It's, as always, your host Chelsea Meggitt, and this week, I am so excited to shift gears and share my insightful conversation with Judy Bradt, the CEO of Summit Insight, and a 36-year veteran in federal government contracting. Judy has an impressive track record, including helping businesses secure millions in federal contracts and authoring the Amazon bestseller, Government Contracts Made Easier.

Listen in as, during our conversation, Judy draws parallels between personal and professional proposals. Judy emphasizes the importance of understanding the dynamics in federal contracting - it's all about creating the right relationships before making proposals, ensuring that your efforts resonate with the right audience! She passionately discusses her "players and layers" methodology, which identifies key relationships needed to succeed in federal contracts.

Throughout our chat, Judy also shares invaluable resources, like her federal business development workflow, and provides strategies for navigating the complexities of government contracts. We explored how building the right team and fostering connections can drive success in the competitive federal space.

Tune in as Judy and I dive into the art of relationship-building in government contracting, the nuances of making impactful proposals, and the importance of strategic connection! This episode is sure to enrich your understanding and approach, so join us for a conversation filled with expert insights, personal stories, and practical advice!

In This Episode:

[02:01] - Judy asserts that many make ineffective proposals like strangers proposing at concerts, rather than ensuring the right match.

[03:12] - Every proposal is special, requiring love, care, time, and investment for success.

[04:51] - Judy argues that government contracting is about strong internal teams, expert resources, and relationship-building.

[06:19] - Success in federal agencies requires relationships across five identified layers, which Judy details.

[09:36] - Helping clients requires showing proven success similar to their needs.

[10:14] - Judy adds that federal business involves relationships across stakeholder, specialist, officer, user, and industry layers.

[13:36] - Creating adaptive workflows helps build stories and identify relationship gaps in agencies.

[14:52] - Learn how Judy transitioned from strategist to connecting people in federal contract success through relationship-building.

[17:44] - Judy describes how overcoming fear of sales calls led to focusing on building relationships for success.

[20:13] - Focus, connection, and consistency are so important for success in government contracting.

[23:43] - Judy discusses how the word "sales" is avoided, focusing instead on building service-oriented relationships.

[25:11] - Differentiating service from free work requires understanding contracts and setting boundaries.

[25:44] - Judy defines being of service as involving understanding client needs and offering helpful resources.

[27:48] - Great salespeople are personable, relatable, and focus on building genuine relationships.

[29:39] - Hear how Judy helped secure a major federal contract through an intensive program.

[32:57] - Learn how to get in touch with Judy.

Links and Resources:

Chelsea’s LinkedIn Profile

Judy’s LinkedIn Profile

Summit Insight’s Website

Summit Insight’s LinkedIn Profile

Judy Bradt - Government Contracts Made Easier

Summit Insight - To Bid or Not to Bid: The $65,000 Question

Call Judy: (703) 627-1074

I had the pleasure in this episode of speaking with Mark Amtower of Amtower & Company. Mark is an expert in government marketing and joins me in this episode of GovCon Unscripted to talk about the complexities of building relationships within the government contracting space. He shares his fascinating journey, starting from his early days as a telemarketer to launching his own firm focused on government marketing in 1985. He discusses the nuances of government sales, stressing that it’s a relationship-driven market where understanding the dynamics of the buying process is absolutely essential for success!

Mark provides valuable insights into how companies can effectively position themselves to win contracts, particularly through platforms such as LinkedIn. He and I discuss the importance of having a robust online presence, avoiding common pitfalls in profile development, and the necessity of demonstrating genuine value to potential clients. He also highlights why it's so important to be aware of who the key players are, especially contracting officers and program managers, and how to effectively approach them.

Throughout the conversation, we explore the common challenges that companies face in establishing their visibility and credibility in the government sector, with Mark offering practical advice on leveraging LinkedIn for networking and relationship-building while navigating the unique regulatory landscape of government contracting. I hope that you will tune in for an engaging discussion that will equip you with the knowledge to enhance your government contracting strategies and build meaningful connections in this competitive field!

In This Episode:

[00:46] - Mark shares how he started a government marketing company in 1985 due to its unique regulations.

[03:36] - Mark helps companies define their identity and improve their presence on LinkedIn.

