In this episode, Steve Fretzin and Ben Walker discuss:

• Navigating the complexities of government contracting and responding to requests for proposals (RFPs)
• Strategies for effective employee retention and building long-term professional relationships
• Lessons learned through costly mistakes in vendor selection and employee hiring
• Marketing and sales tactics for growing service-based businesses in highly regulated industries

Key Takeaways:

• A structured “go or no-go” system helps companies quickly evaluate whether to respond to a request for proposal by screening for essential fit criteria such as pricing compatibility, service capabilities, and competition scope.
• Government contracting success often comes from proactive outreach, including attending local procurement events and targeting check-writing buyers to build relationships long before proposals are even announced.
• Past mistakes in hiring and vendor engagement revealed the critical importance of conducting thorough reference checks and background investigations to avoid long-term financial and operational damage.
• Customizing every proposal by adopting the agency’s language, tone, and acronyms dramatically increases the likelihood of success by signaling subject matter expertise and genuine alignment with their needs.
   

"If you're not hiring people that are getting other offers, then I think you might be hiring the wrong people." —  Ben Walker
 

Unlock the secrets of the industry's top rainmakers with Be That Lawyer: 101 Top Rainmakers’ Secrets to Growing a Successful Law Practice. Grab your ultimate guide to building a thriving law firm now on Amazon: https://www.amazon.com/dp/B0F78HXJHT
 

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Thank you to our Sponsors!

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Ready to grow your law practice without selling or chasing? Book your free 30-minute strategy session now—let's make this your breakout year: https://fretzin.com/
 

About Ben Walker: Ben Walker is the founder and CEO of Ditto Transcripts, the leading global provider of transcription services to the legal, law enforcement, medical, academic, financial, and general business industries. Born and raised in Omaha, Nebraska, Ben attended Creighton Prep High School in Omaha and Colorado State University in Fort Collins, Colorado, where he earned his degree in Economics.
 

Connect with Ben Walker:  

Website: https://www.dittotranscripts.com/

Phone: (720) 287-3710

LinkedIn: https://www.linkedin.com/in/benkwalker/ & https://www.linkedin.com/company/ditto-transcripts/

Twitter: https://x.com/benjaminkwalker

Facebook: https://www.facebook.com/profile.php?id=100000712517059 & https://www.facebook.com/Transcription.Services.Company/

Connect with Steve Fretzin:

LinkedIn: Steve Fretzin

Twitter: @stevefretzin

Instagram: @fretzinsteve

Facebook: Fretzin, Inc.

Website: Fretzin.com

Email: [email protected]

Book: Legal Business Development Isn't Rocket Science and more!

YouTube: Steve Fretzin

Call Steve directly at 847-602-6911

Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.