Back

Explore every episode of the podcast Game Changers for Government Contractors

Dive into the complete episode list for Game Changers for Government Contractors. Each episode is cataloged with detailed descriptions, making it easy to find and explore specific topics. Keep track of all episodes from your favorite podcast and never miss a moment of insightful content.

Rows per page:

1–50 of 423

TitlePub. DateDuration
Ep 424: Why Most Government Contractors Suck at Business Development01 Jun 202600:40:55

Most government contractors are approaching business development completely backwards. They chase random opportunities, bid on contracts they have no business pursuing, overload their pipeline with garbage, and then wonder why growth feels impossible.

In this episode, Michael LeJeune sits down with GovCon BD strategist Brian Long to break down what actually creates momentum in government contracting. They unpack why knowing your niche matters, how to build a pipeline that isn’t a dumpster fire, why most companies enter opportunities way too late, and how to stop wasting time on contracts you’ll probably never win.

This conversation is packed with practical insights around capture strategy, qualifying opportunities, pipeline management, teaming, and the mindset required to succeed in business development.

If your pipeline feels chaotic, this episode is going to hit home.

Ep 423: Your Employees Are a Mirror of Your Leadership18 May 202600:41:17

Your employees are a mirror of your leadership. That’s the uncomfortable reality most business owners spend years trying to avoid.

In this episode, Michael sits down with Darryl Anderson, founder of Tr33 LLC, for a deep conversation about leadership, organizational culture, emotional intelligence, and the hidden “people problems” quietly damaging businesses from the inside out. They unpack why customer experience is usually a reflection of internal leadership standards, how tolerated behavior spreads through organizations, and why so many companies unknowingly create chaos while believing they have a culture problem, an operations problem, or a staffing problem.

This episode is packed with practical leadership insight, real-world business examples, and honest discussion around what actually causes organizations to grow, stagnate, or slowly unravel over time. If you lead people, build teams, or own a business, this conversation will probably hit closer to home than you expect.

Ep 414: Why Most 7-Figure Businesses Stall at $1M16 Mar 202600:48:04

In this episode, I sit down with Scott Jensen, CEO of NVSBC and author of The Owner’s Playbook, to unpack what actually breaks when a business grows. We talk about why brute force gets you to seven figures but won’t get you past it, how fractured systems quietly bleed money, why most owners misunderstand the role of accountants, and the mental discipline required to level up.

We also dig into team dynamics, culture clarity, and a concept Scott calls “auto suggestion” that might change how you think about performance and leadership.

If you’re under $1M trying to grow, or just crossed it and feel operational chaos creeping in, this conversation will hit home.

