Game Changers For Government Contractors

Game Changers will provide you with powerful tactics and strategies for winning government contracts. This book is a ground-breaking collaboration from 29 of the Nation's leading authorities on government sales. The concepts and strategies shared in this book are designed to educate, train, and give you a competitive edge over your competition. Each author has thoroughly tested and proven these tactics and strategies over decades of experience in the government market. This book is based on the wildly popular Podcast Game Changers for Government Contractors. The co-authors in this book are guests of the podcast, current and former government contractors, former contracting officers, and Nationally recognized experts in the government market. The strategies shared in this book have helped companies win over $20 Billion in government contracts. Each chapter in this book is crafted with numerous game changing concepts and strategies - regardless of the stage of your business. There are chapters for those new to government sales and chapters for more experienced companies already engaged in government contracting. Whether you are new to government sales or you've been in the trenches for years, you'll find concepts and recommendations to accelerate your business objectives. You will learn: ★ What it takes to win in the government market ★ How to find the right revenue mix between definitive contracts versus contract vehicles ★ How to properly communicate your past performance ★ How to grow fast in the government market ★ The GovCon small business growth model ★ How to scale your government business ★ Understanding joint ventures ★ What it takes to win SBIR & STTR contracts ★ Winning sole source contracts ★ Properly leveraging your 8(a) certification ★ Social selling in GovCon ★ Price to win strategies ★ Lean proposal management ★ Contract novation ★ Compensation for unanticipated costs and delays ★ Bouncing back from a losing streak ★ And more than 30 other concepts for growing your government business *** Published by RSM Federal The Art and Science of Government Sales Michael LeJeune - Author (Editor-in-Chief) - RSM Federal Joshua P. Frank - Author (Executive Editor) - RSM Federal Contributing Authors Mark Amtower - Amtower & Company Erin Andrew - Live Oak Bank Michele Atkinson - Cavalry Consulting Russ Barnes - Systro Solutions Carroll Bernard - Govology Judy Bradt - Summit Insight Tim Burt - Tim Burt Media Jenny Clark - Solvability Chris Bobbitt - Technical Assent Mario Burgos - Burgos Group Bellandra Foster - BBFoster Consulting Ashley Haass - The Daily Brief Jay McConville - Privia Mike McDermott - InquisIT Michael McNulty - McNulty and Associates Steve Meredith - SW PA Commission Matt Miller - EMA, Inc. David Neal - David Neal Consulting Maria Panichelli - Obermayer Rebmann Maxwell & Hippel LLP Linda Rawson - DynaGrace Enterprises Doug Reitmeyer - Government Construction Experts Rob Rosenberger - Blackdragon Matthew Schoonover - Koprince Law Kathleen Smith - CyberSecJobs.com Courtney Spaeth - growth[period] Carrie Ann Williams - Andana Consulting Eric "Doc" Wright - Vets2PM

Learn the crucial ins and outs of the world’s largest market The U.S government market represents the largest single market—anywhere. Government contract tracking firm Onvia estimates that government business—federal, state, local, and education—represents better than 40 percent of the nation’s GDP. While anyone can play in this market, only those with the right preparation can win. Selling to the Government offers real-world advice for successful entry into the biggest market anywhere. Get proven approaches, strategies, tactics, and tools to make your business stand out, build relationships, understand procedures, and win high-stakes contracts. • Every year thousands of companies enter the massive U.S. Government (BtoG) marketplace, and by the end of the first year, most are gone and less than 10 percent make it to year two • Author has advised hundreds of companies, including Apple, Dell, CDW, Northrop Grumman, General Dynamics, IT, GTSI, and many small firms, on all aspects of marketing and selling to the government From the go/no-go decision, through company infrastructure requirements, marketing, sales, business development, and more, this book offers the best advice from the most recognized authority in the market.

The federal professional services market is one of the world’s largest, and one of the most competitive. Companies struggle to compete and prosper. In Zero to a Billion, David Kriegman, former SRA International executive, presents techniques to help companies succeed where many have failed. His book goes beyond standard compliance books to provide answers to questions like these: Why do some companies grow while others stagnate or go out of business? How do you differentiate yourself and compete with much larger companies? Why do you lose work when the customer says you are doing a good job? How do you attract, retain, and motivate top talent? Why do some acquisitions succeed while others are considered less than a success or even a failure? Kriegman draws on his thirty years of experience to illustrate the essential lessons of strategy, business development, cultural issues and operations with real-world examples and actionable ideas. The book is recommended for new and mid-career managers as well as seasoned executives.

