Jan. 19, 2026

Connections - Federal Contracting PT 2

Connections - Federal Contracting PT 2
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Season 1

Federal Contracting takes the ability to “connect the dots” and our guest, Federal Sales Guide, Eileen Kent will cover the connections needed for successful contracting with the Federal Gov't. There are also several other layers of federal contracting we don’t see which can add up to Trillions every year. We want to discuss how to be included in that group through connections and knowing your Superpower.
Obtaining federal contracts takes a number of steps which our guest will discuss.

ASharpe Outlook is broadcast live Mondays at 8AM PT on K4HD Radio - Hollywood Talk Radio (www.k4hd.com) part of Talk 4 Radio (www.talk4radio.com) on the Talk 4 Media Network (www.talk4media.com). ASharpe Outlook TV Show is viewed on Talk 4 TV (www.talk4tv.com).

ASharpe Outlook Podcast is also available on Talk 4 Media (www.talk4media.com), Talk 4 Podcasting (www.talk4podcasting.com), iHeartRadio, Amazon Music, Pandora, Spotify, Audible, and over 100 other podcast outlets.

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WEBVTT

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This program is designed to provide general information with regards

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to the subject matters covered. This information is given with

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the understanding that neither the hosts, guests, sponsors, or station

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are engaged in rendering any specific and personal medical, financial, legal, counseling,

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professional service, or any advice.

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You should seek the services.

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Of competent professionals before applying or trying any suggested ideas.

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Hello, and thank you for tuning in to a Sharp

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Outlook on k for HD radio and Talk or TV.

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I am Angela Sharp, your host. Our arm chair discussions

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with industry experts will give you the steps, tools and

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information to be successful in business and to prepare you

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to be your best self.

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Hello, I'm Angela Sharp, and welcome to a Sharp Outlook

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at Today we are going to be continuing our conversation

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we started in December December fifteenth, Federal contracting connections. That's

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what you want to know about, and this is what

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we're going to do is have part two and we

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are going to begin this conversation so that we can

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get all of this powerful information in your hands that

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you can be successful when you're attempting to be a

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federal contractor. So I want to invite Eileen. Now, all

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of the information about the show description and Eileen's background,

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it's on part one, which was aired December fifteenth, So

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go back and check our previous podcast, and we're going

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to just jump in and get some more of those

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golden nuggets that are going to help you equip you,

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give you the knowledge, give you the information so you

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can be very successful in your attempt to get contracts

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with the federal government. Come and join us, Eileen.

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Hello, Hello here.

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Yeah, it's great to have you back. Oh my gosh.

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We had such a powerful conversation before, and now we're

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going to there's a lot of information here, but going

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to keep moving forward so we can get this into

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the hands of people so that they can start, you know,

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going after some of those dollars, but understanding the process

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right absolutely, So give us like a quick quick summary

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of just some of the key points we covered last time.

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Like well, last time we talked a little bit about relationships,

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we talked about a little bit about contract vehicles, et cetera.

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We're going to dive in a little bit deeper on

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how to find some of that information and just why

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it's important that the that you need to have a

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business that actually has capabilities to it. So we're going

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to cover a lot of that because things have changed

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a lot in the federal marketplace, and the emphasis nowadays

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is going to be about your actual capabilities, what you're

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able to do, what you're able to prove, what you're

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able to do, as well as proving outcomes even before

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you enter this marketplace. So there is a bit of change,

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and we'll talk a little bit about what it used

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to be like and what it's like now for some

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of these topics.

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Great, well, I know one of the things we were

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last talking about was writing a winning proposal and all

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of the various steps to be able to do that.

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And I know that you have something called the three

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step program, and I would like you to share that

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with them because you will be able to assist them

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and getting that winning proposal instead of just writing proposals

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and writing proposals and right and then declined, decline, decline,

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decline to cline. That becomes frustrating and it even takes

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you to a point where you want to give up.

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If you start the right way by utilizing tools that

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these experts have, you won't be frustrated. You will be functioning. Okay,

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so tell us about your three step.

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Sure, just to give a little background on the street

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three step on why it was developed, and then I'll

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go a little bit into what the offering is. My

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background is I actually was set on the Lewis and

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Clark expedition for the company I worked for. I had

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no idea what I was doing, and I was walking

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halls in different parts of the country and just cold calling.

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The Federal agency is where I best guessed where I

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thought that business was. And then I started to take

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classes from people, and then I started teaching classes, and

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I ended up training over ten thousand people in in

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a course of about nine years between twenty oh three

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and twenty twelve. And at that point, companies started to

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come to me and saying, you know, I lean, I

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can't hire you full time, but can you tell me

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what to do? Tell me what to do? And I thought,

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you know, that's a one month engagement with me. I

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think that anybody that would hire me full time, I

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would go through the rigors of the things I'm about

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to talk about. If somebody hired me as a senior

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VP growth officer for their federal sales, these would be

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the things that I would incorporate. So what I'm about

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to share with you, Angela is whether you hire me,

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whether you hire one of my teaming partners who have

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incorporated my three step program into their programs, or if

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you do it yourself. These are the things you absolutely

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must do in order to start to be put in

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the right direction. The problem is out in the marketplace

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is a lot of businesses think that once they're registered

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in the System for Reward Management or sam ECHO, which

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we talked about last time, once they're registered in there,

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the government is encouraging you to write proposals right away.

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Why because they need a number of proposals in their

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files to show everybody that they that everybody and anybody

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have been invited. But the challenge is is there's a

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whole myriad of items you need to be doing before

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you even ever consider writing a proposal for an agency.

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So here's basically the outline of my three set program.

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But if you kind of follow these steps, you can

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kind of do it yourself or find the help to

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get it done. So the first thing you need to

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do is get your team trained on really how the

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federal the federal game is played. It's kind of a game,

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there's a lot of rule to it. The rules recently change,

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and these rules, there's a lot of workarounds for these

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rules and ways that you can within the rules, develop

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what we call relationships. But you need to start by

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first of all, knowing who the people are within the agencies,

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knowing what contract vehicles they like to use in order

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to do business with you, and set asides, and who

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they prefer. So I usually start my three step program

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with a two and a half hour class on the

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Federal sales game how to play to Win, And it

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used to be a class that was eight hours Angela,

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and it's very very tight to do an a half and

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you would gather your whole team around the webinar like

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this and we would cover all the topics in two

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and a half hours, and your team will clearly understand

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who are the people, what do they care about, what

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are they afraid of? And you're going to understand the

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different methodologies that the federal government uses to buy what

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you sell, because they have different methodologys for construction than

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they do for medical supplies than they do for it.

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So if you can imagine, there's different ways. So I

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lay all that out and I would say, if you

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don't come to me, get that kind of training. Okay.

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The next step is a very heavy lift. When I

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first started selling to the FEDS, I had to walk

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the halls and talk to people who he gets, you know,

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and ask them when it's it coming to an end.

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It would take multiple conversations even to get those answers.

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The government publishes every contract, almost every contract, and it's available.

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But the challenge, Angela is it's hard to interpret the data,

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and you need someone like me or an expert, to

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be able to read that information, make sense of it,

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and bring it to you in what I call a

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competitive analysis. So I spend a week putting that information together.

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I do not use AI tools. I use the original

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websites where this information comes from. I don't pays description

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for that. I bring in the original data. I was

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one of the testers of that system, so I know

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the anomalies, the mistakes, the problems, so I can kind

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of read out that stuff and I build an analysis.

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And in that analysis are a couple of things. I

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first look at all your marketing materials, which one of

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the things Angela and I will be talking about today

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is what kind of marketing materials you need, so we'll

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cover that in a couple of minutes. But I will

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go over your marketing materials, your websites, making sure everything

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is up the snuff the way the government wants it.

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And then I'm going to present you with five years

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of contracts in your area of expertise, showing you exactly

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who buys what you sell from whom, what contract vehicles

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they prefer, and when those contracts are coming to an

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end so you can keep an eye out for them.

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Then this is where a lot of consultants stop. They

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just dump all this information on you and you don't

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know what to do with it because it's just too much.

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What I do is step three that build you a

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federal sales action plan around the top five agencies or

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locations where they are buying or where the hotspots are

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where the most contracts in your area expertise are happening,

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so you can focus sales activities way before any bids

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come out, So you can start developing relationships with contracting

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officers and the project managers way before the bid comes out.

