Ep 327: How to Leverage Government Procurement Forecasts

While forecasts are a crucial tool in the GovCon sales toolkit, this explains why they shouldn’t be obsessed over and how to effectively use them to your advantage. Learn the best practices for locating and analyzing procurement forecasts, the key information to look for, and how to approach contracting officers armed with the right data. Enhance your government sales strategy by leveraging these insights to build stronger relationships and secure more opportunities.
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Featured Guest: Michael LeJeune Company: Partner, RSM Federal
Email: mlejeune@rsmfederal.com Phone: (636)-577-5005
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Ep 326: GovCon Small Business Certifications Explained

In this episode of “Game Changers for Government Contractors,” Michael LeJeune and Ashley Duwel dive into the world of small business certifications essential for government contracting. Ashley, a Federal Sales Strategist, shares her expertise on the various certifications under the SBA, including Woman-Owned, Veteran-Owned, HUBZone, and 8(a) certifications. The discussion covers the application process, strategic benefits, and common challenges businesses face when pursuing these certifications. Whether you’re new to government contracting or looking to enhance your certification strategy, this episode provides valuable insights to help you succeed in the GovCon market.

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Featured Guest: Ashley Duwel Company: CEO, Duwel Dev, LLC
Email: AshleyD@DuwelDev.com
Phone: (844) 220-7029  linkedin_logo-v6

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Ep 325: Tips for GovCon Business Developers

In this episode, we delve deep into the intricate world of government contract sales, focusing on advanced tactics and strategies tailored specifically for sales professionals targeting the federal government and the Department of Defense (DoD). From navigating complex procurement processes to building long-lasting relationships with key decision-makers, we uncover the secrets to unlocking success in this highly lucrative yet challenging market. Whether you’re a seasoned government contract salesperson or just venturing into this arena, this episode equips you with the knowledge and insights needed to thrive in the competitive landscape of government contracting.
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Featured Guest: Michael LeJeune Company: Partner, RSM Federal
Email: mlejeune@rsmfederal.com Phone: (636)-577-5005
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Ep 324: Bid Less, Win More!

In this episode, we sat down with Marsha Lindquist to dive deep into the concept of “Bid Less, Win More,” exploring why targeting fewer but more strategic opportunities can lead to higher success rates and profitability. Marsha shares invaluable insights on focusing on core competencies, understanding government customers, and crafting winning pricing strategies. Tune in to discover how to avoid the pitfalls of chasing every contract and instead build a sustainable, profitable business in the government contracting space.

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Featured Guest: Marsha Lindquist Company: President, Granite Leadership Strategies
Email: marsha@graniteleadershipstrategies.com Phone: (480) 513-1132
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Ep 323: The GovCon Pipeline Cliff and How to Avoid It

In this episode, Michael LeJeune addresses the common issue of an empty pipeline and shares actionable strategies to avoid the dreaded “pipeline cliff.” Learn how to maintain a steady flow of opportunities by implementing the Rule of 300, which emphasizes daily prospecting and building a long-term pipeline. Discover the importance of consistently adding high-quality opportunities and tracking them over 24 to 36 months. Whether you’re struggling with a weak pipeline or falling into the trap of sporadic prospecting, this episode offers practical advice to help you achieve sustained success in government contracting. Tune in to transform your sales approach and ensure a robust pipeline year-round.
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Featured Guest: Michael LeJeune Company: Partner, RSM Federal
Email: mlejeune@rsmfederal.com Phone: (636)-577-5005
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