RSM Federal Game Changers Podcast

Game Changers for Government Contractors
Podcast Archive

Game Changers is a weekly podcast designed to help government contractors find and win more contracts. Each week Game Changers brings our audience new techniques and strategies from industry specific Subject Matter Experts (SME's). All Game Changers Podcasts are available on our website by bookmarking GameChangers, and you can also subscribe via iTunes and Soundcloud below.

Subscribe with iTunesSubscribe with iTunes              Subscribe with SoundcloudSubscribe with Soundcloud


Ep29: Creating an SME Platform

on Monday, 13 March 2017. Posted in Game Changers Podcast

Ep29: Creating an SME Platform

Description: In this episode, we interviewed Michael LeJeune on Creating an SME Platform. There's a lot of buzz in the industry right now for the need to create an use an SME platform to grow your government business, but a lot of companies have no idea where to start. This podcast will answer some of the basic questions that you have about creating an SME platform as well as provide you with very practical and easy to follow steps for implementing this in your business.

linkedinFeatured Guest: Michael LeJeune
Company: Partner and Federal Access PM, RSM Federal
Email: mlejeune@rsmfederal.com
Phone: (636) 577-5005

podcast archivesubscribe and review on itunessubscribe with soundcloud

Ep28: Competing for Talent with Larger Companies

on Friday, 24 February 2017. Posted in Game Changers Podcast

Ep28: Competing for Talent with Larger Companies

Description: In this episode, we interviewed Kathleen Smith from ClearedJobs.net and CyberSecJobs.com about strategies to help small to mid-tier companies compete for talent with larger companies. One of the biggest challenges for a small or mid-tier company is finding and retaining great employees. This becomes especially difficult in the early stages of a business where compensation and benefits are harder to match against a larger company that has been around for a while. Kathleen shares great insights on how to use your size to your advantage while recruiting, how company culture plays a major role in retaining and looking for new employees, and much more.

linkedinFeatured Guest: Kathleen Smith
Company: CMO, ClearedJobs.net & CyberSecJobs.com
Email: ksmith@clearedjobs.net
Phone: (703) 871-0037

podcast archivesubscribe and review on itunessubscribe with soundcloud

Ep27: Teaming to Grow Your Opportunity Pipeline

on Monday, 06 February 2017. Posted in Game Changers Podcast

Ep27: Teaming to Grow Your Opportunity Pipeline

Description: In this episode, we interview Tom Skypek from GovBizConnect on how to grow your opportunity pipeline with teaming. Government teaming is typically thought of very one dimensional. Companies typically look at teaming to win a specific contract and underestimate the long term value of teaming and teaming partners. This episode discusses some of the finer points of teaming and how to approach the concept from a true "partner" perspective that will allow you to add value to your teaming relationships and ultimately add opportunities to everyone's pipeline.

linkedinFeatured Guest: Tom Skypek
Company: CEO, GovBizConnect
Email: tom@govbizconnect.com
Phone: (860) 239-0883

podcast archivesubscribe and review on itunessubscribe with soundcloud

Ep26: Recent Changes in Government Contract Laws

on Monday, 23 January 2017. Posted in Game Changers Podcast

Ep26: Recent Changes in Government Contract Laws

Description: In this episode, we discuss Recent Changes in Government Contract Laws with Maria Panichelli. Many contractors are unaware that there were a number of changes made in 2016 to small business procurement laws. This episode reviews some of those key changes and gives contractors insights on how this may impact their pursuit of government contracts as well as teaming relationships and much more.

linkedinFeatured Guest: Maria Panichelli
Company: Partner at Cohen Seglias Pallas Greenhall & Furman PC
Email: mpanichelli@cohenseglias.com
Phone: (215) 564-1700

podcast archivesubscribe and review on itunessubscribe with soundcloud

Ep25: How to Choose a Proposal Consultant

on Monday, 16 January 2017. Posted in Game Changers Podcast

Ep25: How to Choose a Proposal Consultant

Description: In this episode we interviewed Tim and Traci Birdsell from TNT Capture and Proposal Services about How to Choose a Proposal Consultant. Some of the key takeaways from this episode include: The biggest challenges that small businesses face when approaching a proposal, when to bring a proposal consultant in on a project, what expectations you should have for your consultant, and of course, what you should expect to pay for these services and a whole lot more.

