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Game Changers was designed BY government contractors FOR government contractors. The focus of every episode is to give listeners a new tip, trick, or strategy that will help them find and win more contracts. Each episode features Subject Matter Experts (SME), companies that are successfully winning contracts, or nationally recognized professional speakers and authors. The show is hosted by government experts Michael LeJeune from Federal Access and Joshua Frank from RSM Federal. Their award-w ...
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Ep 343: Things You Need To Improve In Your GovCon Business
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In this episode of Game Changers for Government Contractors, host Michael LeJeune shares seven critical areas for improving your government contracting business. Inspired by Jim Rohn’s quote, “Never wish life were easier; wish you were better,” Michael discusses actionable tips on refining your target market, streamlining your proposal process, and…
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Ep 342: Scaling Your GovCon Business From 1 To 100+ Employees
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In this episode of Game Changers for Government Contractors, host Michael LeJeune chats with Dave Sterling, founder of Royce Geo, about his journey from launching a one-person startup to building a thriving GovCon business with over 150 employees. Dave shares valuable lessons on staying focused, leveraging industry expertise, and the importance of …
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Ep 341: Leveraging AI for Government Contracting
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In this episode of Game Changers for Government Contractors, host Michael LeJeune explores how government contractors can leverage AI to improve efficiency, streamline processes, and enhance proposal development. Drawing from real-world examples, Michael shares insights into the key distinctions between AI and automation, and how AI can be used for…
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In this episode of Game Changers for Government Contractors, host Michael LeJeune talks with Scott Peper, CEO of Mobilization Funding, about the critical importance of cash flow management and financing in government contracting. Scott shares valuable insights into the financial hurdles that contractors often face, from securing loans to managing c…
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Ep 339: How to Find Competitive Pricing Information
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In this episode of Game Changers for Government Contractors, host Michael LeJeune dives into the art of pricing for government contracts. He breaks down key strategies for finding competitive pricing information, including how to reverse-engineer past contracts using tools like USAspending.gov and GSA schedules. Michael also offers tips on using wa…
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Ep 338: 20 Questions with a Contracting Officer
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In this special "20 Questions for Troy" episode of Game Changers for Government Contractors, host Michael LeJeune and guest Troy Francis tackle some of the most pressing questions contractors have about government contracting. With over 16 years of experience in both federal and local government sectors, Troy shares valuable insights on how to impr…
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Ep 337: 5 Reasons NOT to try Government Contracting
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In this episode of "Game Changers for Government Contractors," host Michael LeJeune delves into the tough realities of government contracting. Highlighting five key reasons why GovCon might not be the right fit for everyone, Michael discusses long sales cycles, cash flow challenges, and intense competition that can make this market difficult to nav…
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In this episode of "Game Changers for Government Contractors," host Michael LeJeune is joined by Edward Spenceley, National Executive for Government Contracting at Bank of America. With over 20 years of experience in government contracting and 14 years in the military, Edward shares his unique journey and the lessons he's learned about building rel…
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Ep 335: Top 15 Myths In GovCon What You Need To Know
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In this episode of "Game Changers for Government Contractors," host Michael LeJeune takes on the top 15 myths surrounding government contracting. From the misconception that government contracting can be a side hustle to the belief that the lowest price always wins, Michael debunks common myths that often mislead new and seasoned contractors alike.…
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Ep 334: Leveraging Your Digital Footprint To Win Government Contracts
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In this episode of "Game Changers for Government Contractors," host Michael LeJeune is joined by Jenny Karn, co-founder of Lumino, to discuss the evolving landscape of how government budget owners and buyers find and evaluate vendors in the digital age. Jenny shares insights from a recent survey revealing the critical role that digital presence—ran…
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Ep 333: Mastering Government Contracting Sales Calls
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In this episode of "Game Changers for Government Contractors," host Michael LeJeune dives into the complexities of government contracting sales calls. He highlights common mistakes salespeople make when approaching contracting officers and explains why a research-driven strategy is essential for success. Michael also emphasizes the importance of ha…
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Ep 332: From Compliance To Protection Mastering Cyber Hygiene
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In this episode of "Game Changers for Government Contractors," host Michael LeJeune talks with cybersecurity expert Gary Daemer about the crucial concept of cybersecurity hygiene. Gary shares insights on why small to midsize organizations must prioritize cybersecurity. He discusses essential practices like strong passwords, regular patch management…
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Ep 331: Navigating VA Disability Claims | My Experience and Expert Advice