Ep 325: Tips for GovCon Business Developers01 Jul 202400:18:49
In this episode, we delve deep into the intricate world of government contract sales, focusing on advanced tactics and strategies tailored specifically for sales professionals targeting the federal government and the Department of Defense (DoD). From navigating complex procurement processes to building long-lasting relationships with key decision-makers, we uncover the secrets to unlocking success in this highly lucrative yet challenging market. Whether you're a seasoned government contract salesperson or just venturing into this arena, this episode equips you with the knowledge and insights needed to thrive in the competitive landscape of government contracting. ----- Frustrated with your government contracting journey? Join our group coaching community here: https://federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contract. Where Should I Start?" Here: https://www.amazon.com/dp/B0CYXR56PS
Ep 324: Bid Less, Win More!24 Jun 202400:26:22
In this episode, we sat down with Marsha Lindquist to dive deep into the concept of "Bid Less, Win More," exploring why targeting fewer but more strategic opportunities can lead to higher success rates and profitability. Marsha shares invaluable insights on focusing on core competencies, understanding government customers, and crafting winning pricing strategies. Tune in to discover how to avoid the pitfalls of chasing every contract and instead build a sustainable, profitable business in the government contracting space. ----- Frustrated with your government contracting journey? Join our group coaching community here: https://federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contract. Where Should I Start?" Here: https://www.amazon.com/dp/B0CYXR56PS
Ep 323: The GovCon Pipeline Cliff and How to Avoid It17 Jun 202400:18:24
In this episode, Michael LeJeune addresses the common issue of an empty pipeline and shares actionable strategies to avoid the dreaded "pipeline cliff." Learn how to maintain a steady flow of opportunities by implementing the Rule of 300, which emphasizes daily prospecting and building a long-term pipeline. Discover the importance of consistently adding high-quality opportunities and tracking them over 24 to 36 months. Whether you're struggling with a weak pipeline or falling into the trap of sporadic prospecting, this episode offers practical advice to help you achieve sustained success in government contracting. Tune in to transform your sales approach and ensure a robust pipeline year-round. ----- Frustrated with your government contracting journey? Join our group coaching community here: https://federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contract. Where Should I Start?" Here: https://www.amazon.com/dp/B0CYXR56PS
Ep 322: Transforming Government Contracting with the Power of AI10 Jun 202400:28:23
Join Michael LeJeune and Kim Koster, VP of Product Marketing at Unanet, as they delve into the transformative potential of AI for government contractors. With over two decades of experience in the GovCon industry, Kim shares practical insights on how small to midsize contractors can start leveraging AI tools like ChatGPT and Jasper to enhance productivity. Discover actionable steps for integrating AI into your business, from forming cross-functional teams to ensuring data security and process efficiency. Whether you're a seasoned professional or new to AI, this episode offers valuable guidance to help you navigate the AI landscape and improve your business operations. ----- Frustrated with your government contracting journey? Join our group coaching community here: https://federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contract. Where Should I Start?" Here: https://www.amazon.com/dp/B0CYXR56PS
Ep 321 - How to Simplify Your Business for Success02 Jun 202400:22:11
Feeling overwhelmed by complexity in your business? This episode is for you! Join us as we explore how to simplify your business processes and reduce stress. From email management to prospecting pipelines, learn practical tips to streamline your operations. Discover the four key principles for simplification: identifying pain points, questioning existing processes, implementing changes incrementally, and reviewing periodically. Plus, get insights on useful tools like Stream Deck, Descript, and HubSpot to make your workflow smoother. Tune in and take control of your business efficiency today! ----- Frustrated with your government contracting journey? Join our group coaching community here: https://federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contract. Where Should I Start?" Here: https://www.amazon.com/dp/B0CYXR56PS
Ep 320: How to Increase Your Proposal Win Rate27 May 202400:25:01
Learn how to fortify your proposal prowess with Lori Revely from Cavalry Consulting. Dive deep into the essential prework strategies that companies can implement to soar above the competition. Learn how to construct a robust content library, harness downtime effectively, and optimize resources between bidding cycles. From interviewing Subject Matter Experts (SMEs) to refining resumes and streamlining file management, every detail counts. Uncover the significance of CPAR ratings and debrief accessibility in ensuring a competitive edge. Tune in to equip yourself with the tools to triumph in the world of government proposals! ----- Frustrated with your government contracting journey? Join our group coaching community here: https://federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contract. Where Should I Start?" Here: https://www.amazon.com/dp/B0CYXR56PS
Ep 319: How to Deliver Exceptional Customer Service20 May 202400:18:24
