Welcome to GovCon Unscripted, where we dive into the unfiltered stories and strategies from all around the world of government contracting. Join host Chelsea Meggitt as she explores how to navigate, thrive, and win in this complex but rewarding industry.
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Supporting Small Business Innovation at Army Futures Command
mardi 7 janvier 2025 • Durée 28:42
Welcome back to GovCon Unscripted! I’m your host, Chelsea Meggitt, and in this episode, I sit down with Aubrey Lavitoria, the Small Business Programs Director at Army Futures Command (AFC), to explore how the Army is driving innovation and breaking barriers to help small businesses thrive. Aubrey shares his journey from the Navy to Army Futures, highlighting the command’s unconventional approach to engaging non-traditional businesses and fostering public-private partnerships.
We dive into AFC’s unique position as a non-procuring activity, the importance of human-machine integration, and how events like Vertex bring together industry, academia, and soldiers to solve real-world challenges. Aubrey also gives us a glimpse into AFC’s innovative outreach strategies, from hosting socials to participating in tech-focused events like South by Southwest. He offers actionable advice on how small businesses can connect with AFC and navigate the world of government contracting.
Whether you're a small business owner looking to break into federal opportunities or just curious about how the Army is shaping the future of defense, this conversation is packed with insights and strategies you won’t want to miss!
In This Episode:
[00:00] - Chelsea introduces Aubrey Lavitoria and his role at Army Futures Command.
[01:45] - Aubrey shares his transition from Navy to Army and his passion for innovation.
[04:32] - How AFC’s non-traditional approach gives small businesses access to shaping requirements early on.
[08:10] - The importance of public-private partnerships and engaging with non-traditional businesses in Austin, Texas.
[10:05] - Highlighting AFC’s priorities, including human-machine integration and robotics in defense.
[14:50] - Vertex: A collaborative event driving innovation between industry, academia, and the Army.
[18:30] - Success stories from AFC’s Army Applications Laboratory and its impact on small businesses.
[22:45] - Aubrey’s advice on how businesses can connect with AFC and participate in upcoming events like the AUSA Global Force Symposium and eMerge Americas.
[27:00] - Chelsea and Aubrey reflect on the importance of speed and experimentation in shaping the future of defense.
Getting Through the 'Valley of Death' in Government Contracting
mardi 31 décembre 2024 • Durée 40:23
I am your host Chelsea Meggitt, and welcome back to GovCon Unscripted. In this episode, I welcome Paul Wertz, a seasoned veteran of the world of government contracting and small business innovation. He joins me to share insights from his career at AT&T and how he came to found SherpaWerks, a company engaged in supporting federal initiatives and partnering with international businesses. We discuss some of the challenges that small businesses tend to face when transitioning from research and development to commercialization, which Paul calls the “Valley of Death.”
Paul’s experiences shed some light on the complexities around federal funding, the pitfalls of relying only on grants, and why building strong partnerships is so important. We also touch on his work with the Finnish defense sector and explore how cultural differences impact business strategies in the U.S. market. Paul shares some fascinating stories about helping these companies enhance their pitches, highlighting practical value over divisive buzzwords like “eco-friendly,” and identifying gaps in supply chains where innovative solutions can work.
Throughout the conversation, we reflect on some of the broader challenges that there are in government contracting such as shifting priorities, delayed programs, and the dire need for contingency planning. We also discuss how small businesses can stand out in a competitive field by developing unique intellectual property, making use of relationships, and actively looking for opportunities rather than playing the waiting game. I hope that you enjoy my conversation with Paul!
In This Episode:
[00:34] - Hear how, after retiring from AT&T, Paul founded SherpaWerks, focusing on government contracts and partnerships.
[03:52] - Paul discusses handling challenges such as security clearances, costs, and learning curves when implementing ideas.
[05:22] - Hear how a cybersecurity grant with the Army Cyber program saw setbacks because of shifting priorities and funding.