Featured Guest: Tim and Traci Birdsell
Company: President and Vice President of TNT Capture & Proposal Services
Email: tim.birdsell@proposalmanagement.guru or traci.birdsell@proposalmanagement.guru
Phone: (703) 424-6455

podcast archivesubscribe and review on itunessubscribe with soundcloud

Ep24: Capturing and Communicating Your Past Performance

on Friday, 06 January 2017. Posted in Game Changers Podcast

Ep24: Capturing and Communicating Your Past Performance

Description: In this episode, we interviewed Joshua Frank from RSM Federal on Capturing and Communicating Your Past Performance. This episode is PACKED with techniques and strategies that will help you understand the types of past performance you need to win more contracts as well as how to communicate the real value that you provided on past contracts. Most people think past performance is just listing a bunch of contracts, but the real key is in the metrics that communicate the value you actually provided to your clients.

linkedin2  Featured Guest: Joshua Frank
Company: Managing Partner, RSM Federal
Email: jfrank@rsmfederal.com
Phone: (703) 677-1700

podcast archivesubscribe and review on itunessubscribe with soundcloud

Ep23: Powerful Writing Techniques for Better Proposals

on Friday, 16 December 2016. Posted in Game Changers Podcast

Ep23: Powerful Writing Techniques for Better Proposals

Description: In this episode we discussed powerful writing techniques for better proposals with Kathy Borkoski. We jump right in by talking about some of the quickest ways to improve your writing ability and then hit on popular topics such as: managing a team of writers, how to set expectations and communicate with writers, how to make sure your proposal will grade well, and how to save time on the proposal process.

linkedin2  Featured Guest: Kathy Borkoski
Company: Founder, GovernmentContractingMakeSimple.com
Email: kathyborkoski@gmail.com
Phone: (443) 458-3900

podcast archivesubscribe and review on itunessubscribe with soundcloud

Ep22: How to Manage Your Government Business

on Friday, 09 December 2016. Posted in Game Changers Podcast

Ep22: How to Manage Your Government Business

Description: In this episode, we interviewed our very own Michael LeJeune from RSM Federal on how to manage your government business. We discuss important topics like key business fundamentals that are often overlooked by government contractors, distractions that make easy excuses such as tools (FBO, FPDS), technology, and even client work. We close up this session by outlining 3 essential areas that you must master in order to grow your government sales.

linkedin2  Featured Guest: Michael LeJeune
Company: Partner, RSM Federal
Email: mlejeune@rsmfederal.com
Phone: (636) 577-5005

podcast archivesubscribe and review on itunessubscribe with soundcloud

Ep21: The Government Contractor Success Formula

on Friday, 02 December 2016. Posted in Game Changers Podcast

Ep21: The Government Contractor Success Formula

Description: In this episode, we spoke with Chris Bobbitt from Technical Assent about the Government Contractor Success Formula. An important part of succeeding in government contracting is balancing billable work (working IN the business) with business development efforts (working ON the business). We discuss finding the right mix of revenue for your business, contract types, contract vehicles, and both strategic and tactical decisions that government contractors need to make in order to grow the business. All of this is necessary whether you just want a lifestyle business that helps you achieve certain personal goals or if you want to setup a larger business for massive growth and possibly an acquisition.

linkedin2  Featured Guest: Chris Bobbitt
Company: Vice President, Technical Assent
Email: cbobbitt@technicalassent.com
Phone: (202) 904-8527

podcast archivesubscribe and review on itunessubscribe with soundcloud

Ep20: Implementing an Approved Accounting System

on Tuesday, 22 November 2016. Posted in Game Changers Podcast

Ep20: Implementing an Approved Accounting System

Description: In this episode we spoke with Robert Jones from Left Brain Professionals about implementing an approved accounting system for government contracting. Robert does an excellent job of breaking down exactly what an approved system looks like as well as what it takes to get your system approved. We think this episode will make the concept of getting your system approved much less intimidating as well as provide you with practical advice that will set your company up for success.

