Month: January 2021

Corliss “Mama U” Udoema: Inspiring CEO shares Advice on Business and Faith!

Posted on by Eric Coffie

Gain timeless wisdom in running your business and your life with Corliss “Mama U” Udoema’s Advice on Business and Faith!

BACKGROUND

Corliss “Mama U” Udoema served for over 20 years in the US Marine Corps, as an Assistant Officer in Charge for the Facility Supports Contracts, and as a Supervisory Procurement Analyst in the Naval Facilities Engineering Command, respectively. 

Then, in 2006, she founded Contract Solutions, Inc. (CSI), a professional staffing and management support services company providing acquisition support, training solutions, human resources, and technology solutions.

She is also the President and founder of Agape Love in Action, a 501(c)(3) charitable organization dedicated to helping people in need. 

With all of these, her motto in delivering excellence is a reflection on why she is an acclaimed businesswoman and CSI is part of the Inc. 5000 list for the last consecutive 3 years, and the 2019 USDA Small Business Contractor of the Year, among others. 

THE SUCCESS CONTRACT SOLUTIONS, INC. 

1. Starting the Business. 

Mama U was not really interested in starting a business but when asked by a friend to do it while doing some contract administration with her, she then founded CSI. 

Meanwhile, she also took a position as a Senior Acquisition Consultant at another company, however, after the company lost a contract, she decided to really focus on her business. 

With this, she decided to be part of the 8a program, after being told that the government would only call them back if they are part of a GSA schedule or any other business development program.

“So that’s what I did. And they would ask for something. Then I would, you know, give it to them immediately. Even if I had to get somebody to walk it through, you know, in another town, another state, I would do that.”

2. The Secrets for their Growth. 

In order to really achieve business growth, she hired excellent individuals who have the necessary expertise in various fields needed for their services. 

“A lot of times we want to know the answers, but there’s so many times when you’re running a business, you’re not going to always know the answers. So here’s what I tried to do. I tried to know what I know as opposed to what I don’t know… I tried to find someone that does know. So, you know, the different little things and that’s one of them. And the other one is, you know, to surround yourself with champions.”

Moreover, she makes sure that she works effectively as a rooftop manager who sees all the angles in order to gain the trust of her employees. 

“It’s not easy because when people don’t see what you see, sometimes they won’t… they won’t trust you enough to follow.”

Most importantly, what makes CSI an outstanding company is how Mama U and her team steps up in really achieving their motto. 

“Do it with excellence. You know, no slides was allowed. Do it with excellence. Do it with excellence. And people (will) come back.”

ADVICE FOR BUSINESS OWNERS

1. Have a strong foundation.

When you are starting out as a business owner, you need to have a strong foundation that can handle your growth and success. 

For instance, this might be getting the right information about the marketplace from Small Business Technical Centers, or networking with other businesses. 

“One tiny, you see one little step, that’s the key in business… You just can’t start off, you know, at the top, you know, and make a plan to grow it but don’t have it. It’s like me, if I tried to put 60 people on the foundation of what I had when I first started, it would, what? It would crumble. It would not be strong enough. So, you have to make sure that you, as you build out your foundation, that is strong enough to support what you’re going to put on top of it.” 

2. Plan the end in mind.

Whether you are on your way to success or you are starting out, you need to have a roadmap to help you focus on what you planned to do. This is why you need to have a business plan.

“When you think about critical path with respect to the business, the first thing to me is a good business plan. You’re beginning with the end in mind, right? Some people say, ‘Oh, well, I’ll just, you know, wing it.’ Well, you know what? That’s probably what you’re going to end up with, a chicken wing.”

3. Do not get into a better-than-nothing relationship.

In employing team members and dealing with clients, you should be with someone that is really interested in what you offer and, in return, you should treat them right. 

For instance, you should hire someone that is interested in your $50 pay for an hour because when you hire someone who really wants $70, then that person might stay in your company but is looking for another company who provides better pay and benefits. 

This also goes with your clients. They might give you an opportunity but just once because they will look for another company the next time. 

“When you get those things in sync, you’ll have good retention. Your clients will be happy because they won’t have to follow the bouncing ball all over again. You know, time… and you do excellent.”

4. Deliver excellence. 

Regardless if you offer products or services, it should be delivered with excellence because if not, it will strongly affect your company. 

This also goes with hiring employees. You strongly need to have people who believe in your vision because if they didn’t, then it would be hard for them to achieve your goals and do their tasks with excellence. 