Providing top-tier customer service is non-negotiable when building your government business. This episode highlights ten essential elements crucial for mastering customer service in the public sector. From truly understanding client needs to maintaining clear communication and ensuring quality assurance, each aspect contributes to building strong and enduring relationships. Responsiveness, flexibility, and proactive problem-solving are key traits, alongside professionalism and integrity. Upholding high internal corporate standards and actively seeking client feedback further enhance service delivery. Detailed note-taking is a practical tool for ensuring seamless interactions and continuity, especially as team members change. By embracing these principles, government contractors can elevate their customer service standards, cultivate trust, and position themselves for long-term success in this competitive arena. ----- Frustrated with your government contracting journey? Join our group coaching community here: https://federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contract. Where Should I Start?" Here: https://www.amazon.com/dp/B0CYXR56PS
Ep 318: The Future of M&A: Trends, Predictions, and Insider Insights13 May 202400:27:03
In this episode, we sat down with Christine McDannell, founder of the Magnolia firm. Christine shares her wealth of experience as a serial entrepreneur who has built, sold, and exited numerous businesses over the past two decades. We discussed the evolving landscape of mergers and acquisitions, discussing current trends, predictions for the future, and the intricacies of buying and selling companies in today's market. From navigating the seller's market to understanding the impact of political and economic factors, this episode offers valuable insights for business owners, investors, and anyone interested in the world of M&A. Tune in to gain expert perspectives on the dynamic world of mergers and acquisitions. ----- Frustrated with your government contracting journey? Join our group coaching community here: https://federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contract. Where Should I Start?" Here: https://www.amazon.com/dp/B0CYXR56PS
Ep 317: How to Spot GovCon Scammers and Con Artists06 May 202400:16:10
In this episode, I talk about scammers preying on unsuspecting individuals in the realm of government contracting. From promising easy riches to using deceptive tactics, this episode will expose the psychological playbook of these con artists. Drawing from real-life stories and practical tips, you will learn how to identify red flags and conduct due diligence to avoid falling victim to scams. Whether it's scrutinizing extravagant claims or cross-referencing with official databases, my goal is to equip listeners with the tools to navigate the complexities of government contracting safely and properly. Tune in to learn how to separate fact from fiction and protect yourself from fraudulent schemes. ----- Join our group coaching community here: https://federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contract. Where Should I Start?" Here: https://www.amazon.com/dp/B0CYXR56PS
Ep 316: Government Enforcement of Cybersecurity Requirements29 Apr 202400:17:16
We live in a world where our government and national security is under constant attack. The target of these attacks are not simply U.S. Government systems, but everywhere the information may reside. The U.S. Government has taken an approach to these dangers by requiring the contracting community to protect not only itself, but the U.S. Government from National-State level attacks. Failure to do so can result not only in a default termination, but in becoming the defendant in a False Claims Act suit. Attorney David Panzer discusses the unique and substantial risks of non-compliance with cybersecurity obligations. ----- Join our group coaching community here: https://federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contract. Where Should I Start?" Here: https://www.amazon.com/dp/B0CYXR56PS
Ep 413: If 1+1 Equals 2, You Chose the Wrong Partner09 Mar 202600:15:23
Most entrepreneurs think growth is about adding people. Add a partner. Add an employee. Add a tool. But if 1+1 equals 2, you did not create leverage. You created maintenance. In this episode, Michael explains why real growth requires multiplication, not addition. He breaks down how to evaluate business partners, employees, and romantic partners through the lens of exponential return. Then he introduces the MULTIPLY framework, a practical filter for identifying who truly accelerates your momentum and who simply occupies space. If you feel like you are working harder but not moving faster, this episode will challenge how you choose the people around you. Exponential growth is intentional. Multipliers are selected. ----- Frustrated with your government contracting journey? Join our group coaching community here: federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contracting. Where Should I Start?" Here: https://amzn.to/4hHLPeE Book a call with me here: https://calendly.com/michaellejeune/govconstrategysession
Ep 315: Choosing Your Flagship Product or Service22 Apr 202400:13:54
This episode discusses the difficult process of selecting your company's flagship product or service. We talk about making informed decisions that align with market demand, passion, brand identity, and other key factors that will help lead you to the right choice. We also break down the top criteria essential for choosing a product that not only captivates but also sells. From understanding the importance of customer experience to evaluating profitability and scalability, this episode is packed with practical advice and real-world examples. Tune in to transform how you approach product selection and ensure your business stands out in the competitive government contracting market. ----- Join our group coaching community here: https://federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contract. Where Should I Start?" Here: https://www.amazon.com/dp/B0CYXR56PS
Ep 314: Navigating the GovCon M&A Landscape14 Apr 202400:37:31
Dive into the world of mergers and acquisitions within the government contracting sector with Sharon Heaton, CEO of sbLiftOff. Sharon, a seasoned M&A expert and author of "Liftoff," shares invaluable insights on the art of successful deals, emphasizing empathy, strategic negotiation, and the critical importance of understanding GovCon nuances. Whether you're contemplating selling your business or looking to acquire another company, this episode will help you navigate the complexities of M&A. ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Monthly Inner Circle Live Q&A Call Go check out this special offer today at https://federal-access.com/gamechangers
