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Game Changers for Government Contractors: Daily Summaries Delivered
by Game Changers for Government Contractors
Game Changers for Government Contractors was designed BY government contractors FOR government contractors. Every episode delivers actionable tips, tricks, and strategies to help you find and win more government contracts. Each episode features Subject Matter Experts (SMEs), companies actively winning contracts, and nationally recognized professional speakers and authors. The show is hosted by government contracting expert Michael LeJeune of RSM Federal. RSM Federal has trained over 25,000 government contractors, and their coaching programs have helped clients win over $14 Billion in government contracts. Keywords: Government Contractor, Government Contracting, Government Contracts, Government Sales, Government Subcontracting, How to Win Government Contracts, Where to Find Government Contracts, Small Business Government Contracting, Federal Contracting, Government RFP, How to Write a Proposal, Capability Statement, FPDS Training, The Government Sales Manual, Government Contract Coaching, Government Contract Training, Government Contract Consultant, GSA Schedule, SBIR, Set-Aside Contracts, Government Proposal Writing, Federal Sales Strategy.
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- 2 days ago23 min
Ep 442 | Price to Win Vs. Price to Deliver
Ever won a contract you wish you hadn’t?In this episode, I interview Katie MacDonald from Unanet about how government contractors can catch delivery risk before it eats their margin. One of her best tips is a simple change to your project reviews. Instead of asking “Are we on budget?”, ask what’s changed, what it will cost to finish, and whether you need to do something differently.She also walks through how a $4M fixed-price contract can lose half its margin while the customer may not even know anything’s wrong (and how AI can flag it before your finance report does).
- Oct 12, 202642 min
Ep 441 | $0 to $55M a Year, 90% of It as a Subcontractor
What if your real customer is the prime and not the government? In this episode, I interview Rick Stengard from EBWATER, who took a business unit from zero to about $55 million a year in federal revenue and an exit to private equity. More than 90% of that revenue came as a subcontractor, and that was by design. Rick walks through the 18 months it took to win the first contract, why his company had 8(a) and SDVOSB status and built the business around the primes instead, and what debriefs and CPARS taught his team. He also coaches drivers at the Porsche Experience Center in Atlanta (yes, we talk about that too).
- Oct 5, 20266 min
Ep 440 | The 4 Rules Behind $14.6 Billion In Government Contracts
In this episode, I walk through the four rules I give every client before we start working together. Be a good communicator. Follow through. Have high integrity. Stay solution focused. My clients have won more than $14.6 billion in government contracts, and these rules are how we work together to get there.These rules start with me! I hold myself to them first (and you can steal them for your own team and clients).
- Sep 28, 202633 min
Ep 439 | After 400 Episodes, The Mic Gets Turned On Michael LeJeune
After more than 400 episodes of asking the questions, Michael LeJeune takes the other seat. In this episode of Game Changers for Government Contractors, the microphone turns toward the host for a conversation that puts his own experience and perspective in the spotlight. It’s a change of pace for longtime listeners and an introduction to the person behind the show for anyone tuning in for the first time.
- Sep 21, 202612 min
Ep 438 | Is the Sky Falling Again for Government Contractors
Is the sky falling again for government contractors? SBA's proposed size standard changes could add 37,000 companies to the small business pool, and the panic is loud. In this episode, I give you my take as an SDVOSB who's watched this market survive CMMC, COVID, DOGE, and three administrations. I get into the question nobody's asking: how many of those 37,000 companies can qualify for a socio-economic status when those programs are controlled by ownership? And why would a $200 million company want to fight over a $4 million contract in the first place?
- Sep 11, 202653 min
Ep 437 | Healing Starts at 10,000 Feet
In this special episode, I interview Alex Buggy and John Wayne Walding, from the Best Defense Foundation. together they built the Stronghold program, where special operations veterans spend a week at 10,000 feet in Utah with doctors, NFL players, and operators who've already made the transition. It's peer-led, it costs the veteran nothing, and more than 100 have been through it.
- Sep 7, 202610 min
Ep 436 | He as a $3m Business and Still Works in a Factory
In this episode, I get into vanity metrics, using a high school friend of mine who took home nothing out of a company doing $3 million with 40 employees. Before he hired me he asked two questions, how much revenue I make and how many employees I have. My numbers were smaller than his, so he passed. I also break down the numbers I would put in their place. Margin per product, per service and per job instead of one blended average, whether you are paying yourself and your people above market, and why you look at all of it weekly instead of once a quarter.
- Aug 31, 20268 min
Ep 435: The X-Factor of Working with Women-Owned Small Businesses
In this episode I break down the X factor of working with a women-owned small business, why they make outstanding teaming partners in government contracting, and the four things I find myself coaching them out of every time.
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About Game Changers for Government Contractors
Game Changers for Government Contractors was designed BY government contractors FOR government contractors. Every episode delivers actionable tips, tricks, and strategies to help you find and win more government contracts. Each episode features Subject Matter Experts (SMEs), companies actively winning contracts, and nationally recognized professional speakers and authors. The show is hosted by government contracting expert Michael LeJeune of RSM Federal. RSM Federal has trained over 25,000 government contractors, and their coaching programs have helped clients win over $14 Billion in government contracts. Keywords: Government Contractor, Government Contracting, Government Contracts, Government Sales, Government Subcontracting, How to Win Government Contracts, Where to Find Government Contracts, Small Business Government Contracting, Federal Contracting, Government RFP, How to Write a Proposal, Capability Statement, FPDS Training, The Government Sales Manual, Government Contract Coaching, Government Contract Training, Government Contract Consultant, GSA Schedule, SBIR, Set-Aside Contracts, Government Proposal Writing, Federal Sales Strategy.
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