Podcasts about government contractors

In this episode of Game Changers for Government Contractors, host Michael LeJeune is joined by Christa Williams and Erin Olenjack from Bank of America's government contracting team for a candid and practical discussion about what contracting officers and bankers wish every contractor knew. Erin, a former contracting officer, unpacks the most common misconceptions about KO relationships—like why you may never hear back after sending an email, why it's not personal, and how to communicate with purpose and clarity. She also dives into the strategic value of pre-solicitation engagement and explains why blindly chasing contracting officers won't move the needle—building relationships with program offices will. Christa brings clarity to the often misunderstood banking side of GovCon, explaining why having a contract in hand doesn't guarantee financing, how banks evaluate risk differently than factoring companies, and when to bring in alternative lenders like Republic Capital Access. She shares why diversification, proactive planning, and relationship-building before you need money are key to your growth strategy. Whether you're brand new to federal contracting or scaling up to pursue $25M+ contracts, this episode is loaded with real talk, smart strategy, and actionable tips to help you grow your business with confidence and avoid costly missteps. ----- Frustrated with your government contracting journey? Join our group coaching community here: federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contract. Where Should I Start?" Here: https://amzn.to/4hHLPeE Book a call with me here: https://calendly.com/michaellejeune/govconstrategysession

This is episode 777. Read the complete transcript on the Sales Game Changers Podcast website here. In this episode of Marketing for Selling Effectiveness, a sub-series of the Sales Game Changers Podcast, host Fred Diamond and co-host Julie Murphy of Sage Communications welcome a powerhouse guest. Zhenia Klevitsky, Chief Growth Officer at ITC Federal, appears on today's show. One of the key messages that the Institute for Effective Professional Selling (IEPS) strongly communicates is that Sales and Marketing must work stronger together today more than ever before. With two decades of experience in government contracting, Zhenia shares real-world strategies for aligning sales and marketing to win complex, high-stakes federal deals. She explains why the old silos between BD and marketing no longer work and how modern GovCon growth teams must act as a unified revenue engine. You'll learn: ✅ Why mission-first messaging is essential in federal sales ✅ How account-based marketing (ABM) shapes perception long before the RFP ✅ The power of community involvement in building trust with government buyers ✅ Why thought leadership beats traditional capture in today's market  ✅ How AI, automation, and shifting buyer expectations are changing the rules Zhenia also shares a detailed case study on how her team successfully embedded into a tight-knit local community in New Mexico and won a major contract through a bold mix of philanthropy, targeted marketing, and authenticity. Whether you're a B2G sales leader, a marketing strategist, or an executive navigating the federal buying landscape, this episode will challenge you to rethink your approach and embrace true collaboration.

In this power-packed episode, I reconnect with Merry Korn, a returning Govcon Giant who built and sold Pearl Interactive Network Inc., a 100% government contracting company with 1,300 employees in 31 states. Merry shares the raw truth about what it takes to exit your business the right way—from building a company with social impact (prioritizing hires like disabled vets and HUBZone residents) to preparing for sale from day one. Her message is simple: always think of the endgame—even 10 years out. We break down the real-world strategy behind government contracting M&A, how to get your business valuation-ready, why most founders make catastrophic mistakes by waiting too long, and why being a sub doesn't mean you can't cash out. We also talk phantom shares, building a powerhouse team, and what makes a company truly sellable. Merry's wisdom is real, actionable, and will absolutely shift your perspective on business ownership in the federal space. Previous Episode with Merry Korn: Govcon Giants Episode #36:  https://govcongiants.libsyn.com/036-merry-korn-from-social-worker-to-experienced-businesswoman  Book Mentioned: Blue Ocean Strategy by W. Chan Kim and Renée Mauborgne  https://www.blueoceanstrategy.com   LinkedIn profile: https://www.linkedin.com/in/merrykorn  WBENC (Women's Business Enterprise National Council) https://www.wbenc.org  NGLCC (National LGBT Chamber of Commerce) https://www.nglcc.org 

In this episode of Game Changers for Government Contractors, host Michael LeJeune reveals five hidden profit levers that can dramatically improve your bottom line—without spending a dime on more leads. Drawing from decades of experience and over $14.5 billion in contract wins, Michael shares smarter ways to grow by improving your conversion rate, increasing average sale size, boosting transaction frequency, and tightening profit margins. You'll learn how small adjustments—from refining proposals to reducing overhead—can generate significant returns. If you're chasing growth by just submitting more bids or hiring more BD staff, this episode will show you a better, more profitable path. Plus, get a special offer for a free strategy call when you leave a review on Apple Podcasts. ----- Frustrated with your government contracting journey? Join our group coaching community here: federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contract. Where Should I Start?" Here: https://amzn.to/4hHLPeE Book a call with me here: https://calendly.com/michaellejeune/govconstrategysession