Ep 313: Understanding the Government Procurement Process08 Apr 202400:12:01
In this episode, we delve into the intricate and often misunderstood world of government procurement. Most people think it's just about bidding and winning. There's a lot more happening behind scenes and leading up to a contract award. Once you understand the process, it will make it easier for you to approach the government to influence acquisitions, gain valuable market intelligence, and ultimately WIN government contracts. ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Monthly Inner Circle Live Q&A Call Go check out this special offer today at https://federal-access.com/gamechangers
Ep 312: Leading Through Adversity01 Apr 202400:36:00
We recently had the pleasure of sitting down with Stephanie Alexander, CEO of Boost LLC and co-founder of govmates. Dive into Stephanie's entrepreneurial journey, her innovative approach to matching government contractors, and the unique challenges she navigates in the federal contracting realm. The heart of this episode is about Stephanie's personal battle with breast cancer and how she navigated one this unforeseen challenge as a business owner and leader for her two companies. Discover how Stephanie's clarity on priorities and reliance on her team have not only propelled her businesses forward but also offered profound life lessons. This episode is a testament to the power of a strong team, adaptability, and the enduring spirit of a determined leader. ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Monthly Inner Circle Live Q&A Call Go check out this special offer today at https://federal-access.com/gamechangers
Ep 311: I'm New to Government Contracting. Where Should I Start? Book Launch25 Mar 202400:21:57
In this special episode, we celebrate the launch of the much-anticipated book, "I'm New to Government Contracting. Where Do I Start?" Whether you're a budding entrepreneur in government contracting or a seasoned business looking to optimize your strategies, this episode is a treasure trove of insights. This episode will give you a sneak peek into the book's comprehensive content, spanning 31 chapters. The book is designed to guide you through every facet of government contracting. Discover practical tips on reaching contracting officers, managing pipelines, and executing successful capability briefings. Grab this indispensable resource at a special launch price of just $9.95 on Amazon. https://www.amazon.com/dp/B0CYXR56PS -----
Ep 310: 3 Phase Approach to Winning Government Contracts25 Mar 202400:11:02
There are three phases to becoming a successful government contractor. The first phase is your foundation. This is where you lay the groundwork. Phase two is your strategy phase. This is where you craft your targeted plan of attack. Phase three is the execution phase. Phase three is all about action. This episode will help you understand how to navigate each phase, avoid common pitfalls, and accelerate your path to success. ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Monthly Inner Circle Live Q&A Call Go check out this special offer today at https://federal-access.com/gamechangers
Ep 309: A Day in the Life of a Contracting Officer18 Mar 202400:34:01
In this episode, I interviewed Troy Francis, a seasoned contracting officer. With 17 years of experience spanning federal to local levels, including a pivotal role at the Department of Defense. Troy offers a rare glimpse into the life of a contracting officer. This episode delves into the complexities and nuances of government procurement, exploring everything from market research to the art of negotiation. Discover how contracting officers manage vast portfolios of procurement actions, the intricate process behind the scenes, and the impact of innovative contract vehicles on the industry. Troy's journey from the Department of Defense to launching his own venture and his insights into the evolving landscape of government contracting provide invaluable lessons for professionals in the field. Whether you're a seasoned contractor or new to the industry, this episode is packed with expert advice and real-world experiences that illuminate the challenging yet rewarding world of government contracting. ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Monthly Inner Circle Live Q&A Call Go check out this special offer today at https://federal-access.com/gamechangers
Ep 308: Stop Procrastinating11 Mar 202400:14:07
In this episode, we dive deep into the art of conquering procrastination. Discover innovative strategies designed to propel you from stagnation to action. Learn how the "Five-Minute Rule" can jump-start your productivity, why tackling your "worst-first" sets the tone for success, and how gamifying your goals turns tedious tasks into thrilling challenges. We'll guide you through creating "Procrastination Nukes" to obliterate distractions, setting micro-goals for manageable progress, and building momentum with a "done list." Unlock the power of accountability partners, transform your approach to tasks, embrace productivity, and say goodbye to procrastination once and for all. ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Monthly Inner Circle Live Q&A Call Go check out this special offer today at https://federal-access.com/gamechangers
Ep 304: Tips for Managing Remote Employees09 Mar 202400:15:39