“I realized that if I work 24 hours a day, as hard as I could… that the best that I could do was average. And I said, ‘I don’t do average as that.’ But once I got the platinum card, then I came back and I started to contract there with her. So, you don’t, I know you’re not a person that does average, I know you’re not.”

5. Just be patient. 

The three P’s that you need are prayer, planning, patience. You might find it easy to pray and plan things, but patience is where most people get into problems.

“You started, you have a pot of dirt, you have that seed, you have that business seed, right? And you know, it takes time. And when people come and look, they don’t see anything, right? But you know, you have a seed in the ground and it takes time. You don’t just put the seed in the ground and then, you know, and the pot and in two days later, boom, you’re big. So it truly is a step by step process.”

RESOURCES

If you want to listen to Mama U’s wisdom in running your business, then be sure to click the resources below. You can also visit the GovCon Giant website or the new GovCon Edu where you learn everything about government contracting!

022: Corliss “Mama U” Udoema – The most inspiring CEO great grandmother of all time talks business, faith and timeless wisdom

https://govcongiants1.wpengine.com/podcast/022-2/

GREAT GRANDMA CEO drops all the Wisdom!!

https://www.youtube.com/watch?v=ut4sdy6C2ds&list=PL6-jBNNcc98vTBvNhFYfUTeH0k-Vx2VBH&index=5

Making a Giant with Maria and Leilani Lacusong. From Accountant to 8a Contractor

Posted on by Eric Coffie

In our second episode of Making a Giant Maria sits down and speak to  Leilani Lacusong.

Leilani is an accountant that saw the great opportunities in government contracting. She made some bold moves from applying for her 8a, to contacting Eric for help and driving from state to state “for the love of contracting”. Today she has won a few sole source with the help of the Govcon Giants community.

Listen as she tells us her journey to win her first contract.

Dr. Krystal Nerio: From Air Force to President of Prosperitus Solutions

Posted on by Eric Coffie

Learn from Dr. Krystal Nerio as she shares her journey that led to building of President of Prosperitus Solutions, as well as her advice for small businesses, especially women-owned.

BACKGROUND

After graduating high school, Dr. Krystal Nerio’s older sister urged her to join the U.S. Air Force. During these years of being a full time logistician, she also went to night school to pursue her education. 

Then, after spending six years serving the nation, she returned to the US and began working at different small and large businesses. She had also managed and oversaw the Air Force Mentor Protege Program. 

It was then Ted Terrazas, the former owner of TerraHealth Inc., who encouraged her to take the leap and start her own business, after he sold his company and she’s left to start the next chapter of her life. 

Currently, Dr. Nerio is the President of Prosperitus Solutions, her successful medical logistics staffing firm that provides innovative manpower and project management solutions in the government space. 

Apart from that, she is also the Senior Managing Partner at Nerio Enterprises, where they provide strategic leadership and management of existing real estate portfolios, and the Chairwoman of Global Chamber San Antonio, an international trade and development organization. 

Above all of these, Dr. Krystal Nerio is a proud Hispanic woman who sets an example for all women in the minorities. 

“When I saw that Hispanic women didn’t even make a mark in higher education, it was like, okay, this is not about me anymore. It’s about, you know, my future didn’t, you know, the future generations to come. It’s about making that example for them. So, that’s when I was like, ‘Okay, I gotta do this now.’ So, I changed my mindset on why I was there and that’s how I finished my PhD.”

TRANSITIONING FROM THE AIR FORCE

Dr. Nerio returned to the US when she was 23 years old but in transitioning to being a civilian, she found that her NCO logistics background doesn’t equate much, so once Home Depot decided to hire her, she accepted the job. 

“So, I was getting adjusted to life on US soil and also trying to figure out, ‘Okay, what am I going to do now?’ ‘Cause I was told what to do for six years. So I was told what to wear. I was told where to go. So, it was, truly, I’m having to adjust to civilian life and also adjust to who I am, finding myself.”

Meanwhile, she then got a call from General Dynamics for a logistics job and this was where she learned how to really get in front of the door and learn writing resumes.

“Probably the only difference was, is what? Our war.”

STARTING AND MANAGING PROSPERITUS SOLUTIONS

In starting her business, Dr. Nerio found it easier as Mr. Terrazas, her mentor, had already helped her build relationships and to work in the same environment.

“I was fortunate and blessed that I had been working in those environments for my mentor. I had been doing that for the last three years. You know, hitting the pavement, shaking those hands, getting those contracting officers day in and day out, and so when I switched hats, it was a little easier for me because they knew me.”

