In this episode, I interviewed Brenden Kumarasamy on How to Master the Art of Public Speaking. Did you know that public speaking ranks number one as the greatest fear of most people? It's followed by snakes and death. In this interview, we talk about simple ways to overcome your fear of public speaking, exercises you can start today, how to present better, several tips and tricks for falling in love with speaking, and how it can make your business more profitable.
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Ep 281: How to Master the Art of Public Speaking

In this episode, I interviewed William Randolph, the Founder, and CEO of Think Acquisition and MicroMarket.co about Creating Your 10K Micro-purchase offer. To be considered a micro-purchase, the contract must be under 10K. Under FAR 13.2 (micro-purchase guidelines), an authorized buyer (contracting officers and credit card holders) is allowed to purchase from you without competition as long as the price is reasonable. This doesn't mean that buyers are just going to throw money at you if your product or service is under 10K. Getting these contracts often requires three things: 1. Relationships with the buyer, 2. An understanding of their needs and challenges, and 3. A well-defined product/service offering.
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Ep 291 - Creating Your 10K Micro-Purchase Offer

Most new government contractors struggle with three specific things; 1. Learning all of the nuances of being a government contractor, 2. Narrowing their focus to a specific niche, and 3. The fundamentals of being a good business owner. This episode will break down each of these challenges and provide you with simple ways to overcome these learning curves.
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Ep 292: 3 Learning Curves of Successful Government Contractors

In this episode, I sat down with Nick Bernardo from MyGovWatch to discuss Who's Buying What You Sell. We touch on this from both the Fed and SLED market perspectives, how to properly search sam.gov for open opportunities, how to gain market awareness by tracking open and recently closed solicitations, and how and when to use open records requests to increase competitive intelligence.
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Ep 293: Who's Buying What You're Selling

This episode is a high-level breakdown that will help you create your social media platform strategy. I talk about platforms, your strategy based on who you want to attract, types of content you should consider, and simple tactics for growing and engaging an audience.
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Ep 294: Social Media Platform Strategy for GovCon

Picture this. You've identified a contracting officer who buys what you sell. The next step is crafting the perfect email to get their attention. You write the email and hit send. If this is your first time doing this, you get a big smile on your face because you know how close you are to getting a contract. To your surprise, nothing happens. You don't get a reply. You try this 100 more times and you don't get a single response. Why? The short answer is that a lot is going on behind the scenes and in each contracting officer's inbox that you aren't aware of. We sat down with Kevin Jans to discuss what's going on in each contracting officer's inbox, the order in which they respond to emails, and how to get your email to stand out so that you increase your odds of getting a reply.
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Ep 295: Why Contracting Officers Aren't Responding to Your Emails

This episode explores crucial tips for building strong partnerships as a government prime or subcontractor. You will learn about balancing your pipeline, navigating prime-sub dynamics, and negotiating realistic terms. Discover the power of controlled communication, strategic vagueness, and decision-making authority for primes. Subcontractors, find success in specificity, favorable termination terms, and payment negotiations. Tune in for essential insights that will transform your teaming strategy and elevate your government contracting game.
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Ep 296 - Tips for Negotiating Teaming Agreements

I recently sat down with Rich Earnest to discuss Equity as Compensation for business developers. We discuss the complexities of equity-based compensation models, the importance of clear agreements and expectations, potential impacts on small business set-asides, balance in compensation, and the importance of having a predefined valuation formula in the event the business developer decides to exit the agreement.
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Ep 297: Equity as Compensation

In this episode, I dive into 10 essential rules for government contractors navigating the social media landscape. Learn why being authentic matters (#3), how to strike the right balance between value-driven content and self-promotion (#5 & #6), and why consistency is key (#4). I also talk about the importance of engagement (#8) and offer strategic tips to develop a winning social media plan (#9). Discover the secret sauce that I've used to build momentum over the last decade (#10).
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Ep 298: 10 Rules For Social Media

In this episode, I sat down with Ricky Howard, a seasoned professional with 20 years of experience in the Air Force specializing in acquisitions and program management. We talked about securing meetings with influential individuals. We cover practical strategies for identifying and connecting with key personnel, with an emphasis on program managers. You will learn about the significance of research, persistence, and relationship-building for navigating the complexities of government contracting.
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Ep 299 - The Art of Securing Meetings with Government Program Managers

I recently sat down with Joshua Frank to talk about Selecting the Right Business Partner. For those who don't know, Josh and I have known each other for over 20 years. We became business partners in April of 2014. This is an unfiltered peek behind the curtain that will provide you with insights as to why we are so successful working together. Working as a team has been a force multiplier that neither one of us expected. 
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Ep 300: Selecting the Right Business Partner

