Tag: govcon tips

Finding Bidders For “No Certification Needed” Contracts

Posted on by Eric Coffie

Believe it or not, there are contracts amounting to $90 million, and no one is bidding on them. These are “No Certification Needed” Contracts and no one is showing up!  

If these contracts get lucky, maybe a maximum of three but generally, there aren’t enough people showing interest. 

We often hear complaints as to why there aren’t any opportunities in the federal arena for small businesses but there are six-digit contracts and up, sitting on the shelf, waiting for capable people to come through.

FINDING POOL CONTRACTS

In every local city or municipality, there is a list of what’s called “pool contracts.” When people ask me where or how they can start in the federal arena, this is probably their best bet.

When you get on the list of the pool contractors, all you need to do is just qualify for them. No certification is needed! They just require you to pre-qualify your business to whatever they’re asking for. 

If you want to sell fuel or gasoline, they’d require you to have a specific license, but that’s it.

The list shows everything from debris removal to pest control to elevators and golf carts. They have everything! They also tell you who is on the contract, and see if there are five or ten or four vendors.

If you want to compare it to the federal government’s IDIQs or GSA like their GWACs or BMOs, or things of that nature, these pool contracts are those multi-year contract vehicles that you work your butt off to qualify to get on.

1. Go to your local city or municipality.

Each city or municipality has pool contracts. When you go through the list, often, you find multi-million dollar contracts with one or two people bidding on it. 

With that information, the odds of you winning the contract is significant. So, figure out if you can qualify to get in those pool contracts, and get the wins that you deserve.

If this is all new to you, don’t worry! Your local municipality has Small Business Representatives and they can help you out with that. 

2. Build a relationship with the vendors.

Most people may think that the bidding process is the hardest part of this whole thing, but the truth is it’s building relationships with your vendor and supplier.

After going through the pool contracts, you want to find a supplier or vendor that’s going to give you credit terms. 

When you’re able to do that, you don’t have to worry about paying the money upfront, so that eliminates you having to have credit and spending your money. It also ensures the quality is going to be there.

GOVCON GIANTS CHALLENGE 

For people who’ve known the GovCon Giants, for quite some time now, you’d know that state and local contracts aren’t exactly the contracts that we go for. 

So, it might be confusing as to why I am telling you right now to go locaHowever, l. I realize that not everyone is confident yet to go for opportunities in the federal arena which is more complex and extensive.

But there’s really no shame if you’d want to go for these low-hanging fruit contracts before jumping out there to massive contract opportunities. It’s pretty strategic because this is an excellent way for you to navigate the government contracting space, plus you would be able to build relationships. 

Having said that, I challenge you to make a commitment over the next 90 days to get off the sidelines and get on the field. Stop with all your excuses! If you’ve been with us for quite some time then you’ve had enough practice. 

How do you expect to play if you are not in the loop and not on the field? You’ve got to get off the sidelines. You cannot play in the game, watching on the sidelines, watching it on TV. You have to get in the field.

RESOURCES

If you want to learn more about the tips and tricks in winning government contracts, then join us here at GovCon Giants.

You could also visit our website and other social media platforms or check the new GovCon Edu, where you learn everything about government contracting!

To learn more about the topic above, check these resources below:

Debris Removal and Hurricane pools are still at all-time lows in May

https://www.youtube.com/watch?v=HDHtL1c1auc 

Bidders needed for low hanging fruit contracts .. no certifications required

https://www.youtube.com/watch?v=hS9Lq_dhEfc 

How To WIN FEDERAL CONTRACTS With No Past Performance

Posted on by Eric Coffie

On average, there are 2,000 to 5,000 new government contracting opportunities available each day in all industry categories. 

Taking a piece of that pie is no small matter, as government contracting involves technical complexities that people often find overwhelming. 

Is it possible to win Federal Contracts with no past performance? The answer is yes.

It’s a massive market, and almost everyone, if not all, wants to go into this industry. But many small business owners don’t how to do it or don’t have the time to learn about it, so that’s where consultants come in.

There are companies that have the potential to go after and win federal contracts, as they have tools, money, and past performance. 

All they need now is to hire someone who can do the research and preparation for them while they focus on running their business.

THE ANSWER: Consulting Government Contracts

The reason people struggle when going into the federal marketplace is that they’re going through it alone. 

They think they can come into this market and start by being a small firm and expect that their business will eventually grow and build credibility over time.

The problem with that mindset is that hoping to grow strategically over time is ineffective in government contracting. The government cycles are so long that the opportunity you’re looking at might be gone for the next five years.

Organic growth only works if you’re building products, revenue generation models, and subscription-based services. 