linkedin2  Featured Guest: Robert Jones
Company: Founder, Left Brain Professionals
Email: robert@leftbrainpro.com
Phone: (614) 556-4415

podcast archivesubscribe and review on itunessubscribe with soundcloud

Ep19: Tips for Winning Federal Contracts

on Friday, 18 November 2016. Posted in Game Changers Podcast

Ep19: Tips for Winning Federal Contracts

Description: In this episode, we spoke with Gina Gallagher about Tips for Winning Federal Contracts. This is a very comprehensive episode where we hit on teaming, proposals, speaking to contracting officers, knowing your competition, and much more.

linkedin2  Featured Guest: Gina Gallagher
Company: President, AOC Key Solutions, Inc.
Email: ggallagher@aockeysolutions.com
Phone: (703) 955-2127

podcast archivesubscribe and review on itunessubscribe with soundcloud

Ep18: Finding Mentors in the Federal Market

on Friday, 11 November 2016. Posted in Game Changers Podcast

Ep18: Finding Mentors in the Federal Market

Description: In this episode we interviewed Carroll Bernard of Govology.com on the subject of finding mentors in the Federal market. This topic is especially important to small businesses looking to work with and team with larger companies. We discuss finding mentors, working with mentors, and discuss the new SBA Mentor Protege program.

linkedin2  Featured Guest: Carroll Bernard
Company: Co-Founder, Govology.com
Email: cbernard@govology.com
Phone: (866) 643-4276 Ext. 1

podcast archivesubscribe and review on itunessubscribe with soundcloud

Ep17: Using Sources Sought to Influence Acquisition

on Friday, 04 November 2016. Posted in Game Changers Podcast

Ep17: Using Sources Sought to Influence Acquisition

Description: In this episode, we interviewed Joshua Frank on the concept of responding to Sources Sought / RFI's and how to properly use these acquisition tools to help shape an RFP. The whole purpose of a sources sought or RFI is for the government to gather information about an acquisition they would like to put out to the government contracting community. Many times they are looking for information and specification that should be included in the RFP, but they are also looking for interest from industry to make sure they will be able to award the opportunity. Learn vital tips and tricks on how to respond to these sources sought in order to show interest, shape the RFP, and ultimately make an RFP look like it was written for your company.  

linkedin2  Featured Guest: Joshua Frank
Company: Managing Partner, RSM Federal
Email: jfrank@rsmfederal.com
Phone: (703) 677-1700
 

podcast archivesubscribe and review on itunessubscribe with soundcloud

Ep16: Getting in Front of Government Buyers

on Friday, 28 October 2016. Posted in Game Changers Podcast

Ep16: Getting in Front of Government Buyers

Description: In this episode, we interviewed one of America's top federal business experts, Judy Bradt on techniques and strategies to help government contractors more easily get in front of federal buyers. We cover simple strategies that you can implement right away. We touch on how to speak to contracting officers, your website, email blasts and much more in this information packed episode.  

linkedin2  Featured Guest: Judy Bradt
Company: CEO, Summit Insight LLC
Email: judy.bradt@summitinsight.com
Phone: (703) 627-1074

You can get Judy's eNews by texting GrowFedBiz to 66866. 

podcast archivesubscribe and review on itunessubscribe with soundcloud

Ep15: The Fundamentals of Government Teaming

on Friday, 21 October 2016. Posted in Game Changers Podcast

Ep15: The Fundamentals of Government Teaming

Description: In this episode we interviewed Tom Skypek on the subject of The Fundamentals of Government Teaming. Many contractors don't realize how important teaming is to successfully winning government contracts or how to properly setup a teaming relationship. This session will walk you through all of the basics of teaming while also providing you with a fresh perspective on how your company can approach the teaming process to increase your chances of success.  

linkedin2  Featured Guest: Tom Skypek
Company: CEO, GovBizConnect
Email: tom@govbizconnect.com
Phone: (860) 239-0883

podcast archivesubscribe and review on itunessubscribe with soundcloud

Ep14: Resources for Veteran Small Businesses

on Friday, 14 October 2016. Posted in Game Changers Podcast

Ep14: Resources for Veteran Small Businesses

Description: In this episode, we interview Darcella Craven on an important topic for Veterans looking to successfully transition from the military to business ownership. One of the biggest challenges that Veterans have is simply knowing what resources are available and how to find them. This interview points to several free resources and gives practical advice on how to run and grow a Veteran Owned Small Business.  

