Game Changers For Government Contractors

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 strategies. He emphasizes the importance of tracking KPIs to ensure continuous growth and making strategic adjustments to stay competitive. This episode offers practical advice to help you simplify processes and achieve greater success in the GovCon market. ----- 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://amzn.to/4c5Vb0d

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 emphasizes the need for strategic preparation before launching a business and how building the right team can accelerate success. This episode offers actionable insights for anyone looking to grow their government contracting business. ----- 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://amzn.to/4c5Vb0d

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, conducting data analysis, and more. He also provides practical tips for creating an AI policy, managing security concerns, and getting the most out of AI tools. Whether you’re new to AI or looking to deepen your understanding, this episode offers valuable advice on how to make AI work for your GovCon business. ----- 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://amzn.to/4c5Vb0d

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 importance of planning ahead, establishing strong banking relationships, and using financing as a tool to grow your business. Whether you're new to government contracting or looking to scale up, this episode provides practical advice on how to overcome financial challenges and position your business for success. ----- 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://amzn.to/4c5Vb0d

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 create winning proposals. Whether you're a seasoned contractor or new to GovCon, this episode provides practical advice to help you navigate the complexities of pricing and increase your chances of success in the competitive government contracting market. ----- 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://amzn.to/4c5Vb0d

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 interact effectively with contracting officers. Whether you're new to GovCon or a seasoned pro, this episode offers a wealth of practical advice to help you succeed in government contracting. ----- 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://amzn.to/4c5Vb0d

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, he explores three alternative business models: affiliate marketing, digital products, and coaching communities. This episode provides valuable insights for those considering government contracting and offers practical alternatives for entrepreneurs looking for faster, easier ways to build a business. ----- 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://amzn.to/4c5Vb0d

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 GovCon space. From overcoming financial challenges to navigating compliance issues, Edward provides invaluable insights into how contractors can succeed. He emphasizes the importance of surrounding yourself with a team that understands the complexities of government contracting, making this episode a must-listen for contractors looking to grow their business. ----- 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://amzn.to/4c5Vb0d

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 examples to clarify these misconceptions, helping you navigate the complexities of the GovCon space with confidence. Whether you're just starting out or looking to refine your approach, this episode is packed with valuable insights to help you succeed in the government contracting arena. ----- 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://amzn.to/4c5Vb0d

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 the RFP process. The conversation delves into the importance of having a well-maintained online presence, how to audit and improve your digital footprint, and why platforms like LinkedIn are now essential for government contractors. Whether you're new to government contracting or looking to enhance your strategy, this episode provides valuable advice on how to stand out in the competitive GovCon market. ----- 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

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 information, booking a capability brief, or building relationships. Learn how to pivot during calls, keep the conversation productive, and avoid the common pitfalls that lead to dead ends. This episode is packed with actionable advice for GovCon sales professionals looking to improve their results. ----- 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://amzn.to/4c5Vb0d

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 drive-by cyber attacks and targeted threats. Learn how to implement robust security measures and create a secure environment for your business. Whether you're a seasoned contractor or new to the field, this episode provides practical advice to safeguard your operations and ensure compliance with federal standards. ----- 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://amzn.to/4c5Vb0d

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 practical tips for veterans, including how to file an intent to file, gather necessary documentation, and follow up diligently. Joined by fellow veteran Andrew and VA-accredited attorney Bill Sterbinsky, this episode offers valuable insights and expert advice for veterans seeking to claim their well-deserved benefits. ----- 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://amzn.to/4c5Vb0d

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 and ostensible subcontractor affiliation. They discuss when, if ever, the middleman strategy is viable and the significant risks involved. This episode is essential listening for anyone considering this strategy or looking to deepen their understanding of government contracting compliance. ----- 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://amzn.to/4c5Vb0d

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 why it's often best to have someone else submit the request on your behalf. Whether you're new to FOIA or looking to refine your strategy, this episode offers essential insights to help you navigate the FOIA process successfully. ----- 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

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 empowering employees, the key differences between small and large business operations, and the challenges and opportunities of integrating with a tribal entity. Tune in to gain valuable insights on scaling a business, strategic growth, and the impact of strong partnerships in the GovCon market. ----- 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

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 insights to build stronger relationships and secure more opportunities. ----- 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

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 process, strategic benefits, and common challenges businesses face when pursuing these certifications. Whether you're new to government contracting or looking to enhance your certification strategy, this episode provides valuable insights to help you succeed in the GovCon market. ----- 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

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 highly lucrative yet challenging market. Whether you're a seasoned government contract salesperson or just venturing into this arena, this episode equips you with the knowledge and insights needed to thrive in the competitive landscape of government contracting. ----- 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

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 the pitfalls of chasing every contract and instead build a sustainable, profitable business in the government contracting space. ----- 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