Tag: Winning Contracts

Miguel Sanchez: Embracing Inexperience and Taking One Step at a Time

Posted on by Eric Coffie

Get inspiration on how Miguez Sanchez embraced inexperience, but still took one step at a time towards his success in the govcon marketplace!

BACKGROUND

Miguel Sanchez is a military veteran from the U.S. Marine Corps Infantry Division in Camp Lejeune in North Carolina. 

After fighting for the country, he then started going to night college in 2013 while working for a company. 

Meanwhile, his internship at a company in Wall Street introduced him to the govcon marketplace. He then pursued different industries until he decided to follow the consulting route in the IT space. 

“It wasn’t a matter of quitting. To me, it was a matter of pivoting.”

Currently, he is the Key Principal at SGC GROUP, a company he established to provide consulting and business development services to government contracting clients. 

LEARNING ABOUT GOVCON

Sanchez first learned about state and local government contracting when he’s doing an internship at a service-disabled veteran-owned investment bank at Wall Street. 

As the business development person, he traveled and did business with different Fortune 500 companies while also doing state and local contracts. 

However, Sanchez also knows that ownership is extremely important and he wanted his future to align, so he decided to learn about govcon— from having an SDVOSB certification to joining GovCon Giants. 

LOOKING FOR CLIENTS AND WINNING CONTRACTS

In looking for a client to provide his consulting expertise, Sanchez started looking within the areas nearest to the DC area.

Then, to fully specify the companies he wanted to do business with, he looked for clients that have some kind of leverage among others, including having certifications.

After his research, he found a handful of companies and started picking up the phone. His plan was to call at least 25 companies a day. Sanchez didn’t even get to 10 when he got his first client. 

The first opportunity that they looked after was a market research that the client already responded to. He just made a simple follow-up and after almost a year talking to the government buyer, they were awarded the IT contract worth 800 grand. 

“The conversation went on for almost a year of just talking to the client. That’s another thing. You have to understand the arena that you’re playing in. You know, with the governing space, it’s not like short and sweet. It’s not from one day to another.”

Although in the IT space that contract seems small, Sanchez understood that it’s a good starting point with him and his client. 

He was thankful when he found that they won and currently, he decided to go full time with the client, with the promise to also continue to be part of GovCon Giants. 

ADVICE FOR SMALL BUSINESSES

Know what you need to say. 

Before calling his prospects, Sanchez prepared himself first. He made a little script that highlights the things he needed to say. 

He even researched about the buyers that may buy the services that the prospects have and the opportunities that the prospect might like. 

“Sometimes, you get one shot, you know. These people are getting voicemails and calls left and right every single day, so if they give you a minute of their time, you better know what you, you know, you’re gonna say.” 

Be reactive and proactive. 

Be prepared for everything. Consider that, in this govcon marketplace, opportunities may come knocking, but that only happens when you do the work. 

“I think that it’s important for people to understand that in this business, you need to be reactive, right, but you also need to be proactive. You need to be both, right?”

RESOURCES

If you want to learn more about how Miguez Sanchez embraced inexperience, but still took one step at a time towards his success in the govcon marketplace, then be sure to click the resources below.

You can also visit the GovCon Giant website or the new GovCon Edu where you learn everything about government contracting!

Learning and Overcoming Setbacks – Miguel and Maria

https://www.youtube.com/watch?v=W2OR6VTZRic

MasterMind Monday: How to Prepare for Your Call and Get Invited Back?

Posted on by Eric Coffie

Learn how to prepare for your call and get invited back in this blog highlight of our second Mastermind Monday video!

GETTING THE FEDERAL BUYER’S ATTENTION IS NOT EASY

Winning contracts in the federal marketplace is a long cycle and it can really be disheartening for the folks who never experience success because they expect something to happen in the first few months. 

As Carrie Fisher said, “Instant gratification takes too long,” and if that resonates with you, then the federal market is not your happy place.  

Why is this? Because getting your federal buyer’s attention is not easy.  The federal buyer needs to trust you.

“All the contract door openers in the world can’t do that, if you haven’t done the work to win and earn the real trust.”

With this in mind, you need to consider the fact that getting in a meeting with the federal buyer is just the first step, the real win is to get invited back. 

So, how can you stay committed and stay engaged in the effort of winning the federal business when nothing seems to happen for the longest time? Continue reading this blog. 