When you’re in the federal marketplace, you need to take advantage of what opportunities exist right now while you’re active. So how do you do that when you’re just the little guy? 

If you lack the capability, team, and capital, you’re going to have a hard time successfully doing government contracts by yourself.

When you do it as a consultant, however, you don’t need any money. All you need is hustle, grit, and knowledge on federal procurement. 

Although doing local and city work like micro-purchases, the government might give you some money upfront, that’s still not enough money to take care of yourself and feed your family. 

If you want to make more money, like six figures, government consulting is the way to go.

HOW TO BECOME A FEDERAL CONTRACTS CONSULTANT

I’ve got videos on how you could become a Consultant for Federal Contracts on my YouTube channel, but in a nutshell, what you do is you find companies that want to get into the marketplace and help them win federal contracts.

Many small business owners think that the government will not buy their products or services, but on the contrary, the government buys everything. 

So what you do, as a consultant, is work out a contract between the small business and the government, and if successful, you will receive payment in response to that.

I’ve also written a guide on How To Become a Federal Government Contractor. It’s a step-by-step process for people who are starting out as a contractor.

Do You Need Set-Asides to Win?

There’s so much misinformation about set-asides, like how they’re the only way for people to win in this industry. 

Apart from the fact that set-asides only represent a small percentage of all the opportunities in the federal arena, I’m here to tell you that they’re not even written or asked on most contracts.

If you go through sam.gov, you will see that most contract opportunities put “Total Small Business Set-Aside” as their contract classification. 

What is Total Small Business Set-Aside? This pertains to companies that fall underneath the small business size standards table by the SBA.

If you find yourself under that threshold, then you are a small business and you are qualified to go for that contract.

So, the answer is No. You don’t need set-asides to qualify for these contract opportunities.

RESOURCES

If you want to learn more about how you could win contracts with no past performance, then be sure to click the resources below. You can also visit the GovCon Giant website or the new GovCon Edu, where you know everything about government contracting!

How to WIN Government Contracts With No Past Performance?

https://www.youtube.com/watch?v=uR8vdTtvuyU

How to Win Government Contracts WITHOUT Past Performance! PT 2

https://www.youtube.com/watch?v=on8gxVwwHQ8

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

https://www.youtube.com/watch?v=g1801TXW3pQ&t=133s

http://www.bidnotice.org/Facts.html

Avoid Doing This When Attending GovCon Events

Posted on by Eric Coffie

I attended a NASA webinar and found myself surprised that many people were doing this during the event, and I want to share it with you. However, before we dive deep into what I am referring to, here are some of the NASA Webinar takeaways.

EVENT SUMMARY

The webinar was an opportunity for small businesses to find out what NASA has been currently up to. Speakers gave their respective presentations on updates, current opportunities, and program requirements. 

More specifically, they had shown presentations on what’s new with the agency, active MPAs, NASA-approved mentors and their requirements, protégé eligibility requirements, getting started with the agency, and things to consider when preparing an MPA.

NASA WEBINAR TAKEAWAYS

One of the most asked questions during the webinar pertained to the current and future NASA small business opportunities. 

Although understandably, most opportunities offered by NASA go to small businesses in the research and development industry, they actually have opportunities in other sectors. 

“What we spend is roughly 70-75 percent of what I call “space stuff,” so it’s that R&D, it’s engineering, it’s the building and the hardware of the rockets and the spacecraft, the manufacturing. Then, everything else, the remainder, 25-30 percent, would be the everyday government stuff”- Richard Mann, NASA Office of Small Business Programs Manager.

There are opportunities on both sides of that spectrum for small businesses, whether it is a prime contract or subcontract, but it depends on the industry. 

So, just monitor sam.gov, or you can take a  look at the acquisition contract list to know whether or not you could provide services for NASA.

If you are interested in doing business with NASA, you can head on over to www.nasa.gov/osbp/nasa-vendor-database to see information on how to register as a small business.

WHAT YOU SHOULDN’T DO

1. Don’t ask generic questions.

This is the one and the only thing that I ask you not to do. Don’t ask generic questions! The intent of these types of events is for you to gain insight into specific projects and opportunities. 

Most people during the Q&A portion of the webinar were asking typical questions. Questions that could be answered by information that is publicly posted online.

When you join government contracting events like this,  you should be asking specific questions that you can’t find the answers to.

The speakers at these events are busy people. It is not often that you get a chance to communicate with them directly, and it would be such a waste for you, the other participants, and the speakers, to spend time on questions that, frankly, could be answered in less than 5 minutes by google. 