Dive into the essentials of managing remote teams in this engaging episode. We begin by redefining success, emphasizing results over time spent, and focusing on sales rather than call counts and hours. Next, we outline clear expectations for remote work: a professional workspace, arrangements for distractions during client meetings, and maintaining availability during business hours. Our discussion then shifts to building team connections in a virtual environment through regular meetings, encouraging phone or video calls over text-based communication, and hosting virtual social events like book clubs or movie nights. Additionally, we explore the impact of thoughtful gifts, such as quality company swag, to strengthen team bonds. Lastly, we stress the importance of trust in remote teams, including hiring the right people, trusting established metrics, and making tough personnel decisions when necessary. Tune in for actionable insights on fostering a productive and connected remote workforce. ----- Schedule a call with Michael: https://calendly.com/michaellejeune/govconstrategysession ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Weekly Inner Circle Live Q&A Call Go check out our group coaching program here: https://federal-access.com/gamechangers
Ep 307: Navigating the Complexities of SCA and Davis-Bacon in Government Contracting03 Mar 202400:24:19
In this episode, I interviewed Matt Corzine from GSA National about the intricacies of the Service Contract Act (SCA) and the Davis-Bacon Act, two pivotal pieces of legislation that impact government contracting. Matt demystifies these regulations, shedding light on their significance, the recent changes, and their implications for contractors. Learn about the nuances of compliance, the crucial differences between SCA and Davis-Bacon, and how they affect various aspects of contracting, from wages to benefits. Whether you're a newcomer to government contracting or seeking to refine your understanding, this episode offers essential insights into ensuring compliance and navigating the potential pitfalls in this complex field. Join us to unravel the layers of SCA and Davis-Bacon, ensuring your government contracting business stays informed, compliant, and ahead of the curve. ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Monthly Inner Circle Live Q&A Call Go check out this special offer today at https://federal-access.com/gamechangers
Ep 412: Brand Confusion Is Costing You Revenue02 Mar 202600:41:33
Most businesses don’t have a marketing problem. They have a clarity problem. In this episode, I sit down with Tori Humphreys of Cumberland Marketing to talk about why so many companies struggle to explain what makes them different. We dive into why logos aren’t brands, why “on time and under budget” isn’t differentiation, and why it feels illegal to pause long enough to get clear. If you’ve ever thrown money at a new website, business card, or ad campaign hoping it would fix your growth… this conversation will hit home. Clarity drives confidence. Confidence drives messaging. Messaging drives revenue. Let’s talk about how to slow down long enough to get it right. ----- Frustrated with your government contracting journey? Join our group coaching community here: federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contracting. Where Should I Start?" Here: https://amzn.to/4hHLPeE Book a call with me here: https://calendly.com/michaellejeune/govconstrategysession
Ep 306: Game Changing Group Coaching for Government Contractors26 Feb 202400:08:39
In this episode, I introduce our innovative group coaching model, Federal Access Advisor, for government contractors. Our flagship service is designed to simplify the journey toward securing federal contracts by concentrating on our unique three-phase growth strategy. With over 200 strategy guides, 150 training videos, and live weekly inner circle sessions, we provide an unmatched resource pool. This approach emphasizes foundational readiness, strategic marketing, and effective execution through seven detailed pillars, ensuring clients quickly move from preparation to action. Discover how Federal Access Advisor not only offers affordability and accessibility but also fosters a collaborative, non-competitive community, enhancing your potential for success in the competitive arena of federal contracting. Join us to accelerate your path to winning contracts with our comprehensive, continuous support system. ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Monthly Inner Circle Live Q&A Call Go check out this special offer today at https://federal-access.com/gamechangers
Ep 305: The Native Hawaiian Organizations Association19 Feb 202400:20:39
I recently sat down with Shannon Edie, the Executive Director at the Native Hawaiian Organizations Association to discuss the NHOA and their annual conference. The mission of the NHOA is to protect, promote, and advance the preservation of federal contracting for Native Hawaiian Organizations (NHOs). The NHOA is at the forefront of advocating for the rights, culture, and economic prosperity of NHOs. We discuss the vital work of the NHOA, its foundational goals, and the significant strides it has made in empowering NHOs. Get an insider's look into the NHOA's annual conference, an event that not only celebrates Hawaiian heritage but also fosters discussions on sustainability, community development, and cultural preservation. This episode is a journey into the heart of Hawaiian advocacy, exploring how the NHOA shapes policies, champions cultural heritage, and builds pathways for future generations. ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Monthly Inner Circle Live Q&A Call Go check out this special offer today at https://federal-access.com/gamechangers
Ep 303: Chasing Your Small Business Passion02 Feb 202400:21:36
In this episode, I sat down with John King to discuss "Chasing Your Small Business Passion." We tackle tough questions like the necessary commitment to sustain your business in the early stages, and whether your business narrative truly reflects your passion. Get insights into starting a new business or shifting to a different industry, alongside the highs and lows that come with being a small business owner. From government contracting to mastering the RFP process, and advice for both newcomers and those expanding into the federal sector, this episode is a treasure trove of practical advice for anyone on the small business journey. ----- Schedule a call with Michael: https://calendly.com/michaellejeune/govconstrategysession ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Weekly Inner Circle Live Q&A Call Go check out our group coaching program here: https://federal-access.com/gamechangers