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Even you might even capture something before they ever even

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knew they needed you. Right, So this is a program

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for you to actively do outreach, selling emails, phone calls,

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going to trade shows where the right people are going

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to be. So this action plan will be built for

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you so that you can actually you know exactly who

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you need to be talking to, you know exactly what

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you need to be saying to them, and then you

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have to execute it. So my three step program includes

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these three things that are delivered in three two and

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a half hour meetings, three weeks of part but you

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know a week apart each, but it's me preparing for

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ten twenty hours that data. I'm not just hitting a

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button and giving you a formula. It's custom for your business, right,

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So that's the three step program. I also have some

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bonus materials that I provide, especially if you mentioned Angela's show.

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It includes a four hour training in building blacks of

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a winning proposal as well as how I pull the data.

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Those are each four hour trainings each worth about five

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thousand dollars bonus on top of my three step program.

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So you're going to have all the tools you need

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to step off before you ever write a single proposal,

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because you want to make sure you're only writing what

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I call winners. You're only writing proposals for the agencies

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who told you they wanted you to bid, or they're

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invite you, or you were part of the specs. Yes,

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vendors help with the specifications and you've been there early,

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so you know for sure the people involved, the decision makers,

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the actual pain behind the need. The idea here is

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there's a lot of work to be done way before

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a proposal even is considered. So that's where my area

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of expertise is. Angela is getting you to understand and

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know your market. Who are your competitors, who are the

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people that buy what you sell? How to approach them?

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And then you execute the activities. What's the point of

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taking my three step if you planned to step off?

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So if you're ready to hit the ground running, that's

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what my program does.

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Oh wow, that is a lot of just fantastic information

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and believing. You know, just from my career and everything,

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just working with the federal government, you better understand their lane,

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you better understand their processes and all these other just

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really key things. So what kind of experts should you

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know they know before they're entering the market.

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You know, that's that's a really good question. I think

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that it depends on the size of your team. If you're,

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you know, stepping into this as a family owned business,

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it might be you and a partner of yours, or

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you and a family member of yours just starting off.

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The APEX Accelerator in your backyard as a free resource

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that you can go to, and what they do is

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they kind of spoon feed you information throughout the year

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and they bring experts like myself in to do free

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events for you. So they are they're your first experts

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that you need to know is and you can go

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to I think it's apex dot com or ape x

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or just type in. The old term for that was

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Procurement Technical Assistance Center. Just type in any of those

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things and you're going to get to a database of

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the person that's in your own state. And they're usually

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tied to a local university and they'll help you get

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registered on SAM. I think we even talked about them

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last week. But they also offer some training. But the

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challenge with working with them they're free. They can only

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handle so many people at once, so they do things

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in large groups. Nothing's custom. If they work with you

239
00:14:26.320 --> 00:14:29.320
custom they can't do deep dives like what I do.

240
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They know how to because I actually drain them. But

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it's a matter of their time. But also the types

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of experts that they bring in is throughout the years,

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So for you to capture all these expertise might take

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you a year or two to meet the right people.

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So what I would suggest is you get into LinkedIn.

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Connect with me first, because I'm connected with a lot

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of great experts, and I don't charge for referring you

248
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to someone good, whether you're a client of mine or not.

249
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I know a lot of good people, and those people

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don't pay me to refer them. I want to really

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emphasize that, because if I'm going to give you a

252
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good name, is because they're good. They're the best, right

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And I usually give you a couple so you can interview.

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So the type of experts you need to have, I'm

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00:15:15.039 --> 00:15:16.919
sorry to go on and on and on before I

256
00:15:16.919 --> 00:15:19.360
get to the answer of your question, but the type

257
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of experts you need to have on your team at

258
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least is ten ninety nine. Some sort of person that's

259
00:15:25.759 --> 00:15:30.600
training your team, helping guide you along so that you don't,

260
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you know, stray away, go down rabbit holes you shouldn't

261
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be going down that cost you a lot of money.

262
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You know, someone like myself or one of my competitors

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or competimates. It's good to have someone a phone call away.

264
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It's really great to have a pricing expert nearby. They're

265
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worth the lawyer level hourly rate you're going to pay

266
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them because they're going to help you position your pricing

267
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and be able to justify it. And they're going to

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be there for you when you write pro poe and

269
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you don't know how to price. They're going to be

270
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able to help you get the right rate so you

271
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don't go in there with such a low rate that

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you end up going out of business because it's too low.

273
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That's the real thing we're afraid of. Many times people

274
00:16:12.799 --> 00:16:16.200
overcharge because they don't know where they land. But a

275
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pricing expert on your team from the beginning makes sense.

276
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Another type of expert to have is a back office

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00:16:23.679 --> 00:16:28.519
accounting expert that knows everything about federal contracting that will

278
00:16:28.559 --> 00:16:33.240
help you manage the contracts legally appropriately. They'll help you

279
00:16:33.279 --> 00:16:37.440
handle the billing properly, they'll get your books right. You

280
00:16:37.600 --> 00:16:40.480
need to have someone like this on your staff helping

281
00:16:40.519 --> 00:16:42.799
you out getting the accounting side of things. Now, if

282
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you're an accounting expert. Great, you know, but it still

283
00:16:45.960 --> 00:16:47.720
might be good to have someone on the line that

284
00:16:47.759 --> 00:16:50.519
you can call and ask questions. So a back office

285
00:16:50.559 --> 00:16:54.480
person is really important if you plan to sell to

286
00:16:54.600 --> 00:16:59.840
the DoD, the Department of Defense, the Department of Ward

287
00:17:00.120 --> 00:17:03.600
dow right now, right, if you plan to sell to them,

288
00:17:03.679 --> 00:17:06.039
and this is going to seep into the other agencies,

289
00:17:06.519 --> 00:17:09.680
there's a certain type of certification that you're going to

290
00:17:09.799 --> 00:17:14.640
need that makes your company cyber secure. Now, I don't

291
00:17:14.640 --> 00:17:17.680
know what this acronym actually means if you ask me

292
00:17:17.720 --> 00:17:20.359
off the top of my head, but it's called CMMC

293
00:17:20.960 --> 00:17:24.160
and there's level one, level two. You can look this

294
00:17:24.359 --> 00:17:28.000
up on Google learn more about it. Find an expert

295
00:17:28.079 --> 00:17:30.599
to come into your office to make sure all of

296
00:17:30.640 --> 00:17:35.000
your all of your computers are safe, all your processes

297
00:17:35.000 --> 00:17:38.279
are safe, because a DoD and their primes will not

298
00:17:38.400 --> 00:17:41.680
work with you if you don't have these certifications. Now,

299
00:17:41.960 --> 00:17:44.759
I know people that actually do the audits for the DoD,

300
00:17:45.119 --> 00:17:47.839
so I know people that know the other side, so

301
00:17:47.880 --> 00:17:50.200
they know what they're looking for. Again, I don't get

302
00:17:50.240 --> 00:17:52.440
paid for that stuff, but it's good to have a

303
00:17:52.480 --> 00:17:58.279
cm MC expert. Let's see them. So these are some

304
00:17:58.400 --> 00:18:02.119
basic basic ones to have a proposal writer expert, at

305
00:18:02.240 --> 00:18:05.759
least someone who can take a part a proposal or

306
00:18:06.000 --> 00:18:09.519
deconstruct a proposal for you and create an outline for you.

307
00:18:09.799 --> 00:18:13.599
It's always good to have a proposal expert nearby. They're

308
00:18:13.759 --> 00:18:17.359
like a lawyer price per hour, but then we'll fix

309
00:18:17.400 --> 00:18:20.119
your problems or challenge you on some of what you're

310
00:18:20.160 --> 00:18:22.839
writing to make sure it's right. Some people like to

311
00:18:22.920 --> 00:18:25.519
hire AI companies to do this stuff, but I would

312
00:18:25.599 --> 00:18:29.759
rather you hire a proposal writer who might be using

313
00:18:29.799 --> 00:18:33.119
AI in the background to go faster, but that person

314
00:18:33.200 --> 00:18:37.319
is going to make sure it's written properly. Having a lawyer,

315
00:18:37.720 --> 00:18:40.799
a contracts lawyer a phone call away to make sure

316
00:18:40.839 --> 00:18:44.920
everything's right very very important to have that kind of

317
00:18:44.960 --> 00:18:47.359
person on your team. So these are some of the

318
00:18:47.519 --> 00:18:50.559
types of experts that you need nearby. I know some

319
00:18:50.599 --> 00:18:54.279
other people with expertise, like people that were inside GSA

320
00:18:54.400 --> 00:18:58.319
schedule consultants. If you plan to get a GSA schedule

321
00:18:58.519 --> 00:19:01.799
and if the government buy using GSA schedule, I want

322
00:19:01.799 --> 00:19:04.759
to copy on that, do not get a schedule and

323
00:19:04.759 --> 00:19:06.960
then we'll talk about that later. But do not get

324
00:19:06.960 --> 00:19:09.319
a GSA schedule unless you really think you need one,

325
00:19:09.359 --> 00:19:13.400
but I highly recommend if you do hire a consultant.