“When you have generic questions, all they do is put you in a group of people who are not ready to start doing business. You don’t want to be lumped in that group.”

ADVICE FOR SMALL BUSINESSES

The major advice that could be taken from this webinar is for small businesses to do research. You should research the requirements, opportunities, and resources available for you before presenting yourself to any agency. 

“My recommendation is to know your market and do your research” -Joyce McDowell, NASA Small Business Specialist.

Research is the key to making your way in this industry. Even when it comes to breaking through email noise, you have to make sure you do your research so that your email is pertinent to an upcoming acquisition because only then are you noticed by these contracting people.

Remember that for every contract, you are competing with other businesses. So, when you prove to the government that you know your stuff and understand what these agencies are buying, that could be used as your weapon in getting ahead in the competition.

RESOURCES

If you want to learn more about the tips and tricks in winning government contracts, then join us here at GovCon Giants.

You could also visit our website and other social media platforms or check the new GovCon Edu, where you learn everything about government contracting!

To learn more about the topic above, check these resources below:

NASA WEBINAR Live with Commentary!

https://www.youtube.com/watch?v=SgFncvv41IM

 

Roberta Moore: Pure Determination Led to a Whirlwind of Character Building

Posted on by Eric Coffie

Learn how Roberta Moore’s pure determination led to a whirlwind of character building for AMOORER, Incorporated. 

BACKGROUND

Roberta Moore began her career as a DOD civil servant for 10 years before pursuing her government contracting journey. 

In 2002, she established AMOORER, Incorporated, a healthcare staffing small business that provides professional support services and technology.

In transitioning to this industry, Moore graduated from different small business programs and has won several multi-million dollar healthcare staffing contracts with the federal government and private industry. 

Ms. Moore’s philosophy is “commitment, integrity, personalized service, and value for your money. ”

STARTING AMOORER, INCORPORATED

Moore resigned from the federal government and decided to start her own business, AMOORER, in 2002. 

She first worked with an 8a small business as a 1099er and she managed their Naval Sea Systems Command contract. 

However, when that company graduated in the 8a program and she decided to become an 8a to take over five of their contracts, she didn’t become an 8a fast enough and they ended up getting rid of it.

The good thing was, she did become an 8a and a HUBZone company and was able to get contracts in the Pentagon and other institutions. 

The other thing that led more to a whirlwind of character building for AMOORER was when Moore left a card to a man before she walked out of a Homeland Security Conference. 

“I told him that I had clear professionals at the Pentagon and that the contract was getting ready to end and iI’m looking for somewhere to place them.”

This small chance led her to meeting Deborah Scott Thomas who became her mentor and who gave her a big contract with the DLA in Baghdad.

Moore’s experience wasn’t just all sunshines and rainbows. She also experienced a handful of difficulties that motivated her to continue growing as a business owner. 

One of the hardest decisions that she made was letting go of her Chief Operating Officer who became a huge part of their family and business, due to the reason that her contract is drying up and she couldn’t afford a pay cut. 

“It’s a difficult process because you don’t know what to expect. You don’t know if you’re going to be able to sustain even the cuts.”

Apart from that, building AMOORER also made her realize that the people around her think about her well-being, even though they may not fully understand everything or may not be able to give any business advice.

One key person that made her realize this is her mother who kept motivating her to keep going and who was willing to do anything to help her. 

“My mom could not give me any business advice. I mean, she didn’t have anything but it was just shared— shared compassion, shared understanding.”

ADVICE FOR SMALL BUSINESSES

Before investing on different resources to help you grow your business, ask yourself first if you have the capacity to go through different difficulties in building a business.

Consider that not everyone will be successful in this lucrative field. Many will fail and only the ones who are willing to go through the other side will be the winner.

“That’s something to think about. And it didn’t come from a bad place. It hurt, but it was true.”

Apart from that, winning contracts is not just the goal, winning continuous and lasting contracts, that is. 

In order to achieve that, you need to build relationships and you need to start going out and introduce yourself and your company’s capabilities a handful of times. 

“It’s more than just government contracting. It’s really about those relationships that you build along the way and what you learn.”

So, are you willing to go through all of these like Roberta Moore? 

RESOURCES

If you want to learn more about how Roberta Moore’s pure determination led to a whirlwind of character building for AMOORER, Incorporated, 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!

089: Roberta Moore – Pure Determination and a Chance Lead to a Whirlwind of Character Building

https://www.youtube.com/watch?v=bIRHHcuS7OE

Deceit envy and betrayal all in the name of winning a contract

https://www.youtube.com/watch?v=VWz6nlVhWGs&t=21s

 

Robb Wong: Former Associate Administrator of SBA’s Office of Government Contracting and Business Development

Posted on by Eric Coffie

Learn the BEST tips in winning government contracts straight from former SBA Associate Administrator, Robb Wong!