Ep 302: How to Think Like an Analyst28 Jan 202400:18:41
Being a successful government contractor requires finding actionable information. Think of it as being a private investigator in the world of contracts—connecting the dots, avoiding distractions, and staying focused. Discover the art of knowing what to look for, navigating the rabbit hole of information, and, most importantly, when to move on. Whether you're a seasoned contractor or a newcomer, this episode provides practical tips for mastering the investigative side of government contracting. ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Weekly Inner Circle Live Q&A Call Go check out our group coaching program here: https://federal-access.com/gamechangers
Ep 301: Why We Recommend the NVSBC and the VETS Conference20 Jan 202400:32:44
I recently had the pleasure of sitting down with Scott Jenson, the Executive Director of the National Veteran Small Business Coalition to talk about the organization and their annual VETS conference. We are huge fans of the work that the NVSBC is doing to help Veterans. Their legislative advocacy was recently key in raising the Veteran small business goal from 3 to 5%. They have also created a vast network of supporting services for veteran-owned companies. They provide multiple opportunities for Veterans to receive the education and support they need to accelerate the growth of their companies. The NVSBC also hosts one of the best annual conferences of the year called VETS. Learn more about this organization and its amazing conference in this episode. ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Weekly Inner Circle Live Q&A Call Go check out our group coaching program here: https://federal-access.com/gamechangers
Ep 300: Selecting the Right Business Partner14 Jan 202400:43:05
I recently sat down with Joshua Frank to talk about Selecting the Right Business Partner. For those who don't know, Josh and I have known each other for over 20 years. We became business partners in April of 2014. This is an unfiltered peek behind the curtain that will provide you with insights as to why we are so successful working together. Working as a team has been a force multiplier that neither one of us expected. ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Weekly Inner Circle Live Q&A Call Go check out our group coaching program here: https://federal-access.com/gamechangers
Ep 299 - The Art of Securing Meetings with Government Program Managers07 Jan 202400:32:32
In this episode, I sat down with Ricky Howard, a seasoned professional with 20 years of experience in the Air Force specializing in acquisitions and program management. We talked about securing meetings with influential individuals. We cover practical strategies for identifying and connecting with key personnel, with an emphasis on program managers. You will learn about the significance of research, persistence, and relationship-building for navigating the complexities of government contracting. ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Weekly Inner Circle Live Q&A Call Go check out our group coaching program here: https://federal-access.com/gamechangers
Ep 298: 10 Rules For Social Media31 Dec 202300:16:52
In this episode, I dive into 10 essential rules for government contractors navigating the social media landscape. Learn why being authentic matters (#3), how to strike the right balance between value-driven content and self-promotion (#5 & #6), and why consistency is key (#4). I also talk about the importance of engagement (#8) and offer strategic tips to develop a winning social media plan (#9). Discover the secret sauce that I've used to build momentum over the last decade (#10). ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Weekly Inner Circle Live Q&A Call Go check out our group coaching program here: https://federal-access.com/gamechangers
Ep 297: Equity as Compensation24 Dec 202300:30:55
I recently sat down with Rich Earnest to discuss Equity as Compensation for business developers. We discuss the complexities of equity-based compensation models, the importance of clear agreements and expectations, potential impacts on small business set-asides, balance in compensation, and the importance of having a predefined valuation formula in the event the business developer decides to exit the agreement. ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Weekly Inner Circle Live Q&A Call Go check out our group coaching program here: https://federal-access.com/gamechangers
Ep 296 - Tips for Negotiating Teaming Agreements17 Dec 202300:18:10
This episode explores crucial tips for building strong partnerships as a government prime or subcontractor. You will learn about balancing your pipeline, navigating prime-sub dynamics, and negotiating realistic terms. Discover the power of controlled communication, strategic vagueness, and decision-making authority for primes. Subcontractors, find success in specificity, favorable termination terms, and payment negotiations. Tune in for essential insights that will transform your teaming strategy and elevate your government contracting game. ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Weekly Inner Circle Live Q&A Call Go check out our group coaching program here: https://federal-access.com/gamechangers
Ep 411: How to Protect Your Time Without Becoming a Jerk23 Feb 202600:15:57
“Got a minute?” Those three words are quietly draining your business. In this episode, I break down why five minute meetings are the most expensive thing on your calendar. They fragment your focus, destroy strategic thinking, and send you into what I call the productivity death spiral. You’ll learn how context switching kills performance, how interruptions secretly cost you revenue, and how to retrain your team to respect structure without becoming the “unapproachable” leader. If you want deeper work, higher quality decisions, and more revenue without working longer hours, this one is mandatory. ----- Frustrated with your government contracting journey? Join our group coaching community here: federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contracting. Where Should I Start?" Here: https://amzn.to/4hHLPeE Book a call with me here: https://calendly.com/michaellejeune/govconstrategysession