THE FEDERAL BUYER DOESN’T RETURN MY CALL

When someone doesn’t return your calls, our brains start to make up answers that they’re not interested in your product or they have already found other people, among other things. 

However, the only reason is if they didn’t call you back. Until you talk to them, you have no way of knowing what happened to your inquiries. 

“The only thing you can know when your federal buyer is not returning your calls is that they didn’t return your calls.”

Remember, in a really distracted universe, when everybody and everything is vying for your attention, it can take 15 to 30 instances to get from contact to contract.

THINGS TO DO TO GET THE FEDERAL BUYER’S ATTENTION

1. Think in very human terms. 

When somebody is trying to sell you something, but they don’t know about you and your company, what would you feel?

Remember, we are humans, and so are your federal buyers; so grasp the concept of thinking generously in very human terms about the person you’re trying to reach.

“If you’re too busy to learn about your federal buyer, they sure don’t have time to learn about you.”

2. Experiment.

It can take from 15 to 30 instances to get from contact to your first contract, so don’t just stop after a few call.

With this, you also need to consider experimenting how you communicate with them and what time of the day. 

Remember, as business owners, we are open to take calls every time, so let’s also consider that towards our federal buyer. 

3. Dress the part. 

Are your online profiles well-alined? Is the information about your business the same as it was written in the SAM database?

Consider that your average federal buyer checks you out 12 times online before they have the first contact with you, so if your online profiles are not aligned, that might be the reason they don’t respond to your calls. 

Remember, you want to be taken seriously as a federal contractor, so you should dress for the occasion and this includes your online wardrobe.

“When you’re showing off in the federal arena, your electronic wardrobe also matters.”

4. Pay attention to customer experience. 

Pay attention to the experience that you’re giving somebody when you are wooing them. 

What is going on for them? How could I be of service to them? What happens when we treat marketing and sales as acts of service? 

“Give somebody the quality of experience when you’re wooing them that they’re gonna start to believe that you’re going to continue to give them when they say yes.”

5. Solve small problems.

As small businesses, you might not have the huge capabilities that are needed in million-dollar contracts.

In this case, why not solve small government problems? There are state and local contract opportunities. If you are part of a set-aside, you can also do a joint venture or a partnership. 

The reason why these are recommended is the fact that this can help you in improving your past performance while also letting the federal buyer learn more about you. 

“Somebody who has already done business with you is more likely to do business with you again than somebody who has never heard of you.

HERE’S OUR CHECKLISTS TO HELP YOU!

Every profession has their own checklist in every process that they follow. This is also the same in meeting your federal buyer.

With this in mind, here is the checklist in every stages of the process and the things to do:

Pre-meeting

    • Why: What are your goals? Why are you meeting with them? 
    • Who: Who’s gonna be there? Who’s gonna be the hosts, guests, speakers, and notetakers?
  • Where: Where or what platform? What location? What facility? 
  • How: How will you get there? What are the security, the clearance, rehearsals needed?
  • What: What are you gonna do? What is your agenda? What are the kinds of handouts you are allowed to have? What kind of equipment and media to use? 
  • Emergency: What are your backup plans? What will you do if the technology fails? What will you do if somebody doesn’t arrive? What would you do if you couldn’t get into the building? What would you do if the security clearance papers couldn’t get there? 

Meeting day

    • Final Checks: Check your technology and look for the point of contact upon arrival.
    • Where: Use the necessary transportation and arrive ahead of time. 
    • Who: Sign-in sheets are really important. Know who’s in the room.
    • What: Set up something that you can deliver in 10 minutes and consider the 60% of your time for Q&A, discussions, and engagement.
  • How:  Relax. Your federal buyer is just human. Be grateful and show empathy.

Follow-up

  • Who: Have an internal and agency debriefing. 
  • What: Send what you said you would. 
  • When: Send it when and how you said you would.
  • How: Send follow-up in a thorough manner and with gratitude. 

RESOURCES

No one is entitled to a federal contract, but you can earn the federal buyer’s trust. So, continue building their trust and wait for the response that will yield more contracts!

“I remember another story about calling them. Calling, calling, and calling. And finally when they needed me, they called me more than I called them.”

If you want to learn more about how to prepare for your call and get invited back, then check our full Mastermind Monday video with Judy Bradt. 