BACKGROUND

Robb Wong started his career in the US Small Business Administration (SBA) as attorney advisor at the Office of General Counsel.

He, then, became a Special Assistant US Attorney at the SBA Houston District Office and later as the Acting District Director at the Lubbock, Texas District Office.

Meanwhile, after a year as Acting District Director, he left SBA to manage several small businesses that successfully use SPS products and programs to enhance their growth.

Then, in 2017, Robb was appointed by the White House as the Associate Administrator of the U.S. Small Business Administration Office of Government Contracting and Business Development. 

During his service, he advocated for small businesses and represented them on behalf of the President of the United States.

Currently, he is the CEO of Fedsolve LLC where he provides consulting services for small government contractors. 

“I didn’t want to do something just so I could wave my flag and leave and get a better job or something like that. But I wanted to do something that was meaningful… I’m not here for myself. I’m here because this agency in this industry has provided me with a pathway and a goal, and it’s given me a purpose. And I just wanted to try to do something that was efficient and effective. That helps everybody.”

BEING IN THE SERVICE FOR SMALL BUSINESSES

With over 10 years of service in the SBA, Robb Wong found certain lapses in the small business certifications such as the HUBZone program. 

HUBZone is a perfect program for economically disadvantaged areas, but it also had some rules that penalized small businesses for being successful. So, they made some changes to help both small businesses and the economically distressed areas. 

However, even with this, there are still government actions that continue to penalize small businesses. 

For instance, when he met someone who was running the 809 panel, that person said that the panel is making recommendations based on who could do all of the work better than anyone else. 

“So I met the gentleman that was running the (809) panel… he said that hitting goals for goals sake is a noble idea, but it is not necessarily an efficient idea. He says, in general, he says… huge government contract companies could do all of the work better than anyone else. We would make a recommendation that they go with them. I said, okay. And he says, this is not personal. They’re asking us what is the fastest way to get there? And this is it.”

Still, Wong continues to hope that contracting officers and officials would make some improvement to these inefficiencies in the certifications and other related to small businesses. 

“I would say (to) the government contract officer, ‘Look, we’ve made them better, stronger, faster to fit your needs. You take a look at us again for the first time.’”

ADVICE FOR SMALL BUSINESSES

1. Treat your business as a business. 

The industry will put everybody on the same path, but at the end of the day, the real secret is that you treat your business as a business that needs the necessary help to reach your goals. 

Look at it the same way you look at your kids who have a flu. If your kids have this, you would go everywhere and you won’t quit just to find the cure.

That’s the same way in handling your business. For most businesses, business development is an afterthought, when in fact, this is necessary.

“Try something. You’re either going to succeed or you’re going to learn… The only people that— it’s a failure if you quit.”

2. Understand what your client needs. 

When you talk to your client, it should not only be about them. Of course, you will have your elevator pitch, but it should be as short as possible because the highlight of your conversation is their problem and how you could help them with it. 

After your 15-second elevator pitch, go directly with your, “But that’s enough about me. What are the problems that keep you up at night? I’m a problem solver. Let me try to help you. I don’t know if I can do it myself, but I’ll try and find somebody,” because that’s how you start a conversation. 

3. Be personal with your approach. 

All the contracts that you have comes from ordinary people. They have problems to solve and hang ups in life, so why not just have a little personal touch to your approach?

If you have 10 clients, respect them enough to remember their names, remember to call when you say you’re going to call, and show up because they’re taking their time.

“Your government contracting officers, all they hear is people barking at them with orders. It’s very impersonal. But if you reach out and ask them something personal, try to make a personal connection with them. They’ll remember. They’ll always remember.”

RESOURCES

If you want to learn the BEST tips in winning government contracts straight from former SBA Associate Administrator, Robb Wong, 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!

080: Robb Wong – Best tips and advice from the Former Associate Administrator, Govt. Contracting & Business Development

https://govcongiants1.wpengine.com/podcast/080/

80: The ABSOLUTE Best Tips From Former Associate Administrator!

https://www.youtube.com/watch?v=RqaCqr_GuqY

 

Sarah Dunn: Insurance Specialist Creates Space for Women in GovCon Industry

Posted on by Eric Coffie

Learn from Sarah Dunn as she shares her experiences and what led her to specialize her skills in insurance in government contracting.

