GovCon Unscripted

Chelsea Meggitt

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GovCon Unscripted

Welcome to GovCon Unscripted, where we dive into the unfiltered stories and strategies from all around the world of government contracting. Join host Chelsea Meggitt as she explores how to navigate, thrive, and win in this complex but rewarding industry.

-8 Ч

Winning More GovCon Contracts with Judy Bradt

Welcome back to GovCon Unscripted! I’m your host, Chelsea Meggitt, and in this episode, I sit down with Judy Bradt, CEO of Summit Insight, to discuss her powerful Players & Layers™ methodology, a proven framework that helps businesses win more government contracts by building the right relationships. We explore: The five layers of players in every federal acquisition—and why relationships matter.Why small businesses struggle to connect with decision-makers and how to fix it.How to create a GovCon sales strategy based on real relationships—not just proposals. If you’re looking to win more government contracts by understanding who to talk to and when, this episode is packed with proven strategies and expert insights to help you close more deals in GovCon! In This Episode: [00:00] - Chelsea introduces Judy Bradt and the Players & Layers™ methodology. [03:30] - Why relationships—not just proposals—win government contracts. [07:15] - The five layers of players in every federal acquisition. [12:45] - The biggest GovCon sales mistakes small businesses make. [18:30] - How to build trust and credibility before an RFP drops. [22:00] - Why playing the long game in GovCon leads to more contract wins. Links and Resources: Chelsea’s LinkedIn ProfileJudy Bradt’s LinkedIn ProfileSummit Insight WebsitePlayers & Layers™ Methodology GuideGovCon Personas Guide

34 мин.
25 ФЕВР.

Strategic Collaboration in GovCon with Katie Roberts of RPR Strategies

Welcome back to GovCon Unscripted! I’m your host, Chelsea Meggitt, and in this episode, I sit down with Katie Roberts, Founder and CEO of RPR Strategies. With extensive experience in both the federal government and Fortune 500 companies, Katie shares how she built a company that bridges the gap between the public and private sectors to drive success in government contracting. We discuss: How businesses can leverage strategic partnerships to succeed in the GovCon space.The challenges and opportunities in adapting private-sector strategies for government clients.Why flexibility and adaptability are critical in today's evolving federal landscape. If you’re looking to understand how to navigate both the government and corporate worlds, this episode is packed with actionable insights on how to position your business for success. In This Episode: [00:00] - Chelsea introduces Katie Roberts and her GovCon journey. [03:00] - How RPR Strategies helps businesses navigate public-private partnerships. [06:30] - Key differences between government and corporate work environments. [09:30] - The power of strategic partnerships and adaptability in GovCon. [12:00] - How small businesses can compete with large primes in federal contracting. [16:00] - The impact of emerging technologies and AI on government solutions. [21:00] - What the next administration’s policies could mean for GovCon businesses. [26:00] - Advice for companies looking to expand into government contracting. 🎙 Links and Resources: Chelsea’s LinkedIn ProfileKatie Roberts’s LinkedIn ProfileRPR Strategies WebsiteRPR Strategies LinkedIn Page

33 мин.
18 ФЕВР.

Managing Innovation in GovCon with Todd Packer & Harlan Bennett

Welcome back to GovCon Unscripted! I’m your host, Chelsea Meggitt, and in this episode, I sit down with Todd Packer, Principal Consultant at Todd Packer Associates, and Harlan Bennett, CEO of Ever Evolving Inc., to discuss innovation management and how businesses can structure their processes to stay competitive in GovCon. We dive into: Why innovation needs structure and how the ISO 56000 framework helps.The biggest mistakes businesses make when trying to scale innovation.How small businesses can balance agility with repeatable processes.If you're looking to streamline innovation, drive efficiency, and create a sustainable GovCon business, this episode is packed with actionable insights! In This Episode:[00:00] - Chelsea introduces Todd Packer & Harlan Bennett and their expertise in innovation management. [04:30] - Why businesses struggle with scaling innovation effectively. [08:15] - The ISO 56000 innovation framework and its role in GovCon. [12:45] - How small businesses can implement structured innovation without stifling creativity. [16:00] - Common pitfalls GovCon companies face when trying to innovate. [22:00] - How repeatable innovation can be a competitive advantage. [26:30] - Advice for companies looking to improve their innovation strategy. Links and Resources:Chelsea’s LinkedIn ProfileTodd Packer’s LinkedIn ProfileTodd Packer & Associates LinkedIn PageHarlan Bennett’s LinkedIn ProfileEver Evolving Inc. Website

58 мин.
11 ФЕВР.

