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Game Changers was designed BY government contractors FOR government contractors. The focus of every episode is to give listeners a new tip, trick, or strategy that will help them find and win more contracts. Each episode features Subject Matter Experts (SME), companies that are successfully winning contracts, or nationally recognized professional speakers and authors. The show is hosted by government experts Michael LeJeune from Federal Access and Joshua Frank from RSM Federal. Their award-w ...
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Game Changers for Government Contractors
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Ep 249: 6 Excellent Reasons to Join a Professional Organization
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It’s not selfish to ask: What’s in it for me? From both a business and individual perspective, that’s the smart lead question to determining the value of membership in a professional association. During this podcast session, my guest Tina Jordan, vice president of membership for AFCEA International, will delve into the top benefits of joining, how …
Do you remember the story of Jack and the Beanstalk? Government contracting often feels just like this story. There are a lot of people struggling to grow their businesses while others seem to thrive. What's the secret? Do those achieving success know something you don't? Are they just lucky? Do they have some sort of "magic beans" that you don't h…
I recently sat down with fellow author Dan Roche to discuss his book, The Total Beginner's Handbook for Doing Business with the Government. We talk about the book at a high level and then zero in on chapter 12, a really, really simple model for designing your business strategy. Dan calls this strategy for the impatient. It's based on four P's: Purp…
Once the excitement dwindles down from winning a government contract, panic often sets in. You've won a contract, but have no idea what to do next. How do you prepare to kick off your new contract to make sure you can actually deliver on the promises you made? That's what this podcast is about today. It's actually a very simple process. Whether you…
Do you ever feel like you start off the calendar year kind of slowly? A lot of companies actually do. When you look at the government cycle, once they end Q4, things seem to grind to a halt. The problem here is that most companies mimic the government's pace and slowly grind to a halt and then coast into the holidays. When they come back from the h…
Building relationships in the government market is quite different from the commercial market. In the commercial market, you can take clients to dinner, golfing, out to a football game, or even buy them gifts. You can't do any of this in the government market unless you want to get in some serious trouble. The big question in this episode is; how d…
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Ep 243: Sales Goals and Activities for Government Contractors
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When it comes to government sales, I tend to put Key Performance Indicators (KPIs) into two buckets. The first is sales goals. We use sales goals to help us define what we want to achieve. The second bucket is activities. Activities are the things you need to do in order to hit your sales goals.-----Schedule a call with Michael: https://calendly.co…
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Ep 242: 9 Core Marketing Tools for Government Contractors
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There are nine core marketing tools that every government contractor needs. The first half of the tools that I discuss are focused on helping you communicate professionalism, your value, and that you are serious about government contracting. The second half of the tools focuses on helping you build your brand and position your company with teaming …
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Ep 241: 7 Key Elements of a Great Capability Statement
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If you're a government contractor, you likely know that you need a capability statement, but do you know the seven key elements that make up a great capability statement? Well, if you don't, today's episode is going to walk you through those key elements and how you can set up your capability statement to be a cut above everybody else that's out th…
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Ep 240: The Domination of Contract Vehicles in Government Contracting
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I recently sat down with Jim Sherwood of Federal Compass to talk about the domination of contract vehicles in government contracting. We discuss the impacts on contractors and strategies to help them adapt to this rapidly increasing way of life.-----Schedule a call with Michael: https://calendly.com/michaellejeune/govconstrategysession-----Federal …
Do you struggle to get prime contractors to call you back? If you do, this podcast will walk through seven ways that they evaluate your company and how you can use this knowledge to your advantage. This is the key to not only getting a callback, but also getting on the team of your choice.-----Schedule a call with Michael: https://calendly.com/mich…
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Ep 238 - How Solopreneurs Can Get Into Government Contracting
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Did you know that you could become a government contractor even if you are a solopreneur? A lot of companies are scared of getting into government contracting because of various roadblocks such as staffing, finances, and past performance. These are actually legitimate roadblocks for many businesses. The reason these are a challenge is because most …
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Ep 237 - 5 Unreasonable Expectations of Government Contracting
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When people initially learn about government contracting it's usually through a movie like War Dogs or a friend that makes it sound like you can make millions overnight with little or no effort. This is just one of many unreasonable expectations that can put a bad taste in your mouth about this market. If you are relatively new or struggling in thi…
I recently sat down with GovCon Consultant and Expert Witness Jeff Cuskey to talk about Efficient Government Contracting Processes. Jeff has a wealth of knowledge in current government contracting practices as well as the history behind how we got to where we are today. We discussed everything from full and open competition to simplified acquisitio…
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Ep 235 - The Disadvantaged Business Cheat Code for Government Contracts
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If you're a small business and you have any sort of status, 8a, SDVOSB, WOSB, SDB, ANC, ISBEE, or anything else that I might have missed, you need to listen up. One of the challenges that I see all the time for government contractors that have a status is, that they spend a lot of time and energy getting the status and then they don't use it proper…
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Ep 234 - How Does a Recession Impact Government Contractors
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How does a recession impact government contractors? If you have been paying attention to the news, you have probably heard the words recession a few million times over the last couple of months. This podcast talks about covers several of the common challenges that contractors face and provides three things you should do to prepare your company for …
Have you ever wanted to partner with a large prime, but didn't know who to talk to? This is a very common challenge for government contractors. This podcast will walk you through my top five ways to meet large government primes. I also provide three tactics to help you stand out from the crowd so they take your meeting.-----Schedule a call with Mic…
In this episode, I interviewed Michelle Gardner-Ince "GI" from the VA Office of Small Disadvantaged Business Utilization about her perspective as somebody who's worked in government and what she's witnessed with small businesses. We talk about some of the do's and don'ts, lessons learned, and best practices for government contractors that are tryin…
A common question that I get asked is, "Mike, how do you get so much done?" Part of that answer is simple. I have help. I couldn't do what I do alone. I'd never sleep. But having help is only part of the solution. If you run a business, you need to be extremely organized and efficient with your time. This podcast will walk you through how I organiz…
This podcast covers my top eleven ways to reach contracting officers. I talk about the obvious ones such as email, phone, and small business representatives, and then get into some not-so-obvious ways. I also talk about some of the simple and practical tactics that I use to make myself stand out to ensure that I get a return call, email, or meeting…
The fastest way to grow your business is to do more of what works AND to do it faster. It's very easy in government contracting to be tempted to move at the pace of the government. And guess what? You don't have that kind of time to waste. Business is often built by capitalizing on momentum and you can't build momentum if you are constantly stoppin…
Projects have five main components. Tasks, tools, resources, processes, and people. If any of these five are not aligned with your project's designed outcomes, you risk being off schedule, over budget, or a failed project. In our podcast today, we sit down with Michelle Watkins from Global PMO Partners to talk about the best practices for optimizin…
In this episode of Game Changers, I walk you through exactly how I got started in government contracting. I want to go back to the beginning and give you some context. Because I think it's really, really important for you to hear how a kid who had never, ever had any sales training, business training, government contractor training, or anything alo…
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Ep 226 - Top 3 Best Industries for Government Contracting in 2022 and Beyond
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If I were starting over in government contracting, these are the three industries I would consider the most. The government is spending billions of dollars each year in these categories and I don't see it slowing down anytime soon. There's a lot of room for competition and newcomers in these industries. If you have a plan in place, it's also fairly…
How do you get known as an expert in your field? The first part of it revolves around the work you do on the front end. You have to actually do the work and be successful. You can't go from; I was an accountant yesterday so now I'm a business coach. I can help you change your life because I've read a book by Tony Robbins. You have to help your clie…