Avoiding Red Flags, Building Trust, and Protecting Your Business
mardi 24 décembre 2024 • Durée 32:32
Thank you, as always, for tuning in to GovCon Unscripted. I am your host Chelsea Meggitt, and in this episode of the podcast, I am excited to be welcoming back two familiar voices to the show, David Neal (of David Neal Consulting) and Shauna Weatherly (of FedSubK)! Join us as the three of us dig deep into some unsettling developments within the government contracting industry, discussing the challenges that come with content theft, unqualified advice, and unethical practices. Shauna shares her experience of seeing her insights plagiarized by others in the field, including a well-known company that used her content without obtaining her permission.
The conversation also makes a shift toward why it is important to build trust, to be vigilant with your intellectual property, and to avoid companies that make empty promises, such as those who make the claim that they can secure a government contract in a matter of months, an unrealistic feat. We touch upon the red flags to watch for when choosing partners, red flags such as pushy sales tactics, and we emphasize the value of working with experienced professionals who understand the complexities of the industry, and also focus on the positives by discussing some green flags.
This episode also emphasizes the importance of knowing when to rely on others with specific knowledge, such as the importance of GSA schedules and dealing with procurement processes. Shauna and David discuss how building a network of trusted partners is vital to being successful, so if you are in the complex world of government contracting or perhaps are just curious about the industry's challenges and how to avoid the common pitfalls, then this episode is packed with valuable insights to help you make informed decisions and protect your business!
In This Episode:
[01:21] - Hear about how discovered her content, including specific tips and personal client experiences, plagiarized multiple times.
No Shortcuts, Only Trust
mardi 17 décembre 2024 • Durée 35:14
Thank you, as always, for tuning in to GovCon Unscripted. I am your host Chelsea Meggitt, and thanks for tuning back into GovCon Unscripted! In this episode, I sit down with Shauna Weatherly, the founder of FedSubK, to discuss her mission to empower small businesses with the tools and knowledge they need to succeed in the world of federal contracting!
With over 35 years of experience across multiple federal agencies, Shauna’s journey began as a military spouse navigating HR and budget roles before finding her passion in acquisition and contracting, and via a series of career-broadening moves (including stints with the Corps of Engineers, the FAA, and the GSA), she has gained an incredible amount wealth of expertise that she now shares with small businesses.
Tune in as Shauna and I explore how her diverse experiences helped shape her innovative approach to contracting, emphasizing creativity and mission-focused solutions. She also opens up about the importance of mentorship and how it influenced her rise to becoming a trusted resource in the industry, and we discuss her methods for building trust with her clients and community.
It isn't all smooth sailing, though, and Shauna candidly shares her recent frustration with having her original LinkedIn content plagiarized by another entity, highlighting the challenges of maintaining credibility and integrity in a competitive space. Her story is a powerful reminder of why vetting trusted resources is critical and how genuine expertise shines through.
Whether you’re a small business owner looking to break into federal contracting or simply curious about this intricate field, Shauna’s insights are invaluable, so please join us as we discuss persistence, preparation, and the power of authenticity in achieving long-term success!
In This Episode:
[00:37] - We learn that founded to help small businesses navigate federal contracting using her 35 years of experience.
From Army Intelligence to Entrepreneurial Success
mardi 10 décembre 2024 • Durée 31:28
Thank you, as always, for tuning in to GovCon Unscripted! I am your host Chelsea Meggitt, and I am thrilled to have Kati Hippleheuser, the CEO of Seaside Innovations, on the show to explore her inspiring journey from Army intelligence officer to entrepreneur. Kati shares how her military background shaped her leadership skills, adaptability, and entrepreneurial spirit, fueling her transition into the world of government contracting and professional services!
Listen in as she opens up about her early days, from selling lemonade as an ambitious eight-year-old to co-founding a t-shirt business after leaving the Army. She reflects on the challenges of building a business while navigating the transition from military life, including the sacrifices, setbacks, and moments of self-doubt that many veterans face. She reveals, via candid anecdotes, how the military’s focus on teamwork and mission-driven objectives prepared her for the demands of entrepreneurship.
