In this episode, we talk with Dr. Russ Barnes about Product Development that Solves a Problem. Some of the most successful companies in the world built their brands by identifying a problem in the market and then building a product or service to solve that problem. One of the reasons this model is extremely effective is because the buyer already understands and acknowledges the problem. When a solution presents itself, they are excited to buy it. This is what coined the sales phrase, ‘this product sells itself.” On the other hand, some companies develop their widget and then try to force that into the market whether there is a need or not. This doesn’t often turn out the way companies hoped. This podcast will walk you through a methodology for developing products or services based on needs/problems.

Featured Guest:	Dr. Russ Barnes	Company:	CEO, Systro Solutions
Email:	russ@systro.org	Phone:	813-520-5770

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In this special episode of Game Changers, you go 1-on-1 with Michael LeJeune to talk about not being ready for certain aspects of being a government contractor. For example; a lot of companies rush to be a prime contractor before they know their customer, have any past performance, or have the cash flow to successfully manage a contract. If you’re not ready, you are going to struggle to win contracts and you will have a very frustrating experience. This podcast talks about things you can do to slow down, get your ducks in a row, and properly prepare to be a successful government contractor.

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Featured Guest:	Michael LeJeune	Company:	Partner and Federal Access PM, RSM Federal
Email:	mlejeune@rsmfederal.com	Phone:	(636) 577-5005

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In this episode, we talk with Matthew Schoonover about The Pitfalls of Government Contracting. One of the biggest challenges that we see for new government contractors is the rush to jump into serious relationships such as a joint venture or the mentor protégé program. We discuss the pros and cons of both of these as well as some recommendations on how to approach them properly. We also discuss common pitfalls during the teaming and proposal process.

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Featured Guest:	Matthew Schoonover	Company:	Managing Member, Schoonover & Moriarty LLC
Email:	mschoonover@SchoonoverLawFirm.com	Phone:	(913) 354-2631

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In this special episode of Game Changers, you go 1-on-1 with Michael LeJeune to talk about Ghosting to Influence an RFP. Ghosting is hands down one of the most underrated things you should incorporate into your BD/Capture process. Ghosting by definition is: positioning the value of your capabilities and differentiate in such a way as to marginalize your competition. If executed properly, informal and formal ghosting tactics will allow you to influence decision-makers so that RFPs come out written in such a way that your company is the obvious choice for the work. This episode will break down several areas that you can and should ghost during pre-acquisition.

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Featured Guest:	Michael LeJeune	Company:	Partner and Federal Access PM, RSM Federal
Email:	mlejeune@rsmfederal.com	Phone:	(636) 577-5005

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In this episode, we talk with Chris Rabassi about Doing Business with Marine Corps Installations East. Most of the guests we interview on the show are either contractors or other experts in government contracting. This time, we get to hear what it’s like being on the government end of these conversations. We discuss several tactics and strategies for approaching a government agency for the first time. While this discussion revolves around MCI EAST, the tactics and strategies that we discuss are applicable government-wide.

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Featured Guest:	Chris Rabassi	Company:	OSBP, Marine Corps Installations East
Email:	chris.rabassi@usmc.mil	Phone:	(910) 451-8424

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