326
00:19:13.920 --> 00:19:17.480
It's like it's the best investment. It's expensive, but it's

327
00:19:17.519 --> 00:19:21.000
better to have a consultant to help you negotiate your

328
00:19:21.079 --> 00:19:24.759
pricing properly rather than you try to do it yourself.

329
00:19:25.240 --> 00:19:28.440
So GSA consultants probably good to have, and they'll help

330
00:19:28.480 --> 00:19:32.640
you manage your schedule throughout the year, doing your reporting properly, etc.

331
00:19:33.359 --> 00:19:35.640
So again, these are some of the experts that you

332
00:19:35.759 --> 00:19:38.880
might want to have in the background. It probably will

333
00:19:38.880 --> 00:19:41.160
come up with a couple more during this meeting, but

334
00:19:41.400 --> 00:19:43.759
I know a lot of these people. I will always

335
00:19:43.799 --> 00:19:46.079
bring you two or three so you can choose. And

336
00:19:46.160 --> 00:19:49.519
I don't get paid by anybody by giving great referrals

337
00:19:49.599 --> 00:19:50.440
for great people.

338
00:19:51.279 --> 00:19:55.079
Yeah, I mean that is just powerful information, especially making

339
00:19:55.119 --> 00:20:00.440
sure that you are cyber compliant. I know I do

340
00:20:00.559 --> 00:20:06.559
consulting putting in software systems, and I have to and

341
00:20:06.599 --> 00:20:09.920
I'm that's not even with the federal government, that's with

342
00:20:10.039 --> 00:20:14.559
the state or the city. I have to be able

343
00:20:14.599 --> 00:20:19.839
to prove that I'm clean as far as my system

344
00:20:20.039 --> 00:20:24.960
attaching with them because I work remotely, and so that's

345
00:20:25.559 --> 00:20:29.480
starting to catch on through other areas of the system,

346
00:20:29.799 --> 00:20:32.680
you know, not just federal, the state and local and city.

347
00:20:33.240 --> 00:20:37.039
They you know, if you have access in any means

348
00:20:37.079 --> 00:20:41.559
to any of their information, you have to be certified

349
00:20:41.640 --> 00:20:47.359
that you are cyber compliant. And so it's just something well,

350
00:20:47.200 --> 00:20:49.799
we need to just go ahead and do that anyway,

351
00:20:49.880 --> 00:20:54.400
because you know, those little buggers are really busy these

352
00:20:54.480 --> 00:20:58.039
days creating all kinds of havoc, and so you can't

353
00:20:58.119 --> 00:21:01.960
be doing work and you communicating with the federal government,

354
00:21:02.000 --> 00:21:05.319
state government, and then you've got all these viruses and

355
00:21:05.359 --> 00:21:10.480
you've got spamware, ransomware and all this other stuff, different

356
00:21:10.519 --> 00:21:16.079
things that it's not working correctly. And you give them

357
00:21:16.240 --> 00:21:18.759
a little bug that calls the problem, you're going to

358
00:21:19.079 --> 00:21:22.640
really have a problem. So yes, yes, follow those instructions

359
00:21:23.079 --> 00:21:28.720
and get those particular things done. So do you think

360
00:21:28.799 --> 00:21:32.680
they need to have past federal experience to start as

361
00:21:32.720 --> 00:21:33.359
a business.

362
00:21:34.680 --> 00:21:37.440
That's a great question. Things have changed a little bit.

363
00:21:38.079 --> 00:21:40.880
I in the past, I've all been all about you

364
00:21:41.279 --> 00:21:46.759
having some past performance commercials fine, stay and local great

365
00:21:46.920 --> 00:21:53.079
even better. So if you don't have federal federal experience,

366
00:21:53.200 --> 00:21:57.400
they're kind of welcoming new companies to come in with

367
00:21:57.880 --> 00:22:01.640
great outcomes that they can prove in the commercial world.

368
00:22:01.880 --> 00:22:06.000
So yes, they emphasized past performance for you to be

369
00:22:06.079 --> 00:22:09.400
able to even bid on some things. But really read

370
00:22:10.279 --> 00:22:14.119
read the fine print on the past performance. Whenever I

371
00:22:14.200 --> 00:22:16.880
see a bid Angela, the first place I go this

372
00:22:17.000 --> 00:22:20.519
is the past performance. And if it says you must

373
00:22:20.599 --> 00:22:23.839
have past performance with the federal government, they mean it.

374
00:22:24.160 --> 00:22:26.119
So you need to have you need to have it,

375
00:22:26.240 --> 00:22:29.039
or a seeming partner that you're going in with needs

376
00:22:29.039 --> 00:22:31.799
to have it. If it says you must have past

377
00:22:31.880 --> 00:22:36.160
performance with a government entity, that opens it up the

378
00:22:36.200 --> 00:22:40.920
state and local or my first deal that I got,

379
00:22:41.599 --> 00:22:44.319
I just got a little shit, a little story to

380
00:22:44.319 --> 00:22:47.759
share with you. So I was going after the federal

381
00:22:47.799 --> 00:22:50.480
government kind of early on after nine to eleven. And

382
00:22:50.960 --> 00:22:52.880
I don't know if you remember, but right after nine

383
00:22:52.880 --> 00:22:56.319
to eleven was when they built all the TSA offices,

384
00:22:56.480 --> 00:22:59.480
over four hundred of them by the way, right, and

385
00:23:00.200 --> 00:23:03.319
the company that I worked for set up temporary offices

386
00:23:03.440 --> 00:23:06.720
at the time. So I started going from TSA office,

387
00:23:06.759 --> 00:23:09.920
the TSA office, the TSA office, and they all kept saying,

388
00:23:10.559 --> 00:23:13.880
Washington won't let me work with you, And I said, well,

389
00:23:14.960 --> 00:23:17.920
let me meet mister and missus Washington I might have

390
00:23:18.000 --> 00:23:20.880
even told this story last time, but they took They

391
00:23:20.920 --> 00:23:23.839
pointed me to a lady named Milen Tapscott who was

392
00:23:23.880 --> 00:23:26.960
the head of facilities for TSA. So I went to

393
00:23:27.039 --> 00:23:30.119
go see her, and she came down for a lobby

394
00:23:30.160 --> 00:23:33.000
appointment with me and admitted she was not happy with

395
00:23:33.079 --> 00:23:38.319
her current company that delivered four hundred locations of temporary offices.

396
00:23:39.039 --> 00:23:41.359
And so she said, I know what I'm going to do.

397
00:23:41.440 --> 00:23:44.000
I'm going to stick it to them and walk you

398
00:23:44.119 --> 00:23:47.440
into the headquarters of Homeland Security because I heard through

399
00:23:47.480 --> 00:23:51.880
the grapevine they're setting up a temporary office. So she

400
00:23:52.039 --> 00:23:56.000
introduced me to them. Okay, So then I walked in

401
00:23:56.119 --> 00:23:58.519
and started to talk to the facility manager there, and

402
00:23:58.559 --> 00:24:01.680
his first question was do you have any past performance

403
00:24:01.720 --> 00:24:04.880
with the federal government? And I said, my company has

404
00:24:04.920 --> 00:24:08.319
been in business for twenty five years. We've been doing

405
00:24:08.359 --> 00:24:13.039
business across the country, and I actually had helped personally

406
00:24:13.880 --> 00:24:17.839
Boeing move from Seattle to Chicago, and that story had

407
00:24:17.920 --> 00:24:21.599
just happened within the year of this call. Right, He said, listen,

408
00:24:22.680 --> 00:24:25.279
put in that past performance. When I put the bid up,

409
00:24:26.119 --> 00:24:29.400
put in that past performance. So the bid comes out.

410
00:24:29.519 --> 00:24:32.400
So now I'm expecting it. I've talked to the end user.

411
00:24:32.799 --> 00:24:35.480
He's inviting me to bid. The bid comes out, and

412
00:24:35.519 --> 00:24:38.400
this is what the phrase said. You must have past

413
00:24:38.440 --> 00:24:42.559
performance with the federal government or equal size and scope

414
00:24:42.759 --> 00:24:50.319
with the name brand prime wheel, recognize sucking that Boeing

415
00:24:50.400 --> 00:24:53.640
past performance and I beat the big boy incumbent.