Becoming a GovCon Expert Learn the fundamental strategies for winning government contracts. Six of the nation's top government contracting experts share essential strategies for doing business with the government. The strategies in this book have helped companies win over $3 billion in government contracts and over $30 billion in multiple award contracts. Each chapter mirrors a session given at the 2021 GovCon Summit Annual Conference. GovConSummit is a virtual accelerator network and annual conference that focuses on Veteran entrepreneurs in the Federal contracting market. However, the tactics, strategies, and recommendations are applicable to any company that wants to win government contracts. Each chapter skips the fluff and focuses on the core concepts required for you to master the game of government contracting. Unlike most books, Becoming a GovCon Expert provides practical advice from subject matter experts with step-by-step instruction and recommendations. You will learn: ★ How to prepare yourself to be a successful government contractor ★ 12 common challenges faced by new government contractors ★ How to accelerate into the government market ★ A case study on government sales and revenue stream diversity ★ The value of PMP and Sec+ Certifications ★ How to master the game of GovCon ★ Branding yourself as a GovCon Subject Matter Expert (SME) ★ How to bridge government sales strategy with business strategy ★ Building your GovCon pipeline ★ Doing business with the Department of the Navy ★ How to create a daily "battle-rhythm" for marketing and sales ★ How to develop your WRAP rate / fully burdened rate ★ Outrunning your overhead ★ Authentic leadership ★ Growing your solopreneurship beyond yourself *** Published by RSM Federal The Art and Science of Government Sales Michael LeJeune - Author (Editor-in-Chief) - RSM Federal Joshua P. Frank - Author (Executive Editor) - RSM Federal Contributing Authors Russ Barnes, PhD - Systro Systems Jenny Clark - Solvability Emily Harman - Emily Harman Coaching and Consulting Eric "Doc" Wright, PhD - Vets2PM

"A supplemental textbook that shows how outside groups, specifically dark money groups and Super PACs, are profoundly changing political campaigns since Citizens United v. FEC (2010)"--

NEW YORK TIMES BESTSELLER • From the author of A. Lincoln, a major new biography of one of America’s greatest generals—and most misunderstood presidents Winner of the William Henry Seward Award for Excellence in Civil War Biography • Finalist for the Gilder-Lehrman Military History Book Prize In his time, Ulysses S. Grant was routinely grouped with George Washington and Abraham Lincoln in the “Trinity of Great American Leaders.” But the battlefield commander–turned–commander-in-chief fell out of favor in the twentieth century. In American Ulysses, Ronald C. White argues that we need to once more revise our estimates of him in the twenty-first. Based on seven years of research with primary documents—some of them never examined by previous Grant scholars—this is destined to become the Grant biography of our time. White, a biographer exceptionally skilled at writing momentous history from the inside out, shows Grant to be a generous, curious, introspective man and leader—a willing delegator with a natural gift for managing the rampaging egos of his fellow officers. His wife, Julia Dent Grant, long marginalized in the historic record, emerges in her own right as a spirited and influential partner. Grant was not only a brilliant general but also a passionate defender of equal rights in post-Civil War America. After winning election to the White House in 1868, he used the power of the federal government to battle the Ku Klux Klan. He was the first president to state that the government’s policy toward American Indians was immoral, and the first ex-president to embark on a world tour, and he cemented his reputation for courage by racing against death to complete his Personal Memoirs. Published by Mark Twain, it is widely considered to be the greatest autobiography by an American leader, but its place in Grant’s life story has never been fully explored—until now. One of those rare books that successfully recast our impression of an iconic historical figure, American Ulysses gives us a finely honed, three-dimensional portrait of Grant the man—husband, father, leader, writer—that should set the standard by which all future biographies of him will be measured. Praise for American Ulysses “[Ronald C. White] portrays a deeply introspective man of ideals, a man of measured thought and careful action who found himself in the crosshairs of American history at its most crucial moment.”—USA Today “White delineates Grant’s virtues better than any author before. . . . By the end, readers will see how fortunate the nation was that Grant went into the world—to save the Union, to lead it and, on his deathbed, to write one of the finest memoirs in all of American letters.”—The New York Times Book Review “Ronald White has restored Ulysses S. Grant to his proper place in history with a biography whose breadth and tone suit the man perfectly. Like Grant himself, this book will have staying power.”—The Wall Street Journal “Magisterial . . . Grant’s esteem in the eyes of historians has increased significantly in the last generation. . . . [American Ulysses] is the newest heavyweight champion in this movement.”—The Boston Globe “Superb . . . illuminating, inspiring and deeply moving.”—Chicago Tribune “In this sympathetic, rigorously sourced biography, White . . . conveys the essence of Grant the man and Grant the warrior.”—Newsday