linkedin2 Featured Guest: Darcella Craven
Company: Executive Director, Veterans Business Resource Center (VBRC)
Email: craven@vetbiz.com
Phone: (314) 531-VETS (8387) 

podcast archivesubscribe and review on itunessubscribe with soundcloud

Ep13: Saving Time, Money, and Headaches on Proposals

on Friday, 07 October 2016. Posted in Game Changers Podcast

Ep13: Saving Time, Money, and Headaches on Proposals

Description: In this episode, we interview former Navy diver/bomb expert and Hollywood stunt double turned Government Proposal Expert, Kathy Borkoski (How's that for an intro?) on the subject of making the proposal process easier while saving time, money, and headaches.  As you can imagine from her intro, Kathy puts a different and fresh spin on the traditional color team proposal process. 

linkedin2  Featured Guest: Kathy Borkoski
Company: Founder, GovernmentContractingMakeSimple.com
Email: kathyborkoski@gmail.com
Phone: (443) 458-3900 

podcast archivesubscribe and review on itunessubscribe with soundcloud

Ep12: Serving Customers BEFORE the Sale

on Thursday, 22 September 2016. Posted in Game Changers Podcast

Ep12: Serving Customers BEFORE the Sale

Description: In this episode, we interviewed a government contracting veteran, Steven Krause.  Steven has successfully won over $30 Billion in government contracts during his career.  We primarily focus on tips and techniques you can use BEFORE an RFP hits the streets to better service and understand your potential customers.  All of these tips help you position your company ahead of the competition while also getting a better understanding of the biggest and most important challenges that your prospects are facing AND how you can solve them. 

linkedin2  Featured Guest: Steven Krause
Company: Principal, Catalyst Global Strategies
Email: steven.l.krause@icloud.com
Phone: (202) 618-9803 

podcast archivesubscribe and review on itunessubscribe with soundcloud

Ep11: Successfully Defending a Bid Protest

on Monday, 19 September 2016. Posted in Game Changers Podcast

Ep11: Successfully Defending a Bid Protest

Description: In this episode, we interviewed Barbara Koehler about a contract that her company WON, but was protested by another company.  We talk about getting out in front of the protest and being proactive in order to ultimately defend a contract and come out as a winner. 

linkedin2  Featured Guest: Barbara Koehler
Company: WTS, Project Manager
Website: http://wtservicesllc.com
Email: bkoehler@wtservicesllc.com
Phone: 1-800-817-5116 (WTS)

podcast archivesubscribe and review on itunessubscribe with soundcloud

Ep10: Using Social Media to Engage Your Ideal Buyers

on Friday, 09 September 2016. Posted in Game Changers Podcast

Ep10: Using Social Media to Engage Your Ideal Buyers

Description: In this episode, we discuss using social media to attract and market to your ideal buying audience.  Key discussion points include:  myths and facts about social media, which platforms you should be using, and creating a game plan for using social media. 

linkedin2 Featured Guest: Mich Hancock
Company: Principal, 100th Monkey Media
Website: http://www.100thmm.com/
Email: mich@100thmm.com
Phone: (314) 303-3782 
 

podcast archivesubscribe and review on itunessubscribe with soundcloud

Ep9: Succeeding in the Federal Construction Market

on Thursday, 01 September 2016. Posted in Game Changers Podcast

Ep9: Succeeding in the Federal Construction Market

Description: In this episode, we interviewed Doug Reitmeyer on his success in the Federal construction market.  Doug has won over 1,000 contracts with a combined value of over $1.5B.  You will learn 3 key strategies he uses to maximize his chances of winning on every bid. 