We also discuss the critical role mentorship and community played in Kati’s success, with Kati sharing how a chance meeting with a CEO became a turning point and provided the sponsorship needed to unlock a facility security clearance and opportunities in the intelligence community. Kati provides invaluable insights into navigating the process, including the importance of persistence, building the right connections, and understanding the nuances of working within highly regulated industries.
If you’re curious about blending passion with purpose, overcoming self-doubt, or leveraging past experiences to forge a new path, then this conversation is for you! Join Kati and I for an engaging and practical discussion about grit, growth, and finding joy in doing what you love.
Join me, your host Chelsea Meggitt, for this episode as I discuss the nuances of government contracting with two very insightful guests - Todd Packer and Scot Loveland! Todd, a small business owner and principal consultant of Todd Packer and Associates, has actually been on the show before and shares his journey through the complex federal marketplace. His story involves overcoming the daunting challenges of government registration and leveraging resources like Apex Accelerators, and he candidly talks about the immense value that these services, including one-on-one advising and specialized training, have added to his business by simplifying opportunities for collaboration and funding!
Joining Todd is Scot Loveland, the Director of the Ohio APEX Accelerator at Youngstown State University. Scot unpacks the origin and evolution of Apex Accelerators, emphasizing how they have been indispensable since the late 1980s. He offers insights into their mission of empowering businesses to sell their products and services to various government levels, and throughout the episode, his expertise is evident as he shares how his own experience on the other side of the desk shapes his empathetic approach when guiding companies through seemingly intimidating processes!
Todd and Scot also stress the importance of continuous learning and networking, pointing out how APEX Accelerators facilitate connections with specialists and foster professional growth. Discover how they intend to unlock mysteries through training sessions. I hope that you will join us as we uncover how businesses can significantly streamline their journey to government contracting success with the right support and networking strategies!
In This Episode:
How Relationships Scale Your Business
mardi 26 novembre 2024 • Durée 37:02
Thank you, as always, for tuning in to GovCon Unscripted. I am your host Chelsea Meggitt, and today, I am happy to welcome Brian Kent to the show. Brian is a retired military officer and seasoned entrepreneur who now serves as a consultant, helping companies in the defense and federal contracting sectors, along with some B2B enterprises, to scale effectively.
Brian discusses the complexities of helping organizations by focusing on the entire business process. Rather than isolating departments like sales, he looks at the company as a whole, integrating operations, recruiting, and finance to facilitate success. He emphasizes the importance of relationship management over mere contractual obligations, a theme central to his book, The R Factor.
Brian and I also discuss his journey and how it began as he transitioned from a military career, where he handled acquisitions for U.S. Special Operations Command, into entrepreneurship. He shares the immense value and challenging process of creating cohesive business strategies that align well with organizational needs.
One key takeaway from this episode is Brian's unique approach to organizational alignment, using tools like a "functions chart" and "crosswalk" to identify necessary skills and gaps in training. His simple two-by-two matrix helps sales teams find the best ways to engage clients, saving time and boosting results.
Brian also sheds some light on the common communication barriers in both government and industry sectors and how his "2-2-1" approach encourages listening to customer needs before pitching solutions. This approach isn't just theoretical; it transforms into actionable strategies that he has effectively implemented in real-world scenarios, including government contracting.
Join Brian and I as we explore how relationships, listening, and strategic insights can radically improve business growth and help organizations when dealing with complex transactions!
In This Episode:
[00:35] - , a retired military officer, consults on scaling businesses in the defense sector.
Navigating FPDS for Government Contracting
mardi 19 novembre 2024 • Durée 54:25
I, your host Chelsea Meggitt, welcome Todd Packer, a consultant dedicated to innovation, as we discuss the intricate world of federal awards and government contracting. Todd unveils strategies for leveraging federally funded resources, emphasizing the value of small business centers, accelerators, and women's business centers to navigate complex government landscapes without hefty service fees.
