GovCon Coffee & Issues

Ep 28: 2024 Cybersecurity Compliance Update Apr 06, 2024

In this episode of GovCon Coffee & Issues, we’re excited to have Adam Austin (Totem Tech) back on the show to tell us about the latest developments in Cybersecurity Compliance in 2024. We discuss who is affected by cybersecurity regulations and the practical steps small businesses can take to meet cybersecurity compliance standards set by the Department of Defense and other federal agencies. And that’s not all! We also discuss Adam’s innovative CMMC Level 1 Cohort, a program tailored to assist small businesses in getting the necessary training and support to take the first steps toward cyber compliance without burning a hole in their pockets.

Ep 27: No Strategy or Game Plan for 2024 Mar 04, 2024

As the great Benjamin Franklin once said, “If you fail to plan, you are planning to fail!” So, if you’re looking to conquer the world of federal sales in 2024, you need a solid game plan. That’s where Carroll Bernard and Michael Lejeune come in. These two experts have all the best practices and insider tips to help you chart a course for government market success. Don’t miss out on this opportunity!

Ep 26: Tackling Short SAM.GOV Solicitation Windows Feb 29, 2024

In the world of federal contracting, the saying goes, 'If you're waiting until opportunities are posted on SAM.gov, you may be too late.' Unfortunately, this holds true in many cases as the solicitation windows on SAM.gov are often too short for contractors to properly prepare, develop proposals, and meet submission deadlines. But fear not! In our next Coffee & Issues episode, Carroll Bernard and Michael LeJeune will spill the beans on how to stay ahead of the game and prepare for opportunities long before they appear on SAM.gov. Remember, the early bird gets the worm, or in this case, the contract.

Ep 25: New Requirements for SDVOSBs and VOSBs in 2024 Feb 29, 2024

If you are a veteran seeking government market opportunities, this episode is for you! Effective January 1st, 2024, you must secure formal certification from the SBA to participate (and be eligible for award) in veteran (and service-disabled veteran) owned small business set-aside and sole-source contracting opportunities. Self-certification will no longer be accepted. Despite many efforts by the SBA, APEX Accelerators, Govology, VBOCs, and others to get the word out, most veterans registered in SAM still have not achieved formal verification through the VA or certification through the SBA. Here are the numbers as of 10/11/2023, according to the SBA's Dynamic Small Business Search Database (DSBS.SBA.GOV): there are currently 82,537 self-certified veteran-owned small businesses listed in the database, of which only 18,947 SDVOSBs have an active certification (less than 23%) and only 5,692 VOSBs show an active certification (less than 7%). In this episode, Carroll and Michael discuss the implications of such low numbers of certified SDVOSBs and VOSBs and share resources to help veterans get their certification done as soon as possible.

Ep 24: SBA's 8(a) BD Program: New Requirements and How to Meet Them Feb 29, 2024

In this episode, Carroll and Michael host Government Contracting Attorney Nicole Pottroff to discuss the recent court ruling that has significantly changed the SBA's 8(a) business development program. In addition to breaking down the impacts and updates of the ruling, Nicole shares tips and best practices for developing a strong 8(a) social disadvantage narrative, which is now required for participants who didn't submit one with their initial application. Whether you're already certified or planning to apply in the future, this episode is a must-watch.

Ep 23: What Every Contractor Must Know About Cybersecurity Feb 29, 2024

In this episode of Coffee & Issues, Carroll and Michael welcome Adam Austin from Totem Technologies (https://www.totem.tech/). Together, they delve into cybersecurity in government contracting and tackle the essential topics every contractor needs to navigate to thrive in this rapidly evolving landscape. They explore how contractors can discern whether cybersecurity requirements apply to them and, if so, at what level. They also discuss the costs of cybersecurity and the challenge of deciphering the guidance, information, and resources provided by the Department of Defense (DoD).

Ep 22: GSA Schedule Contracts: Opportunities, Issues, and Pitfalls Feb 29, 2024

In this episode, Michael LeJeune and Carroll Bernard host a special guest Rich Earnest (Certified Coach with RSM Federal). The trio discuss the issues, pitfalls, and prevalent misconceptions that often lead contractors astray. Their focused exploration centers on two critical aspects: the perilous decision to pursue a GSA Schedule contract without proper guidance and thorough market research and the intricacies of generating post-award sales once a GSA Schedule contract has been obtained. It is worth noting that post-award sales do not always materialize automatically, and, regrettably, data reveal that more than 52 percent of small businesses lose their GSA Schedule contract after two years due to their failure to meet minimum sales requirements. This episode is a must-watch for those contemplating pursuing a GSA Schedule contract for their business and those who have obtained a GSA contract but do not (or don't know how to) generate sales.