416
00:24:54.079 --> 00:24:56.279
Oh wow, that is really great.

417
00:24:56.720 --> 00:24:59.799
But it was a relationship angela that said, he listen.

418
00:24:59.839 --> 00:25:02.559
I so you need to. So they're going to take

419
00:25:02.559 --> 00:25:05.640
a chance on someone new if you can show past

420
00:25:05.720 --> 00:25:10.000
performance somewhere. But if you're walking in with no business

421
00:25:10.039 --> 00:25:13.359
at all, you don't have any past performance. You're going

422
00:25:13.440 --> 00:25:16.359
to need to build some in the commercial marketplace or

423
00:25:16.400 --> 00:25:21.039
within the primes before you start writing proposals. Otherwise you're

424
00:25:21.039 --> 00:25:23.720
going to need teaming partners. But let me tell you,

425
00:25:24.559 --> 00:25:27.640
if you plan to be what we call a prime contractor,

426
00:25:27.680 --> 00:25:30.680
the company that's going to be billing the government, handling

427
00:25:30.720 --> 00:25:34.640
the bills and paying subcontractors, if you plan to be

428
00:25:34.720 --> 00:25:39.039
that company and you're leaning on your subcontractor's past performance,

429
00:25:39.519 --> 00:25:43.519
that's always been a middleman approach that a lot of

430
00:25:43.559 --> 00:25:47.720
people have been saying that has made them successful. But

431
00:25:48.079 --> 00:25:53.680
this administration's going after that they want the original companies

432
00:25:53.839 --> 00:25:57.319
with the past performance that did the past performance to

433
00:25:57.480 --> 00:26:03.359
do all the work challenging the pass through the middleman.

434
00:26:04.160 --> 00:26:08.759
And it's this is hot news right now. The eight

435
00:26:09.079 --> 00:26:13.519
program is getting questioned heavily right now, and so there

436
00:26:13.519 --> 00:26:17.000
are certain set asides out there. If you're in small

437
00:26:17.039 --> 00:26:20.000
business with the set aside and you're bringing larges along

438
00:26:20.039 --> 00:26:24.079
with you, make sure you're doing at least fifty one

439
00:26:24.119 --> 00:26:26.440
percent of that work and that you're not just doing

440
00:26:26.480 --> 00:26:28.359
a little markup and just building.

441
00:26:29.519 --> 00:26:32.559
Wow. That is a huge change.

442
00:26:32.799 --> 00:26:36.039
Oh wow, just this week, if you look up DoD

443
00:26:36.200 --> 00:26:40.559
and you look up eight A there right now auditing

444
00:26:40.799 --> 00:26:44.119
every single eight AY contractor asking them to send in

445
00:26:44.200 --> 00:26:48.839
three years of paperwork of the tracks of how they're

446
00:26:48.880 --> 00:26:52.200
paying their people and the split of the work and

447
00:26:52.279 --> 00:26:56.480
all of that. They're investigating every eight A right now. Wow,

448
00:26:56.559 --> 00:27:02.599
And they're looking for any inappropriate pass throughs and throwing

449
00:27:02.640 --> 00:27:06.359
those people off. So the middleman approach is going away.

450
00:27:06.599 --> 00:27:10.759
You have to have a capability, yeah, to be to

451
00:27:10.839 --> 00:27:13.799
be selling to the federal government right now.

452
00:27:14.400 --> 00:27:18.759
Wow, that is that is a huge change, and that's

453
00:27:18.759 --> 00:27:22.039
going to affect a lot of you know, organizations because

454
00:27:22.079 --> 00:27:25.960
it's always been you know, you you're subcontracting with a

455
00:27:26.039 --> 00:27:30.759
prime and you rarely are doing fifty one percent. But

456
00:27:30.799 --> 00:27:33.000
because the prime is there, you know, you were able

457
00:27:33.039 --> 00:27:37.200
to get you know, the award. Wow, that's huge.

458
00:27:37.319 --> 00:27:43.119
I hope was Angela. It was. It would stated in

459
00:27:43.160 --> 00:27:47.240
the in the document, and people would be trading their

460
00:27:47.279 --> 00:27:52.559
employees back and forth, so they're looking for anything that's misbalanced.

461
00:27:52.599 --> 00:27:54.880
Most people, most eight days that know what they're doing,

462
00:27:55.039 --> 00:27:57.640
are compliant. So I want to be really clear that

463
00:27:58.440 --> 00:28:03.240
most companies are very, very compliant. But the game that's

464
00:28:03.279 --> 00:28:07.200
been sold the last four or five years of you

465
00:28:07.279 --> 00:28:11.200
can be a middleman and the government's looking for you

466
00:28:11.279 --> 00:28:14.279
because you're a woman owned, because you're this, because you're that.

467
00:28:14.960 --> 00:28:18.559
There was, unfortunately, I mean fortunately, there was this great

468
00:28:18.599 --> 00:28:22.720
opportunity that happened in the last administration where ten I

469
00:28:22.759 --> 00:28:25.160
think it was ten or one hundred billion dollars was

470
00:28:25.200 --> 00:28:30.640
set aside for women disadvantage businesses only, and it was

471
00:28:30.680 --> 00:28:34.559
going to be a ten year program, so everybody and

472
00:28:34.960 --> 00:28:38.960
instead of women owned businesses. I'm sorry, I'm really going

473
00:28:39.039 --> 00:28:42.599
to say something controversial here. A lot of women owned

474
00:28:42.599 --> 00:28:47.000
businesses have been in the business going after this business

475
00:28:47.039 --> 00:28:50.960
with wonderful capabilities that haven't had the opera. They've been

476
00:28:51.000 --> 00:28:53.640
in line for many, many years. So great for this

477
00:28:53.720 --> 00:28:59.240
program that happened. However, it created a marketplace for consultants

478
00:28:59.839 --> 00:29:04.079
to come in and say, hey, ladies, leave your job

479
00:29:04.400 --> 00:29:07.799
because the Feds are looking for you and be a middleman.

480
00:29:09.079 --> 00:29:11.880
And that's been a wolf ticket. I'm sorry, that's been

481
00:29:11.920 --> 00:29:16.400
sold in this marketplace. And now that money has been

482
00:29:16.759 --> 00:29:21.160
has gone away and it's back to capabilities only. So

483
00:29:21.200 --> 00:29:24.079
now we have a lot of women who have left

484
00:29:24.119 --> 00:29:29.039
their jobs and bought trucks and logistics and warehouses with

485
00:29:29.200 --> 00:29:31.000
everything on the line to.

486
00:29:31.000 --> 00:29:35.680
Be a middleman, and it's gone and it.

487
00:29:35.799 --> 00:29:39.319
Never really was there in the first place. Angela, I'm sorry.

488
00:29:39.920 --> 00:29:45.240
Show you the data. You have to have capability past performance.

489
00:29:45.279 --> 00:29:47.880
You have to have a business that already is established,

490
00:29:48.279 --> 00:29:53.400
right flower, and grow in this marketplace. Except they want

491
00:29:53.400 --> 00:29:58.160
to look at outcomes that you can prove you've done

492
00:29:58.680 --> 00:30:01.000
and how your outcome can help.

493
00:30:00.960 --> 00:30:05.079
Them, right right, right. Yeah. The one thing is, you know,

494
00:30:05.519 --> 00:30:08.000
like you keep saying, you need to have your superpower,

495
00:30:08.039 --> 00:30:11.160
you need to have your capability, and you know all

496
00:30:11.160 --> 00:30:13.799
of that stuff, but they're also going to want some

497
00:30:13.960 --> 00:30:18.799
proof that you really do possess that superpower, you really

498
00:30:18.920 --> 00:30:23.039
are one of the best in your particular arena, and

499
00:30:23.079 --> 00:30:26.960
that you not only can do the work, but you're

500
00:30:27.000 --> 00:30:30.480
going to be exceptional and be able to document why

501
00:30:30.559 --> 00:30:34.640
you are going to be exceptional to win this award.

502
00:30:34.920 --> 00:30:40.200
And so there's a lot of you know, support information.

503
00:30:40.480 --> 00:30:44.359
And I'll tell you the federal government can really beg

504
00:30:44.519 --> 00:30:47.799
for a lot of support. I mean just down.

505
00:30:47.640 --> 00:30:49.720
To the little.