I recently had the pleasure of sitting down with Scott Jenson, the Executive Director of the National Veteran Small Business Coalition to talk about the organization and their annual VETS conference. We are huge fans of the work that the NVSBC is doing to help Veterans. Their legislative advocacy was recently key in raising the Veteran small business goal from 3 to 5%. They have also created a vast network of supporting services for veteran-owned companies. They provide multiple opportunities for Veterans to receive the education and support they need to accelerate the growth of their companies. The NVSBC also hosts one of the best annual conferences of the year called VETS. Learn more about this organization and its amazing conference in this episode.
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Ep 301: Why We Recommend the NVSBC and the VETS Conference

Being a successful government contractor requires finding actionable information. Think of it as being a private investigator in the world of contracts—connecting the dots, avoiding distractions, and staying focused. Discover the art of knowing what to look for, navigating the rabbit hole of information, and, most importantly, when to move on. Whether you're a seasoned contractor or a newcomer, this episode provides practical tips for mastering the investigative side of government contracting.
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Ep 302: How to Think Like an Analyst

In this episode, I sat down with John King to discuss "Chasing Your Small Business Passion." We tackle tough questions like the necessary commitment to sustain your business in the early stages, and whether your business narrative truly reflects your passion. Get insights into starting a new business or shifting to a different industry, alongside the highs and lows that come with being a small business owner. From government contracting to mastering the RFP process, and advice for both newcomers and those expanding into the federal sector, this episode is a treasure trove of practical advice for anyone on the small business journey.
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Ep 303: Chasing Your Small Business Passion

Dive into the essentials of managing remote teams in this engaging episode. We begin by redefining success, emphasizing results over time spent, and focusing on sales rather than call counts and hours. Next, we outline clear expectations for remote work: a professional workspace, arrangements for distractions during client meetings, and maintaining availability during business hours. Our discussion then shifts to building team connections in a virtual environment through regular meetings, encouraging phone or video calls over text-based communication, and hosting virtual social events like book clubs or movie nights. Additionally, we explore the impact of thoughtful gifts, such as quality company swag, to strengthen team bonds. Lastly, we stress the importance of trust in remote teams, including hiring the right people, trusting established metrics, and making tough personnel decisions when necessary. Tune in for actionable insights on fostering a productive and connected remote workforce.
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Ep 304: Tips for Managing Remote Employees

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 NHOs. We discuss the vital work of the NHOA, its foundational goals, and the significant strides it has made in empowering NHOs. Get an insider's look into the NHOA's annual conference, an event that not only celebrates Hawaiian heritage but also fosters discussions on sustainability, community development, and cultural preservation. This episode is a journey into the heart of Hawaiian advocacy, exploring how the NHOA shapes policies, champions cultural heritage, and builds pathways for future generations.
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Ep 305: The Native Hawaiian Organizations Association

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. This approach emphasizes foundational readiness, strategic marketing, and effective execution through seven detailed pillars, ensuring clients quickly move from preparation to action. Discover how Federal Access Advisor not only offers affordability and accessibility but also fosters a collaborative, non-competitive community, enhancing your potential for success in the competitive arena of federal contracting. Join us to accelerate your path to winning contracts with our comprehensive, continuous support system.
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- Our clients have won more than $14.6 Billion in contracts
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Ep 306: Game Changing Group Coaching for Government Contractors

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 differences between SCA and Davis-Bacon, and how they affect various aspects of contracting, from wages to benefits. Whether you're a newcomer to government contracting or seeking to refine your understanding, this episode offers essential insights into ensuring compliance and navigating the potential pitfalls in this complex field. Join us to unravel the layers of SCA and Davis-Bacon, ensuring your government contracting business stays informed, compliant, and ahead of the curve.
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Ep 307: Navigating the Complexities of SCA and Davis-Bacon in Government Contracting

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 "Procrastination Nukes" to obliterate distractions, setting micro-goals for manageable progress, and building momentum with a "done list." Unlock the power of accountability partners, transform your approach to tasks, embrace productivity, and say goodbye to procrastination once and for all.
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Ep 308: Stop Procrastinating

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 negotiation. Discover how contracting officers manage vast portfolios of procurement actions, the intricate process behind the scenes, and the impact of innovative contract vehicles on the industry. Troy's journey from the Department of Defense to launching his own venture and his insights into the evolving landscape of government contracting provide invaluable lessons for professionals in the field. Whether you're a seasoned contractor or new to the industry, this episode is packed with expert advice and real-world experiences that illuminate the challenging yet rewarding world of government contracting.
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Ep 309: A Day in the Life of a Contracting Officer