[05:53] - Building visibility and credibility is crucial in a relationship-driven government contracting market.

[09:14] - Mark asserts that LinkedIn profiles should clearly articulate value, avoiding generic information from résumés.

[11:53] - Researching customers and understanding contracts is vital for small businesses in government contracting.

[14:09] - Mark argues that contextualizing connection requests on LinkedIn increases the likelihood of positive responses from government employees.

[15:59] - It's important to focus on existing relationships with agencies before expanding to new government contracts.

[18:22] - Mark feels that while LinkedIn serves as an effective networking tool, deeper conversations have to take place offline.

[20:10] - Success on LinkedIn depends on user sophistication and ethical engagement within the platform.

[22:26] - Building relationships and sharing valuable information can help increase success in government contracting.

[25:41] - Hear how Mark embraces AI's potential and remains adaptable to evolving technologies.

Links and Resources:

Chelsea’s LinkedIn Profile

Mark’s LinkedIn Profile

Amtower & Company - Website

Amtower & Company’s LinkedIn Profile

Alvin Toffler - Future Shock

I’m your host Chelsea Meggitt, and I am so thrilled to be sitting down for a talk with Kirsten Sandlin of RFPrepared. Kirsten truly has a wealth of experience in guiding small business government contractors through the often daunting world of proposal development. Listen as Kirsten shares her journey, starting from her early days in sales and marketing for a small electrical firm, where she first encountered federal RFPs and quickly discovered the challenges many small businesses face in this space.

We also discuss the importance of having a solid foundation of documents ready before responding to RFPs, which can often feel overwhelming. Kirsten emphasizes the significance of clarity and uniformity in submissions, advising small businesses on how to present their capabilities effectively to contracting officers. We touch upon the common mistakes that can derail proposals, including the tendency to be too general or disorganized, and Kirsten provides invaluable insights into how to navigate the proposal process with confidence, encouraging listeners to focus on their core strengths while customizing their responses to meet the specific needs of the agencies that they are targeting.

Throughout the conversation, you can expect to gain practical tips on how to streamline your proposal efforts and learn how to communicate your unique value effectively. Whether you're a seasoned contractor or just starting out, this episode offers a wealth of knowledge to help you succeed in government contracting, so please join us for an engaging discussion that will empower you to take your business to the next level!

In This Episode:

[00:55] - Hear how Kirsten started helping small businesses respond to federal RFPs.

[03:46] - Kirsten begins conversations with clients to understand their RFP goals and initial documents.

[07:01] - Contracting officers seek clear solutions from small businesses rather than flashy marketing materials.

[08:10] - There is a need for uniformity in early-stage documents in order to present a cohesive image.

[11:06] - Kirsten advises small businesses to thoroughly read and understand RFPs before responding.

[13:33] - Small businesses often struggle with specificity and should focus on their core solutions.

[16:14] - Kirsten recommends focusing on primary solutions while adhering to RFP constraints such as page count.

[17:45] - Kirsten points out how many small businesses submit RFPs without clearly stating how they will solve problems.

[20:25] - It can be empowering when small businesses establish effective processes for submitting RFPs.

[22:09] - Kirsten encourages businesses to actively seek opportunities and understand government purchasing practices.

[25:59] - Businesses should also approach customers based on their specific purchasing preferences.

[28:23] - Hear how Kirsten created simple tools to help small businesses manage RFP documents.

[30:12] - Kirsten asks small businesses to share their stories and project experiences during initial meetings.

[33:39] - Learn how to get in touch with Kirsten.

Links and Resources:

Chelsea’s LinkedIn Profile

Kirsten’s LinkedIn Profile

[email protected]

RFPrepared - Website

RFPrepared’s LinkedIn Profile

I am, as always, your host Chelsea Meggitt, and I am happy to be bringing to you my enlightening and insightful conversation with Larry Allen of Allen Federal Business Partners! Larry joins me to talk about the rapidly evolving world of government contracting, bringing his wealth of experience helping businesses of all sizes navigate the complexities of federal compliance. If you're a small business owner, you will definitely want to pay close attention to this episode and maybe even take some notes because Larry unpacks some critical changes in small business contracting rules and how these could impact your ability to compete.

