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Join us as we talk to Ekene Imbata, founder of Facility Management Supplies and People, Inc., about his journey into government contracting. Kenny shares how he transitioned from running a software solutions business to securing his first contracts with the government.

Learn about his strategic partnerships, insights into MRO products, and plans to expand into DoD and software contracts.

Ekene is just getting started and If you're looking for inspiration to break into government sales, this is the episode for you!

Timestamps:

1. [00:00:00] Introduction to Kenny Imbata and His Business Journey

   • Overview of Facility Management Supplies and People, Inc.
   • Initial motivation to pursue government contracting.

2. [00:00:45] Why Government Contracting?

   • Discovering the government as the largest buyer.
   • Importance of targeting higher-value clients.

3. [00:06:00] Starting Small: Registration and Early Challenges

   • Kenny’s first steps on SAM.gov and early difficulties with software contracts.

4. [00:08:30] Teaming Up for Success

   • Partnering with an experienced company for MRO product contracts.
   • How joint ventures and subcontracting can fast-track success.

5. [00:12:00] Fine-Tuning the GovCon Process

   • Focusing on niche markets to reduce competition.
   • Targeting specific agencies like the Navy shipyards.

6. [00:15:30] The Challenges of Pricing and Past Performance

   • Understanding the importance of supplier relationships and profit margins.
   • Strategies to secure past performance for future growth.

7. [00:18:45] Expanding into DoD and Software Contracts

   • Kenny’s exploration of custom software solutions for government needs.
   • Navigating cybersecurity requirements like FedRAMP and NIST.

8. [00:24:00] Building Relationships and Long-Term Success

   • Leveraging relationships with agencies and vendors for simplified acquisitions.
   • Kenny’s advice for aspiring GovCon professionals.

9. [00:26:00] Final Thoughts and Advice for New GovCon Entrants

   • Kenny’s top takeaways from his journey.
   • How to reach out to Kenny for advice or collaboration.

Ekene's Linkedin Profile

FREE TRAINING: https://www.govclose.com/sales-certification

GET CERTIFIED: Earn up to $400K a year as a freelance GOVERNMENT CONTRACT CONSULTANT: https://www.govclose.com/sales-certification.

Free Book Download: https://www.dodcontract.com/

00:00 Introduction to the 8a Program

00:36 Meet Kevin Mulrennan: 8a Expert

01:53 Understanding the 8a Program

02:38 Economic and Social Disadvantages in 8a

07:16 Benefits of the 8a Program

09:17 Sole Source Contracts and Limitations

12:30 Tribal 8a and Unique Advantages

16:16 Strategies for 8a Success

26:20 Joint Ventures and Past Performance

32:54 Future of the 8a Program 3

5:19 Conclusion and Contact Information

Get the GovClose Certification: https://www.govclose.com/sales-certification

In this video you'll learn why approaching government contracting as a consultant is in high demand.

Former government acquisitions officer Rick Howard goes in depth on the top 3 skills required and gives a sneak peek at how much you can expect to make your first year.

00:00 Introduction to Government Contracting

00:41 Rick Howard's Background and Expertise

01:22 Three Key Skills for Success

01:36 Developing Expertise in Government Contracting

05:06 The Importance of Training and Action

06:34 Fundamental Truths of Government Contracting

08:24 Building a Government Contracting Business

10:37 Persistence and Determination in Government Contracting

18:49 Case Study: Ivan's Success Story

19:21 Success Stories: Ivan and Deb

20:52 The Importance of Selling

23:33 Consulting Fees and Expectations

24:18 Starting with Upwork

25:34 Invoicing and Revenue

29:16 Achieving Results in Government Contracting

32:33 Final Thoughts and Program Overview

Interested in the lucrative profession of Government Contracting? The GovClose certification program is giving people the skillset and credibility to crush it in the public sector!

Weather you want to work as an account executive for a big defense company or start your own freelance consulting business GovClose can give you teh tools, 1v1 guidance and community to go out there and make a difference.

Check out the GovClose certification program here: https://www.govclose.com/sales-certification

Want to watch us in action? Check Out Our YOUTUBE Channel https://www.youtube.com/@govclose/?sub_confirmation=1

Everyone needs a quick way to find leads on the go. Get the digital version of the government contract plannert here: https://www.dodcontract.com/

In this tutorial Rick Howard, Former Procurement officer breaks down two features sam.gov has that most small businesses don't take advantage of. #governmentcontracts

GET CERTIFIED: Earn up to $400K a year as a freelance GOVERNMENT CONTRACT CONSULTANT: https://www.govclose.com/sales-certification

Fred Carl is a top graduate of the GovClose certification program and owner of Gears PDM.

Fred shares his extensive experience in the outdoor and military gear market, detailing his journey and valuable insights. From his stint at Gerber Gear to his specialization in ergonomic niche design and consulting, Fred explains the intricacies of getting products like automatic knives to meet rigorous military standards and win military contracts for small business.

He also discusses the GovClose program's value in understanding the complex world of government procurement, emphasizing the importance of strategic planning, NSN processes, and the benefits of networking. 