506
00:30:48.960 --> 00:30:51.640
Receipt I mean, there's just a lot of support that

507
00:30:51.680 --> 00:30:56.759
you have to be ready to present that this is

508
00:30:57.079 --> 00:30:59.799
why you are the best and that you can do

509
00:30:59.839 --> 00:31:01.440
the job. Wow.

510
00:31:02.119 --> 00:31:04.920
And I would suggest that if you are an individual

511
00:31:05.039 --> 00:31:07.440
and you want to do work with the government and

512
00:31:07.480 --> 00:31:10.720
you're good at what you do, you know, if we

513
00:31:11.200 --> 00:31:14.359
look at the data and see if they're awarding to

514
00:31:14.599 --> 00:31:18.119
people like you your size, then we can see there's

515
00:31:18.160 --> 00:31:21.519
a marketplace for you and you can compete in that area. Right.

516
00:31:22.000 --> 00:31:26.160
The other thought is is if it's too big of

517
00:31:26.200 --> 00:31:29.160
a like, if you're a teeny tiny company that has

518
00:31:29.240 --> 00:31:33.279
let's say, for example, AI expertise, you're going up against

519
00:31:33.359 --> 00:31:38.680
some really big players that you know you can possibly

520
00:31:39.200 --> 00:31:42.000
bring your expertise to the big players and you could

521
00:31:42.039 --> 00:31:45.200
say listen, I maybe you were a federal government employee

522
00:31:45.440 --> 00:31:47.960
and you're starting your business. You could probably go to

523
00:31:48.000 --> 00:31:50.279
one of the players and say, I know people over here,

524
00:31:50.400 --> 00:31:53.559
I have expertise in this area. Can I be a

525
00:31:53.599 --> 00:31:56.480
project manager or be part of one of your projects?

526
00:31:56.799 --> 00:32:00.559
And they can use your background and expertise to possibly

527
00:32:00.599 --> 00:32:03.920
get into an agency. You become a programmer project manager

528
00:32:03.920 --> 00:32:07.960
there and you start building your book of business internally.

529
00:32:08.599 --> 00:32:11.880
That is a smarter approach if you're keeeny tiny. Now,

530
00:32:11.920 --> 00:32:15.000
if you're selling products, it's pretty easy to flip and

531
00:32:15.039 --> 00:32:17.720
win business if you have a relationship and you can

532
00:32:17.759 --> 00:32:21.319
get in there. But if you're offering a service, finding

533
00:32:21.319 --> 00:32:23.319
a way in with the primes to be part of

534
00:32:23.359 --> 00:32:26.279
their project team might be an easier.

535
00:32:26.200 --> 00:32:26.920
Way to enter.

536
00:32:27.440 --> 00:32:30.319
To get in and all they grow from there, get

537
00:32:30.359 --> 00:32:33.319
your book of business and then five years from now,

538
00:32:34.599 --> 00:32:37.759
take that book of business and start creating your own

539
00:32:38.759 --> 00:32:39.519
right right?

540
00:32:40.799 --> 00:32:45.839
Uh? Do agencies all also use GSA schedules and host

541
00:32:46.039 --> 00:32:51.279
like industry days, you know to publicize what their needs

542
00:32:51.319 --> 00:32:54.559
are and how often do they do it? If they

543
00:32:54.640 --> 00:32:57.200
do it, I mean have like little you know, what

544
00:32:57.240 --> 00:32:59.240
do you little conferences? You know.

545
00:32:59.319 --> 00:33:03.160
Oh great, Yeah, so you have a two part question.

546
00:33:03.279 --> 00:33:06.119
I'm going to start with the Industry Days Park First.

547
00:33:06.880 --> 00:33:10.880
Industry Days in the past were created by the small

548
00:33:10.920 --> 00:33:14.839
business officers within the agencies to kind of do an

549
00:33:14.880 --> 00:33:18.440
ali alias in free. Hey, anybody out there, small woman

550
00:33:18.519 --> 00:33:21.720
owned a day service disabled that, anybody out there that

551
00:33:22.119 --> 00:33:25.640
is planning to sell to our agency. We're we're having

552
00:33:25.680 --> 00:33:28.359
an event that you can either hear us speak and

553
00:33:28.400 --> 00:33:31.519
tell you what we're looking for, or you can submit

554
00:33:32.200 --> 00:33:35.319
your capability statements so that now we have a file

555
00:33:35.440 --> 00:33:37.400
of all of you. We're going to show you where

556
00:33:37.440 --> 00:33:40.799
to register at our site. But really, what they're doing,

557
00:33:40.880 --> 00:33:43.640
I'm just being frank here, Angela. What they were doing

558
00:33:43.759 --> 00:33:47.839
is meeting their good faith effort goals in the far

559
00:33:48.319 --> 00:33:50.920
they're supposed to meet certain numbers to be able to

560
00:33:51.000 --> 00:33:54.039
hit their goals for small businesses. But if they don't

561
00:33:54.039 --> 00:33:56.960
meet those numbers, they have to prove they tried. So

562
00:33:57.079 --> 00:33:59.799
these events are built so that they can get there.

563
00:34:00.119 --> 00:34:03.319
You know, they're file full of the small businesses. Now,

564
00:34:03.480 --> 00:34:06.200
how do you break through that? How do you break through?

565
00:34:06.480 --> 00:34:10.039
Go to the event, show that you registered, support their efforts.

566
00:34:10.119 --> 00:34:13.039
Like I here's my capes, I'm registered at your site,

567
00:34:13.159 --> 00:34:15.360
so that now you can start getting in there and

568
00:34:15.400 --> 00:34:18.880
looking for those end users and those projects and program managers.

569
00:34:19.360 --> 00:34:21.960
And if they say are you registered with our Small

570
00:34:22.000 --> 00:34:24.679
business Officer? Have you gone to our events, you can

571
00:34:24.719 --> 00:34:28.559
already say done. Now what can we talk about the stuff? Now?

572
00:34:29.760 --> 00:34:32.000
It's your way of saying, I did it, I'm there.

573
00:34:32.320 --> 00:34:35.599
So those are good. Sometimes they talk about contract vehicles

574
00:34:35.599 --> 00:34:38.639
that are coming down the pipeline or opportunities like for example,

575
00:34:39.039 --> 00:34:41.800
the Army Corps of Engineers. They do a lot of

576
00:34:41.840 --> 00:34:46.320
construction type stuff, so in their regions, those type of

577
00:34:46.360 --> 00:34:49.360
contracts come up every five years and then they list

578
00:34:49.400 --> 00:34:52.320
their projects. So if you're in the facilities the world,

579
00:34:52.400 --> 00:34:54.840
you need to go to those industry days to see

580
00:34:54.840 --> 00:34:58.079
what's coming right in terms of projects, it might not

581
00:34:58.159 --> 00:35:00.159
be in the data yet, so you see the and

582
00:35:00.199 --> 00:35:03.360
forecast they give them to you. So those industry days

583
00:35:03.360 --> 00:35:05.360
are good for that. Now, if there's an industry Day

584
00:35:05.400 --> 00:35:10.920
Angela for a particular opportunity, they might say, for example,

585
00:35:11.320 --> 00:35:13.199
we're looking at I'm just going to use this as

586
00:35:13.239 --> 00:35:16.239
an example. For now, we're looking at building a new

587
00:35:16.239 --> 00:35:19.719
wing on a building that never happens, right, we're building

588
00:35:19.880 --> 00:35:26.719
and we're considering you know, construction and sustainability and small

589
00:35:26.760 --> 00:35:30.599
and large and bonding and this is coming down the pipeline.

590
00:35:30.800 --> 00:35:33.440
Why don't you come to our building for a walkthrough

591
00:35:34.719 --> 00:35:37.760
and we'll show you our plans and you'll meet the

592
00:35:37.760 --> 00:35:41.639
project managers and the architects and the construction manager and

593
00:35:42.559 --> 00:35:46.480
that kind of event you want to go to if

594
00:35:46.480 --> 00:35:49.199
you're focused on the agency and they're in your backyard,

595
00:35:49.199 --> 00:35:51.000
because you're not only going to meet the people at

596
00:35:51.000 --> 00:35:55.320
the industry days. You're going to see you'll see physically

597
00:35:55.639 --> 00:35:59.000
who they're looking at when they say things, because those

598
00:35:59.079 --> 00:36:01.760
are the people they know, trust and love. So you

599
00:36:01.760 --> 00:36:04.719
can pay attention to the body language of who knows.

