this episode we revisit the incredible success story of Matos Builders, a small construction company that has not only secured lucrative federal government contracts but has also nurtured a thriving 60-member team. Joined by Matos Builders' founders, we explore the crucial aspects of their journey that can inspire and guide small businesses aiming to venture into the world of government contracts.

Discover the intricacies of Joint Ventures, a strategy that Matos Builders is using to bid for and win substantial government projects. Dive deep into the art of building a formidable team, learning from their experience in selecting, training, and retaining top talents.

Explore the concept of "battle rhythm for meetings," a unique approach employed by Matos Builders, ensuring that every interaction is purposeful and productive. Understand the nuances of government financing, unraveling the complexities and demystifying the process for businesses seeking financial support for their federal endeavors.

Additionally, gain insights into gow  Cybersecurity Maturity Model Certification (CMMC) is being handled by Matos as well as a variety of other topics! 

Whether you're a budding entrepreneur or a seasoned business owner, this episode equips you with the knowledge and motivation to embark on your own successful journey into government contracting. Tune in and be inspired to reach new horizons in the world of federal opportunities.

Matos Builders on LinkedIn: matos-builders-llc

Matos Website: https://www.matosbuilders.com/

Check out the new GovClose CRM and Pipeline System at: https://govclose.com/

DoD Contract Academy: https://www.dodcontract.com/

What are the exact steps your business needs to take in order to win government contracts? If you've ever ask yourself that question, then this is the episode for you.

Our team is very excited to announce that the software tool we've been designing for selling to the government has finally been released.

GovClose is a integration of CRM, Pipeline, Government Contract Strategies and Training.

In this podcast episode, we're covering the pipelines that you can choose from in GovClose and how each one is built on a specific strategy that will walk you step by step from identifying opportunities to closing government contracts.

So whether you're a reseller, an integrator, a subcontractor or if you're selling software as a service or hunting for SBIR contracts, there is a pipeline for each one of those strategies and many more.

This is a great episode, and I think you'll gain a lot of insight as to the specific steps it takes to sell to the government and what a tool like a GovClose can do for you.

Check out GovClose at: https://govclose.com/

This episode could literally save your business!!

The federal government always pays, but it can take them 30-90 days. Teresa Moon of Parabilis walks you through the steps you can take to ensure that you are set up financially to deliver amazing results to the government.

This is critical information that many businesses don't think through until they win their first few contracts!

Get in touch with Lisa:

Linkedin: https://www.linkedin.com/in/teresa-moon-060b9611b

Parabilis: https://parabilis.com/

If you're ready to take your business to the next level and secure government contracts, don't miss this episode! Join the DoD Contract Academy today to turbocharge your growth.

🌟 Want to see your revenue soar? Here's your chance!

Join DoD Contract Academy today!

Most entrepreneurs play it safe with revenue goals. But what if you could set aggressive goals and create a plan to achieve them? Discover how to make meaningful revenue strides with government contracts in this episode with Richard Howard.

Don't stay stuck at the same revenue level year after year. Tune in and transform your business! Join DoD Contract Academy at https://www.dodcontract.com/

🔗 Connect with us:

• Explore our resources at https://www.dodcontract.com
• Contact Richard personally at richard@richardchoward.com
• LinkedIn: https://www.linkedin.com/in/rickychoward/

Creatively expressing your companies value to the US government is essential if you want to win contracts.

In this episode we investigate the creative process and see how some of the worlds most creative people can help us think differently and improve our government response writing.

Check out the Creative Act By Rick Rubin: https://www.amazon.com/Creative-Act-Way-Being/dp/0593652886

https://www.megadeth.com/

Whether you're a seasoned entrepreneur or just starting, this episode is your roadmap to success. Don't miss out on the opportunity to skyrocket your business growth with government contracts. Tune in now

If you're ready to take your business to the next level and secure government contracts, don't miss this episode! Join the DoD Contract Academy today to turbocharge your growth.

🌟 Want to see your revenue soar? Here's your chance!

🚀 Double your revenue with government contracts - Join DoD Contract Academy today!

Most entrepreneurs play it safe with revenue goals. But what if you could set aggressive goals and create a plan to achieve them? Discover how to make meaningful revenue strides with government contracts in this episode with Richard Howard.

Don't stay stuck at the same revenue level year after year. Tune in and transform your business! Join DoD Contract Academy at https://www.dodcontract.com/

🔗 Connect with us:

• LinkedIn: @dodcontractacademy
• Explore our resources at https://www.dodcontract.com
• Contact Richard personally at richard@richardchoward.com
• LinkedIn: https://www.linkedin.com/in/rickychoward/

In our previous episodes, we discussed the foundation of building your government contract pipeline and dug into the strategies for uncovering the most promising opportunities to populate your CRM.

So now what do you do with those opportunities? 

In this episode we show you step by step how to:

🔑 Gain a Competitive Edge: Explore the exact steps to submit official responses to government RFI's and Sources Sought.

 🤝 Master the Art of Meetings: Learn how to set up critical meetings with key decision-makers.

💡 Insider Strategies: Get ahead of the competition with expert insights on winning government contracts.

Whether you're a seasoned entrepreneur or just starting, this episode is your roadmap to success. Don't miss out on the opportunity to skyrocket your business growth with government contracts. Tune in now

If you're ready to take your business to the next level and secure government contracts, don't miss this episode! Join the DoD Contract Academy today to turbocharge your growth.

🌟 Want to see your revenue soar? Here's your chance!

🚀 Double your revenue with government contracts - Join DoD Contract Academy today!

Most entrepreneurs play it safe with revenue goals. But what if you could set aggressive goals and create a plan to achieve them? Discover how to make meaningful revenue strides with government contracts in this episode with Richard Howard.

Don't stay stuck at the same revenue level year after year. Tune in and transform your business! Join DoD Contract Academy at https://www.dodcontract.com/

🔗 Connect with us:

• LinkedIn: @dodcontractacademy
• Explore our resources at https://www.dodcontract.com
• Contact Richard personally at richard@richardchoward.com
• LinkedIn: https://www.linkedin.com/in/rickychoward/