With every change in presidential administrations comes an opportunity to look under the hood of existing programs. The Professional Services Council is helping NASA better understand their industry base and advising their members on preparing for SBA's new audit of their 8a business development program. Joining me with more details is the President of the Professional Services Council, Stephanie Kostro.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

he GSA schedule just became the hottest asset in government contracting. In this episode of Game Changers for Government Contractors, host Michael LeJeune sits down with RSM Federal sales strategist Rich Ernest to break down why GSA schedules are more critical than ever thanks to a recent executive order pushing 400–500% more spending through them. They expose costly myths, explain why getting a schedule doesn't guarantee success, and outline how to market your schedule effectively. Whether you go the DIY route or hire help, this episode shows you how to do it smartly, avoid rip-offs, and position your company to win once you're on schedule. Don't wait! Missing out on this shift could lock you out of the federal market. ----- Frustrated with your government contracting journey? Join our group coaching community here: federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contract. Where Should I Start?" Here: https://amzn.to/4hHLPeE Book a call with me here: https://calendly.com/michaellejeune/govconstrategysession

In Episode 6, host Jordan L. Fischer, Esq. interviews Rachael Pashkevich Koontz, Associate General Counsel of cybersecurity and data protection for a large U.S. Government Contractor in the technology space. Rachael provides key insight into her unique role as an in-house cyber attorney, and the day-to-day role she plays in shaping the cyber policy and approach within her organization. Rachael and Jordan discuss how the cybersecurity industry is changing, and how that has made in-house advising on cyber more dynamic and impactful across the business and its operations. For more information on Rachael Pashkevich Koontz, visit: https://www.linkedin.com/in/rachael-pashkevich-koontz-esq-8915ba48/. to contact our host, Jordan L. Fischer, Esq., regarding this podcast or to inquire into becoming a guest, please contact Ms. Fischer at jordan@jordanfischer.me.

In this fast-paced episode of Game Changers for Government Contractors, Michael LeJeune breaks down three essential phases of scaling a government contracting business: Foundation ($0–$1M), Growth ($1M–$10M), and Maturity ($10M+). If you've ever felt stuck at a revenue plateau, this episode delivers the roadmap to get moving again. You'll learn how to build credibility in the early days, when to stop being the bottleneck as CEO, and what strategic shifts to make as you grow. Michael covers everything from building systems and hiring A-players to agency penetration and long-term sustainability. Whether you're just starting out or looking to push through your next ceiling, this episode delivers practical advice for climbing the GovCon growth ladder without burning out or stalling out. ----- Frustrated with your government contracting journey? Join our group coaching community here: federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contract. Where Should I Start?" Here: https://amzn.to/4hHLPeE Book a call with me here: https://calendly.com/michaellejeune/govconstrategysession

In this episode of Game Changers for Government Contractors, host Michael LeJeune interviews Tom Prokop, a federal coach and GovCon entrepreneur, about how he launched his business with a contract already secured. Drawing on more than 15 years of experience, Tom shares the unconventional strategy of turning job interviews into subcontracting opportunities and starting with value not just status. He outlines how to prepare your business infrastructure, adopt a winning mindset, and build strong relationships from day one. Whether you're new to the space or struggling to gain traction, this episode is packed with actionable insights to help you start smart, scale quickly, and build a sustainable GovCon business. ----- Frustrated with your government contracting journey? Join our group coaching community here: federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contract. Where Should I Start?" Here: https://amzn.to/4hHLPeE Book a call with me here: https://calendly.com/michaellejeune/govconstrategysession

In this episode of Game Changers for Government Contractors, host Michael LeJeune exposes one of the most overlooked secrets to success in the federal market... silent influencers. These behind-the-scenes players shape acquisition strategies, steer evaluations, and quietly impact award decisions, often without holding formal authority. Learn how to identify and ethically build relationships with these insiders, from contracting specialists to technical evaluators and even former government officials. Michael breaks down how to build an “influence map,” tap on-the-ground insights, and understand the real decision-making dynamics inside target agencies. This episode is a must-listen for any contractor ready to play... and win... the invisible game. ----- Frustrated with your government contracting journey? Join our group coaching community here: federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contract. Where Should I Start?" Here: https://amzn.to/4hHLPeE Book a call with me here: https://calendly.com/michaellejeune/govconstrategysession

In this episode of Game Changers for Government Contractors, host Michael LeJeune interviews Mary Toxey, COO and co-founder of Basis Path. Mary shares her powerful journey from serving as a SIGINT analyst in the Air Force to co-building a women-veteran-owned GovCon firm specializing in modernization and data science. Learn how Basis Path prioritizes “mission over margins,” supports employee growth, and rebounded from major challenges like contract loss and the COVID-19 pandemic. With a team of 55–60 and eyes on becoming a prime in 2025, Basis Path stands out as a people-first, performance-driven company. Mary's story offers essential lessons on resilience, leadership, and scaling with purpose. ----- Frustrated with your government contracting journey? Join our group coaching community here: federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contract. Where Should I Start?" Here: https://amzn.to/4hHLPeE Book a call with me here: https://calendly.com/michaellejeune/govconstrategysession

In this episode of Game Changers for Government Contractors, host Michael LeJeune tackles a growing frustration in the GovCon space: hiring consultants who don't deliver results. Drawing from thousands of conversations with contractors, Michael breaks down why many consultants fall short—lacking real GovCon experience, pushing generic B2B tactics, or relying on shady “middleman” strategies. He shares how to spot red flags and outlines exactly what to look for in a high-value GovCon advisor: proven results, custom strategy, and hands-on implementation support. Whether you've been burned before or are considering hiring your first consultant, this episode will help you make smarter decisions and invest in real growth. ----- Frustrated with your government contracting journey? Join our group coaching community here: federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contract. Where Should I Start?" Here: https://amzn.to/4hHLPeE Book a call with me here: https://calendly.com/michaellejeune/govconstrategysession

