The pricing structure on your government contract is VERY important. So what happens if you win the contract and your not making any profit?

Master Contracting Officer Col GovClose student Stephen through the specifics of his contract and how to negotiate for more money.

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In this episode former government contracting procurement officer Rick Howard gives a 6 step plan for making $378K a Year as a consultant helping companies sell to the US government.

0:06 - How can you make $378K a year working with Sam.gov?

0:20 - Why is working with the government a great way for small businesses to make money?

2:12 - What are the best ways to learn government skills to earn more?

3:00 - How do you create a simple plan to win government jobs and make money?

4:00 - Why does focusing on one area help you earn more in government work?

5:27 - How do you find government work early to increase your earnings?

8:00 - Why is tracking your leads key to making money with government jobs?

10:00 - How can you turn your skills into a profitable business?

12:00 - How do you charge for your services and make steady income?

15:18 - What are the benefits of getting a high-paying job working with the government.

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Paying commissions and contingent fee's in government contracting are not allowed in all situations. Watch former government procurement officer Rick Howard review what the Federal Acquisitions Regulations say about this, when its appropriate and when it's not!!

Government contracting is not just for business owners.

Start A Career In Government Contracting: https://www.govclose.com/sales-certification

Former procurement officer, account executive and current owner of GovClose describes the other ways of making money in the unique industry of federal contracting. A career in either the government or company side of GovCon can be very rewarding.

We cover 3 paths to consider that do not require you to have your own business.

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

00:00 Introduction: Making Money in Government Contracting

00:30 High-Paying Salaried Positions

04:26 Consulting Without Owning a Business

09:18 Government Civilian Careers

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

 Get a free copy of my Government Contract Planner and dominate 2025: https://www.dodcontract.com/

Ekene (Kenny) Abana -- Connect with him on Linkedin: https://www.linkedin.com/in/ekene-abana/

00:00 Introduction to Government Contracting

00:18 Starting the Journey: Initial Steps and Research

01:01 Understanding the Market: Government as a Buyer

02:55 The GovClosed Certification Program

07:46 Navigating the Process: Registration and Set Asides

10:14 Building Partnerships and Winning Contracts

13:09 Expanding Horizons: DOD and Specialized Products

14:02 Challenges and Strategies for Success

21:07 Advice for Aspiring Contractors

28:28 Conclusion and Contact Information

My approach to seeking rejection has not only reshaped my mindset but also helped me secure lucrative government contracts for clients, and built wealth for my family.

Discover the unconventional tactics I use, why they work, and how you can apply them to your business strategy.

Check out the GovClose Certification Program: 

00:00 Introduction: Embracing Rejection

00:24 The Power of Hearing 'No'

00:56 The 'No' Strategy in Action

01:46 Government Contracting Insights

05:08 Discipline Equals Freedom by Jocko Willink

08:00 Applying 'Good' to Sales

11:30 Practical Tips for Getting Comfortable with 'No'

13:16 Conclusion: The Separator of Success

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Today you'll learn why over 100+ students in the GovClose certification are joining the elite profession of government contracting.

They are working as consultants, sales executives and selling theior own products and services to the US government (in some cases all 3)!

We'll share insights from our comprehensive certification program under GovClose, guiding you on how to start a profitable consulting business or land a high-paying sales executive job.

If you're ready to take the next step in your career, visit GovClose Certification Program to learn more and schedule a call with one of our advisors.

Have a question? Send to me directly at: [email protected]

[00:01:14] Why Certification and Training Matter

• Title: The Importance of Certification
• Description: Explanation of why getting certified and trained in the process of selling to the US government can be highly lucrative for both consulting businesses and salaried positions.

[00:03:33] Federal Spending and Small Business Opportunities

• Title: Federal Spending Insights
• Description: A look at federal spending trends, focusing on small business opportunities and the types of goods and services the government purchases.

[00:06:33] The Certification Program: What You'll Learn

• Title: Certification Program Breakdown
• Description: Detailed overview of the certification program, including learning how the government makes purchases, building a federal sales roadmap, and developing a niche strategy.

[00:09:42] Selling to the Government vs. B2B/B2C

• Title: Government Sales vs. Commercial Sales
• Description: The differences between selling to the government and commercial sectors, and why understanding these differences is crucial.

[00:11:00] Starting Your Consulting Business

• Title: Launching a Consulting Business
• Description: How to start a consulting business focused on government contracts, including finding leads, establishing expertise, and generating recurring revenue.

[00:15:00] Building a Sustainable Client Pipeline

• Title: Client Pipeline Strategies
• Description: Strategies for building and maintaining a pipeline of clients to ensure consistent and predictable income.

[00:18:15] Effective Pitching and Proposal Writing

• Title: Mastering the Pitch
• Description: Tips on effective pitching, writing proposals, and invoicing clients for consulting services.

[00:21:30] Real-Life Success Stories

• Title: Success Stories
• Description: Case studies and testimonials from individuals who have successfully leveraged the certification program to generate significant income.

[00:23:00] Advanced Sales Strategies

• Title: Advanced Strategies
• Description: Advanced strategies for selling to the government and running a consulting business, including how to handle niche areas like cybersecurity and SBIR projects.

[00:26:00] Salaried Positions in Government Sales

• Title: Lucrative Sales Jobs
• Description: Exploring high-paying sales positions within companies selling to the government, and how certification can help secure these roles.

[00:28:00] Final Thoughts and Call to Action

• Title: Final Thoughts
• Description: Recap of the episode, the importance of investing in oneself through certification, and how to schedule an enrollment interview with an advisor.

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

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