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
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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
