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Carroll Bernard (Govology) and Michael LeJeune (RSM Federal) have joined forces to help new and seasoned government contractors find tried-and-true solutions to challenges that keep them from succeeding in the government marketplace. They pull from their combined experience in selling to federal, state, and local governments and coaching others on how to do it right to offer you honest, no-BS answers and advice. To follow this podcast, submit an issue, and register for the live show, go to h ...
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In this episode of GovCon Coffee & Issues, we’re excited to have Adam Austin (Totem Tech) back on the show to tell us about the latest developments in Cybersecurity Compliance in 2024. We discuss who is affected by cybersecurity regulations and the practical steps small businesses can take to meet cybersecurity compliance standards set by the Depar…
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Ep 27: No Strategy or Game Plan for 2024
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As the great Benjamin Franklin once said, “If you fail to plan, you are planning to fail!” So, if you’re looking to conquer the world of federal sales in 2024, you need a solid game plan. That’s where Carroll Bernard and Michael Lejeune come in. These two experts have all the best practices and insider tips to help you chart a course for government…
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Ep 26: Tackling Short SAM.GOV Solicitation Windows
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In the world of federal contracting, the saying goes, 'If you're waiting until opportunities are posted on SAM.gov, you may be too late.' Unfortunately, this holds true in many cases as the solicitation windows on SAM.gov are often too short for contractors to properly prepare, develop proposals, and meet submission deadlines. But fear not! In our …
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Ep 25: New Requirements for SDVOSBs and VOSBs in 2024
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If you are a veteran seeking government market opportunities, this episode is for you! Effective January 1st, 2024, you must secure formal certification from the SBA to participate (and be eligible for award) in veteran (and service-disabled veteran) owned small business set-aside and sole-source contracting opportunities. Self-certification will n…
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Ep 24: SBA's 8(a) BD Program: New Requirements and How to Meet Them
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In this episode, Carroll and Michael host Government Contracting Attorney Nicole Pottroff to discuss the recent court ruling that has significantly changed the SBA's 8(a) business development program. In addition to breaking down the impacts and updates of the ruling, Nicole shares tips and best practices for developing a strong 8(a) social disadva…
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Ep 23: What Every Contractor Must Know About Cybersecurity
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In this episode of Coffee & Issues, Carroll and Michael welcome Adam Austin from Totem Technologies (https://www.totem.tech/). Together, they delve into cybersecurity in government contracting and tackle the essential topics every contractor needs to navigate to thrive in this rapidly evolving landscape. They explore how contractors can discern whe…
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Ep 22: GSA Schedule Contracts: Opportunities, Issues, and Pitfalls
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In this episode, Michael LeJeune and Carroll Bernard host a special guest Rich Earnest (Certified Coach with RSM Federal). The trio discuss the issues, pitfalls, and prevalent misconceptions that often lead contractors astray. Their focused exploration centers on two critical aspects: the perilous decision to pursue a GSA Schedule contract without …
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Ep 21: Secrets of Successful Government Contractors
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Have you ever wondered why some government contractors are "showered" with opportunities while others struggle to win a single contract? In this episode, Carroll Bernard and Michael LeJeune will draw from their extensive coaching and training expertise to share invaluable insights and real-world stories that shed light on what sets successful gover…
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Did you enter the government marketplace as a small business wanting to be a "middleman" or "deal broker"? Unfortunately, the government doesn't like this approach -- it frequently views this approach as a pass-through and tries to cut out the "middleman." In this episode of GovCon Coffee & Issues, Carroll and Mike host Nicole Pottroff from Koprinc…
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In this episode, Carroll and Mike delve into the issue of teaming in federal contracting and help clear up the confusion many contractors have around this topic. They explore the various teaming arrangements, including prime/subcontractor relationships and joint ventures, and how they can be used to win federal contracts. They also discuss how the …
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Ep 18: Tips for Getting Financing for Your Contracts
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This episode is all about access to capital. How do you get the money you need to finance your contracts without getting yourself in trouble with shady lenders or ruthless investors? In this episode, Carroll and Mike host two guests -- Christa Williams, VP of Government Contracting at Bank of America and Isaac Ellesworth, Vice President of Republic…
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Ep 17: Small Disadvantaged Businesses: Opportunities and Confusion
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In this episode, Carroll and Mike welcome back Govology Faculty Instructor and Legal Analyst Steven Koprince. Together, they discuss the historic opportunities for small disadvantaged businesses and help contractors determine whether they meet the criteria to claim small disadvantaged status.