Mergers & Acquisitions in GovCon: Insights from Sharon Heaton

Welcome back to GovCon Unscripted! I’m your host, Chelsea Meggitt, and in this episode, I sit down with Sharon Heaton, CEO of SBLiftoff, a leading M&A advisory firm specializing in government contracting. We take a deep dive into GovCon Mergers & Acquisitions (M&A) and explore: The key factors that determine the value of a government contracting business.What buyers look for when acquiring a GovCon company.How the new SBA rule changes will impact backlog and set-aside contract sales. If you’re a GovCon business owner thinking about your exit strategy, this episode is packed with must-know insights to help you maximize your company’s value and navigate the evolving acquisition landscape. In This Episode: [00:00] - Chelsea introduces Sharon Heaton and the importance of M&A in GovCon. [03:00] - The 3 key elements of a successful GovCon business. [06:30] - How government contracting businesses are valued. [09:30] - Understanding EBITDA and its role in M&A. [12:00] - Common misconceptions about selling a GovCon business. [15:30] - The impact of new SBA rules on contract transfers and backlog. [20:00] - Strategies for maximizing the value of your business before selling. [25:00] - Why full and open contracts may be more valuable than set-asides moving forward. Links and Resources: Chelsea’s LinkedIn ProfileSharon Heaton’s LinkedIn ProfileSBLiftoff LinkedInSBLiftoff WebsiteSBA Certification & M&A Guidelines

38 мин.
4 ФЕВР.

Mastering SBA Certifications with Dana Bonsell

Welcome back to GovCon Unscripted! I’m your host, Chelsea Meggitt, and in this episode, I sit down with Dana Bonsell, an SBA certification expert and 8(a) guru. With over a decade of experience helping small businesses secure critical certifications like 8(a), HUBZone, and WOSB, Dana shares her wealth of knowledge to help you navigate the complex and rewarding world of SBA certifications. In this episode, we discuss: Key differences between the 8(a) program and other SBA certifications.The social and economic disadvantage narrative required for 8(a) applications.Common pitfalls and how to avoid delays in the application process. Whether you’re just starting your journey in GovCon or looking to expand your business with SBA certifications, this episode is packed with insights and advice to help you succeed. In This Episode: [00:00] - Chelsea introduces Dana Bonsell and the importance of SBA certifications. [02:00] - Overview of 8(a), HUBZone, and WOSB certifications. [06:00] - Understanding the social and economic disadvantage narrative for 8(a). [09:30] - The role of strong accounting practices in the application process. [12:00] - Why the SBA requires full-time dedication from 8(a) business owners. [16:00] - How long it typically takes to secure 8(a) certification and what to expect. [20:00] - The importance of preparation and having a solid business development strategy. [24:00] - Common challenges and advice for applicants. Links and Resources: Chelsea’s LinkedIn ProfileDana Bonsell’s LinkedIn ProfileSBA LinkedIn PageSBA WebsiteCollaborative Compositions Website

28 мин.
28 ЯНВ.

How AFCEA Supports Emerging Talent in Cyber and IT with Chris Bennett

Welcome back to GovCon Unscripted! I’m your host, Chelsea Meggitt, and in this episode, I sit down with Chris Bennett, Director of Talent Acquisition at NTI and Vice President of Programs for the AFCEA Alamo Chapter. Chris shares his inspiring journey from a college football player to a leader in the federal contracting space, with no prior IT or military background. We explore the role of AFCEA in fostering collaboration between government, industry, and academia, and discuss: How AFCEA Alamo’s events connect transitioning military members, students, and professionals with career opportunities.The value of networking in building a successful career in GovCon.Why San Antonio is becoming a hub for GovCon innovation and IT. Chris also shares advice for professionals looking to join industry organizations like AFCEA and tips on how to make the most of these connections. In This Episode: [00:00] - Chelsea introduces Chris Bennett and the AFCEA Alamo Chapter. [03:00] - Chris’s journey into GovCon and his passion for talent acquisition. [06:30] - The importance of networking and building relationships in GovCon. [10:00] - AFCIA’s role in bridging the talent gap in cybersecurity and IT. [15:00] - Why San Antonio is an emerging GovCon hub and what makes it unique. [20:00] - How to get involved with AFCEA and maximize the value of membership. Links and Resources: Chelsea’s LinkedIn ProfileChris Bennett’s LinkedIn ProfileAFCEA Alamo Chapter WebsiteAFCEA Alamo LinkedIn ProfileNamauu Technological & Industrial (NTI) LinkedIn ProfileNamauu Technological & Industrial (NTI) Website

31 мин.
21 ЯНВ.