Ep 21: Secrets of Successful Government Contractors Jul 18, 2023

Have you ever wondered why some government contractors are "showered" with opportunities while others struggle to win a single contract? In this episode, Carroll Bernard and Michael LeJeune will draw from their extensive coaching and training expertise to share invaluable insights and real-world stories that shed light on what sets successful government contractors apart from their unsuccessful counterparts. From strategic decision-making to effective execution, discover the key factors that drive success in this competitive arena. Gain practical knowledge and actionable tips to navigate the complex landscape of government contracts and unlock the secrets to thriving in the GovCon space.

Ep 20: Issues With Being a "Middleman" Jun 12, 2023

Did you enter the government marketplace as a small business wanting to be a "middleman" or "deal broker"? Unfortunately, the government doesn't like this approach -- it frequently views this approach as a pass-through and tries to cut out the "middleman." In this episode of GovCon Coffee & Issues, Carroll and Mike host Nicole Pottroff from Koprince, McCall, Pottroff LLC to discuss the issues with the "middleman" strategy and how making some adjustments can help you avoid being viewed as a pass-through entity.

Ep 19: The Ins and Outs of Teaming Apr 17, 2023

In this episode, Carroll and Mike delve into the issue of teaming in federal contracting and help clear up the confusion many contractors have around this topic. They explore the various teaming arrangements, including prime/subcontractor relationships and joint ventures, and how they can be used to win federal contracts. They also discuss how the SBA's Mentor-Protege program provides a little-known ethical loophole in the regulations that savvy small business contractors leverage to gain massive support and a competitive edge when teaming up with large contractors.

Ep 18: Tips for Getting Financing for Your Contracts Mar 11, 2023

This episode is all about access to capital. How do you get the money you need to finance your contracts without getting yourself in trouble with shady lenders or ruthless investors? In this episode, Carroll and Mike host two guests -- Christa Williams, VP of Government Contracting at Bank of America and Isaac Ellesworth, Vice President of Republic Capital Access -- who share their best tips for getting the financing you need for your contracts when you need it.

Ep 17: Small Disadvantaged Businesses: Opportunities and Confusion Nov 22, 2022

In this episode, Carroll and Mike welcome back Govology Faculty Instructor and Legal Analyst Steven Koprince. Together, they discuss the historic opportunities for small disadvantaged businesses and help contractors determine whether they meet the criteria to claim small disadvantaged status.

Ep 16: The SBA's Proposed Changes to the 8(a) Program: Consequences for ALL Certifications Oct 21, 2022

In this episode, Carroll and Michael host Mr. Steven Koprince, retired attorney and Govology Legal Analyst, to discuss the consequences of the SBA's proposed changes to the 8(a) business development program. These proposed rule changes contain certain language that will affect almost every certification program. The two mentioned the most are 8(a) and WOSB.

Ep 15: How to Capture Expiring Funds & Sole Source Contracts Sep 01, 2022

In this episode, Carroll and Michael host Mr. Jeff Cuskey who recently presented a webinar on Govology, titled "Strategies to Capture Expiring Funds & Sole Source Contracts." They discuss key takeaways from the webinar and share some tips and strategies on the subject gathered from many years of experience in the government marketplace.

Ep 14: What's the Deal With CMMC? Aug 14, 2022

In this episode, Carroll and Michael welcome Aliahu "Alli" Bey and Adam Austin from Haight Bey & Associates LLC - a successful small business defense contractor. During the show, Carroll, Michael, Alli, and Adam address some of the top issues small businesses face when trying to meet CMMC requirements. They also discuss various clauses related to cybersecurity and the protection of classified information.

Ep 13: Procurement Readiness Aug 09, 2022

In this episode, Carroll and Michael discuss the issue of how many small businesses are not truly ready to win opportunities in the government marketplace. They also provide a practical definition of what it means to be "procurement ready," but more importantly, what it means to be "opportunity ready" and how to get there.

Ep 12: DUNS Transition to UEI Aug 09, 2022

Have you heard the news? On April 4, 2022, the Federal government transitioned from DUNS numbers to Unique Entity Identifiers (UEI). As a result, vendors will no longer have to obtain or maintain a DUNS number before registering in the System for Award Management (SAM). So, is your DUNS number useless now? Should you get rid of it? Find out why Carroll and Michael think you may want to hold on to your DUNS number.

Ep 11: Unsolicited Proposals Aug 09, 2022

In this episode, Carroll and Michael explore the effectiveness of unsolicited proposals. They welcome a guest, Jutta Bangs from Tennessee PTAC, who shares a client success story demonstrating that unsolicited proposals may indirectly help you win a government contract.

Ep 10: How to Win Your First Government Contract Aug 08, 2022

The main message of this episode is that there is no one cookie-cutter way to win a government contract. Many factors determine the best approach to selling to government agencies. In this episode, Carroll and Michael discuss these factors while sharing examples from their experience of working with small business contractors.

Ep9: Common Certification Hurdles (and How to Avoid Them) Dec 29, 2021

In this episode, Carroll and Michael discuss the common hurdles small businesses face when going for any of the federal small business certifications. These include the fate of self-certification, the issues of ownership and control, the risk of misrepresentation, and more. In addition to breaking down each obstacle, Carroll and Michael offer valuable recommendations to help you go through the certification process without any hiccups.