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Ep 16: The SBA's Proposed Changes to the 8(a) Program: Consequences for ALL Certifications
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In this episode, Carroll and Michael host Mr. Steven Koprince, retired attorney and Govology Legal Analyst, to discuss the consequences of the SBA's proposed changes to the 8(a) business development program. These proposed rule changes contain certain language that will affect almost every certification program. The two mentioned the most are 8(a) …
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Ep 15: How to Capture Expiring Funds & Sole Source Contracts
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In this episode, Carroll and Michael host Mr. Jeff Cuskey who recently presented a webinar on Govology, titled "Strategies to Capture Expiring Funds & Sole Source Contracts." They discuss key takeaways from the webinar and share some tips and strategies on the subject gathered from many years of experience in the government marketplace.…
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In this episode, Carroll and Michael welcome Aliahu "Alli" Bey and Adam Austin from Haight Bey & Associates LLC - a successful small business defense contractor. During the show, Carroll, Michael, Alli, and Adam address some of the top issues small businesses face when trying to meet CMMC requirements. They also discuss various clauses related to c…
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In this episode, Carroll and Michael discuss the issue of how many small businesses are not truly ready to win opportunities in the government marketplace. They also provide a practical definition of what it means to be "procurement ready," but more importantly, what it means to be "opportunity ready" and how to get there.…
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Have you heard the news? On April 4, 2022, the Federal government transitioned from DUNS numbers to Unique Entity Identifiers (UEI). As a result, vendors will no longer have to obtain or maintain a DUNS number before registering in the System for Award Management (SAM). So, is your DUNS number useless now? Should you get rid of it? Find out why Car…
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In this episode, Carroll and Michael explore the effectiveness of unsolicited proposals. They welcome a guest, Jutta Bangs from Tennessee PTAC, who shares a client success story demonstrating that unsolicited proposals may indirectly help you win a government contract.
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Ep 10: How to Win Your First Government Contract
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The main message of this episode is that there is no one cookie-cutter way to win a government contract. Many factors determine the best approach to selling to government agencies. In this episode, Carroll and Michael discuss these factors while sharing examples from their experience of working with small business contractors.…
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Ep9: Common Certification Hurdles (and How to Avoid Them)
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In this episode, Carroll and Michael discuss the common hurdles small businesses face when going for any of the federal small business certifications. These include the fate of self-certification, the issues of ownership and control, the risk of misrepresentation, and more. In addition to breaking down each obstacle, Carroll and Michael offer valua…
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The wait is finally over! On November 15th, 2021, the long-awaited "Infrastructure Investment and Jobs Act" became law. This legislation is exciting news for many contractors operating in various industries that will see a significant uptick in spending across the board. In this episode, Carroll and Michael break down the 1000-page document, reveal…
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In this episode, Carroll and Michael address a common issue that many new small business contractors face - finding the right opportunities for their business. They talk about different ways the federal government procures products and services and suggest tried-and-true strategies for finding these opportunities.…
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Carroll and Michael invited Steven Koprince, now retired govcon attorney and the founder of Koprince, McCall, Pottroff LLC, to explain the federal government's COVID-19 mandate in terms people can understand. Although the mandate situation is still evolving, this episode offers valuable insights into what a government contractor should expect in th…
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In this episode, Carroll and Michael share examples of deceptive and misleading information, which unfortunately is plentiful in the government marketplace. But how do you know who to trust? Here are a few tips: Check the domain of the website claiming to be a government site - is it .gov or .com? Some websites will make you believe they are offici…
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Ep 4: Getting Involved in the Government Marketplace for the Wrong Reasons
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In this episode, Carroll and Michael address the issue of getting involved in government contracting for the wrong reasons. Carroll identified two main reasons - 1. because you have a certification and 2. it's all about the money - the U.S. government is the biggest buyer, and you want a piece of the action. Michael mentioned one more common reason…
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In this episode, Carroll and Michael discuss the importance of doing market research before jumping into government contracting and even after being a government contractor for a while. This issue plagues not only newbies but also seasoned contractors, who may have done their homework a decade ago. However, the market is ever-changing. Carroll's ad…
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In this episode, Carroll and Michael go back to the basics - i.e., gaining clarity. They ask an essential question: Why do you want to enter the government marketplace, and why now? They note that many small business owners are experts in their craft but have no training in being a business owner. “They dive in and start swimming...but when they co…
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Ep 1: Coffee & Issues for Government Contractors: What, Why, How
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For their first episode, Michael and Carroll talk about their backgrounds, their WHY for this podcast, and how you can get the most value from this show. Carroll and Michael are both from Louisiana and served in the military before getting involved in government contracting. Their goal for this podcast is to simplify government contracting because,…
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