The only thing that she did to separate herself from her old employer, TerraHealth Inc., was rebranding and showing that she can do it, even with a different role as an owner.

Then, as part of her company’s growth, they started to provide administrative and medical services aside from logistics, as well as, build their past performance through teaming and partnerships. 

“I had been working with a lot of different prime contractors and it’s a very small world. You just pick up the phone to, to do a reference check real quick, you know… And you, you have to say what you do and do what you say. You have to be a person of your word because in this business, I mean, we’re all at the end of the day, we’re here to, you know, help each other and help each other grow.”

Aside from building her company’s success, Dr. Nerio also aims to help other veterans, in their transitions to the civilian world. The ultimate goal is to put the veterans back in an environment that they’re familiar with: civil service or permanency.

“I knew the struggle of what it was when I got in the military and not knowing what I was going to do or what was next. And so and I say their dependence as well because they’ve been along for the ride and sometimes after retirement, now it’s their time to, it’s a shine or maybe it’s now it’s their time that they want to pursue what they’ve been wanting to do for a while, but they couldn’t do to military life.”

When asked about the story behind Prosperitus Solutions’ logo, she revealed that it is like an ancient culture symbol where it starts small and continues growing. 

“I think as just people in general, we need to be constantly growing and seeking knowledge to be better. Not only for our family but, you know, for others.”

ADVICE FOR SMALL BUSINESSES

In their third year in business, Dr. Nerio thought that building a business might not be for her. However, that next day, someone called to give them an opportunity. If she decided to give up early, what do you think will happen to that opportunity? 

“Don’t give up. You’re going to have those sleepless nights. You’re gonna have those stressful, most stressful moments. But just keep at it every day. If it’s something that you truly are passionate about and that, you know, you want it more than anything in this world, just keep going after it. You’re going to have a struggle in the beginning, but it won’t be for long. You know, it will not be for longer. You’ll have that one moment, that right when you’re about to give up, that next door just opens up.”

ADVICE FOR WOMEN BUSINESS OWNERS

In building her business, Dr. Nerio found quite a few women in business and when she found one, she tried to really hold on to their relationship. 

“You know what advice I would give is to be a good mentor to another women-owned business. Because there were so few of us that I struggle finding a female mentor, believe it or not. And my mentors have been men… And so my advice is, you know, once you do become established and you do have wisdom and knowledge to share, definitely embrace another woman-owned small business.”

RESOURCES

If you want to learn more on how Dr. Krystal Nerio built and expanded Prosperitus Solutions, then be sure to click the resources below.

You can also visit the GovCon Giant website or the new GovCon Edu where you learn everything about government contracting!

From Air Force to President of Prosperitus Solutions

https://www.youtube.com/watch?v=psgh_MmT6M4&list=PL6-jBNNcc98vTBvNhFYfUTeH0k-Vx2VBH&index=15

024: Dr. Krystal Nerio – From Air Force to President of Prosperitus Solutions, a Multi-National Medical & Logistics Staffing Firm

https://govcongiants1.wpengine.com/podcast/024-2/

081: My next guest needs no introduction… Steven Koprince of Koprince Law

Posted on by Eric Coffie

Today’s guest needs no introduction…

Mr. Steven Koprince of Koprince Law founded the blog SmallGovCon, where he has written more than 1,100 posts on government contracting legal issues. The site is viewed by thousands of readers each month and is one of the official must read websites for learning about new rules, changing policies and court findings in federal procurement.

Steven is the author ofThe Small-Business Guide to Government Contracts(AMACOM Books, 2012) and Steven has also written comprehensive handbooks entitledJoint Ventures,SBA Size and Affiliation Rules, and The 8(a) Program.

Steven has been quoted in several national news outlets, has appeared on numerous radio programs and podcasts, and has spoken to dozens of audiences across the country on government contracting matters.

In today’s conversation we discuss:

▪his background and personal journey into the world of government

▪small business tip learned from years of experience

▪top 5 mistakes all businesses make when tackling government contracting.

As a nine-time speaker at the national conference of the Association of Procurement Technical Assistance Centers, Steven knows a thing or two about government contracting. We are so happy to finally have him here on our show. Turn off all your devices, grab a notepad and be prepared to take copious notes.

REPOST: Episode 001: Narjis Ali – Launching a NASA Award Winning IT Security Company

Posted on by Eric Coffie

We are taking you back to our very first episode…

Narjis B. Ali is the President and CEO of Sure Secure Solutions, an 8a Woman Owned Information Technology (IT) Security company founded in 2004. The companies core capabilities include Cloud Computing, Cyber Security, Content Management and Information Management.