BACKGROUND

Sarah Dunn is an Employee Benefits & Insurance Specialist for The Capital Group/GovTech Insurance and the founder of Women in GovCon. She started her career in the insurance industry by chance.

She complimented a woman’s shoes at a recruiting expo, and the next thing she knew, she was single-handedly revitalizing the sales of Aetna health insurance plans. 

Her hard work was not unnoticed, as she had over ten job offers to join brokerage companies, including The Capital Group, the premier GovCon- specialized insurance brokerage company. 

Currently, Sarah is continuously making efforts to help small and mid-sized government contractors. She offers free consultations to ensure that these contractors are fitted with the proper care, especially knowing that insurance and employee benefits are the second largest expense for most companies. 

WHAT IT MEANS TO HAVE A TRUSTED ADVISOR 

It’s great to do business with the government because it’s safe, to an extent, and you get paid well, but the struggle is that you also have the government coming after you when things go wrong.

So, having insurance consultants can help you protect your business and your assets. Sarah believes in the importance of having a trusted advisor that knows your industry so that you, as a business owner, won’t need to deal with things that you are not an expert at.

“We have way too much to worry about, especially from an employer’s standpoint,” “Let someone else take care of it for you. Why are you wasting your time on it? Let me deal with it for you. I’m going to high level tell you that this is the stuff you should be having, but tell me, who’s completing that work for you right now? Who’s handling your open enrollment? Who’s handling your benefits?”

When Sarah was working as a national Aetna consultant, she sold to people in the position that she is now. 

Most of her clients were small and middle-market companies, many of which were government contractors, and she noticed something about them, which led to her focus more on insurance in government contracting.

She saw so many firms that didn’t have a specialization in insurance in government contracting. As a result, many companies did not know what they were talking about when they were trying to address the needs of the clients.

An owner of a company that does facial recognition came to one of Sarah’s GovCon events, and they built a strong connection. Sarah then got her in the right room with the right people to help her grow her business. 

When it comes to Sarah’s perspective on Insurance and benefits, she emphasized that it’s not just about money or savings. These aspects not only protect the business but help them attract top talent as well. 

“If you have something that you’re offering that is outstanding, and you know your options because you have that trusted advisor, throw them on your offset because it will help you attract the right clients.”

WOMEN IN GOVCON

Sarah describes Women in GovCon as a networking group of powerhouse females, coming together with the intent of winning more contracts.

She has witnessed so many different networking groups in the government contracting industry and noticed that most, if not all, are male-dominated. Although there is nothing wrong with that, she feels that something is missing. 

“What was missing was some of the added love that I truly feel women in govcon has been successful in enhancing.”

Small businesses are often looking for mentorship opportunities, and Women in GovCon provides that for their members. They would invite key players in the industry to speak on educational aspects like how to create balance being an executive leader and who to pass the ball to in various fields so you can increase your ROI.

Being a part of this organization, however, is not easy.  Every group member was referred in from either a client of the Capital Group, a partner of the Capital Group or someone they have researched that they felt would be a perfect fit. 

They are focused on bringing in members with a minimum of around $15 to $20 million in revenue. As of now, there are 70 members in Women in GovCon and growing. 

“I say I planted the seed, but the seeds were already there. They were scattered around the earth, and now, we are starting to prosper and see those seeds spread out.”

ADVICE TO SMALL BUSINESS OWNERS

“We want to take on the world, and we think we can handle it, but you have to take small bites, and you have to pass the plate.”

In business, there’s too much to worry about that you can’t possibly know everything. So, It’s better to hand over things that you have little knowledge of to experts that can actually save you money and directly address your needs. 

RESOURCES

If you want to learn more about Sarah Dunn’s experiences and insights learned along the way, 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!

93: Sarah Dunn – Manage Service Provider teaches you how to WIN BIG!!

https://www.youtube.com/watch?v=uifL2JyOoUw&t=973s

 

MasterMind Monday: Top 5 Lead Sources for Federal Contracting in 2021

Posted on by Eric Coffie

What is a lead and how do these people will lead you to your govcon success? Let’s find that out through this new blog with Top 5 Lead Sources for Federal Contracting Judy Bradt! 

WHAT IS A LEAD?

Someone who has already paid you money is 12 times more likely to do that again than somebody who’s never heard of you.

That someone is a lead and your best leads are the people who already know you, like you, trust you, and have paid you money. These are the people who pay you on time and come back for more. 

“The first lead source you can tap are the people who are your current clients.”

Then, by identifying these people, you can do follow-up conversations. Just manage to get really up close and personal.

But who are these leads and how to deal with them? Read the next part for more. 