600
00:36:04.760 --> 00:36:08.199
You know, if somebody does a hearty handshake like hey Joe,

601
00:36:08.239 --> 00:36:11.280
great to see you again, you know that's someone you

602
00:36:11.320 --> 00:36:14.039
need to talk to in the parking lot because that's

603
00:36:14.079 --> 00:36:17.320
a seeming partner that has a way in right, So

604
00:36:17.360 --> 00:36:19.119
you can kind of see the dynamics and you can

605
00:36:19.159 --> 00:36:21.880
see this base and you can meet the project manager

606
00:36:22.360 --> 00:36:25.159
for that. So sometimes when they have industry days, especially

607
00:36:25.559 --> 00:36:29.320
if they're in the facility world in person, go to

608
00:36:29.400 --> 00:36:33.000
those now. If if it's something online. You're gonna they're

609
00:36:33.000 --> 00:36:36.159
gonna turn your videos and your microphones off, just gonna

610
00:36:36.199 --> 00:36:39.639
listen to people. But watch the dynamics in the room.

611
00:36:39.800 --> 00:36:44.400
See if a prime contractor is one of the speakers. Hello, right,

612
00:36:44.480 --> 00:36:47.559
so see the dynamics of what's going on. So industry

613
00:36:47.639 --> 00:36:50.119
days I think are important, just so you're it's like

614
00:36:50.159 --> 00:36:54.360
watching a news program about your agency and who's who,

615
00:36:54.440 --> 00:36:56.679
and what's going on and what are the what are

616
00:36:56.679 --> 00:36:59.519
they leaning towards, what are they hinting at? This is

617
00:36:59.599 --> 00:37:03.039
public so you might have a question later on that

618
00:37:03.079 --> 00:37:05.239
you can ask them specific. Hey, I was at your event,

619
00:37:05.400 --> 00:37:08.400
great job. I have a quick question. So your shows

620
00:37:08.440 --> 00:37:11.760
support So industry days can be good. Some other industry

621
00:37:11.840 --> 00:37:14.079
days are just where they bring in a speaker like

622
00:37:14.159 --> 00:37:18.880
myself or a proposal manager or whatever, just teaching vendors

623
00:37:18.960 --> 00:37:22.440
new things. GSA used to bring me in as a

624
00:37:22.480 --> 00:37:25.960
keynote speaker on this exact subject how to sell to

625
00:37:26.000 --> 00:37:30.880
them because I could say things they could not. They

626
00:37:30.920 --> 00:37:34.960
would start the meeting with this is Eileen, This is

627
00:37:35.039 --> 00:37:37.840
not our opinion. This is strictly her, just like the

628
00:37:37.880 --> 00:37:40.880
beginning of this radio show. Right, And then I can

629
00:37:40.920 --> 00:37:43.400
get up there and say it's a relationship. And all

630
00:37:43.519 --> 00:37:48.960
GSA executives are down front going, you know, because everybody's

631
00:37:48.960 --> 00:37:51.519
behind them and they're like, oh, Iileen tell them it's

632
00:37:51.519 --> 00:37:55.559
a relationship, right. So sometimes they'd have an industry day

633
00:37:55.559 --> 00:37:57.320
where they bring in someone like me to to be

634
00:37:57.360 --> 00:38:00.199
a keynote to tell vendors how it really is. So

635
00:38:01.159 --> 00:38:05.000
I would say target your industry days to the agencies

636
00:38:05.119 --> 00:38:09.039
that you've proven in your analysis, what agencies you need

637
00:38:09.079 --> 00:38:12.840
to know, and who you're watching for. For example, if

638
00:38:12.880 --> 00:38:16.559
a project manager or program manager that's an expert in

639
00:38:16.599 --> 00:38:19.559
an area that you're in and they're speaking and you

640
00:38:19.599 --> 00:38:22.639
want to meet them, go to that event. So if

641
00:38:22.679 --> 00:38:25.360
they're speaking at a trade show, go to the event,

642
00:38:25.760 --> 00:38:28.800
get there early, find a comfortable seat in the middle,

643
00:38:29.480 --> 00:38:32.320
Be there first because their entourage is going to sit around.

644
00:38:32.400 --> 00:38:37.079
You ask them questions, afterwards, meet them, wait till everybody

645
00:38:37.159 --> 00:38:39.880
leaves the room. So you got them to yourself in

646
00:38:40.119 --> 00:38:42.719
that speaker That last person always ends up talking to

647
00:38:42.760 --> 00:38:47.800
me for fifteen minutes and getting good stuff. So you know,

648
00:38:48.480 --> 00:38:52.760
support your project and program managers. When you see that

649
00:38:52.800 --> 00:38:57.199
they're you know, speaker somewhere, go there and get there early,

650
00:38:57.679 --> 00:39:01.039
super early. Find a key spot and stay late and

651
00:39:01.119 --> 00:39:02.280
talk to them after the fact.

652
00:39:03.239 --> 00:39:06.840
Right, Oh my gosh. Yeah, you know, it really is

653
00:39:06.920 --> 00:39:10.599
all about the relationships. It really is. I meaning to

654
00:39:10.679 --> 00:39:15.239
know them. They'll even you know, if you get to

655
00:39:15.280 --> 00:39:19.280
know them and they know you and they feel that passion.

656
00:39:19.480 --> 00:39:22.920
Sometimes they kind of like, oh I didn't see that,

657
00:39:24.079 --> 00:39:28.559
and they doesn't help you. You know, they help you

658
00:39:28.719 --> 00:39:31.360
with the information that you didn't get right or you

659
00:39:31.400 --> 00:39:33.679
didn't this is what I need you to do. If

660
00:39:33.719 --> 00:39:37.159
you do this, then we can push this forward, you know.

661
00:39:37.280 --> 00:39:41.079
And just because they're not there to say gotcha, they're

662
00:39:41.119 --> 00:39:43.960
there because they really need some help and they want

663
00:39:44.000 --> 00:39:47.079
to help the person that they feel comfortable with that

664
00:39:47.119 --> 00:39:51.440
they can trust. And so it's just yeah, you've got

665
00:39:51.440 --> 00:39:53.360
to You've got to go out there. If you're feeling

666
00:39:53.760 --> 00:39:56.599
you know, that good about you know who you are,

667
00:39:57.000 --> 00:40:00.400
what you're offering, and things like that. You do all

668
00:40:00.440 --> 00:40:03.119
the little technical stuff, you get the little pricings, you

669
00:40:03.199 --> 00:40:06.280
get all of these things, you know, all set up.

670
00:40:06.719 --> 00:40:09.280
But then now you've got to get to know somebody

671
00:40:09.920 --> 00:40:12.679
that is really going to push you the rest of

672
00:40:12.719 --> 00:40:14.880
the way over the hill. So you've got to go

673
00:40:15.000 --> 00:40:20.239
out there and really have that confidence to talk with

674
00:40:20.280 --> 00:40:25.280
them one on one and sell yourself as if you

675
00:40:25.440 --> 00:40:29.239
are the only one. Not exactly, I don't even think

676
00:40:29.239 --> 00:40:32.400
about the competitors. I'm it, and let me tell you

677
00:40:32.480 --> 00:40:33.400
why I'm it.

678
00:40:34.519 --> 00:40:37.559
Exactly, and here are the ways to justify it based

679
00:40:37.599 --> 00:40:40.280
on things that I've done. And I just realized I

680
00:40:40.320 --> 00:40:42.679
didn't do the second half of your question, which was

681
00:40:42.840 --> 00:40:43.920
GSA schedules.

682
00:40:43.960 --> 00:40:44.639
Oh yeah, So.

