In this episode of the DOD contract Academy podcast we go over some recent listener questions.

included topics touch on how to develop relationships, why RFPs don't win contracts, specific questions about user industries even whether or not you need the latest AI tools to help write a proposal!

00:12 How important are relationships in winning government contracts?

02:10 RFPs don't win contracts, here's why?

03:30 Do you need a contractor's license to do government work?

04:00 How to write a proposal?

06:25 Can 8(a) certification help in winning more government contracts?

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What you’ll learn:

• How to use SAM.gov to find and attend industry days and other key events.
• Strategies for identifying opportunities well before solicitations are issued.
• Tips on managing your government contracting opportunities using tools like Gov Close.

Watch now: Watch the Episode on YouTube

If you want to check out the GovClose sales management system I'm using in the video you can do so here:

https://www.govclose.com/

Join Ricky, a seasoned expert with a wealth of experience both as a former government procurement officer and now a consultant helping businesses secure government contracts, in a deep dive into the intricacies of SAM.GOV. With over $82 billion in contracts managed and a successful coaching business under his belt, Ricky offers listeners an insider's perspective on leveraging SAM.GOV to win government contracts. Unlike the typical advice found on social media, this podcast episode unveils the truths and strategies that deviate from the mainstream, guiding listeners through the often-overlooked opportunities and methodologies that can make all the difference.

In this episode, Ricky demystifies the process of using SAM.GOV, highlighting how to search for and identify opportunities that many competitors miss. He explains the significance of "sources sought" notices over traditional solicitations like RFPs and RFQs, emphasizing the importance of early engagement and relationship building with government officials. Ricky shares actionable advice on how to position your business as a front runner by assisting in the solicitation writing process, thereby influencing the government's requirements to favor your company's strengths and capabilities.

Listeners will learn about the comprehensive steps involved in tracking and managing opportunities through SAM.GOV and the critical role of a systematized approach in navigating the government contracting landscape. From initial opportunity identification to proposal submission and follow-up, Ricky covers the marathon nature of selling to the government and how to strategically position your business for success.

Whether you're a small business owner, an entrepreneur eyeing government contracts, or a seasoned contractor looking to refine your approach, this episode is packed with invaluable insights and tips on how to leverage SAM.GOV effectively. Get ready to transform your strategy and approach to government contracts with expert guidance from someone who's mastered both sides of the process.

Website: dodcontract.com

For More Tools and Resources: govClose.com

Join us on the DOD Contract Academy Podcast as we delve into an inspiring journey with Forces Horizon, a revolutionary company transforming the way veterans transition into the civilian workforce.

In this special episode, Forces Horizon's CEOs, Devon Smith (US) and Ben Robb (UK), share the powerful impact of their AI-driven platform designed to seamlessly translate military experience into valuable civilian job opportunities. Discover how Forces Horizon is not only facilitating a smoother transition for veterans but also empowering businesses to recognize and harness the unmatched potential of veteran talent.

If you're a veteran looking to navigate the job market, a company eager to tap into skilled veteran candidates, or simply interested in the intersection of technology and veteran support, this episode is for you.

Dive into our conversation and explore how Forces Horizon is reshaping the future of veteran employment.

For more information on Forces Horizon and to start your journey, visit Forces Horizon's website.

To learn more about selling to the government and to enhance your team with dedicated training and tools, visit DOD Contract Academy.

This episode is a must-listen for anyone passionate about supporting our veterans' transitions, leveraging cutting-edge AI for social good, and understanding the valuable skills veterans bring to the civilian job market. Tune in now to explore the pivotal role of technology in empowering our heroes' transitions and how your business can benefit from veteran expertise.

After exploring the crucial role of early lead identification in Part 1, this episode shifts focus to the most critical step in the government contracting process: converting those leads into meetings.

Discover actionable strategies for setting up impactful discussions with government officials, including how to leverage sources sought responses, optimize relationships with existing government clients, and make the most of acquisitions forecasts.

Plus, uncover the key questions you should be asking in every meeting to enhance your competitiveness and make informed decisions about pursuing opportunities.

• [00:00:00] Introduction to converting leads into meetings
• [00:01:00] Strategy 1: Setting up meetings from sources sought responses
• [00:04:20] Strategy 2: Upselling and maintaining communication with existing clients
• [00:06:50] Strategy 3: Engaging with acquisitions forecasts and securing meetings
• [00:08:00] The importance of scheduling meetings and leveraging LinkedIn for connections
• [00:08:50] Essential questions to ask in government meetings to gauge opportunity viability
• [00:14:30] Evaluating whether to pursue the opportunity based on meeting insights
• [00:15:20] Conclusion and how to leverage DODContract.com for further resources

Dive into the first episode of our three-part series, based on "The Government Contract Planner," where we explore the critical first steps for businesses aiming to win government contracts.

This episode focuses on the significance of lead generation and provides a roadmap for identifying and pursuing viable government contracting opportunities.

Learn how to sidestep common errors, understand RFI and acquisition forecasts, and develop a systematic approach to convert leads into contracts.

For businesses looking to either break into or optimize their government contracting efforts, this episode is packed with practical advice.

Enhance your strategy by visiting DODContract.com for academy membership and further guidance.

In this episode I work with an Academy student on devloping his niche. Learn the fundamentals of doing the research that will set you up for success!

If you want personalized assistance from my team and I to help you start selling to the US government, increase the number of contracts you are winning or optimize the contracts you currently have please reach out to us at: https://www.dodcontract.com/

If you have comments or would like to reach me personally you can do so at richard@richardchoward.com

You can also connect with me on LinkedIn at: https://www.linkedin.com/in/rickychoward/

Contrary to the belief that one can commence their venture by merely assembling existing technologies or services, the most successful "middlemen" in government contracting have a foundational story rooted in delivering unique, specialized solutions. These companies have demonstrated deep expertise and innovative capabilities that address specific government challenges, setting the stage for their evolution into roles where they integrate broader solutions.

Highlighting the Giants and Their Beginnings

We explore the origins and evolutions of the giants in the government contracting realm, emphasizing that their success as "middlemen" was predicated on their initial, distinct offerings.

A Message to Aspiring "Middlemen"

For small businesses looking to make their mark in government contracting, remember: the most impactful "middlemen" began their journey with a focus on solving unique challenges through specialized solutions. Your path to becoming a trusted government partner is paved with the innovation and expertise you bring to the table from day one.

The transition from offering a specific technology or service to becoming a successful "middleman" entails not just assembling solutions but integrating them with a level of expertise and innovation that transforms the government's operational capabilities. As you navigate your venture in government contracting, consider how your unique solution can lay the groundwork for broader opportunities and redefine your role as a valuable "middleman" in this competitive space.

Let's champion the specialized beginnings that fuel the evolution into trusted government "middlemen," shaping the future of government operations with innovation and expertise.

https://www.dodcontract.com