In this episode of Game Changers for Government Contractors, host Michael LeJeune strips away the fluff and focuses on what really moves the needle in GovCon—mastering the fundamentals. From consistent pipeline reviews and smart pre-acquisition prospecting to proposal infrastructure, back-office compliance, and client re-engagement, Michael outlines the unglamorous daily habits that build long-term success. He shares tips on how to stay active on LinkedIn, keep your capability statement fresh, and manage internal readiness through clear roles, regular huddles, and tech audits. If you're tired of gimmicks and ready to scale with strategy, this episode is your roadmap. ----- Frustrated with your government contracting journey? Join our group coaching community here: federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contract. Where Should I Start?" Here: https://amzn.to/4hHLPeE Book a call with me here: https://calendly.com/michaellejeune/govconstrategysession

In today's episode, we sit down with an accomplished entrepreneur who shares valuable insights into starting and growing a business. Our guest, a diverse supplier and service-disabled veteran, emphasizes the importance of key resources for any business owner - your accountant and your attorney. He vividly recalls his early entrepreneurial ventures, from selling scuba gear to offering mobile car detailing services during high school. The episode delves into the critical role of professional organizations like the Veterans in Business (VIB) Network and the Procurement Technical Assistance Center (PTAC) in helping entrepreneurs like our guest connect with valuable opportunities and support. Join us as we uncover the journey of a remarkable entrepreneur and learn actionable tips to build a successful business. Tune in for a powerful dose of motivation and entrepreneurship wisdom on The Daily Windup. See you tomorrow for another inspiring story!

In this episode of Game Changers for Government Contractors, host Michael LeJeune welcomes Kindra Dionne, Chief Program Officer of the HUBZone Contractors National Council, to celebrate 25 years of HUBZone progress and preview what's ahead. Kindra unveils a bold vision for the program, including a new Affinity Group model, a national outreach strategy, and a deeper commitment to workforce development in underserved communities. The 2025 HUBZone Conference (July 21–24 in Chantilly, VA) will feature TED-style talks, industry days, a Capitol Hill fly-in, and a 25th Anniversary Trailblazer Awards dinner. Co-located with the American Small Business Defense Contracting Summit, this event is shaping up to be the most dynamic yet. Whether you're new to HUBZone or a long-time supporter, this episode is packed with updates and inspiration to help you connect, grow, and make meaningful impact. ----- Frustrated with your government contracting journey? Join our group coaching community here: federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contract. Where Should I Start?" Here: https://amzn.to/4hHLPeE Book a call with me here: https://calendly.com/michaellejeune/govconstrategysession

David Berteau, President and Chief Executive Officer of the Professional Services Council (PSC), joins Mike Shanley to discuss the federal funding market. The conversation focuses on the shifting federal market, new opportunities, and strategies for government contractors. Specifically, the following topics were discussed in this episode: Budget Message to PSC members The role of congress key takeaways - federal growth implications for current and prospective federal contractors Common and uncommon aspects of this transition RFPs and bid process   RESOURCES: GovDiscovery AI Federal Capture Support: https://www.govdiscoveryai.com/   BIOGRAPHY: Mr. Berteau became the President and Chief Executive Officer of the Professional Services Council (PSC) on March 28, 2016. With more than 400 members, PSC is the premier resource for and advocate of the federal government contracting industry. As CEO, Mr. Berteau focuses on legislative and regulatory issues related to government acquisition, budgets, and requirements by helping to shape public policy, leading strategic coalitions, and working to improve communications between government and industry. PSC's goal is to improve outcomes and results for the government through better use of contracts and contractors.  Prior to PSC, Mr. Berteau was confirmed in December 2014 as the Assistant Secretary of Defense for Logistics and Materiel Readiness. He oversaw the management of $170 billion in Department of Defense logistics funding.  Previously, Mr. Berteau served as Senior Vice President at the Center for Strategic and International Studies (CSIS), where his research and analysis covered federal budgets, national security, management, contracting, logistics, acquisition, and industrial base issues. He also held senior positions in industry and the federal government.  Mr. Berteau is a Fellow of the National Academy of Public Administration and a Director of the Procurement Round Table. He has been an adjunct graduate school professor at Georgetown University, at the Lyndon B. Johnson School of Public Affairs, and at Syracuse University's Maxwell School.   LEARN MORE: Thank you for tuning into this episode of the Global Strategy Podcast with Mike Shanley. You can learn more about working with the U.S. Government by visiting our homepage: Konektid International and GovDiscovery AI. To connect with our team directly, message the host Mike Shanley on LinkedIn.

In this episode of The Daily Windup, we explore the significance of building strong relationships for business growth and success. Our guest emphasizes the power of community and networking within organizations like the Society of American Military Engineers (SAME) to create lasting connections and gain valuable insights. Learn how representing your company and establishing a recognizable brand can open doors for future opportunities. The guest also shares their plans for the next five years, including expanding their footprint in the federal marketplace and opening an office in Texas. Discover the benefits of having reliable teaming partners and staying updated on upcoming opportunities. Tune in to learn the value of relationships, creative networking strategies, and the exciting possibilities that lie ahead in the federal marketplace. Don't miss this insightful episode of The Daily Windup!