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In this episode of "Game Changers for Government Contractors," host Michael LeJeune shares his personal journey through the VA disability claims process. From initial confusion and frustration to successful navigation and approval, Michael discusses the importance of perseverance, the value of working with a Veteran Service Officer (VSO), and the b…
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Ep 330: Understanding The Risks Of Middleman Tactics In Government Contracts
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In this episode of "Game Changers for Government Contractors," host Michael LeJeune is joined by government contracts legal expert Steven Koprince to tackle the controversial topic of middleman strategies in government contracting. Steven provides an in-depth look at the legal pitfalls and misconceptions surrounding this approach, highlighting key …
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Ep 329: Using FOIA To Gain A Competitive Advantage In GovCon
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In this episode of "Game Changers for Government Contractors," host Michael LeJeune delves into the intricacies of Freedom of Information Act (FOIA) requests. Learn when and how to effectively use FOIA to obtain crucial government contracting information, the types of documents you can request, and the process involved. Michael also provides valuab…
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Ep 328: Navigating An Acquisition With A Tribal 8(a)
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In this episode of "Game Changers for Government Contractors," host Michael LeJeune talks with Emil Hinkefent, president of Kaiva, a portfolio of Tribal 8(a) and HUBZone small businesses located in Ivins, Utah. Emil shares his unique journey from managing a family-owned chain of health food stores to leading a rapidly growing government contracting…
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Ep 327: How To Leverage Government Procurement Forecasts
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While forecasts are a crucial tool in the GovCon sales toolkit, this explains why they shouldn't be obsessed over and how to effectively use them to your advantage. Learn the best practices for locating and analyzing procurement forecasts, the key information to look for, and how to approach contracting officers armed with the right data. Enhance y…
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Ep 326: GovCon Small Business Certifications Explained
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In this episode of "Game Changers for Government Contractors," Michael LeJeune and Ashley Duwel dive into the world of small business certifications essential for government contracting. Ashley, a Federal Sales Strategist, shares her expertise on the various certifications under the SBA, including Woman-Owned, Veteran-Owned, HUBZone, and 8(a) certi…
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Ep 325: Tips for GovCon Business Developers
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In this episode, we delve deep into the intricate world of government contract sales, focusing on advanced tactics and strategies tailored specifically for sales professionals targeting the federal government and the Department of Defense (DoD). From navigating complex procurement processes to building long-lasting relationships with key decision-m…
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In this episode, we sat down with Marsha Lindquist to dive deep into the concept of "Bid Less, Win More," exploring why targeting fewer but more strategic opportunities can lead to higher success rates and profitability. Marsha shares invaluable insights on focusing on core competencies, understanding government customers, and crafting winning pric…
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Ep 323: The GovCon Pipeline Cliff and How to Avoid It
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In this episode, Michael LeJeune addresses the common issue of an empty pipeline and shares actionable strategies to avoid the dreaded "pipeline cliff." Learn how to maintain a steady flow of opportunities by implementing the Rule of 300, which emphasizes daily prospecting and building a long-term pipeline. Discover the importance of consistently a…
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Ep 322: Transforming Government Contracting with the Power of AI
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Join Michael LeJeune and Kim Koster, VP of Product Marketing at Unanet, as they delve into the transformative potential of AI for government contractors. With over two decades of experience in the GovCon industry, Kim shares practical insights on how small to midsize contractors can start leveraging AI tools like ChatGPT and Jasper to enhance produ…
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Ep 321 - How to Simplify Your Business for Success
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Feeling overwhelmed by complexity in your business? This episode is for you! Join us as we explore how to simplify your business processes and reduce stress. From email management to prospecting pipelines, learn practical tips to streamline your operations. Discover the four key principles for simplification: identifying pain points, questioning ex…
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Ep 320: How to Increase Your Proposal Win Rate
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Learn how to fortify your proposal prowess with Lori Revely from Cavalry Consulting. Dive deep into the essential prework strategies that companies can implement to soar above the competition. Learn how to construct a robust content library, harness downtime effectively, and optimize resources between bidding cycles. From interviewing Subject Matte…
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Ep 319: How to Deliver Exceptional Customer Service
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Providing top-tier customer service is non-negotiable when building your government business. This episode highlights ten essential elements crucial for mastering customer service in the public sector. From truly understanding client needs to maintaining clear communication and ensuring quality assurance, each aspect contributes to building strong …
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