Ep 8: Infrastructure Bill Nov 30, 2021

The wait is finally over! On November 15th, 2021, the long-awaited "Infrastructure Investment and Jobs Act" became law. This legislation is exciting news for many contractors operating in various industries that will see a significant uptick in spending across the board. In this episode, Carroll and Michael break down the 1000-page document, revealing some interesting surprises.

Ep 7: How to Find Opportunities Nov 30, 2021

In this episode, Carroll and Michael address a common issue that many new small business contractors face - finding the right opportunities for their business. They talk about different ways the federal government procures products and services and suggest tried-and-true strategies for finding these opportunities.

Ep 6: COVID Vaccine Mandate Nov 30, 2021

Carroll and Michael invited Steven Koprince, now retired govcon attorney and the founder of Koprince, McCall, Pottroff LLC, to explain the federal government's COVID-19 mandate in terms people can understand. Although the mandate situation is still evolving, this episode offers valuable insights into what a government contractor should expect in the near future. Additional resources: A First Look at the Government Contractor Vaccine Mandate(blog article) and What Government Contractors Should Know About the Vaccine Mandate (Govology e-course).

Ep 5: Deceptive and Misleading Information Nov 30, 2021

In this episode, Carroll and Michael share examples of deceptive and misleading information, which unfortunately is plentiful in the government marketplace. But how do you know who to trust? Here are a few tips:

Check the domain of the website claiming to be a government site - is it .gov or .com? Some websites will make you believe they are official government sites, but only a government website will have a .gov extension at the end of its domain name (e.g., sam.gov).
Not all companies (.com websites) are bad - many provide valuable services. Also, sometimes federal government uses websites with .net and .com extensions, such as Fedconnect.net and Fedbid.com (now Unison Marketplace). A lot of government spending goes through these websites.
The bottom line - you need to trust your gut and check with your trusted advisor - e.g., PTAC, MBDA, VBOC, private coach, etc.
Watch out for "easy money" claims. There is no easy money in the government marketplace. Winning takes time, knowledge, effort, resources, and relationships.

Ep 4: Getting Involved in the Government Marketplace for the Wrong Reasons Oct 05, 2021

In this episode, Carroll and Michael address the issue of getting involved in government contracting for the wrong reasons. Carroll identified two main reasons - 1. because you have a certification and 2. it's all about the money - the U.S. government is the biggest buyer, and you want a piece of the action. Michael mentioned one more common reason - someone told you it was a good idea. But, unfortunately, you got bad advice from a third party who is not even in the government market. However, most of the conversation focused on using certification as the main reason to enter the government marketplace. Carroll and Michael discussed common mistakes contractors make when using their certification to access government market opportunities. Key takeaway points: 1. Ask yourself, "How well do they (i.e., government buyers or primes, depending on the situation) know, like, and trust you?" 2. When selling, forget about your certification and focus on why your business is not winning contracts. 3. Goals are not mandates, so no one is mandated to do business with you.

Ep 3: Where to Start Oct 04, 2021

In this episode, Carroll and Michael discuss the importance of doing market research before jumping into government contracting and even after being a government contractor for a while. This issue plagues not only newbies but also seasoned contractors, who may have done their homework a decade ago. However, the market is ever-changing. Carroll's advice: become a govcon detective. Use various tools and sources of information to pull data to have a more complete and accurate story. Michael looks at it differently. Drawing from his experience as a former licensed private investigator and a trained analyst in the military, Michael equates it to being a research ninja. He looks for bits of data to start building the big picture.

Ep 2: Gaining Clarity Sep 15, 2021

In this episode, Carroll and Michael go back to the basics - i.e., gaining clarity. They ask an essential question: Why do you want to enter the government marketplace, and why now? They note that many small business owners are experts in their craft but have no training in being a business owner. “They dive in and start swimming...but when they come up for air, they feel like they are drowning.” Without clarity, you lack clarity. So, regardless of how many years you’ve been in business, step back and ask yourself, “Where am I going, and why am I going there? Is this the right fit for my business at this time? Do I have the time and resources to do what it takes to succeed in the government marketplace?

Ep 1: Coffee & Issues for Government Contractors: What, Why, How Aug 24, 2021

For their first episode, Michael and Carroll talk about their backgrounds, their WHY for this podcast, and how you can get the most value from this show. Carroll and Michael are both from Louisiana and served in the military before getting involved in government contracting. Their goal for this podcast is to simplify government contracting because, as Michael said, "It's not hard; you just have to learn it." The key is to get foundational stuff under your belt, and once you start executing your plan, some things become automatic. Unlike other podcasts, GovCon Coffee & Issues is an interactive show where you can share your issues and be part of the conversation. To follow this podcast, submit an issue, and register for the live show, go to https://govology.com/issues.

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