5 LEAD SOURCES FOR FEDERAL CONTRACTING

1. Clients 

Your current clients are a great source of business leads because you already know them and you know what they like.

What you need to do is to continue building that relationship. What does win look like to them? What is something that they care about?

“The 20% of your clients represent the 80% of your referral and return business.”

2. Contacts

These are people that may have not bought something from you, people whose information is on one of the other sources of your contract data, or people whom you met at an event but never fully connected with.

What you need to do is to continue nurturing your relationships with these people.

You may lose a lot of the time doing this, but this is a must as you just don’t know what your network can yield. 

3. Contract Notices or Data

Your third leads are past contract data, agency forecasts, and current notices about things that are coming up for bid.You can extract these information in some govcon database such as beta.sam.gov and start there. 

Still, instead of just looking at all of these and going, “What can I bid?” start asking, “Who’s my buyer? Who’s my federal human? What else can I find out about that person and the people at the other four layers around them?”  

4. Federal Employee Directories

Each agency has their own employee directories that you can use to start building relationships with.

However, make sure that you are targeting the specific people that are doing the buying process and not just connecting to all of the people in that directory. 

“You don’t want to start an employee directory and go fishing. You want to go hunting. You want to be very specific about who you’re tracking down and why.”

5. LinkedIn

LinkedIn is a tremendously valuable place to look and build relationships with federal employees. 

Considering that there are over two million federal employees on the platform, this is an opportunity that you should take advantage. 

What you need to do is look for the specific people within the agency that you want to do business with. Connect with them and communicate with them, thereafter. 

“The LinkedIn profile can help round out the picture of who this person is as a human being and give you some other ways to ask some other questions to build a relationship with them or help them and get them to help you with your detective work.”

ADVICE FOR SMALL BUSINESSES

1. Make it easier for your customers.

Your customers don’t wake up and say that they’re going to give you contracts. However, you can encourage them to do that. 

Assess these two statements: one is “Oh, let me introduce you to Sarah and Joe,” and the other is  “Oh, I know some people. You should call Sarah and Joe.” 

There’s a huge difference between the two. And the latter is not just telling them to do something, you’re encouraging them. 

2. Don’t just use a cold request.

When you’re communicating with someone through LinkedIn or emails, make sure that you research more about them beforehand and don’t be too spammy.

Your lead sources can easily see if your message is just a cold request. So, instead of making them feel that way, write something meaningful for them. 

“For goodness sake, look up their LinkedIn profile, look up what’s up with their company or their organization because if you don’t have time to learn about your government buyer, they sure as heck do not have time to learn about you.”

RESOURCES

If you want to learn more on what is a lead and how these people will lead you to your govcon success, then check our full Mastermind Monday video with Judy Bradt. 

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

Top 5 Lead Sources for Federal Contracting in 2021 – Eric Coffie

https://www.youtube.com/watch?v=Gz5wfEEUd-8

Enough Learning! Start Doing!

Posted on by Eric Coffie

There are tons of resources that you can use to learn about the government contracting marketplace, but the best resource that you can use is your experience and you won’t have this without diving right now. So, enough learning and start doing!

WHAT IS STOPPING YOU?

What is stopping you from taking the chance? What is standing in your way in doing the work and being part of this marketplace? Are you afraid of failure or are you afraid of success?

You see, we’re used to fearing everything before it actually happened. As a result, we only end up talking about our dreams and goals, instead of actually doing it. 

“I’m so accustomed to people just talking about these things and really not processing or digesting or even understanding the implications of what they’re saying.”

Aside from that, we’re used to thinking that we can’t actually gain success because we don’t have the necessary advantage that rich people have. 

Stop falling into that trap because if that’s true, then no poor person will ever succeed in life. 

Besides, with the new resources that we have right now, it is easier to gain success than before. It’s all just in the mindset. 

“The doer is the worker and the person that’s the thinker is the leader. They’re the ones that own the stuff. Do you want to be an owner or do you want to be a worker?”

ARE YOU DOING THE WORK OR ARE YOU JUST BEING BUSY?

Although it is much needed to learn about the industry first before actually diving into it, most of the time, we’re just stuck in the learning phase… we aren’t actually doing the job. 

This is the same case in the government contracting marketplace. There are a handful of people that are thinking that they are doing the work by creating an LLC and getting a website domain. 

However, that’s not doing the work. Doing the work is responding to a sources sought notice and building relationships with target government agencies. 

“Those are not activities that are going to get you to the point where you can have a long-term sustainable business with recurring revenue. You’ve got to get out there and do the work.”

Besides, we all know that there are income-producing activities and there are also busy producing activities. Are you doing an income-producing activity or are you just doing busy work? 