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 accelerate your path to success.
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Ep 310: 3 Phase Approach to Winning Government Contracts

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 chapters. The book is designed to guide you through every facet of government contracting. Discover practical tips on reaching contracting officers, managing pipelines, and executing successful capability briefings. Grab this indispensable resource at a special launch price of just $9.95 on Amazon. https://www.amazon.com/dp/B0CYXR56PS
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Ep 311: I'm New to Government Contracting. Where Should I Start? Book Launch

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 one this unforeseen challenge as a business owner and leader for her two companies. Discover how Stephanie's clarity on priorities and reliance on her team have not only propelled her businesses forward but also offered profound life lessons. This episode is a testament to the power of a strong team, adaptability, and the enduring spirit of a determined leader.
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Ep 312: Leading Through Adversity

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 ultimately WIN government contracts.
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Ep 313: Understanding the Government Procurement Process

Dive into the world of mergers and acquisitions within the government contracting sector with Sharon Heaton, CEO of sbLiftOff. 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 business or looking to acquire another company, this episode will help you navigate the complexities of M&A.
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Ep 314: Navigating the GovCon M&A Landscape

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 importance of customer experience to evaluating profitability and scalability, this episode is packed with practical advice and real-world examples. Tune in to transform how you approach product selection and ensure your business stands out in the competitive government contracting market.
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Join our group coaching community here: https://federal-access.com/gamechangers 
Grab my #1 bestselling book, "I'm New to Government Contract. Where Should I Start?"
Here: https://www.amazon.com/dp/B0CYXR56PS

Ep 315: Choosing Your Flagship Product or Service

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 can result not only in a default termination, but in becoming the defendant in a False Claims Act suit. Attorney David Panzer discusses the unique and substantial risks of non-compliance with cybersecurity obligations.
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Join our group coaching community here: https://federal-access.com/gamechangers 
Grab my #1 bestselling book, "I'm New to Government Contract. Where Should I Start?"
Here: https://www.amazon.com/dp/B0CYXR56PS

Ep 316: Government Enforcement of Cybersecurity Requirements

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. Whether it's scrutinizing extravagant claims or cross-referencing with official databases, my goal is to equip listeners with the tools to navigate the complexities of government contracting safely and properly. Tune in to learn how to separate fact from fiction and protect yourself from fraudulent schemes.
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Join our group coaching community here: https://federal-access.com/gamechangers 
Grab my #1 bestselling book, "I'm New to Government Contract. Where Should I Start?"
Here: https://www.amazon.com/dp/B0CYXR56PS

Ep 317: How to Spot GovCon Scammers and Con Artists

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 companies in today's market. From navigating the seller's market to understanding the impact of political and economic factors, this episode offers valuable insights for business owners, investors, and anyone interested in the world of M&A. Tune in to gain expert perspectives on the dynamic world of mergers and acquisitions.
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Frustrated with your government contracting journey? Join our group coaching community here: https://federal-access.com/gamechangers

Grab my #1 bestselling book, "I'm New to Government Contract. Where Should I Start?"
Here: https://www.amazon.com/dp/B0CYXR56PS

Ep 318: The Future of M&A: Trends, Predictions, and Insider Insights

This episode discusses a common challenge for small businesses with a socio-economic status.  How to properly use and get the most benefit from your status.  Hint, the advice you are typically given about how to use your status is actually costing you business.
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Federal Access is helping a lot of companies win.  It can help you too.

Here's a special offer.  Visit https://federal-access.com/gamechangers/ today and get started for just $29.

*You are going to get access to a digital copy of the Government Sales Manual.
* Over 75 strategy videos
* More than 30 webinars
* 300 documents and templates AND
* SME support.  So when you run into an issue, you can email me directly for help.

Go check out this special offer today at  https://federal-access.com/gamechangers/

Ep 001: How to Properly Use Your Socio-Economic Status

Game Changers was designed BY government contractors FOR government contractors.  The focus of every episode is to give listeners a new tip, trick, or strategy that will help them find and win more contracts.  Each episode features Subject Matter Experts (SME), companies that are successfully winning contracts, or nationally recognized professional speakers and authors.  The show is hosted by government experts Michael LeJeune from Federal Access and Joshua Frank from RSM Federal.  Their award-winning program Federal Access has helped their clients win over $2 Billion in government contracts.  Game Changers releases a new episode every other week.

Keywords: Government Contractor, Government Sales, Government Contracting, Government Contracts, Government Subcontracting, How to Win Government Contracts, Where to Find Government Contracts, Government Contract Support, FPDS Training, The Government Sales Manual, How to Respond to RFPs, How to Write a Proposal, Capability Statement, Government Trainer, Government Coach, Government Consultant.

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