683
00:40:45.679 --> 00:40:50.320
GSA is an agency of the government that goes out

684
00:40:50.320 --> 00:40:54.599
to the commercial marketplace and they're inviting vendors to offer

685
00:40:54.840 --> 00:40:58.760
their most favored customer pricing to the federal government. Now

686
00:40:58.800 --> 00:41:02.079
that's a very general thing to say, because that process

687
00:41:02.119 --> 00:41:05.079
takes about a year for you to apply, get the

688
00:41:05.119 --> 00:41:08.280
information in, and then you go through negotiations with them

689
00:41:08.280 --> 00:41:11.280
on your pricing. But the bottom line is is once

690
00:41:11.400 --> 00:41:15.920
your pricing is approved, there's a far rule eight point

691
00:41:15.920 --> 00:41:20.400
four that basically says if the bid is under twenty

692
00:41:20.440 --> 00:41:22.719
five thousand, let's just say that for now. If a

693
00:41:22.719 --> 00:41:26.239
bid is under twenty five thousand and it's a product,

694
00:41:27.239 --> 00:41:31.400
a buyer can just go to a website called Gsaadvantage

695
00:41:31.440 --> 00:41:34.480
dot gov. It's just like their own Amazon, and they

696
00:41:34.559 --> 00:41:37.920
can just click and buy things under twenty five thousand dollars,

697
00:41:37.960 --> 00:41:40.239
so they can just buy if it's a car twenty

698
00:41:40.239 --> 00:41:42.960
four nine nine nine, they can buy car after car

699
00:41:43.159 --> 00:41:46.760
after car if they wanted to. So that's under twenty

700
00:41:46.760 --> 00:41:49.400
five thousand. If you had a service that was under

701
00:41:49.440 --> 00:41:54.559
twenty five thousand, the rule says that the buyer has

702
00:41:54.599 --> 00:41:57.639
to look at the prices of two others and they

703
00:41:57.639 --> 00:42:00.159
can choose you if it's under twenty five thousand, and

704
00:42:00.239 --> 00:42:03.480
all they have to do is download the priceless of

705
00:42:03.559 --> 00:42:06.599
two other vendors. You could give them the priceless of

706
00:42:06.639 --> 00:42:10.039
your competitors and your priceless here's three. And if you

707
00:42:10.079 --> 00:42:13.719
need to do anything for twenty five thousand or below,

708
00:42:13.760 --> 00:42:17.639
maybe a training class, maybe you know, something small, a

709
00:42:17.679 --> 00:42:20.880
walk through in a design of your office, whatever, they

710
00:42:21.000 --> 00:42:25.119
can pick you. Just award you a contract. If you've

711
00:42:25.199 --> 00:42:29.239
been if your pricing has been negotiated on GSA, it's

712
00:42:29.320 --> 00:42:33.519
under twenty five thousand, three just download the priceless of

713
00:42:33.559 --> 00:42:35.440
three and they could just work with you, even if

714
00:42:35.480 --> 00:42:38.519
you're more expensive than the other two. So that's under

715
00:42:38.559 --> 00:42:43.400
twenty five thousand. ANGELA. Over twenty five thousand, normally bids

716
00:42:43.440 --> 00:42:45.599
go on to Sam dot gov, which can take up

717
00:42:45.639 --> 00:42:48.760
to two hundred and sixty nine days to award. That's

718
00:42:48.840 --> 00:42:53.760
ridoculous and it's ridiculous. So what they do is on GSA,

719
00:42:54.719 --> 00:43:00.440
if they invite three like vendors on the same category,

720
00:43:00.960 --> 00:43:05.360
they get three bids that are all comparable. They can

721
00:43:05.440 --> 00:43:08.800
award it and it takes like fourteen days. But they

722
00:43:08.880 --> 00:43:13.239
also have an internal bidding site called eby where they

723
00:43:13.320 --> 00:43:17.440
can post an opportunity within the like vendors. Like there's

724
00:43:17.519 --> 00:43:23.960
categories for computer you know, programming, there's a category for electricians.

725
00:43:24.039 --> 00:43:27.519
There's a category for furniture, so it's over twenty five thousand.

726
00:43:27.599 --> 00:43:30.679
They can post it within that category and every vendor

727
00:43:30.719 --> 00:43:32.920
on that category can bid on it. But all they

728
00:43:32.960 --> 00:43:35.639
need are three written bids and within fourteen days they

729
00:43:35.679 --> 00:43:40.599
can award. So the agencies, any agency can use this ANGELA,

730
00:43:41.000 --> 00:43:52.079
any agency based, World Bank Congress can use this website. However, however, no, however, yeah,

731
00:43:52.440 --> 00:43:59.159
not every agency uses the GSA tool to buy. Sometimes

732
00:43:59.159 --> 00:44:02.440
they use their own internal contracts, like the Navy has

733
00:44:02.480 --> 00:44:07.639
something called seaport, NASA has something called soup. But let

734
00:44:07.639 --> 00:44:14.599
me do another. However, However, since this administration in October

735
00:44:14.639 --> 00:44:21.519
first twenty twenty six. GSA, the agency is now taking

736
00:44:22.000 --> 00:44:30.199
those other contract vehicles like SOUP from NASA and managing them.

737
00:44:30.440 --> 00:44:36.119
And they're taking CIOSP three from Health and Human Services

738
00:44:36.159 --> 00:44:40.760
and they're moving it over and GSA, their buyers are

739
00:44:40.800 --> 00:44:45.159
getting bigger and bigger. They're positioning themselves to be the

740
00:44:45.199 --> 00:44:52.840
main purchasing but they're they're incorporating these other agencies contracts.

741
00:44:53.000 --> 00:44:55.719
They're getting rid of their competitors and bringing them in,

742
00:44:56.599 --> 00:45:00.000
shutting down those offices and the other we're seeing this happen.

743
00:45:01.079 --> 00:45:04.320
So GSA is going to be important to vendors, but

744
00:45:04.400 --> 00:45:09.480
we have to make sure what you offer has a category.

745
00:45:09.760 --> 00:45:13.079
There's no category for construction on GSA. I'm just saying,

746
00:45:13.199 --> 00:45:16.920
so you don't need a GSA schedule. Okay, there's one

747
00:45:17.000 --> 00:45:21.880
for construction management and facility management, but not for building

748
00:45:21.920 --> 00:45:25.639
a building. Those are all through the Army Corps of

749
00:45:25.719 --> 00:45:30.320
Engineers their contract vehicles. Who knows of GSA pulls those

750
00:45:30.320 --> 00:45:33.239
over but right now, so the Army Corps of Engineers

751
00:45:33.280 --> 00:45:36.880
manages a lot of their own construction contracts. So we

752
00:45:37.000 --> 00:45:40.039
need to do research for you to number one, see

753
00:45:40.039 --> 00:45:42.760
if there's a category for what you sell. See who's

754
00:45:42.760 --> 00:45:45.840
on it and see if the buyers are actually using

755
00:45:46.360 --> 00:45:49.400
it to buy what you sell. So I'm going to

756
00:45:49.440 --> 00:45:52.239
give you an example of one of my clients who

757
00:45:52.360 --> 00:45:56.480
had a GSA schedule. They were at zero sales, which

758
00:45:56.559 --> 00:46:00.000
means nothing went through it. And I'm telling you now

759
00:46:00.039 --> 00:46:04.239
now half of GSA schedule holders are at zero sales,

760
00:46:04.719 --> 00:46:10.760
oh zero. And here's why. One a GSA consultant convinced

761
00:46:10.800 --> 00:46:15.199
them they needed one and they actually didn't. Or two,

762
00:46:15.760 --> 00:46:18.639
they're not marketing themselves. They're just sitting and waiting for

763
00:46:18.679 --> 00:46:20.800
the orders or the bids to come from e by,

764
00:46:21.679 --> 00:46:24.440
So they're they're not marketing. So I'm going to give

765
00:46:24.440 --> 00:46:27.159
you an example of the first one. So I had

766
00:46:27.159 --> 00:46:31.239
a client and actually a GSA scheduled consultant came to

767
00:46:31.280 --> 00:46:34.119
me with a client they had that had approached them

768
00:46:34.360 --> 00:46:37.320
and said, will you manage our GSA schedule? Somebody else

769
00:46:37.559 --> 00:46:41.119
convinced us to get one, and we need you to

770
00:46:41.320 --> 00:46:43.960
help us every month, you know, send in our reports

771
00:46:43.960 --> 00:46:48.280
and handle it. And this this GSA consultant said, Eileen,

772
00:46:48.880 --> 00:46:51.920
can you teach these people how to sell their product?

773
00:46:52.639 --> 00:46:56.719
But also we're kind of wondering if they should have

774
00:46:56.760 --> 00:46:59.800
gotten the GSA schedule in the first place. And what

775
00:46:59.840 --> 00:47:04.719
it was it was a membrane for roofing. This membrane

776
00:47:04.840 --> 00:47:10.000
was for waterproofing the roof and it was a specialty membrane.