ARE YOU DRIVING TOWARDS YOUR DIRECTION?

Have you planted any seeds lately? Have you made govcon activities recently? Are you doing the necessary work in getting a contract? 

Look back to the activities that you are doing in the past few months. Is it driving you towards your destination? 

If yes, then you’re on the right path; if not, you might need to be more committed to what you want. 

“In some of my content, in some of my videos, I say, ‘You have to, right, first plant the seed, then till the soil, give it sunlight, give it water, give it nutrients, and watch it grow up.’”

Besides, in the case of government contracting, it’s either you learn or you earn. You either win a contract or learn from doing the activities leading to getting a contract. 

THE GOVCON WORLD IS THRIVING

Now, if you want to learn about this marketplace, then do so. 

Remember, the government machine is still going, regardless of whoever leads the country. In fact, the world of government contracting is continuously growing and it is providing more opportunity even in times of crisis.

This is why here at GovCon Giants, we are also taking advantage of the opportunities that come with it. 

Aside from the resources that you can see on our Youtube channel and on our website, you can also be part of our community. 

We’re actually running out of people to whom we can give the opportunities that we see on a daily basis. 

So, if you want to learn more about this marketplace and be part of a community that’s going to help you win, then join us right now!

“The world of govcon is continually growing. It’s continually strengthened. It is continuing to flourish.”

RESOURCES

With this in mind, if you want people to help you start doing the work necessary in getting your contract, then check the resources below. 

You can also join us here at GovCon Giants or check the new GovCon Edu where you learn everything about government contracting!

 

Enough Learning! Start Doing!

https://www.youtube.com/watch?v=60Jz701o2Lk

Aliahu “Alli” Bey: Helping Small Businesses in the Cybersecurity and Compliance Space

Posted on by Eric Coffie

Understand the cybersecurity and compliance space with Aliahu “Alli” Bey!

BACKGROUND

Aliahu Bey is a US Army Veteran with nearly two decades of engineering and project management experience. 

He built his first business, Haight Bey & Associates, in 2014 and won his first contract worth more than $47 million a year after.

Bey also established Totem Technologies where they provide different cybersecurity services for small and medium-sized businesses using the compliance software that they created. 

When not actively involved in his two ventures, Bey is also helping other veteran-owned small businesses navigate the complicated worlds of government contracting and cybersecurity compliance.

“We were not strangers to our government customers. Our government customer had known me for 10 years. So, when people tell you that it’s all about relationships and relationships matter, it’s very true even in government contracting. If your government customer doesn’t know you, it’s hard for them to trust you.” 

CHALLENGES IN BUILDING HAIGHT BEY & ASSOCIATES

Alli Bey started Haight Bey & Associates in 2014 out of necessity. He just lost his job and all he knew was project management, so he decided to try the small business route in government contracting.

In the first few months, all he did was respond to proposals together with his small team. 

While doing that, he was even working at Tyson Foods on a midnight shift and at a ski hill fitting boots for younger kids, just to make ends meet. 

Luckily, in 2015, he won his first Department of Defense IDIQ contract worth more than $47 million.

However, because the government doesn’t pay in advance, Bey decided to go to a bank to ask for a loan for 90 days worth of payroll.

Although he was denied for the loan, his father-in-law allowed him to utilize his line of credit, instead.

This partnership was then able to help his company to pay six months worth for payroll, as well as investing on other infrastructure for his company. 

“Anyway, that line of credit, that’s how I paid the folks, that’s how we got started, the growth came through.”

BUILDING TOTEM TECHNOLOGIES FOR SMALL BUSINESSES

In executing their first contract, 30% of it was focused on cybersecurity, specifically, hardening some of the assets to support our country’s warfighters. 

So, when the National Institute of Standards in Technology (NIST) rolled out a list of cyber security controls for all contractors to ensure the country’s collective intellectual property is protected, they also made sure that they are compliant.

Because this requirement, together with the Federal Acquisition Regulation, is already so complicated, Alli’s first solution was to reach out to an IT support company. 

However, after finding out that no one knew NIST 800-171 as much as they did, Alli’s team decided to roll out their own solution. 

By the end of 2017, they had stacks and stacks of documents that helped prove their compliance and they decided to create a more manageable cloud-based solution for it.

At first, they thought of marketing it as a government risk and compliance tool, but decided to market it as a whole new company. This is where Totem Technologies came. 

With Totem Technologies, they train companies from the ground up about the basics of NIST 800-171 through a series of webinar-based training while also utilizing the tool that they’ve created.