In this episode of Game Changers for Government Contractors, host Michael LeJeune sits down with Neil McDonnell, president of the GovCon Chamber of Commerce CEO of GovCon in a Box, to explore how contractors can navigate a rapidly evolving federal market. From the controversial DOGE initiative to shifting priorities in cybersecurity and AI, Neil shares blunt, actionable advice on aligning your strategy with what government buyers actually need. Learn why mastering the basics—clear value, strong service, and process discipline—trumps chasing "secrets." Whether you're a prime or sub, seasoned or new, this episode will help you adapt to change, survive market shifts, and position your business for sustainable growth. ----- Frustrated with your government contracting journey? Join our group coaching community here: federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contract. Where Should I Start?" Here: https://amzn.to/4hHLPeE Book a call with me here: https://calendly.com/michaellejeune/govconstrategysession

In this episode of The Daily Windup, I, your host Eric Coffie, delve into the world of government contracting with expert guest Jamecee Pinkney. Jamecee shares valuable insights and lessons learned from her journey as an entrepreneur in the federal contracting space. We discuss the importance of identifying and sticking to your core capabilities to avoid falling into the trap of chasing shiny opportunities. Jamecee emphasizes the significance of the capture process and the long game in government procurement. She shares practical tips for getting ahead of the game and leveraging the government forecast to strategically position your business. Join us as we explore the road to success in government contracting, demystifying the process, and offering advice on building a strong foundation for your contracting endeavors.

Today's discussion is all about something that doesn't get talked about enough—but when it happens, it can shake your whole business: termination for convenience. It sounds polite, right? Like the government just doesn't “need your services anymore.” But for a small business, it can mean canceled plans, stranded staff, sunk costs—and a scramble to recover.In this episode, we're breaking down what termination for convenience actually is, how it shows up, and what you can do—legally, financially, and strategically—to prepare for it or respond when it hits. Because in GovCon, it's not always about what you win—it's about how you withstand the unexpected.Let's get into it.Guest Bio:CPA at Withum for the Government Contractors group. She has over 18 years of experience in accounting. Lenee assists clients across a broad range of industries to include Government Contracting, Banking and Financial Services, and Manufacturing industries. Her role includes Internal Audit, SOX Compliance, FAR/DFARS Compliance, General Ledger Accounting, and SEC Financial Reporting responsibilities. She has implemented ERP and Financial Systems using Software Development Lifecyle (SDLC) best practices which include documenting business and data requirements, system integration testing, and user acceptance testing.Call(s) to Action:Help spread the word about Unveiled: GovCon Stories: https://shows.acast.com/unveilLenee-govcon-storiesDo you want to be a guest or recommend a topic that you would like to learn or hear about on the podcast? Let us know through our guest feLeneeback and registration form.Links:Learn more about Withum on their websiteEmail Lenee LyteCatch up with Withum at SECAF, SAME, and the VETS2025 conference in Orlando the week of May 12th!Termination for Convenience ChecklistSponsors:The views and opinions expressed in this podcast are solely those of the hosts and guests, and do not reflect the views or endorsements of our sponsors.Withum – Diamond Sponsor!Withum is a forward-thinking, technology-driven advisory and accounting firm, helping clients to be in a position of strength in today's complex business environment. Go to Withum's website to learn more about how they can help your business! Hosted on Acast. See acast.com/privacy for more information.

On today's episode, we dive into the importance of two critical investments for small businesses: business development and proposal development. I sit down with a guest who shares invaluable advice for business owners, emphasizing the need to allocate resources to these key areas as they directly impact revenue generation. We discuss the challenges of finding skilled business development professionals and proposal writers and provide insights on effective recruitment strategies. Networking and leveraging platforms like LinkedIn emerge as powerful tools for identifying individuals with a proven track record and a history of success. We explore the value of nurturing young talent, mentoring them in business development or proposal management, and even sending them through training programs like Shipley's to enhance their skills. Tune in to The Daily Windup and discover actionable steps to bolster your business development and proposal efforts. Remember, investing in these areas can unlock doors to new opportunities and drive your company's growth. Catch you tomorrow for another insightful episode!

In this episode of FedBiz'5, host Bobby Testa shares practical, real-world advice for small businesses entering the government marketplace. Pulled from our popular "Top 10 Tips for New Government Contractors" blog, Bobby dives into the five most critical lessons new contractors need to know.Key Takeaways:Learn the FAR: Focus on Parts 12, 13, and 19 to understand commercial items, simplified acquisitions, and small business programs.Optimize Your SAM.gov Profile: Your SAM registration is your storefront—make it complete, accurate, and keyword rich.Choose Strategic NAICS Codes: Align your codes with what agencies actually use when searching for vendors.Create a Strong Capability Statement: Stand out with a clear, sharp, and buyer-focused document—plus a 60-second snapshot video.Leverage OSDBUs: Agency small business offices are powerful allies—approach them prepared and professional.Government contracting isn't just for big players. With the right approach, smart small businesses can thrive.If you need expert help navigating registrations, marketing, or agency outreach, FedBiz Specialists are just a call away. Schedule a complimentary consultation today by calling 888-299-4498 or visiting FedBizAccess.com.Listen now and start winning smarter!Stay Connected: Signup for our Once-Monthly "Contractor Chronicle" Newsletter Follow Us on Facebook Follow Us on LinkedIn