Throughout our conversation, Todd talks about the Federal Procurement Data System (FPDS) – a powerful but sometimes overwhelming tool for understanding procurement awards. He offers tips on using FPDS for business development, sharing advice on navigating it to find detailed contract information. While FPDS can be a valuable resource, Todd also cautions about potential “noise” in the data and stresses the importance of thorough validation when reviewing another company’s experience or your own business's capability statement.
With passion and expertise, Todd uncovers the hidden language of government contracting, and he reveals how FPDS assists in recognizing relevant PSC and NAICS codes in contracts, encouraging businesses to update their statements accordingly. We also explore the fascinating dynamics of language translation in government procurement, understanding how terms and acronyms could help redefine opportunities.
Throughout the podcast episode, Todd offers practical advice for those diving into the vast world of government contracts, providing innovative methods to discover unforeseen opportunities. Whether you're interested in learning how to optimize travel for business connections or predictive strategies for contract expiration, this episode promises rich, actionable insights for the aspiring government contractor!
In This Episode:
[00:36] - Todd advises small organizations to use free, federally funded resources for business development.
[03:28] - It's important to verify legitimacy when using for government contracting information.
Navigating GovCon via Strategic Collaboration and Teamwork
mardi 12 novembre 2024 • Durée 30:11
Thank you, as always, for tuning in to GovCon Unscripted. I am your host Chelsea Meggitt, and if you heard the very first episode of the show, then you likely remember today’s guest, David Neal of David Neal Consulting. David is a true game-changer in the world of government contracting, and you might remember him as someone who has been helping small, economically disadvantaged businesses enter the federal government marketplace for years.
In our conversation today, we discuss the idea of collaboration and team effort, touching upon how vital it is for success, especially when working within the intricate web of government contracts. David is a firm believer in setting solid foundations and preparing strategically for long-term success rather than falling for the misleading promises of quick wins. Listen as we share stories that highlight the importance of groundwork and patience, emphasizing how planting the right seeds now can pave the way for fruitful opportunities down the line.
Plus, I can't wait for you to hear David's insights on navigating the various federal agencies and the necessity of understanding each one's unique purchasing patterns. If you've ever wondered about the importance of aligning your company’s values with those you aim to work with or the unmatched power of teamwork in securing lucrative contracts, this episode is for you, so please join David and I for an eye-opening discussion filled with practical advice as we explore the complexities of selling to the government while building stronger networks.
In This Episode:
[00:37] - David shares that he aids disadvantaged small businesses in federal sales, emphasizing client collaboration for success.
[02:19] - Be wary of charlatans in government contracting; building reputation takes dedication.
[04:46] - David advises planning for 2025 by identifying agencies buying your product because timing is crucial.
Beyond the GSA Schedule: Building Relationships in Government Contracting
mardi 5 novembre 2024 • Durée 32:12
This week, I, your host Chelsea Meggitt, am excited to welcome Jennifer Schaus of JSchaus & Associates to the show! Jennifer's ventures offer everything from assisting with market analysis reports and crafting go-to-market plans, to proposal writing and GSA schedule support, ensuring post-award compliance. If you're a company selling to, or working within, the government contracting space, Jennifer’s networking events and free webinars are an invaluable resource! Tune in as she highlights the breadth of expertise shared in their sessions, particularly through their library of over 700 government contracting webinars available on YouTube!
During our conversation, Jennifer and I explore the participation of big tech companies in the federal contracting arena, and she shares insights into how some big names are venturing into the space, focusing on sectors such as political advertising. She stresses the importance of understanding market data and whether pursuing a GSA schedule is beneficial for your business, a decision that she argues should not be taken lightly without conducting thorough research beforehand.
Jennifer emphasizes the value of strong customer relationships and understanding their purchasing preferences before deciding to hop on a GSA schedule. Many might think that a GSA schedule automatically equals an influx of contracts, but Jennifer offers a reality check: it's actually about strategic relationships and knowing your buyers’ procurement methods.