Ep 295: Why Contracting Officers Aren't Responding to Your Emails10 Dec 202300:33:19
Picture this. You've identified a contracting officer who buys what you sell. The next step is crafting the perfect email to get their attention. You write the email and hit send. If this is your first time doing this, you get a big smile on your face because you know how close you are to getting a contract. To your surprise, nothing happens. You don't get a reply. You try this 100 more times and you don't get a single response. Why? The short answer is that a lot is going on behind the scenes and in each contracting officer's inbox that you aren't aware of. We sat down with Kevin Jans to discuss what's going on in each contracting officer's inbox, the order in which they respond to emails, and how to get your email to stand out so that you increase your odds of getting a reply. ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Weekly Inner Circle Live Q&A Call Go check out our group coaching program here: https://federal-access.com/gamechangers
Ep 294: Social Media Platform Strategy for GovCon03 Dec 202300:20:47
This episode is a high-level breakdown that will help you create your social media platform strategy. I talk about platforms, your strategy based on who you want to attract, types of content you should consider, and simple tactics for growing and engaging an audience. ----- Schedule a call with Michael: https://calendly.com/michaellejeune/govconstrategysession ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Weekly Inner Circle Live Q&A Call Go check out our group coaching program here: https://federal-access.com/gamechangers
Ep 293: Who's Buying What You're Selling25 Nov 202300:25:09
In this episode, I sat down with Nick Bernardo from MyGovWatch to discuss Who's Buying What You Sell. We touch on this from both the Fed and SLED market perspectives, how to properly search sam.gov for open opportunities, how to gain market awareness by tracking open and recently closed solicitations, and how and when to use open records requests to increase competitive intelligence. ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Weekly Inner Circle Live Q&A Call Go check out our group coaching program here: https://federal-access.com/gamechangers
Ep 292: 3 Learning Curves of Successful Government Contractors19 Nov 202300:14:45
Most new government contractors struggle with three specific things; 1. Learning all of the nuances of being a government contractor, 2. Narrowing their focus to a specific niche, and 3. The fundamentals of being a good business owner. This episode will break down each of these challenges and provide you with simple ways to overcome these learning curves. ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Weekly Inner Circle Live Q&A Call Go check out our group coaching program here: https://federal-access.com/gamechangers
Ep 291 - Creating Your 10K Micro-Purchase Offer12 Nov 202300:28:08
In this episode, I interviewed William Randolph, the Founder, and CEO of Think Acquisition and MicroMarket.co about Creating Your 10K Micro-purchase offer. To be considered a micro-purchase, the contract must be under 10K. Under FAR 13.2 (micro-purchase guidelines), an authorized buyer (contracting officers and credit card holders) is allowed to purchase from you without competition as long as the price is reasonable. This doesn't mean that buyers are just going to throw money at you if your product or service is under 10K. Getting these contracts often requires three things: 1. Relationships with the buyer, 2. An understanding of their needs and challenges, and 3. A well-defined product/service offering. ----- Schedule a call with Michael: https://calendly.com/michaellejeune/govconstrategysession ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Weekly Inner Circle Live Q&A Call Go check out our group coaching program here: https://federal-access.com/gamechangers
Ep 290: How to Utilize Last Minute Media Deals05 Nov 202300:18:37
Did you know that a lot of paid advertising slots go unsold every month? In fact, this is such an issue for advertisers that there are networks dedicated to selling these spots at heavily discounted rates. The trick to getting these spots is often by waiting until the last minute to pounce on these deals. In this episode, I sat down with Rich Kagan from Last Minute Media Deals to discuss how to go about grabbing these deals and how government contractors can use them to target their buyers. ----- Schedule a call with Michael: https://calendly.com/michaellejeune/govconstrategysession ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Weekly Inner Circle Live Q&A Call Go check out our group coaching program here: https://federal-access.com/gamechangers
Ep 289: The Great Pumpkin29 Oct 202300:11:27
In this special Halloween episode, I talk about a concept that author Mike Michalowicz made popular a few years ago in his book, The Pumpkin Plan. At a high level, the pumpkin plan teaches entrepreneurs how to prune away distractions in their business in order to focus on the most important areas of their business. By cutting out distractions, a business can pour all of its energy into the few things that produce the best outcomes. If done properly, this strategy will help you grow your very own great pumpkin. ----- Schedule a call with Michael: https://calendly.com/michaellejeune/govconstrategysession ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Weekly Inner Circle Live Q&A Call Go check out our group coaching program here: https://federal-access.com/gamechangers
Ep 288: Focusing on Winnable Opportunities22 Oct 202300:24:34
Just because you can, doesn't mean you should. That's one of the best takeaways from this podcast episode. If you wanted to, you could spend all day every day bidding on government opportunities. In fact, that brute force method is exactly how most people start and eventually end their GovCon journey. They spend months or in some cases years blindly responding to opportunities they have no chance of winning. In this episode, I sat down with Jon Barker from PTW Solutions to talk about how to avoid this trap by focusing on winnable opportunities. ----- Schedule a call with Michael: https://calendly.com/michaellejeune/govconstrategysession ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Weekly Inner Circle Live Q&A Call Go check out our group coaching program here: https://federal-access.com/gamechangers