“It’s just a dynamic shift in the way that we do business and we believe that small businesses simply need to understand that, and once they understand it, they can start working through that process and adhering to these new CMMC controls.”

WHY DO YOU NEED TO BE COMPLIANT?

On the toes of NIST was a compliance matrix called Cybersecurity Maturity Model Certification (CMMC). It was very similar to a software security model that contractors and the US government have been using for years. 

Basically, it’s measuring your cyber security maturity level and then basing that against the type of controlled unclassified information your organization is utilizing. 

For instance, if you allow folks to bring their own device to work, are you implementing MAC filtering? What type of information are you housing on your network? If you’re housing controlled unclassified information, is it segregated from everything else or is it just lumped in with all of your company data? 

Consider this, each government contractor houses small pieces of data in their system, however, if all of this information is stolen, it can be a huge problem to our country’s collective intellectual property.

This is why the F-35 Chinese variant looks very similar to our own F-35. We didn’t share that information, but they stole those little information and came up with a variant of a stealth fighter that is tens of millions of dollars cheaper than ours. 

So, what’s the danger in that? There’s a level of national security that should flag everybody.

“As a nation, as part of the defense industrial base, we need to make sure that we’re locking our doors, we’ve got a guard dog, because they’re going to get in. It’s just a matter of how long they’re going to be there and what information they’re going to be able to take out. So, we have to be able to limit that.”

RESOURCES

If you want to learn more about the cybersecurity and compliance space with Aliahu “Alli” Bey, 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!

84: Cyber Security and Compliance Space with Aliahu “Alli” Bey

https://www.youtube.com/watch?v=321K1ojfno4&t=2396s

MasterMind Monday: What could hold you back as an entrepreneur?

Posted on by Eric Coffie

What holds you back as an entrepreneur? Let’s find that out through this Mastermind Monday with our guest Emily Harman!

BE SELF-AWARE

As business owners, we all do a lot of things, but you should also take a break for some time. Don’t just push, push, and push. You should also realize the things that you need to do to strengthen your self-awareness. 

Consider that the best leaders are self-aware. They understand themselves and they assess the things that hold them back. And with that, they know what are the things needed for the growth of their business, as well as themselves. 

“I’ve spent the past almost two years… becoming a lot more self-aware, and understanding myself. And, you know, we’re always growing, we’re always expanding, we’re always evolving into a new version of ourselves.”

POSITIVE INTELLIGENCE AND YOU2

Positive Intelligence is a book and a coaching program that makes an assessment of what your top 10 saboteurs are. 

If you visit the website, it will tell you about your saboteurs and identify which you are stronger and weaker at. 

For instance, in Emily Harman’s case, she is an achiever, people pleaser, and restless. 

Knowing this is pretty important because by knowing your saboteurs, you can make changes on how you do things. Your hyper achiever self might push you to do more work, but what you really need is rest.

Besides, this can also be helpful in a team setting because by knowing what yours and others saboteurs are, you can make necessary changes on how you can deal with each other. 

Meanwhile, another book that you should also read is called You2 by Price Pritchett.

In this book, the author talks about watching a fly that is trying harder and harder to fly through the window, when really a few flaps of the wing down, the door is open.

That example can relate to how you run your company. You might have not accepted a handful of business partnerships thinking that they will just take advantage of you, when in fact they just want to help you grow. 

So, if you want to reassess how you do your business, read the resources above as these really answer the question, “Are you really seeing the other way to do it or are you just acting on your limiting beliefs?” 

ADVICE FOR SMALL BUSINESSES

1. Know your ‘why.’

Knowing yourself and your ‘why’ is important, especially in this lucrative but challenging marketplace of government contracting. 

Are you just here to get rich quick or are you building generational wealth? 

If you’re thinking of the former, then it’s going to be very hard for you to lead a company in the long haul. However, if you think of the latter, then you can adjust your mindset and strategy to really achieve your goals. 

“Knowing yourself, and knowing your strengths and weaknesses, and knowing what your mind is telling you, and being aware of whether or not you’re listening to your mind is all really important stuff.”

2. Be with people who point out the truth.

Be with people who won’t just say ‘yes’ to everything you do and ask. These people should be able to point out the truth and the things that you did wrong. 

This is pretty important because you’re building a business. You don’t need people who always say yes. Rather, you need people who will tell you things that could have been done better. 

This way, you know what not to do next and what you should focus on. 

RESOURCES

If you want to learn more about what is holding you back as an entrepreneur, then check our full Mastermind Monday video with Emily Harman.

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

What could hold you back as an entrepreneur?

https://www.youtube.com/watch?v=2DcxuHQF6Gg