Want to work with Fred? Fred's website: https://www.gearsproductmarketing.com

00:00 Introduction to Automatic Knives in Military Contracts

00:52 Fred Carl's Career Journey

02:04 Working with Gerber Gear

04:01 Insights from Field Observations

06:10 GovClose Certification Success Stories

07:31 Developing the E-Pet Effect Weapons Tool

08:56 Navigating the NSN Process

12:06 Choosing the GovClose Program 

12:25 Consulting for Smaller Companies

22:05 Challenges in Government Contracting

25:00 Leveraging GovClose Network

31:46 Fred Carl's Expertise and Services

34:39 Conclusion and Contact Information

Earn up to $400K a year as a freelance GOVERNMENT CONTRACT CONSULTANT: https://www.govclose.com/sales-certification

These tools are essential for researching government contracts and getting the competitive advantage. I use them everyday, and my aim is to teach how I use them and how you can leverage these websited for your business.

00:00 Introduction to Government Contracting Tools

00:13 Establishing Your Niche in Government Contracting 01:30 Leveraging USA Spending for Insights

03:12 Analyzing Government Contracts and Competition 04:28 Success Stories and Testimonials

06:04 Understanding Government Spending and Fiscal Years

09:45 Finding and Responding to Sources Sought

20:34 Creating and Managing Opportunities in GovClose

30:49 Ensuring Email Delivery to Government Agencies

31:53 The Importance of Confirming Receipt

32:17 Building Relationships with Government Offices

33:27 Requesting and Conducting Follow-Up Meetings

34:09 The Power of Personal Connections in Sales

34:55 Effective Sales Strategies for Government Contracts 

37:34 Prospecting and Upselling to Government Clients

44:13 Navigating Government Contracting Certifications

47:26 Analyzing Government Spending Data

55:54 Understanding Cybersecurity Requirements

58:05 Final Thoughts and Q&A

GET CERTIFIED: Earn up to $400K a year as a freelance GOVERNMENT CONTRACT CONSULTANT: https://www.govclose.com/sales-certification

27-year-old Ivan Loaiza, a National Guard officer in California, shares his inspiring journey and closing his first government contracting deal as a consultant.

After completing the GovClose certification program, Ivan leveraged the skills he learned to help a small startup company navigate government procurement.

Within a month of certification, he closed his first deal and is now focused on lead generation and pipeline development for IT and technology companies.

00:00 Introduction to Ivan's Success Story

00:17 Ivan's Background and Motivation

01:14 First Deal and Initial Success

02:41 Program Experience and Benefits

03:40 Remote Work and Family Life

04:15 Certification Journey and Achievements

05:20 Future Prospects and Specialization

05:51 Final Thoughts and Contact Information

GET CERTIFIED: Earn up to $400K a year as a freelance GOVERNMENT CONTRACT CONSULTANT: https://www.govclose.com/sales-certification

 In this episode, we explore the complexities of government contracting through the lens of the Dunning-Kruger effect, as introduced by Neil deGrasse Tyson.

We discuss how a little knowledge can be dangerous, the extensive regulatory landscape, and the pitfalls faced by novices.

Hard work and perseverance are required to succeed in government contracting.

Key insights include the importance of data, understanding the government buying process, and building long-term relationships to secure high-dollar contracts.

00:00 Introduction to the Dunning Kruger Effect

00:47 Complexities of Government Contracting

01:53 Misconceptions and Realities

03:58 The Valley of Death in Government Contracting

04:55 Becoming a Government Contracting Expert

06:18 Building Sustainable Government Contracts

07:46 Conclusion and Next Steps

In this episode we review what Elon Musk's public opinion is on government contracting and how it should be approached.

We can take some of these key insights and apply them to our own business.

Additionally, it's essential for anyone in this space to understand how the big defense contractors operate and how so very few companies have risen to compete with them!

00:00 Elon Musk comments on cost plus contracts

03:28 Elon Musk's Perspective on Government Contracts

03:54 The Role of Competition in Contracting

04:10 Sole Source Contracting Explained

05:11 GovClose: Helping Businesses with Government Contracts

05:42 The Reality of Government Contracting

06:19 Elon Musk's Success in Government Contracts

GET "GovClose" CERTIFIED: Earn up to $400K a year as a freelance GOVERNMENT CONTRACT CONSULTANT: https://www.govclose.com/sales-certification

Hire A Trained Government Conrtracting Expert: https://govclose.com/contracts-training

FREE BOOK: Download the "Government Contract Planner" For Free at https://www.dodcontract.com

SUBSCRIBE TO OUR YOUTUBE Channel: https://www.youtube.com/@dodcontractacademy/?sub_confirmation=1

This episode explores Gavin's journey to securing government contracts including cold calling, and his strategies for early engagement and rigorous market research.

This episode offers practical advice and real-life examples of businesses navigating the complexities of government contracts for significant cost savings.

00:00 Introduction to Government Contracting Success

00:13 Meet Gavin Tice: From Sales Coach to GovClose Advisor

01:13 The Journey to Winning Government Contracts

02:42 Gavin's Background and Role in Government Contracting

04:44 Applying GovClose Learnings to Real-World Scenarios

06:48 Exploring Consulting Opportunities

07:59 Wins and Strategic Roadmaps in Government Sales

09:51 Support and Interaction in the GovClose Program

11:14 Engaging with Diverse Groups 12:00 Consulting Business Insights

12:42 The Unique Value of Government Contracting

13:05 Pricing and Expertise in Consulting

13:29 The Importance of Asking the Right Questions

13:53 Evaluating Skillsets and Competition

14:30 Navigating the Government Contracting Niche

15:24 The Value of Investing in Yourself

16:28 Practical Applications and Job Interviews

17:27 Business Development Projects

17:56 Market Research and Roadmaps

20:22 Concluding Thoughts and Next Steps