She has received numerous awards dating back to 2012 and most recently the prestigious 2016 US Small Business Administration and NASA Small Business Prime Contractor of the Year award 2016 and 2017.

For show notes visit https://govcongiants.org/podcast/01

Know the Red Flags with Your Consulting Client!

Posted on by Eric Coffie

Know the red flags as Maria Martinez shares her experiences with a problematic consulting client and what she learned from it.

HOW DID MARIA FIND HER CLIENT?

Maria Martinez found her client using our GovCon Giant strategy of looking for them in beta.sam and other government contracting databases. Then, Maria did further research by looking at the Florida Sunbiz.

“I looked up their business registration to make sure that they’re doing their reports from the year they established. It tells you everything.”

After months of looking for opportunities with this client, they were then given a contract in June but started it in the end of November. Their job was to replace the HVAC System and to refurbish the units inside as well as the 13 other VAV boxes at the National Hurricane Center in Key West, Florida.

DON’T MISS THE RED FLAGS!

The first red flag that Maria missed is the fact that her client is literally giving estimates on the project on top of his head, without even looking at the papers. Also, he didn’t even visit the site and the technician who did was not present during that time.

The second thing is that while they were doing this paperwork, she already saw how her client got mad at one of his employees, calling that person names, threw things all the way to the front door of his office, and then took a shot of his rum.

Lastly, her client didn’t follow the scope of work where they needed to replace the ten ton units of equipment and rather bought the wrong size and blamed Maria for everything. 

“It’s very important that you guys know who you’re working with and see some of the red flags that come up during the conversation before you take on a contract.”

WHAT MARIA LEARNED?

1. Don’t work with companies like this. 

You should understand that no matter how huge your client’s company is or how long they have been in the industry, it doesn’t really matter. All that matters is if they can do the work while still gaining profit and without belittling you. 

“Moral of the story is make sure you know who you’re working with and don’t be so excited to get your first client, to get that first contract, to see six figure on there instead of— ‘cause my first goal is 25 thousand and when I saw a hundred and thirty-three, I was like, ‘Oh!’ I was excited. Like the excitement and the feelings and the emotions and everything took over the fact that this guy’s throwing all this stuff all over.”

2. You’re not supposed to run the contract.

In Maria’s case, she did everything from helping with the solicitation up to the hundred day inspection, because she just wanted this project to get done.

However, as a consultant, you should only do what your job says because your payment is not enough for the hassle in doing what Maria did. 

“I went in for a 90 day inspection. I went back for a 100 day inspection. Again, as a consultant, you’re not supposed to go and do those work, by the way.”

3. Learn to walk away.

Don’t be afraid to cut ties with your client if you already see all of these red flags because the more you stay on this relationship, the more you will suffer. 

“So, that’s why when I talk to some of you guys, when I talk to people calling in, I told them like, just be, like it’s not easy. It’s ve— It takes a lot of work and you have to be able to recognize and walk away at times because trust me, it’s not fun when it gets there.”

RESOURCES

If you want to learn more on how to be a consultant and dealing with your consulting client, then be sure to click the resources below. You can also visit the GovCon Giant website and other social media platforms or the new GovCon Edu where you learn everything about government contracting!

Resource specialist Maria lands her first consultant client – Eric Coffie

https://www.youtube.com/watch?v=wCcC6ek9mZU&t=8s

Want to make money as a Government Consultant, follow these steps – Eric Coffie

https://www.youtube.com/watch?v=g1801TXW3pQ&t=30s

How to Make Money as Government Consultant – Becoming Rich in America – Eric Coffie

https://www.youtube.com/watch?v=1G5y7RROf20&t=21s

How to get started as a consultant – no experience no money needed – Eric Coffie

https://www.youtube.com/watch?v=XRctmnGoPYw&t=49s

Do you need help trying to identify your first consultant client?

https://www.youtube.com/watch?v=U3YoXfvrj54&t=8s

It is LONELY at the TOP, so TEAM UP!

Posted on by Eric Coffie

Doing contracts with the government is not easy stuff. So, instead of doing it alone, why not reach out to others, build relationships, and team up?

BEING ALONE IS NO FUN

There’s no fun in doing everything alone because you don’t have people to help you with. You might become the CEO or work in huge positions in a company but there will always be times that you will need someone to share experiences or hang out with. 

So, why not build relationships with others while reaching the top? Join industry organizations or conferences. Find a mentor or a mentee. Help others reach success like you did. 