Breaking Down Cybersecurity Requirements in GovCon with Fernando Machado

Welcome back to GovCon Unscripted! I’m your host, Chelsea Meggitt, and in this episode, I sit down with Fernando Machado, Managing Principal and CISO of CyberSec Investments. Fernando is an authorized CMMC third-party assessor and a LEED Certified CMMC Assessor, bringing his expertise to unpack the complexities of the Cybersecurity Maturity Model Certification (CMMC) program. We discuss the evolving cybersecurity landscape, covering everything from DFARS clauses and self-assessments to the importance of third-party certifications. Fernando shares actionable advice for contractors navigating these changes, offering insights into preparation, compliance costs, and tools to streamline the process. If you’re part of the defense industrial base or considering entering the government contracting space, this episode is packed with practical guidance and expert insights to help you navigate the challenges of CMMC and ensure your business is prepared for the future. In This Episode: [00:00] - Chelsea introduces Fernando Machado and his expertise in CMMC compliance. [02:00] - Understanding CMMC and the critical role of DFARS clauses. [06:30] - Certification vs. implementation: What contractors need to know. [10:00] - Breaking down costs and timelines for CMMC assessments. [14:15] - The role of primes in enforcing CMMC compliance across supply chains. [18:30] - Practical tools and resources for achieving compliance. [22:00] - Advice for selecting a CMMC assessor and preparing your organization. [25:00] - The future of CMMC and what contractors should expect. 🎙 Links and Resources: Chelsea’s LinkedIn Profile Fernando Machado’s LinkedIn Profile CyberSec Investments CyberSec Investments Website

29 мин.
14 ЯНВ.

Connecting the Dots: Andy Kirkpatrick on GSA, Small Business, and Government Contracting

Welcome back to GovCon Unscripted! I’m your host, Chelsea Meggitt, and in this episode, I sit down with Andy Kirkpatrick, GSA’s “professional dot connector” and program analyst for the Multiple Award Schedule (MAS) in Professional Services and Human Capital (PSHC). Andy shares his mission to bridge the gap between government agencies and small businesses, making it easier for companies to navigate the complexities of government contracting. We delve into how Andy’s listening events, one-on-one consultations, and proactive approach to engagement are helping businesses get found, compete effectively, and make the most of their GSA schedules. He sheds light on common challenges, including low/no sales among MAS vendors, and provides practical advice for small businesses to stay competitive. Andy also discusses the importance of market research, persistence, and positioning yourself as a solution provider to succeed in this fast-paced, highly competitive environment. If you’re a business looking to grow through GSA schedules or better understand the federal marketplace, this episode is packed with actionable insights and resources to help you connect the dots and thrive. In This Episode: [00:00] - Chelsea introduces Andy Kirkpatrick and the unique role GSA plays in supporting businesses through the MAS program. [02:10] - Andy shares how listening events help businesses voice concerns and connect with GSA. [05:45] - Exploring the challenges of low/no sales among GSA schedule holders and how businesses can overcome them. [09:30] - The importance of understanding market dynamics and conducting thorough research before pursuing a GSA schedule. [12:00] - Why persistence and daily monitoring of opportunities on platforms like eBuy are essential for success. [15:20] - How GSA collaborates with agencies to refine RFIs and RFQs and make them more accessible for businesses. [18:45] - Andy’s advice on positioning your company as a solution provider rather than just marketing your product. [22:30] - Success stories of businesses leveraging their GSA schedules effectively through proactive engagement. [26:00] - How to connect with Andy and the GSA team for personalized support and guidance. Links and Resources: Chelsea’s LinkedIn Profile Andrew Kirkpatrick's LinkedIn Profile GSA Website GSA LinkedIn Profile

31 мин.

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Welcome to GovCon Unscripted, where we dive into the unfiltered stories and strategies from all around the world of government contracting. Join host Chelsea Meggitt as she explores how to navigate, thrive, and win in this complex but rewarding industry.

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Chelsea Meggitt
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2024 - 2025
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27
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