Ep 287: A Unique Exit Strategy for GovCon Firms15 Oct 202300:25:40
Government contractors often struggle with exit and succession planning. Novation requirements, Anti-Assignment Act obligations, and set-aside designations can limit a company's M&A options. Even if a GovCon firm wants to remain independent, traditional buy-sell arrangements can be complicated and inefficient. Employee stock ownership plans represent a meaningful alternative to third-party sales and internal buyouts. ESOP strategies offer shareholders tax-advantaged liquidity while creating meaningful incentives for firms and their employees. Recent legislation has even singled out ESOP-owned companies for preferential treatment in certain DoD contracts. In this episode, I sat down with David Blauzvern from CSG Partners to discuss how to determine if ESOPs are a good fit for your company, the pros and cons of the ESPO model, and much more. ----- Schedule a call with Michael: https://calendly.com/michaellejeune/govconstrategysession ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Weekly Inner Circle Live Q&A Call Go check out our group coaching program here: https://federal-access.com/gamechangers
Ep 286: Building A-Player Teams with Smart Hiring Practices08 Oct 202300:16:09
In this episode, we dive deep into the heart of chronic employee issues and how to resolve them by revamping your hiring process and management strategies. Uncover the secrets to building high-performing teams that require less management and deliver outstanding results. Learn how to identify and attract A-players, optimize onboarding, how to thin the herd, and much more. Schedule a call with Michael: https://calendly.com/michaellejeune/govconstrategysession ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Weekly Inner Circle Live Q&A Call Go check out our group coaching program here: https://federal-access.com/gamechangers
Ep 410: Building a Startup in a Small Town Why You Don't Need a Big City to Win16 Feb 202600:41:14
What if building your business in a small town is actually an advantage? In this episode, I sit down with Lauren Mullins, co-founder of Personality Pool, to talk about what startup life really looks like outside of big cities and venture-capital hype. We unpack the real pros and cons of building a company in a smaller community, from cost of living and mental health to networking challenges and unexpected opportunities. Lauren also shares how her own hiring struggles inspired Personality Pool, a video-based screening platform designed to help businesses hire for culture and personality, not just resumes. If you’ve ever wondered whether you need to move to a big city to grow your business, or how to build something meaningful exactly where you are, this episode will challenge a lot of assumptions. This one’s honest, practical, and refreshingly real. ----- Frustrated with your government contracting journey? Join our group coaching community here: 👉 https://federal-access.com/gamechangers Grab my #1 bestselling book, I’m New to Government Contracting. Where Should I Start? 👉 https://amzn.to/4hHLPeE Book a call with me here: 👉 https://calendly.com/michaellejeune/govconstrategysession
Ep 285: Building Your Brand With Creative Marketing Strategies01 Oct 202300:22:42
In this episode, I sit down with Connor Eckhardt from Focused Image to talk about how government contractors are using digital marketing strategies to position for and win government contracts. We discuss some of the latest trends in B2G marketing, the importance of building a company brand, how to approach digital marketing, how to integrate marketing collateral with your digital strategy, and much more. ----- Schedule a call with Michael: https://calendly.com/michaellejeune/govconstrategysession ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Weekly Inner Circle Live Q&A Call Go check out our group coaching program here: https://federal-access.com/gamechangers
Ep 284: Building a Thought Leadership Platform24 Sep 202300:25:50
I recently had the pleasure of sitting down with Mark Amtower to talk about Building a Thought Leadership Platform. Mark was one of the first voices in government contracting to leverage LinkedIn to help build his brand online. We discuss the power of authenticity, content creation challenges, the importance of networking and engaging with your followers, and we share examples of how thought leadership and content sharing can lead to increased visibility with clients and teaming partners. ----- Schedule a call with Michael: https://calendly.com/michaellejeune/govconstrategysession ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Weekly Inner Circle Live Q&A Call Go check out our group coaching program here: https://federal-access.com/gamechangers
Ep 283: Working with Prime Contractor Small Business Offices17 Sep 202300:21:22
Teaming with other companies is one of the fastest ways to enter and grow a thriving government contracts business. You can accelerate that process by teaming with large primes that already have existing contracts and relationships with your ideal clients. In this episode, I sat down with Lynn Livengood from Peraton to discuss how to properly introduce your company to large primes and how to have a successful teaming relationship. ----- Schedule a call with Michael: https://calendly.com/michaellejeune/govconstrategysession ----- Join our Coaching and Training Platform Today! - Our clients have won more than $14.6 Billion in contracts - Over 24K government contractors trained - Every document, strategy guide, and template you need - More than 150 video trainings - Email Support - Weekly Inner Circle Live Q&A Call Go check out our group coaching program here: https://federal-access.com/gamechangers
© My Podcast Data
About usPrivacy Policy