Are you losing top talent or missing out on lucrative contracts because your healthcare benefits aren't competitive—or are too expensive?In the latest episode of the Construction MF'ers podcast, we sit down with Mike DeVoe, founder and CEO of Keystone Benefit Group, to unpack how government contractors can offer best-in-class benefits without breaking the bank. Whether you're grappling with high-cost plans for a 20-person team or leveraging data analytics to manage a 100+ employee workforce, Mike has practical strategies you can start using right away.Here's what you'll learn in this episode:

In this episode of Game Changers for Government Contractors, host Michael LeJeune welcomes Tony Gray to unpack the major differences between traditional waterfall and agile proposal development. Tony shares how agile proposals—led by skilled writers with deep customer and technical insight—deliver faster, more cohesive, and higher-quality responses. You'll learn how agile methods cut development time by 30%, reduce burnout, improve SME collaboration, and integrate seamlessly with AI tools. Tony also explains how to overcome resistance to change and how agile helps leaders better allocate B&P resources using gap-based tracking. Whether you're a small business owner, BD pro, or proposal manager, this episode delivers actionable insights to help you scale smarter and win more contracts. ----- Frustrated with your government contracting journey? Join our group coaching community here: federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contract. Where Should I Start?" Here: https://amzn.to/4hHLPeE Book a call with me here: https://calendly.com/michaellejeune/govconstrategysession

In this episode of Game Changers for Government Contractors, host Michael LeJeune talks with Melissa P about what it really takes to lead successful proposal teams. Drawing from her years of experience and leadership at Strategic Growth Partners, Melissa breaks down the power of human-centered leadership, the shift away from command-and-control management, and how to align diverse personalities to meet tight deadlines without the chaos. She shares actionable tips for solo proposal professionals and team leads alike—from setting expectations early to using AI tools wisely. Whether you're building your first proposal shop or managing complex multi-partner bids, this episode gives you the leadership tools and process insights needed to win more contracts—without burning out your team. ----- Frustrated with your government contracting journey? Join our group coaching community here: federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contract. Where Should I Start?" Here: https://amzn.to/4hHLPeE Book a call with me here: https://calendly.com/michaellejeune/govconstrategysession

In this episode of Game Changers for Government Contractors, host Michael LeJeune talks with Scott Arias, CEO of ACE Consulting, about one of the biggest myths in GovCon: that low price wins. Scott shares how superior performance, strategic communication, and understanding what truly matters to the government buyer can drastically reduce competition and increase your win rate. From real-world examples—like rotating a building to save millions—to the importance of being regionally focused and playing to your strengths, Scott explains what best value really means and how to deliver it. Whether you're a prime or sub, in construction or professional services, this episode gives you the mindset and tactical tips to win smarter—not cheaper. ----- Frustrated with your government contracting journey? Join our group coaching community here: federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contract. Where Should I Start?" Here: https://amzn.to/4hHLPeE Book a call with me here: https://calendly.com/michaellejeune/govconstrategysession

In this episode of Game Changers for Government Contractors, host Michael LeJeune shares one of the most overlooked growth strategies for business owners: setting boundaries. If your calendar is packed, your focus is scattered, and burnout is looming, this episode is your wake-up call. Michael breaks down how high-performing leaders use boundaries to protect their time, reduce decision fatigue, and prioritize deep work that drives revenue. You'll learn how to say no unapologetically, manage communication expectations, leverage your calendar as a productivity engine, and recharge without guilt. Whether you're scaling your GovCon business or just trying to get control of your day, this episode delivers practical, real-world strategies to help you protect your time and grow with purpose. ----- Frustrated with your government contracting journey? Join our group coaching community here: federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contract. Where Should I Start?" Here: https://amzn.to/4hHLPeE Book a call with me here: https://calendly.com/michaellejeune/govconstrategysession

In this episode of Game Changers for Government Contractors, host Michael LeJeune shares the critical mindset shifts needed to succeed in government contracting. From filtering out distractions like political noise and LinkedIn negativity to focusing on what you can control—like building relationships, refining your pipeline, and improving your skills—this episode delivers a roadmap for mental resilience and business growth. Michael outlines daily, weekly, and monthly habits for success, emphasizing the importance of long-term thinking, adaptability, and consistent action. Whether you're new to GovCon or looking to level up, this episode will help you reframe your focus and build a strategy for winning more contracts. ----- Frustrated with your government contracting journey? Join our group coaching community here: federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contract. Where Should I Start?" Here: https://amzn.to/4hHLPeE Book a call with me here: https://calendly.com/michaellejeune/govconstrategysession