linkedin2 Featured Guest: Doug Reitmeyer
Company: CEO, Government Construction Experts
Website: http://gcexperts.com/
Email: doug@gcexperts.com
Phone: (512) 750-2677 

podcast archivesubscribe and review on itunessubscribe with soundcloud

Ep8: Streamlining the Proposal Process

on Friday, 26 August 2016. Posted in Game Changers Podcast

Ep8: Streamlining the Proposal Process

Description: In this episode, we discuss common challenges that companies and proposal teams face and simple changes you can make immediately to your process in order to win more contracts.  Learn the secrets to a smoother process and how to keep your team engaged and excited about writing proposals.

linkedin2 Featured Guest: Carrie Ann Williams
Company: Principal, Andana Consulting
Website: http://www.andanaconsulting.com/
Email: carrieann@andanaconsulting.com
Phone: (717) 515-0148 
 

podcast archivesubscribe and review on itunessubscribe with soundcloud

Ep7: Getting and Leveraging Your 8a Certification

on Friday, 19 August 2016. Posted in Game Changers Podcast

Ep7: Getting and Leveraging Your 8a Certification

Description: This episode is part case study and part advice for quickly getting your 8a Certification and using your status to connect with teaming partners and potential government clients.  Learn from Bellandra Foster, an experienced state and local government contractor who made the jump over to Federal contracting. 

linkedin2 Featured Guest: Bellandra Foster
Company: President, BBFoster Consulting, PC
Website: http://www.bbfosterconsulting.com/
Email: bbf@bbfosterconsulting.com
Phone: (336) 355-7897 

 

podcast archivesubscribe and review on itunessubscribe with soundcloud

Ep6: Balancing Billable Time with Business Growth

on Friday, 12 August 2016. Posted in Game Changers Podcast

Ep6: Balancing Billable Time with Business Growth

Description: In this episode, serial entrepreneur John DiLuna discusses tips, techniques, and strategies for balancing billable time requirements with efforts that will drive business growth.  John and his team have worked on several govenment contracts including the VA ADVISOR contract which is a $550M IDIQ. 

linkedin2 Featured Guest: John DiLuna
Company: Founder - Technical Assent
Website: http://technicalassent.com/
Email: jdiluna@technicalassent.com
Phone: (202) 299-4550 

 

podcast archivesubscribe and review on itunessubscribe with soundcloud

Ep5: What You Need to Know about FSSI and Category Management

on Monday, 08 August 2016. Posted in Game Changers Podcast

Ep5: What You Need to Know about FSSI & Category Management

Description: This episode provides a brief history of FSSI and Category Management and then dicusses the important proposed rule changes happening in August of 2016 and what you can do about it.  This podcast is critical to ANYONE who is currently selling to or planning to sell to the government.  The upcoming changes to the Federal Acquisition Regulation (FAR) can potentially lock your company out of doing business with the government.

Below are two documents mentioned in the podcast.  The first is instructions on how to respond to the Federal Register.  The second document is a template that you can customize to respond to the Federal Register about this upcoming rule change.

icon FSSI Small Business Alert - FAR Case 2015-015 - Instructions 160804

icon FSSI Detailed Comments - FAR Case 2015-015 160804

linkedin2 Featured Guest: Prof. Samuel Bornstein
Company: Managing Partner - Bornstein & Song FSSI Research
Website: www.bornsteinsongFSSI.com
Email: bornsteinsong@aol.com
Phone: (732) 493-4799 

podcast archivesubscribe and review on itunessubscribe with soundcloud

Ep4: How Chemical Companies Can Influence RFP's

on Thursday, 16 June 2016. Posted in Game Changers Podcast

 

 

Ep4: How Chemical Contractors Can Influence RFP's

Description: This episode discusses techniques and strategies that can help contracting officers when putting together RFI's, Sources Sought, or RFP's for the chemical industry.  Contractors can also learn how to use these tips to influence the acquisition cycle.

Featured Guest: Bill Campbell
Company: President, WTS, Inc.
Website: www.wtservicesllc.com/
Email: billc@wtservicesllc.com
Phone: (724) 396-2542 
linkedin2  twitter 

 

Game-Changers-CTA-675x100G

Ep3: Success vs Failure

on Tuesday, 14 June 2016. Posted in Game Changers Podcast

 

 

Ep3: Why Some Companies Succeed and Others Fail to Sell to the Government

Description: This episode talks about the issues that many companies face when first trying to sell to the government and action steps you can take to ensure your success. A factor for success is differentiating from your competition.