You can also visit the GovCon Giant website or the new GovCon Edu where you learn everything about government contracting!

How to prepare for your call and get invited back with Judy Bradt

https://www.youtube.com/watch?v=p4-3y9RcOaM

Leilani Lacusong: From Accountant to 8a Contractor

Posted on by Eric Coffie

For over five years, Leilani Lacusong learned doing government contracts and now, she shares her story and what she learned from winning her first contract!

 BACKGROUND

Leilani Lacusong has over 25 years of experience doing accounting in the architecture, engineering, and construction industry as a project and staff accountant all the way to becoming a Chief Financial Officer. 

Currently, she is the Principal at Leis Consulting Group where she does government contracts for over five years while also providing accounting services, on the side. 

Apart from that, Leilani is also working along with some of our GovCon Giants to gain contracts as a community. 

STARTING IN THE FEDERAL MARKETPLACE

When she quit her former job, Leilani was faced with the fact that she had no clients and no job. However, she believed in herself and started researching. 

She built Leis Consulting Group in 2015 and she went after 8a and other certifications.

She called people for three months regarding these small business certifications and instead of paying someone to fill the 8a application, she did it herself. 

Although, she was informed that she can’t be an 8a, she continued to pursue this certification until she became 8a certified in 2016.

However, reality hits her. Becoming part of the 8a program doesn’t mean having those VIP tickets that will provide you contracts. 

So, she reverted back to doing accounting while researching more and navigating different  govcon databases.

That’s when she learned about homeless veterans, traditional homes for the probationers, and other opportunities that she already had previous experiences with. 

GETTING HER FIRST CONTRACT

Leilani then got her first contract on September 23, 2017 where she did a carpet cleaning project in Abilene, Texas for three years.

“I thought I won a million dollars, but it’s only 65,000 for five years, so I  didn’t really look at it that way. I think it just affects the high of winning a contract. It didn’t matter if it was like twenty thousand, thirty thousand—”

Although this contract gave her a lot of challenges, it also strengthened the way she viewed government contracts. 

Primarily, the people that she hired to do the project didn’t show up, so she just did the job herself. Fortunately, a pastor assisted her in accomplishing the job for three years. 

Apart from that, the contract itself is $65,000 for three years which is a very small contract considering its time period. 

However, she still performed the project and viewed it as a very humbling experience.

“It’s like, ‘Wow, the government really trusted me, so, I have to perform, you know, like they trusted me and my company.’ So, you know what? I have to deliver what I need to deliver and maybe do more.”

SACRIFICES AND DRIVE

Between 2017 to 2019, Leilani continues to bid with no hits. This then affects her tremendously.

She began sabotaging her relationships and there comes a point where she needs to do accounting on the side just to pay her bills.

However, she knew that these sacrifices were needed to achieve her goals, so she never gave up. 

“I just did not give up, you know. I don’t know what kept me going. I think it’s because of that hunger… for trying to get the contracts. I’m like, ‘That’s all I want to do. I just want to work hard with contracts.’”

ADVICE FOR ASPIRING GOVCON GIANTS

1. Be patient.

Patience is very important when you’re doing every activity in order to win a contract. It will not happen as soon as you want it. You need to wait. You need to think. You need to continuously reinvent yourself. 

“You have to be patient. It’s not going to come overnight.”

2. Be humble.

Stay grounded wherever part of your govcon journey you are because no matter how huge your contracts are, you have to go right back to where you started again after accomplishing that.

In fact, why not share what you learned? Besides, there are tons of contracts and money for all of us in this marketplace, we have enough projects to pass around.

“You have to share… I think humility and being humble, I think it’s the key to, you know, so people really want to work with you.”

3. Be consistent.

Success won’t happen when you don’t do your activities consistently. You need to have a system. You need to have structure. You need to know what you are doing. 

“My advice to people is how to eat live and walk and really digest the government world because if you don’t, you’re going to get lost in the shuffle, you’re going to be frustrated, and you’re not going to know your next move. So, I said just be consistent.”

4. Be part of a community.

When you’re doing contracts alone, it will surely become lonely, but it will not be that lonely if you become part of a community who also have the same aspirations as yourself. 

“One thing I really, really learned is you have to have a community. You have to have a village. It’s kind of like having kids, you have to have a support system because there are things that you’re missing out.” 