In this episode of Game Changers for Government Contractors, host Michael LeJeune sits down with Starla Halcomb of Lead Training to share her incredible journey in GovCon. Starla opens up about launching her business with a single contract, losing it all during the pandemic, and learning how to rebuild from scratch. She discusses the mental challenges, the lessons of bad advice, the importance of learning how to run a real business, and how critical it is to develop boundaries and focus on long-term strategy. This episode is packed with wisdom, hard truths, and encouragement for anyone navigating the ups and downs of government contracting. If you've ever felt like giving up, this is the episode you need to hear. ----- Frustrated with your government contracting journey? Join our group coaching community here: federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contract. Where Should I Start?" Here: https://amzn.to/4hHLPeE Book a call with me here: https://calendly.com/michaellejeune/govconstrategysession

In this episode of Game Changers for Government Contractors, host Michael LeJeune dives into a powerful guide for interviewing business development (BD) reps in the GovCon space. Michael shares how to spot red flags, detect lies, and ask strategic questions that reveal whether a candidate can execute—not just interview well. You'll learn how to test coachability, uncover true experience, evaluate how they handle rejection, and assess their ability to research and strategize. This episode is packed with tactical advice that will help you hire smarter, avoid costly mistakes, and find the right BD talent to drive contract wins. Whether you're a seasoned executive or making your first BD hire, this is a must-listen. ----- Frustrated with your government contracting journey? Join our group coaching community here: federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contract. Where Should I Start?" Here: https://amzn.to/4hHLPeE Book a call with me here: https://calendly.com/michaellejeune/govconstrategysession

Being a government contractor is commonly thought of as something for large fleets and massive enterprises. Melanie Patterson, Founder and Managing Director at Team Integrity Knowledge Center & Integrity Global Logistics and FreightWaves' Mary O'Connell break get into who small fleets and small businesses are at the core of government contracting and how carriers can get involved in diversifying their business. Join the Owner Operator &Small Fleet Summit Other FreightWaves Shows Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of Game Changers for Government Contractors, host Michael LeJeune shares expert insights on how to achieve post-award success. Winning a contract is just the beginning—now it's time to deliver, manage, and position yourself for future growth. Michael covers key strategies like running effective kickoff meetings, tracking deliverables, building strong customer relationships, and leveraging AI for efficiency. He also discusses the importance of documenting past performance, identifying high-value task orders, and optimizing internal processes. Whether you're a prime or a subcontractor, this episode provides actionable tips to ensure you exceed expectations and set yourself up for more opportunities. Tune in to learn how to turn one contract win into long-term GovCon success. ----- Frustrated with your government contracting journey? Join our group coaching community here: federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contract. Where Should I Start?" Here: https://amzn.to/4hHLPeE Book a call with me here: https://calendly.com/michaellejeune/govconstrategysession

In this episode of Game Changers for Government Contractors, hosts Michael LeJeune and Joshua Frank expose the myths and misinformation running rampant in the GovCon space. They take a hard look at the so-called "GovCon grifters" spreading false narratives about becoming an overnight millionaire, using the middleman strategy, and relying on certifications to win contracts. Michael and Joshua set the record straight, explaining why real success in government contracting requires strategy, relationships, and business acumen—not just flashy promises. If you're tired of the hype and want to understand what it really takes to win government contracts, this episode is a must-listen. ----- Frustrated with your government contracting journey? Join our group coaching community here: federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contract. Where Should I Start?" Here: https://amzn.to/4hHLPeE Book a call with me here: https://calendly.com/michaellejeune/govconstrategysession

In this episode of Game Changers for Government Contractors, host Michael LeJeune breaks down the critical steps for transitioning from a subcontractor to a prime contractor. He highlights key challenges such as past performance requirements, financial readiness, and the importance of building a strong team. Michael also shares practical strategies for improving cash flow, developing a recruiting database, and fostering relationships with key decision-makers. Additionally, he covers why processes, culture, and business development play a vital role in scaling successfully. If you're ready to make the jump to becoming a prime, this episode provides actionable insights to help you navigate the transition with confidence. ----- Frustrated with your government contracting journey? Join our group coaching community here: federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contract. Where Should I Start?" Here: amzn.to/4c5Vb0d

In this episode of Game Changers for Government Contractors, host Michael LeJeune talks with John Cook about the upcoming Tribal Edge Summit 2025—a must-attend event for businesses looking to partner with Tribal 8(a), ANC, and NHO organizations. John shares insights into sole-source contracting, matchmaking strategies, and how businesses can build strong teaming relationships with tribal entities. With a laser-focused approach, this summit helps small and medium-sized GovCon businesses connect with the right partners while providing education on legal considerations, business development, and advanced teaming. The event, set for April 23-25, 2025, features expert panels, networking sessions, and a keynote from world-class trainer Coach Larry Wade. Whether you're looking to break into the tribal 8(a) space or expand your existing partnerships, this episode is packed with insights to help you succeed. ----- Frustrated with your government contracting journey? Join our group coaching community here: federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contract. Where Should I Start?" Here: https://amzn.to/4hHLPeE Book a call with me here: https://calendly.com/michaellejeune/govconstrategysession