We also touch on important topics such as restrictions on single-use plastics to upcoming greenhouse gas regulations, with Larry offering a thoughtful take on how these rules might create challenges, especially for smaller companies without the resources to adapt quickly. Plus, we explore how cyber incursions are becoming a major concern, and what businesses both large and small can do to prepare for new reporting requirements.

Larry also gives us a peek into the growing disconnect between policymakers and the contracting officers who actually put these rules into place, shedding light on how this gap impacts businesses trying to stay compliant. There’s even some talk about joint ventures and a rule that could change the game for small business task orders, so if you're ready to get ahead of some potential surprises in federal contracting and hear Larry’s insider tips, then this is an episode of GovCon Unscripted that you will not want to miss!

In This Episode:

[00:34] - Larry leads Allen Federal Business Partners, helping government contractors with compliance and business growth.

[02:00] - Federal market changes are frequent, requiring businesses to stay updated on regulations and rules.

[04:42] - Larry explains how small business innovations face challenges due to growing regulations and increased overhead costs.

[06:44] - There is a disconnect between policy makers and contracting officers, burdening small businesses with extra requirements.

[09:19] - The acquisition workforce has been facing increased workloads and outsourcing pressures since the 1990s.

[10:53] - Larry feels that better communication between acquisition policy makers and workforce teams could improve efficiency.

[13:04] - Some large contracting productions struggle due to too many decision-makers and poor execution.

[15:00] - A role proposed by the Small Business Administration (SBA) could limit small businesses from maintaining multi-year contracts after growth.

[18:57] - New greenhouse gas, plastic, and cyber incursion rules will significantly impact small businesses.

[21:05] - Upcoming regulations on electronic chips will require detailed supply chain tracking and raise overhead costs.

[23:36] - Larry points out how small businesses must balance reasonable security with innovation to meet government cyber standards.

[26:36] - Free resources such as Federal News Network help businesses stay informed about government regulations.

Links and Resources:

Chelsea’s LinkedIn Profile

Larry’s LinkedIn Profile

[email protected]

Allen Federal Business Partners - Website

Allen Federal Business Partners’ LinkedIn Profile

Federal News Network

I, your host Chelsea, am very excited to be bringing this episode with Trish Martinelli to you! Trish is the CEO of The Difference LLC and a defense industry expert with more than twenty years of experience in uniform and in the private sector. Listen in as she walks us through her unique perspective on some of the challenges that small businesses face when engaging with the Department of Defense.

One of several standout topics that we explore is how small businesses, from startups to more established companies, can navigate the often complex world of defense contracts. Trish shares real-world examples of how businesses can position themselves to succeed in the defense sector, comparing the process to preparing for a marathon rather than a sprint.  

We also discuss how small businesses can assess their readiness and approach the Department of Defense.  Trish emphasizes the importance of patience, planning, and a five-year runway if you’re serious about working with the military. She also sheds some light on the disconnect between venture capital’s fast-paced expectations and the defense sector's methodical approach, highlighting how businesses can still thrive by adapting to both models.

If you are interested in the intersection of innovation and defense or simply want to understand how to better align your business with the Department of Defense's needs, this conversation offers invaluable insights and actionable advice.Tune in to hear Trish's inspiring journey, her story from military service to serving the military, and her advice on how to bring groundbreaking technologies, like invisibility cloaks (yes, we talk about those!), into the defense world!

In This Episode:

[00:35] - Trish introduces herself as the CEO of Difference LLC and a contractor for the Department of Defense DoD Office of Small Business Programs (DoD OSBP).

[02:54] - Programs to help small businesses, similar to a gym trainer's personalized approach based on readiness, are offered.

[05:30] - Trish often meets small businesses via the government team, helping them explore defense sector opportunities.

[08:42] - Emphasizing empathy, Trish relates her experiences to those of newcomers navigating the DOD's complexities.

[11:20] - Trish highlights the need for adaptability in the DOD.

[13:55] - Trish advises innovators to make products irresistible in the commercial market because the DOD will follow.

[17:25] - Trish explains the different investment models of venture capital and the Defense Department.