If you're venturing into government contracting or looking to deepen your understanding of the market, then listen in and get ready to uncover practical nuggets of wisdom and strategic insights in this episode!
In This Episode:
[00:40] - Jennifer Schaus offers market analysis, proposal writing, networking events, and webinars for government contractors.
Podcasts Similaires Basées sur le Contenu
Découvrez des podcasts liées à GovCon Unscripted. Explorez des podcasts avec des thèmes, sujets, et formats similaires. Ces similarités sont calculées grâce à des données tangibles, pas d'extrapolations !
[02:44] - Shauna broadened her contracting expertise through diverse roles at the Army, FAA, and GSA.
[04:43] - Shauna relies on LinkedIn and genuine storytelling to share her expertise with small businesses.
[07:07] - Hear how Shauna discovered a company plagiarized her LinkedIn posts and website articles multiple times in one week.
[09:09] - Shauna emphasizes authenticity and collaboration to foster trust and support in the small business community.
[12:19] - Transparency about expertise builds trust, enables resource connections, and encourages focusing on unique strengths.
[14:03] - Businesses thrive by excelling in their niche, avoiding shortcuts, and maintaining focus for success.
[15:30] - Shauna points out that success in federal contracts requires patience, preparation, and understanding, as larger contracts take time.
[18:21] - Skipping important steps before pursuing GSA schedules often leads to frustration and unmet expectations later.
[19:50] - It's important to thoroughly vet partners, trust instincts, and do research to ensure reliability and prevent future problems.
[22:28] - Federal contracting success demands avoiding shortcuts and recognizing promises of "fast" as red flags.
[23:22] - Shauna argues that success in federal contracting requires foundational knowledge, relationship-building, and consistent effort over quick wins.
[26:49] - Based in Oklahoma City and combining diverse experience and collaboration, Shauna guides businesses with honesty and trusted recommendations.
[29:38] - Staying current with federal procurement changes is very important!
[32:20] - Businesses must acknowledge gaps, highlight strengths, and ensure transparency to build trust and credibility.
[32:38] - Todd argues that being specific with jargon and agency terminology can help uncover relevant government awards.
[36:19] - Speaking the customer's language ensures effective communication and meets them where they are.
[36:37] - Serve as a resource to bridge language gaps in government contracting.
[38:31] - Todd shares a story about the Wright brothers' struggle for government funding.
[41:06] - Early flight innovators succeeded with persistent support from knowledgeable allies.
[44:25] - Todd points out how government contracts, via vision and expertise, can drive transformative technologies forward.
[47:08] - Persistence and collaboration are vital to success in government contracting.
[48:05] - Public Service Recognition Week 2025 will honor government employees’ essential contributions.
[52:14] - Todd shares how listeners can contact him.
Bio:
Todd Packer, CF APMP, Principal Consultant and Founder of Todd Packer and Associates, LLC, is dedicated to helping organizations find resources to launch new initiatives that achieve security, prosperity and innovation.
Since
1999, Todd's commitment to innovation excellence uses research-based, outcome-focused creative problem-solving, business planning and proposal development services to help organizations and leaders to identify needs, develop ideas, manage projects and find new sources of growth and revenue.
With a Master's Degree from the University of Chicago and over twenty years experience with improving performance in international, multi-cultural environments, his innovative techniques have helped individuals from corporations, small businesses, universities, non-profit organizations and health-care facilities in the U.S., Canada and India.
Send Todd a message and mention you heard him on Chelsea Meggitt's GovCon UNSCRIPTED - and follow the podcast, please! - and you will receive a FREE, NO OBLIGATION custom online session with Todd to explore FPDS.gov together and help your business grow!
Some other links:
Have your own fun with the Federal Procurement Data System (FPDS)!
And your local Small Business Development Center (SBDC), SCORE, Veterans Business Outreach Center (VBOC), Women's Business Centers (WBCs) and so much more!
