In this episode I interview David Rothzeid. David is the Vice President of Shield Capitol and a former USAF Program Manager.

David and I have a wide ranging discussion covering his experience in traditional and rapid acquistions processes. David held a key position at the Defense Innovation Unit (DIU) and left the USAF as the ABMS Program Element Monitor (PEM).

If you  would like to contact David yopu can find him on LinkedIn at: https://www.linkedin.com/in/david-rothzeid-7a116961/

If you need help starting, building, and growing a defense contracting business, check out all of the support and resources at https://www.dodcontract.com  

If you have comments or would like to reach me personally you can do so at [email protected]

You can also connect with me on LinkedIn at: https://www.linkedin.com/in/rickychoward/

In this episode I use the AFCEA New Horizons conference as an example of how important it is to be focused with BD efforts. 

Time stamps:

01:08 What is The New Horizon Conference

01:22 What are PEO’s

03:20 Direction you should focus on

03:40 Benefits of attending the conference

06:04 Resources you can get from attending the virtual conference

07:12 Advantages of in-person Conferences

09:11 Where you can register for the conference

09:55 How we can help you on Proposal writing

If you need help starting, building, and growing a defense contracting business, check out all of the support and resources at https://www.dodcontract.com 

If you have comments or would like to reach me personally you can do so at [email protected]

You can also connect with me on LinkedIn at: https://www.linkedin.com/in/rickychoward/

In this episode I go over what to expect on the podcast this year and offer my thoughts on how discipline is key to successful sales in the federal marketplace.

If you need help starting, building, and growing a defense contracting business, check out all of the support and resources at https://www.dodcontract.com 

If you have comments or would like to reach me personally you can do so at [email protected]

You can also connect with me on LinkedIn at: https://www.linkedin.com/in/rickychoward/

We're about to start fall out fund season! In this episode I talk about what fall out funds are and how they can help fund your gov contracting efforts.

Time stamps:

0:00:46 What are fall out funds
0:02:30 Working with your PM/CO on finding and claiming fall out funding
0:03:59 When fall out funds usually become available
0:05:14 How we can help you 

If you need help starting, building, and growing a defense contracting business, check out all of the support and resources at https://www.dodcontract.com 

If you have comments or would like to reach me personally you can do so at [email protected]

You can also connect with me on LinkedIn at: https://www.linkedin.com/in/rickychoward/

In this episode we discuss various ways the US Government can purchase products and services. This is critically important to understand when constructing your GovCon approach.

Time stamps:

0:01:21 RFP (Request for Proposal)
0:03:41 IDIQ
0:07:44 Government Purchase Card (GPC)
0:09:23 Simplified Acquisition Procedures (SAP)
0:10:00 Advice on resources you can use for research

If you need help starting, building, and growing a defense contracting business, check out all of the support and resources at https://www.dodcontract.com 
If you have comments or would like to reach me personally you can do so at [email protected]

You can also connect with me on LinkedIn at: https://www.linkedin.com/in/rickychoward/

Can you market to the federal government? The answer is yes, but the approach is much different than you would take in the private sector.

In this episode I go over some technoques my clients use to market themselves to govertnment agencies.

Time Stamp:

01:00 Marketing to Federal Agency

02:10 Be extremely Focused (Sources you can use when trying to find how to have federal contracts)

04:35 My Advice for finding contacts

06:34 Importance of having conversations with contracting managers

08:07 Conferences as a way of Marketing  

If you need help starting, building, and growing a defense contracting business, check out all of the support and resources at https://www.dodcontract.com

If you have comments or would like to reach me personally you can do so at [email protected]

You can also connect with me on LinkedIn at: https://www.linkedin.com/in/rickychoward/

In this weeks episode I cover unsolicited proposals and why you should avoid this as an approach to federal government sales.

There are many great avenues for approaching the government with a new technology or product however my experience is that unsolicited proposals is NOT one of them! 

If you need help starting, building, and growing a defense contracting business, check out all of the support and resources at https://www.dodcontract.com

If you have comments or would like to reach me personally you can do so at [email protected]

You can also connect with me on LinkedIn at: https://www.linkedin.com/in/rickychoward/

In this episode I interview Bill Mooney, leading subject matter expert on the Foreign Military Sales (FMS) process.

Bill gives a comprehensive overview of the FMS vs. DCS (Direct Commercial Sales) process and provides great advice for companies considering international trade.

Timestamps:
0:04:15 Overview of FMS and DCS market
0:05:10 What is DCS (Direct Commercial Sales)
0:06:23 What is FMS (Foreign Military Sales)
0:08:10 How office supplies can be marketed overseas.
0:10:10 Is there a permit needed to sell products even with an existing contract with the US government.
0:11:11 How to know if the product you're selling is appropriate for the country you want to sell to.
0:13:14 Where to look for preliminary research before talking to an expert.
0:15:00 Advantages and disadvantages of DCS
0:18:19 Advantages and disadvantages of FMS
0:21:57 How government sales work
0:26:17 Foreign Military Sales (FMS) process.
0:40:30 Summary of the Process needed for FMS
0:42:36 Help to decide which is best for your company (FMS or DCS)
0:43:23 Is there a scenario when the government would have to mandate the FMS process and not the DCS?
0:45:42 Message of Bill Mooney to interested companies considering international trade.

If you would like to contact Bill Mooney:
Email: [email protected]
LinkedIn: linkedin.com/in/bill-mooney-9212925

If you need help starting, building, and growing a defense contracting business, check out all of the support and resources at https://www.dodcontract.com

If you have comments or would like to reach me personally you can do so at [email protected]

You can also connect with me on LinkedIn at: https://www.linkedin.com/in/rickychoward/

Graham Plaster is the General Partner of Expeditionary Ventures and deeply involved with investing in emerging technologies that solve national security problem sets. Graham has an amazing background and offers concrete advise for companies interested in developing dual use technologies.

We cover a lot of ground on this episode from SBIR & business development to where virtual reality is headed in the DoD. If you have questions for Graham or would like links to anything we discussed in this episode please see the below links:

Graham’s LinkedIn Profile:
linkedin.com/in/grahamplaster 

Website:
https://www.expeditionary.vc
calendly.com/graham-plaster

Email
[email protected]

Twitter:
GrahamPlaster
FAOAssociation
TheIntellcomm

If you need help starting, building, and growing a defense contracting business, check out all of the support and resources at https://www.dodcontract.com 

If you have comments or would like to reach me personally you can do so at [email protected]

You can also connect with me on LinkedIn at: https://www.linkedin.com/in/rickychoward/

In this episode I give a little bit more about my background in defense acquisitions and how I developed the strategies we discuss in there Government Sales Momentum episodes.

If you need help starting, building, and growing a defense contracting business, check out all of the support and resources at https://www.dodcontract.com 

If you have comments or would like to reach me personally you can do so at [email protected]

You can also connect with me on LinkedIn at: https://www.linkedin.com/in/rickychoward/