In this episode of Game Changers for Government Contractors, host Michael LeJeune breaks down the art of negotiation in government contracting. Learn how to research agency priorities, build relationships before negotiations, and justify your pricing with data. Michael shares insights on how to articulate value beyond price, navigate contract terms, and balance when to push or concede. Whether you're negotiating a sole-source contract or in a competitive bid, these strategies will help you secure better deals while strengthening long-term relationships. If you want to improve your negotiation skills and win more contracts, this episode is packed with actionable tips to help you succeed in the GovCon space. ----- Frustrated with your government contracting journey? Join our group coaching community here: federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contract. Where Should I Start?" Here: https://amzn.to/4hHLPeE Book a call with me here: https://calendly.com/michaellejeune/govconstrategysession

In this episode of Game Changers for Government Contractors, host Michael LeJeune welcomes Kathleen Smith from ClearedJobs.Net to discuss the biggest recruiting challenges in the government contracting space. Kathleen shares insights from her new Cleared Recruiting Challenges newsletter and podcast, highlighting top hiring challenges such as SCIF stress, salary competitiveness, and candidate engagement. They also explore solutions, including improving employer branding, offering workplace flexibility, and building stronger candidate relationships. If you're struggling to find and retain top talent in the cleared community, this episode provides practical strategies to help you stand out in a competitive hiring market. ----- Frustrated with your government contracting journey? Join our group coaching community here: federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contract. Where Should I Start?" Here: https://amzn.to/4hHLPeE Book a call with me here: https://calendly.com/michaellejeune/govconstrategysession

In this episode of Game Changers for Government Contractors, host Michael LeJeune speaks with cybersecurity expert Jessica Dapelo about the rise of Zero Trust and AI in risk assessment. Jessica explains how Zero Trust flips traditional cybersecurity on its head, ensuring that every device and user must prove legitimacy before gaining access. They discuss the dangers of unchecked AI, the vulnerabilities hidden in everyday technology, and the importance of cybersecurity training. From real-world hacking stories to proactive security strategies, this episode is packed with insights on how businesses and individuals can protect themselves in an increasingly digital world. Tune in to learn why trust is the weakest link in cybersecurity—and how to safeguard your data from evolving threats. ----- Frustrated with your government contracting journey? Join our group coaching community here: federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contract. Where Should I Start?" Here: amzn.to/4c5Vb0d

In this episode of Game Changers for Government Contractors, host Michael LeJeune breaks down the key steps for building an effective corporate strategy in the government contracting space. Learn how to define what you sell, identify your target buyers, understand how they procure, and develop a tailored marketing strategy. Michael shares practical tips on leveraging tools like SAM.gov and USAspending.gov, choosing the right certifications, and partnering with strategic players. Whether you're new to government contracting or looking to refine your approach, this episode provides actionable insights to help you focus your efforts, build relationships, and position your business for long-term success. ----- Frustrated with your government contracting journey? Join our group coaching community here: federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contract. Where Should I Start?" Here: amzn.to/4c5Vb0d

In this episode of Game Changers for Government Contractors, host Michael LeJeune dives into the innovative concept of Continuous Authority to Operate (CATO) with Bryon Kroger, founder of Rise8. Bryon explains how CATO enables faster, more secure software delivery, aligning with modern DevOps practices while ensuring compliance with NIST RMF standards. Learn how this approach transforms the traditional ATO process, the benefits for government contractors and end users, and the critical role of collaboration between developers, assessors, and end-users. Bryon also shares actionable strategies for implementing CATO, overcoming challenges, and scaling operations. Whether you're navigating compliance or looking to improve your software delivery speed, this episode is packed with valuable insights to help you succeed in the GovCon space. ----- Frustrated with your government contracting journey? Join our group coaching community here: federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contract. Where Should I Start?" Here: amzn.to/4c5Vb0d

In this episode of Game Changers for Government Contractors, host Michael LeJeune highlights the four critical responsibilities every business owner must prioritize to achieve long-term success. From taking care of your personal well-being to driving revenue, building and serving your team, and fostering innovation, these responsibilities are the foundation of effective leadership. Michael shares actionable strategies for maintaining work-life balance, aligning sales and marketing efforts, creating a team-focused culture, and pushing boundaries to stay ahead in the market. Whether you're just starting out or scaling your business, this episode provides a practical framework to help you grow and thrive as a leader. ----- Frustrated with your government contracting journey? Join our group coaching community here: federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contract. Where Should I Start?" Here: amzn.to/4c5Vb0d

In this episode of Game Changers for Government Contractors, host Michael LeJeune and business coach Rich Earnest dive into the complexities of selling products in the government contracting space. They explore key topics such as the value of GSA schedules, the role of relationships in breaking into the market, and the importance of strategic research. Rich shares actionable advice on identifying buyers, leveraging simplified acquisition thresholds, and navigating challenges like Buy American requirements. Whether you're new to product sales or looking to refine your strategy, this episode offers essential insights to help you succeed in the competitive GovCon market. ----- Frustrated with your government contracting journey? Join our group coaching community here: federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contract. Where Should I Start?" Here: amzn.to/4c5Vb0d