RESOURCES

If you want to learn more on the sacrifices and lessons Leilani Lacusong learned, then be sure to click the resources below. You can also visit the GovCon Giant website or the new GovCon Edu where you learn everything about government contracting!

02: Making a Giant with Maria and Leilani Lacusong. From Accountant to 8a Contractor

https://www.youtube.com/watch?v=VmJi3lamQUw&t=2606s

Effective Steps in Winning Government Contracts!

Posted on by Eric Coffie

Get ready to win contracts with these effective steps that will help you establish connection with your target client!

WHY DO CONTRACTORS FAIL?

In the book entitled ‘Mastery,’ Robert Greene talked about the seven deadly realities that people have. One of these realities include laziness which tends to be what most new or unsuccessful contractors and consultants do.

In this case, written below is what the book says:

“We all have the tendency to take the quickest, easiest path to our goals but we generally manage to control our impatience; we understand the superior value of getting what we want through hard work. However, this inveterate lazy streak is far too powerful. Discouraged by the thought that it might take months or years to get somewhere, they’re constantly looking for shortcuts.”

If this statement will be translated into the federal marketplace, people who are just new in this industry tend to directly jump to the traditional model of winning contracts. 

To give you an idea, this is what people do in this model of winning contracts:

  1. They register their business or pay someone to do so.
  2. They’ll bid for different types of contracts.
  3. They just hope and pray they win.
  4. The cycle continues.

Because of following this, most people won’t be able to take advantage of the unlimited time and resources that this marketplace provides. So, in order to help, written below are effective steps to win contracts. 

WINNING APPROACHES

1. Learn about contracting.

In order to really leverage the government marketplace, you need to understand what is government contracting and how it works.

This includes understanding the govcon lingo because most of the time, people will just use acronyms for different agencies and things needed when talking to others. 

Besides, learning the marketplace will really make you seem knowledgeable which in turn will help you speed up the process in dealing with different individuals including contracting officers, small business specialists, and other contractors. 

2. Prepare your company.

A small business certification will not offer you contract opportunities. Rather, you need to prepare your company to receive projects by having your capabilities in place.

Consider that your capability statement acts as a resume for your business so you need to fix your capability statement and make sure that all information in that piece of paper is accurate and the same as the information you provided in any other government contracting database. 

3. Build a target market list. 

There are different agencies and vendors in the government marketplace so instead of catering to all of these, just focus on a few by building a target market list. 

With this, you need to research for agencies that buy products and services that are under your NAICS code for the last two years. You can also add more specifications depending on your location and other factors. 

From this research, you can then put all the information together and create a forecast or target market list which you can use for later purposes or further research. 

4. Establish rapport. 

One thing that made the traditional model unsuccessful is due to the fact that it didn’t encourage contractors to build rapport with their target clients before trying to sell them anything. 

With this, you need to understand that the agency or its decision-makers won’t give you any project if they don’t even know you and your business.

Instead of just sending bids directly, choose to call them, go to networking events where these people are present, or communicate with them in-person.

Also, make sure that you tell them what specific projects you’re looking for so that when that same opportunity arises, they know that you’re the one to call.

5. Build a team. 

In most cases, different projects require different specifications and in order for you to start doing it, you might need a group of people to help you. 

With this, you may need to go to a different govcon database to look for other contractors and work with them.

6. Strategically bid projects or negotiate. 

If you are lucky, you might have people trying to offer sole source contracts. However, even with this, you still need to be up-to-date on different contract opportunities that your target clients have by visiting different databases and bidding or negotiating to contracts within your industry.

7. Maintain the relationship. 

You might have already done the other steps but you still need to continue strengthening your relationship with these people. This way, you continue building your name in this marketplace for your long-term success!

RESOURCES

If you want to learn more about winning government contracts, then be sure to click the links below:

BASICS Building blocks to win federal contracts! (government)

https://www.youtube.com/watch?v=jqfX2ZBg2Ck

Build a Target Market List using FPDS -Federal Procurement Data System

https://www.youtube.com/watch?v=gUbTyb2h7as

Capability Statement Do’s Don’ts Resources and more

https://www.youtube.com/watch?v=paUgQSU5v6c

How important are Government Conferences and Events in 2019

https://www.youtube.com/watch?v=_ATPx93aTTI

Negotiating a $5 million dollar contract dos and don’ts

https://www.youtube.com/watch?v=fXj_oSdNKb8