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
Tuesday, January 7, 2025 • Duration 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
Tuesday, December 31, 2024 • Duration 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.
From Small Scale to Big Wins: GovCon Growth Strategies with Shirley Collier
Tuesday, October 29, 2024 • Duration 30:37
Hello, this is Chelsea Meggitt, and I'm excited to discuss a topic that is fundamental to scaling in the federal contracting space. Shirley Collier, president and founder of Scale2Market and a federal business development consultant, will be joining me. Shirley provides a wealth of experience, having created strategic playbooks that have helped tiny GovCons grow from humble beginnings to major market competitors.
Shirley delves into the components of these strategic playbooks, which include market understanding, refining internal procedures, and honing the articulation of a company's value proposition. She enthusiastically explains how these tools are designed to not only detect but also grasp growth possibilities in the complex federal scene.
We also discuss the genuine obstacles that small firms face in this area, such as navigating a highly regulated environment and the value of a laser-focused strategy over a scattergun approach. Shirley shares lessons from her path, which has included developing her own businesses and assisting others in climbing the arduous ladder of government contract achievement.
So, join Shirley and me as we discuss the complexities of developing a successful strategy in federal contracting, the importance of deep market intelligence, and the transforming power of a well-crafted playbook. This episode is jam-packed with professional information, personal success stories, and actionable techniques to help you win more federal contracts. Join us for a conversation that will not only inform, but also inspire!
In This Episode:
[00:39] - Shirley introduces herself. She's the president and founder of Scale2Market, a group of federal business development management consultants.
[01:25] - They develop playbooks that consist of understanding the market, internal processes of discipline, people, and articulating your true value proposition.
[02:38] - The playbook is typically a 90-day process. The process is very data driven.
Success Through Relationship-Building
Tuesday, October 22, 2024 • Duration 34:46
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] - asserts that many make ineffective proposals like strangers proposing at concerts, rather than ensuring the right match.
The Power of Networking and of LinkedIn
Tuesday, October 15, 2024 • Duration 30:35
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!
[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.
How to Shine When Developing Your Proposal
Tuesday, October 8, 2024 • Duration 36:12
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.
The Impacts of New Rules & Compliance on Small Businesses (Larry Allen)
Tuesday, October 1, 2024 • Duration 29:54
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!
Insights for Small Businesses Working with the DOD
Tuesday, September 24, 2024 • Duration 29:01
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.
Overcoming Challenges in Defense Contracting
Tuesday, September 17, 2024 • Duration 33:03
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.
From Funding to Growth: Essential Strategies for Small Business Contractors
Tuesday, September 10, 2024 • Duration 31:15
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.
[08:01] - Paul has seen friends shift from government to civilian sectors for more predictable work.
[10:12] - Paul emphasizes eliminating waste and building long-term success through collaborations like with Finnish businesses.
[12:53] - In order to stand out, small businesses must offer unique value, such as intellectual property or strategic partnerships.
[15:06] - Paul shares how helping Finnish companies navigate U.S. business has involved teaching them networking and pitching skills.
[18:21] - Focusing on practical benefits first, like speed or cost, makes eco-friendliness a secondary selling point.
[20:28] - In-depth conversations help understand a company’s culture, goals, and readiness to enter the U.S. Market.
[22:37] - Paul explains how Finland has opportunities in construction, military resources, and partnerships.
[23:56] - Hear how, after leaving AT&T, Paul started his own business and found fulfillment in mission work with FEMA.
[26:25] - It's so important to align personal values with a company's goals.
[27:06] - Paul reflects on how leaving AT&T gave him more control over his direction and allowed him to work with whom he wants.
[28:04] - Chelsea shares how working from home during COVID connected her work and personal values, boosting her passion and efficiency.
[31:38] - Paul focuses on technology, networks, and cybersecurity and learns business strategies from entrepreneurial groups like TIE.
[33:15] - Ultimately, Paul helps businesses build strong networks, elevator pitches, and plans.
[03:07] - Clients include small GovCons who want to grow and companies who want to enter the federal marketplace.
[04:58] - She has grown four businesses in the federal marketplace and gained knowledge and experience in the process.
[06:05] - She helps CEOs create value in their businesses.
[08:49] - The key to success is focusing, and the way to do that is to have knowledge.
[10:59] - One of the things that Shirley's team specializes in is finding what their clients do better than the competition.
[13:25] - She also helps coach clients through the execution plan.
[16:36] - There are so many people involved in government contracting projects which presents multiple challenges.
[20:00] - She has a background in IT, but the playbooks are very data driven.
[24:34] - Shirley loves helping clients and when she hears them repeating information she's shared with them, it's very rewarding.
[25:06] - Shirley shares her best advice. Educate yourself about the market. Carve out a niche. Get a partner. Be aggressive about getting a foot in the door.
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