[20:28] - There is a distinction between fast-moving small companies and the lengthy DOD procurement process.

[21:07] - Small businesses need a five-year runway, often relying on commercial sectors to stay afloat.

[24:17] - Comparing the defense journey to college, Trish highlights the learning process involved in navigating the DOD.

[26:22] - With a passion for innovation, Trish encourages entrepreneurs to embrace their unique journeys and offers support along the way.

Links and Resources:

Chelsea’s LinkedIn Profile

Trish’s LinkedIn Profile

Common Entry Point for Small Businesses

APEX Accelerators

[email protected]

I am really excited to be bringing you this week’s episode of GovCon Unscripted featuring a truly remarkable guest, Stephanie Hutch, CEO & President of Makai Defense and founder of Kekoa Foundation, a nonprofit in Hawaii. Listen as Stephanie shares her incredible journey from growing up in a military family to building a successful defense contracting company.

Throughout our conversation, Stephanie dives into the early challenges of starting Makai Defense, including securing government contracts and overcoming the challenging obstacles of a startup. With her background rooted in contracting through her parents' work and her own experiences, she reveals how these foundations helped shape her approach to business. 

Stephanie’s insights into leveraging strong networks, navigating the complexities of government contracting, and managing contracts offer a wealth of knowledge for anyone interested in the defense industry! We, in addition, discuss the significant strides that Makai has made in just a few years such as securing key contracts, building strategic partnerships, and evolving from a generalist approach to a more focused and strategic growth plan.

Stephanie’s story is not just about business success but also about her dedication to a mission-driven purpose. Her commitment to national security and innovative solutions highlights the importance of balancing immediate needs with long-term goals.

I hope that you will tune in to hear Stephanie’s candid reflections on the ups and downs of entrepreneurship in the defense sector and her advice for others looking to make an impact. If you are curious about the intersection of innovation, defense contracting, and strategic growth, then this episode is a must-listen for you!

In This Episode:

[01:20] - Stephanie shares how she leveraged the Hawaiian-owned business designation and her family’s military background when overcoming startup challenges.

[04:17] - In the first year, Stephanie and her partner consulted while getting prime contracts and proposals.

[06:19] - Having a large corporation’s mentorship was perfect, offering both understanding and investment for Makai's success.

[08:31] - Stephanie explains how Makai blends service with innovation.

[10:11] - Hear how networking and industry connections were crucial for Makai’s growth and finding new partners.

[12:38] - Stephanie observes more openness now, emphasizing the need for research and connecting with decision-makers.

[15:17] - Stephanie reveals how diversification helps her business get through funding shifts, balancing various contract types and agencies.

[17:13] - Cost-plus contracts offer flexibility but require DCAA-compliant accounting systems and preparation.

[20:52] - Stephanie values the mission over quick profits, planning for long-term impact and national security.

[22:14] - As a Hawaiian-owned business, Makai leverages the 8(a) program for strategic planning and future growth.

[25:07] - Stephanie values her core team, which balances skill gaps and shares a unified vision for growth.

[27:47] - As Stephanie’s business grows, it shifts from wearing many hats to becoming more specialized and focused.

Links and Resources:

Chelsea’s LinkedIn Profile

Stephanie’s LinkedIn Profile

Email Stephanie: [email protected]

Makai’s Website

Makei’s LinkedIn Profile

Kekoa Foundation’s Website

Kekoa Foundation’s LinkedIn Profile

Welcome back to GovCon Unscripted! For this episode, I am so thrilled to welcome Teresa Moon of Parabilis! Teresa is a passionate advocate for small businesses that are navigating the intricate world of federal contracting, and her insights into the challenges and triumphs faced by small contractors are nothing short of invaluable.

Join us as we dive deep into the nuances of funding and financial strategy in the federal contracting space, with Teresa sharing her unique perspective on the importance of starting financial conversations early to avoid pitfalls and ensure sustainable growth. We also discuss the common struggle of securing appropriate funding and the impact of being unprepared for the costs associated with government contracts.

Teresa's background in business growth and business financing and her personal experience growing up with entrepreneurial parents give her a well-rounded view on what is truly required to succeed in govcon. One of many highlights of our conversation is Teresa’s emphasis on the necessity of building strong, honest relationships with financial partners and understanding various lending options. She sheds some light on how small businesses can avoid losing their profit margins and make informed decisions about financing and strategic planning early.