Featured Guest: Joshua Frank
Company: Managing Partner, RSM Federal
Website: www.rsmfederal.com
Email: jfrank@rsmfederal.com
Phone: (703) 677-1700
linkedin2  twitter 

Ep2: The Hidden Value of Sources Sought and RFI's

on Tuesday, 07 June 2016. Posted in Game Changers Podcast

 

 

Ep2: The Hidden Value of Sources Sought and RFI's

Description: In this episode we discuss the hidden value of Sources Sought and RFI's and why you should respond to them.  We also discuss ghosting strategies that will lead to an RFP looking like it was written exclusively for your company, which will help lock out the competition.

Featured Guest: Joshua Frank
Company: Managing Partner, RSM Federal
Website: www.rsmfederal.com
Email: jfrank@rsmfederal.com
Phone: (703) 677-1700
linkedin2  twitter 

Ep1: How to Properly Use Your Socio-Economic Status

on Tuesday, 31 May 2016. Posted in Game Changers Podcast

 

 

Ep1: How to Properly Use Your Socio-Economic Status

Description: This episode discusses a common challenge for small businesses with a socio-economic status.  How to properly use and get the most benefit from your status.  Hint, the advice you are typically given about how to use your status is actually costing you business.

Featured Guest: Joshua Frank
Company: Managing Partner, RSM Federal
Website: www.rsmfederal.com
Email: jfrank@rsmfederal.com
Phone: (703) 677-1700
linkedin2  twitter 

  • Three (3) Government Contracts in Just Eight Months

    When I started my business in 2010, I was an expert in strategic marketing, with more than 35 years in the media industry. In just eight months, RSM Federal's techniques, strategies, and expert understanding of the market helped my company close its first three contracts!

    Connie Risby, Owner and CEO
    Marstrats Marketing Strategy Solutions
    Saint Louis, MO

  • From Hundreds of Consultants - Second To None!

    [...]We have operated our management consulting firm for 10 years. As such, we know and have worked with well over a hundred consultants. As with any profession, most consultants are good, many are poor, and a few are excellent. Mr. Frank is among the excellent consultants!

    Matt and Kirsten Dhillon, Owners
    Dhillon Management Services
    Los Angeles, CA

  • Joshua Frank is a Master Strategist Who Delivers

    [...] We were referred to RSM Federal and purchased The Government Sales Manual and immediately started to connect the dots. We've had RSM Federal on retainer for almost two years - they are that good! Phenomenal support!

    Claye Greene, Managing Director
    Technology Blue
    Pittsburgh, PA

  • Nine (9) Government Contracts and Counting!

    [...]RSM Federal consistently goes above and beyond to make sure that we receive everything we need to be successful and that includes designing the strategy that helped us win nine (9) GSA / CMAS Contracts since the first of the year!

    Leslie Kirkindoll, GSA Project Coordinator
    Tel-Tec Security Systems
    Bakersfield, CA

  • Brilliant. Highly Effective. A Trusted Partner.

    Working with RSM Federal has made the difference between succeeding and failing in the government market.. As a result of our work with RSM, we have a step-by-step roadmap. How strong are RSM Federal's techniques and strategies? We already have more than half a dozen state and government contracts.

    Morgan Clayton, President
    Tel-Tec Security Systems
    Bakersfield, CA

  • Comprehensive Strategy and Solid Growth

    [...]It wasn't until we purchased RSM Federal's The Government Sales Manual that we realized how to tie all of our efforts into a cohesive and comprehensive offering and corporate strategy. Since integrating these strategies, we have experienced solid growth.

    Romain Nowakowski, President
    Titan Solutions & Consulting, Inc.
    Ashburn, VA

  • $2 Million Contract

    [...] The Government Sales Manual is the perfect tool for the seasoned business developer as well as those new to the game. Using these techniques, we positioned our company for a $2 Million contract. We laughed at the idea that RSM Federal spent years designing the manual – not anymore.

    Patricia Smith, Owner
    Professional Services Consultants
    Washington, D.C.

Contact Us