777
00:47:10.039 --> 00:47:14.639
It was fantastic. They had tons of past performance, great product, right,

778
00:47:15.239 --> 00:47:17.760
But let me ask you, do you think the federal

779
00:47:17.800 --> 00:47:21.679
government buys roles of this membrane and puts it on

780
00:47:21.719 --> 00:47:29.280
the roof themselves. No, the roofing contractors who are on

781
00:47:29.440 --> 00:47:33.760
GSA schedule put all the parts and pieces together and

782
00:47:34.000 --> 00:47:37.679
sell the whole package of installing a new roof with

783
00:47:37.880 --> 00:47:42.480
that membrane on it. So what I'm sharing is is

784
00:47:43.199 --> 00:47:46.679
they're not buying the roof membrane off of GSA schedule

785
00:47:46.679 --> 00:47:50.000
as a product. They're going to the roofing vendors who

786
00:47:50.039 --> 00:47:53.199
are offering services that bundle all that together. So we

787
00:47:53.400 --> 00:47:58.159
redirected that company to go build relationships with the roofing

788
00:47:58.199 --> 00:48:02.440
companies who had a GSA SKIP, And then we taught

789
00:48:02.559 --> 00:48:06.480
this customer to talk to the facility managers so that

790
00:48:06.519 --> 00:48:13.079
they can ask the roofing contractors use this name brand waterproofing. Right,

791
00:48:13.559 --> 00:48:15.639
And so there were on schedule, but they could just

792
00:48:15.719 --> 00:48:18.519
let their GSA schedule go because it's not going to happen.

793
00:48:18.559 --> 00:48:21.320
They're going to be buying it from the So we

794
00:48:21.320 --> 00:48:23.159
were able to say you don't have to pay this

795
00:48:23.639 --> 00:48:27.880
contractor to manage your schedule because it's just let it go.

796
00:48:28.360 --> 00:48:31.159
You don't need it. Somebody convinced you that you didn't

797
00:48:31.199 --> 00:48:34.800
really need it. Now go spend all your time building

798
00:48:34.880 --> 00:48:39.639
relationships with the roofing contractors on GSA schedule as well

799
00:48:39.679 --> 00:48:44.239
as the gcs that are selling construction, and then talk

800
00:48:44.280 --> 00:48:47.679
to the customers inside and remind them to ask for

801
00:48:47.880 --> 00:48:53.480
your product project. So that's how you kind of you've

802
00:48:53.480 --> 00:48:56.400
got to learn this market and let the business, let

803
00:48:56.400 --> 00:48:59.280
the information teach you. So you need to do your

804
00:48:59.280 --> 00:49:02.199
homework before before you spend up to twenty five thousand

805
00:49:02.239 --> 00:49:07.000
dollars to get on GSA, hiring consultant and managing it

806
00:49:07.079 --> 00:49:10.159
every year. You need to make sure you actually need

807
00:49:10.199 --> 00:49:13.480
one before you go an investment. That's why the research

808
00:49:13.559 --> 00:49:14.880
is so important.

809
00:49:14.960 --> 00:49:17.960
And that's why the connections are important. But you know

810
00:49:18.880 --> 00:49:22.119
it really and there are all those little, you know,

811
00:49:22.239 --> 00:49:26.320
idiosyncrasies that you need to know so you're not wasting money,

812
00:49:26.400 --> 00:49:31.800
wasting time and getting frustrated because you don't understand how,

813
00:49:32.000 --> 00:49:35.480
like you say, the whole game works, and it's very

814
00:49:35.519 --> 00:49:40.360
important to really reach out and find someone like Eileen

815
00:49:41.119 --> 00:49:45.400
to help you get yourself started. Eileen, give them the

816
00:49:46.639 --> 00:49:51.400
contact information for you. I know it's on the other video,

817
00:49:51.559 --> 00:49:56.280
but let these listeners and watchers know how to get

818
00:49:56.280 --> 00:49:57.000
in touch with you.

819
00:49:58.320 --> 00:50:00.280
And if you do, get in touch with me. I

820
00:50:00.320 --> 00:50:03.039
also have a little tool that I'm very happy to

821
00:50:03.199 --> 00:50:07.440
just provide you. You just mention Angela Sharp. I am

822
00:50:07.480 --> 00:50:10.360
more than happy to give you my bid No Bid

823
00:50:11.440 --> 00:50:16.159
twenty question template that you can ask yourself before you

824
00:50:16.199 --> 00:50:20.320
write a proposal. Hopefully I save you from writing any loser,

825
00:50:20.559 --> 00:50:25.000
saving you hopefully, I don't know five to six figures

826
00:50:25.039 --> 00:50:29.280
of time not writing a loser. So please reach out

827
00:50:29.280 --> 00:50:31.639
to me several ways. You can find me on LinkedIn.

828
00:50:32.199 --> 00:50:35.880
Just type in Eileen Kent or Federal Sales Guide into

829
00:50:36.000 --> 00:50:39.440
LinkedIn and people will point you in my direction. Connect

830
00:50:39.480 --> 00:50:43.400
with me there because I'm posting absolutely every day about

831
00:50:43.400 --> 00:50:47.480
all kinds of subjects, but my main subject is contracting.

832
00:50:48.840 --> 00:50:51.559
Feel free to call me at three one two six,

833
00:50:51.639 --> 00:50:55.159
three six five three eight one, but I would like

834
00:50:55.280 --> 00:50:59.079
you to text me first and tell me who you

835
00:50:59.239 --> 00:51:07.119
are because I get a lot of solicitation spamy type calls.

836
00:51:07.400 --> 00:51:10.119
So text me say I heard you on Angela Sharp.

837
00:51:10.159 --> 00:51:12.480
I'd love to book an hour of your time to

838
00:51:12.519 --> 00:51:14.679
tell you what I do, because I will give you

839
00:51:14.719 --> 00:51:17.360
an hour of my time like I am now to

840
00:51:17.440 --> 00:51:19.920
talk about your business and see if it's even a fit.

841
00:51:20.480 --> 00:51:23.639
Happy to do that for you. You can also go to

842
00:51:24.039 --> 00:51:28.400
I have two websites. One is Federal sales Guide dot

843
00:51:28.440 --> 00:51:34.199
com or custom Keynotes dot com, so you can go

844
00:51:34.239 --> 00:51:38.480
to either of those and you can write me directly

845
00:51:39.239 --> 00:51:44.880
to either info at Federal Salesguide dot com, Iileen Kent

846
00:51:45.440 --> 00:51:51.119
at Federal Salesguide dot com or my personal email, which

847
00:51:51.320 --> 00:51:56.159
I don't mind it's public here Eileen Kent Stevens with

848
00:51:56.280 --> 00:51:58.920
a V so e I L E E N K

849
00:51:59.119 --> 00:52:02.519
E n T S E N s at gmail dot

850
00:52:02.559 --> 00:52:06.159
com because all my emails end up landing in that account.

851
00:52:06.960 --> 00:52:09.840
I'd be answering you from it anyway. So you have

852
00:52:10.000 --> 00:52:14.199
my personal phone, my personal email. I want to help you,

853
00:52:14.559 --> 00:52:17.559
and if I'm not your person, I will point you

854
00:52:17.599 --> 00:52:20.880
in the right direction to who is. I'm always happy

855
00:52:20.920 --> 00:52:24.719
to help new contractors coming in the FEDS deserve to

856
00:52:24.800 --> 00:52:26.320
work with great people like you.

857
00:52:26.559 --> 00:52:30.800
Yes, yes, well this has been power packed again Eileen

858
00:52:31.400 --> 00:52:34.719
and I just want to say to the audience thank

859
00:52:34.719 --> 00:52:37.639
you for joining us on a Sharp Outlook. I hope

860
00:52:37.639 --> 00:52:40.880
that you have received a lot of information to help

861
00:52:41.000 --> 00:52:46.039
you propel yourself into this area of success. We're here

862
00:52:46.119 --> 00:52:50.880
every Monday at eleven am Eastern time eight am Pacific time,

863
00:52:51.360 --> 00:52:55.079
and we're always here to share great information with you.

864
00:52:55.480 --> 00:52:59.559
Get in touch with Eileen so that you can move forward.

865
00:53:00.000 --> 00:53:07.800
Thank you again for being here and stay informed. I

866
00:53:07.840 --> 00:53:10.719
want to thank you for joining us on a Sharp Outlook.

867
00:53:11.159 --> 00:53:14.559
We have been informed and energized to take the next steps.

868
00:53:15.039 --> 00:53:18.559
We have posted links to websites and videos to learn

869
00:53:18.599 --> 00:53:22.280
more on today's topic. Please join us again next week

870
00:53:22.559 --> 00:53:26.719
for another thought provoking conversation right here on key for

871
00:53:27.199 --> 00:53:31.760
HD radio and Talk for TV. Listen to the podcast

872
00:53:31.880 --> 00:53:37.360
on all the podcast apps, and until next week, stay informed.