Whether you’re a small business owner, a contractor, or simply curious about the ins and outs of federal contracting, this episode is full to the brim with practical advice and inspiring stories. 

Tune in to gain a deeper understanding of how to navigate financial challenges and foster growth in your business. If you like what you hear, then please also be sure to subscribe and leave a review wherever you listen!

In This Episode:

[01:08] - Teresa  loves working for a company focused on doing good for clients. Though her schedule is packed she faces minimal daily pressure.

[04:38] - Addressing funding issues early is important in order to avoid difficult financial situations and predatory practices.

[06:24] - Teresa argues that effective business planning requires upfront conversation about money, including hiring and operational expenses.

[08:58] - Self-advocacy in the govcon business and understanding various lending options are crucial.

[11:16] - If you lack financial expertise, Teresa advises, consider outsourcing to ensure proper management and avoid failure.

[13:30] - It's important to build strong banker relationships; they should be honest and able to refer you to helpful partners.

[16:46] - Securing funding is more challenging than winning contracts.

[18:20] - Teresa explains how effective business development involves targeting valuable opportunities and seeking mentorship for guidance.

[20:53] - Teresa discusses the importance of having a solid price and funding strategy.

[23:57] - Start with SBDCs and Apex Accelerators which offer free services and government contracting support.

[27:07] - Frequent conferences help with networking and finding mentors, and honest connections are very important for business success.

Links and Resources:

Chelsea’s LinkedIn Profile

Teresa’s LinkedIn Profile

Parabilis - Website

Parabilis - LinkedIn Page

Thanks for tuning in to GovCon, a podcast in which we dive into the unfiltered, unscripted stories and strategies from all over the world of government contracting. I am your host Chelsea Meggitt, and I hope that you will join this journey as I (along with guests) explore how to navigate, thrive, and win in this complex but lucrative industry!

For the introductory episode, I am joined by David Neal, a true advocate for small businesses in the government contracting world. Listen in as we dive into a fascinating discussion about the critical role which small businesses play in driving innovation and sustaining our economy, especially in the federal sector.

David and I chat about our shared passion for supporting small businesses which has been a driving force for us, especially since the pandemic. We explore how these businesses not only kept things running during challenging times but are also incredibly important for the future of federal contracting.

David’s insights are invaluable as he shares practical advice on taking on the complexities of government contracts, including the unique challenges and opportunities for small businesses. We also touch upon selling to the government as opposed to the corporate world, with David’s experiences providing a clear perspective on how to approach these different environments.

From understanding government language to overcoming the obstacles of past performance requirements, this opening episode is packed with actionable tips and strategies, so if you’re a small business owner or just curious about the ins and outs of government contracting, then tune in to get inspired and learn how to turn those small business dreams into big successes! Please also be sure to subscribe and leave a review wherever you listen!

In This Episode:

[00:53] - Why do we love small businesses?

[03:57] - David points out that, for small businesses, one-on-one coaching can be crucial and that personalized guidance helps with the process.

[06:43] - David discusses the differences between federal and corporate sales.

[08:12] - Misunderstandings about programs like ADA highlight the need for persistence and accurate knowledge.

[10:16] - David adds that federal contracts often favor established companies but that knowing the competition and starting small can help.

[12:45] - The government values prior government experience more than commercial, so building relevant past performance is challenging.

[14:01] - David suggests using corporate past performance by matching it to contract size for better results.

[16:04] - David describes a specific method to present past performance for federal contracts.

[18:00] - It's important to understand agency-specific rules and to network to discover opportunities and build relationships.

[21:47] - Small business owners should still focus on their core business while looking for federal contracting expertise.

[23:17] - Helping small businesses succeed with contracts is fulfilling, and discussing specific programs can be helpful.

[26:24] - David contributed to the book Game Changers for Government Contractors. Chelsea contributed to the book Government Marketing Best Practices 2.0

Links and Resources:

Chelsea’s LinkedIn Profile

David’s LinkedIn Profile

Game Changes for Government Contractors