In this episode of Game Changers for Government Contractors, host Michael LeJeune dives into the art of managing multiple RFPs simultaneously. Michael shares practical strategies to help you prioritize proposals, allocate resources effectively, and maintain quality under pressure. From understanding your team's limits and using time management techniques to automating routine tasks and fostering team communication, these tips will help you streamline your proposal process and avoid burnout. Learn how to implement tools like master calendars, SOPs, and after-action reviews to continuously improve and scale your efforts. Whether you're a solo operator or managing a team, this episode provides actionable insights to help you win more contracts while staying organized and focused. ----- Frustrated with your government contracting journey? Join our group coaching community here: federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contract. Where Should I Start?" Here: amzn.to/4c5Vb0d

In this episode of Game Changers for Government Contractors, host Michael LeJeune is joined by Shane McCall of Koprince McCall Pottroff to demystify the Small Business Rule of Two. Shane explains what the Rule of Two is, how it impacts small business set-asides, and the recent changes affecting task orders under multiple award contracts (MACs). He shares valuable insights on the differences between the SBA's Rule of Two and the VA's version, key exceptions, and how small businesses can respond if they see non-compliant procurements. If you're a small business looking to leverage the Rule of Two to win more contracts, this episode is packed with actionable strategies and expert advice to help you navigate these changes effectively. ----- Frustrated with your government contracting journey? Join our group coaching community here: federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contract. Where Should I Start?" Here: amzn.to/4c5Vb0d

In this episode of Game Changers for Government Contractors, host Michael LeJeune breaks down the essential steps for building a winning proposal team. From identifying key roles like Proposal Manager, Technical Writers, and SMEs to leveraging collaboration tools and refining communication strategies, Michael shares practical advice for creating a well-rounded, effective team. He also highlights the importance of proposal reviews, ongoing training, and fostering a positive team culture to maximize performance. Whether you're building your team from scratch or optimizing an existing one, this episode provides actionable insights to help you streamline processes and improve your proposal win rate. Tune in to learn how to create a high-performing team that delivers winning proposals consistently. -----

In this episode of Game Changers for Government Contractors, host Michael LeJeune welcomes Kevin Plexico, Senior Vice President at Deltek, to discuss key findings from Deltek's annual Clarity Survey. Kevin shares insights on growth trends, challenges facing small businesses, and the increasing role of compliance and technology in government contracting. They discuss the impact of election cycles, rising competition, and strategies for aligning capabilities with agency priorities. Kevin also highlights opportunities for contractors, including the role of AI in leveling the playing field and the benefits of mentor-protégé programs. Tune in to gain actionable strategies and stay ahead in the ever-evolving GovCon market. ----- Frustrated with your government contracting journey? Join our group coaching community here: federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contract. Where Should I Start?" Here: amzn.to/4c5Vb0d

In this episode of Game Changers for Government Contractors, host Michael LeJeune dives into the common leadership challenge of "Bright, Shiny Object Syndrome." Michael explores why leaders are prone to chasing new ideas and abandoning current projects, and the impact this has on business growth and team morale. Learn practical strategies to implement a decision-making framework, avoid unnecessary restarts, and make thoughtful adjustments to existing processes. Whether you're a business owner or team leader, this episode provides actionable advice for staying focused, finishing what you start, and leading your organization more effectively. ----- Frustrated with your government contracting journey? Join our group coaching community here: federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contract. Where Should I Start?" Here: amzn.to/4c5Vb0d

In this episode of Game Changers for Government Contractors, host Michael LeJeune sits down with SharePoint expert Therman Trotman to explore how government contractors can leverage SharePoint to optimize processes, enhance collaboration, and increase efficiency. Therman shares practical insights on replacing outdated tools like Excel with SharePoint's powerful features for collecting, managing, and displaying information. From onboarding employees to managing contracts, discover how this often-overlooked tool can revolutionize your GovCon operations. If your organization is looking to streamline workflows and centralize data, this episode is a must-listen. ----- Frustrated with your government contracting journey? Join our group coaching community here: https://federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contract. Where Should I Start?" Here: https://amzn.to/4c5Vb0d

In this episode of Game Changers for Government Contractors, host Michael LeJeune tackles common myths about leadership that often hold back aspiring leaders. From the belief that leaders are born, not made, to the misconception that leaders must have all the answers, Michael offers practical insights and personal experiences to debunk these myths. He emphasizes the importance of continuous growth, embracing vulnerability, and empowering your team rather than controlling them. Whether you're an introvert or an extrovert, this episode provides valuable advice on how to unlock your leadership potential and overcome self-doubt. ----- Frustrated with your government contracting journey? Join our group coaching community here: https://federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contract. Where Should I Start?" Here: https://amzn.to/4c5Vb0d

In this episode of Game Changers for Government Contractors, host Michael LeJeune and cybersecurity expert Gary Daemer discuss FedRAMP, an essential certification for cloud service providers looking to sell to the federal government. With over 40 years of experience in cybersecurity, Gary provides a comprehensive overview of what FedRAMP entails, who needs it, and the challenges involved. Learn about the rigorous process, timelines, costs, and ongoing maintenance requirements for certification. Gary also shares strategic advice on whether pursuing FedRAMP is right for your business and tips for leveraging resources like SBIRs to offset costs. This episode is a must-listen for contractors aiming to enter or expand in the government market. ----- Frustrated with your government contracting journey? Join our group coaching community here: https://federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contract. Where Should I Start?" Here: https://amzn.to/4c5Vb0d