“I don’t see it’s any fun doing all these stuff alone and by yourself. Like I just, I just don’t see this as any fun so why not have some good people to be around that you build your history with. To me, it seems like going back to college, like you know, when you had all this connect— or if you’re in the military, being in the military with  your people.” 

REACH OUT TO PEOPLE

Regardless of the industry that you’re in, there are people who will be willing to help you with your problem, you only have to reach out.

For instance, one of our GovCon Giants members reached out to our podcast guest, Dee Kivett, who is an experienced quality consultant and supply chain CEO.

What happened afterwards? Well, Kivett not only helped the guy with the certification process, she also offered to give him references to help them get contracts. 

As what our Govcon Giant Miles said, “These are real people behind these keys. Like get in touch with them. Give them a call and team up.” 

BE A PERSON OF SERVICE

“I get calls every single day for opportunities. Like every single day. Like every, every single day. And you know, it’s just a matter of how do you handle all of these stuffs? How do you manage it? What do you do with it? Right? I don’t even know what to do with all these stuffs that’s coming at us. So, but again, like I said, it starts, it stems from being a person of service. And that’s kind of where I lead and say, ‘Hey, listen to what we’re doing.’ And people come to you and they like, ‘Hey, I want to help.’”

It doesn’t help you to be greedy. A lot of people just want to take all of these things, win these contracts, and everything else but what else can it give, aside from money? 

Why not lead by giving, by being a person of service? Instead of taking all the information for yourself, share it with others who can also benefit from it. 

Just like what we’re doing here at GovCon Giants, if you’re just new in this marketplace, you can learn from our new educational platform, Govcon Edu, and from our different content ranging from podcasts, blogs, and videos, regardless of what platform you prefer. 

You can also look for opportunities at our blog as we share sources sought and solicitation notices. 

Most importantly, you can meet other contractors or consulting people like yourself and build a web of people who understands and relates to what you do. 

Hence, the point of everything is giving and not asking for returns. 

“The point of the story is give. You’re doing, I mean, you’re doing like I can’t say enough about what you do and what you’ve done. Like you said, you’re doing the same thing. That’s gonna take you  leaps and balance. That’s gonna take you so far that, and I don’t know why people don’t realize that concept. I don’t know why it’s so hard to figure that out so team up.” 

RESOURCES

If you want to learn more about how to team up with others who do government contracts, then be sure to click the resources below. You can also visit the GovCon Giant website and other social media platforms or the new GovCon Edu where you learn everything about government contracting!

LET’S TALK ABOUT SUBCONTRACTING

https://govcongiants1.wpengine.com/lets-talk-about-subcontracting/

SOURCES SOUGHT NOTICES AND THE RULE OF TWO – MASTERMINDS MONDAY

https://govcongiants1.wpengine.com/sources-sought-notices-and-the-rule-of-two-masterminds-monday/

David Rambhajan discusses How to leap past the competition using Joint Ventures with Eric Coffie

https://www.youtube.com/watch?v=IQsGkNRSy9A&t=1297s

006: Matthew Schoonover – Joint Venture and Mentor Protégé Guru

https://www.youtube.com/watch?v=df9jBqAT3Xc&t=355s

All Small Mentor Protege Program | Govcon Training Day 1 – Eric Coffie

https://www.youtube.com/watch?v=Zq7QbYaD1HE&t=37s

Making a Giant with Maria and Chris Facey: The mad guitarist lands a 21 Million IDIQ in transportation

Posted on by Eric Coffie

Hey GovCon Giants today, we are mixing things up a little bit. Starting this month, we will be featuring an all-new podcast that we call Making A Giant. That’s right, Making A Giant. This podcast will showcase persons, businesses who got their very first win, not their 10th contract, not some large multi-million dollar contract, but their very first one.

In today’s very first episode of Making A Giant, we feature someone who I know as the Mad Guitarist. Chris Facey joined Govcon EDU, and on our weekly Tuesday calls always has a guitar or series of guitars and his background. He’s a freight broker and was helping my company, Evankoff ship out critical PPE during the midst of the global pandemic. Well, one day while Chris was watching a video clip from Wesley, the 16-year-old military contractor, he became inspired to stop just learning and decide to take action. He found a transportation readiness contract on beta.sam, that his team qualified for, and he decided to pursue it. With my help and the sample proposals from inside the courses, he was able to a respond and qualify for the final awardees list.  And a few weeks later, he was notified that he at one, a spot on the $21 million IDIQ, transportation readiness contract.

Stay tuned for this upcoming episode between Maria and Chris discussing all of the details that took place in between.