FLGOVCON38- How to Sell Your Federal Contracting Business

In this episode Jenny breaks down the process for how to sell your federal contracting business. There are many strategies of how to do it and she gives great examples of each.

Exit Strategies
 Management Buyout
 Company Split
 Employee Stock Ownership
 Private Equity
 Asset Purchase
 Merger or Acquisition

Your Prime Customer

IP
Sustainability
Prime Backlog

Financial Review
 Three Years of Financials
 Revenue Growth
 Profitability
 Cash Flow

What they are NOT getting Value from
 Expensive Accounting Systems
 Your Balance Sheet – there is nothing there
 Subcontracts
 Unfunded Backlog
 Your Socio-Economic Status unless they match
 Management Team – likely to leave

What they can get value from
 Takeover of established locations and
relationships
 Reputation
 Intellectual Property
 Proven Technology
 Cultural Fit
 Established reputation in a market they want
 Past Performance within 3 years
 Your CLEAREDWorkforce

Government Contract Requirements

PRIME

Socio

Agency

To contact Jenny W Clark

CEO

Solvability, Inc

www.solvability.com

PROGRAMS

• Workshops
• Podcasts
• Webinars
• Self Study
• Hand to Hold
• RPM
• Prime Focus
• 1:1 Coaching

VC25- Veteran Connections Support Series with Lauren Schulz-Carnes

Hi this is Pete Blum bringing you another episode of the Veteran Connections Podcast where my mission is to help transitioning Veterans and Veterans already out of the military engage with the business community, and to share the knowledge and tools needed to successfully start a business. The Veteran Connections Podcast brings you experience and advice from fellow Veterans who are business owners and have made the transition from the military and into the business community.

There is more to connecting Veterans with Veteran business owners than just gaining advice for starting your own business. Many of the Veteran business owners want to hire transitioning Veterans and many of the transitioning Veterans would like to work for a great Veteran owned business. I wanted to take the time to meet the needs of these Veterans also.

The next several episodes will be a Veteran Connections Support Series dedicated to the providing additional knowledge, advice, and resources to help Veteran business owners find the transitioning Veterans they are looking for or to help the transitioning Veterans find resources and gain knowledge when looking for a new career outside of the military.

Today's guest is a Marine Veteran who has a passion for helping Veterans and has her own transition story he would like to share. She is the Director of Strategic Partnerships at FourBlock. I would like to welcome Lauren Schulz-Carnes.

You can follow Lauren here

Website: http://fourblock.org/

LinikedIn: https://www.linkedin.com/in/lauren-schulz-carnes-28968655/

LinkedIn: https://www.linkedin.com/company/fourblock

Facebook: https://www.facebook.com/FourBlock

Twitter: @FourBlock

Topics

Tell me about your transition from the military and how you made it all happen so quickly.

Tell me about FourBlock and how it helps Veterans

After training how does FourBlock continue to help Veterans get hired?

What challenges did you face during transition?

What are the main challenges you hear other Veterans talking about during transition?

For transitioning Veterans that are preparing to start a new career outside the military what action items list would you give them to ensure an easier and smoother transition?

Summary

In this episode with Lauren we heard some great advice you can take advantage of on your own vetrepreneur journey or transition to a new career!

Sign up for FourBlock

Start networking before you transition and try and start a business or find a new career

Use LinkedIn

Use campus resources where your attending school

Use the GI Bill

The FourBlock Career Readiness Program is a semester-long, university-accredited program that provides the professional development, career exploration, and network that today’s generation of veterans need to be competitive for great careers.

We also learn a little bit about Mike Abrams the Founder of FourBlock and why he started the company.

The Veteran Connections Podcast provides advice from Veterans for Veterans. A lot of people like you and me that have been through the military have the same thoughts and a lot of the same questions. We may have even had the exact same struggle. I hope you find some answers as you go on this Veteran Connections journey with me where we will learn, explore, and get answers to your questions.

Another great resource for Veterans wanting to start their own business is the Small Business Administration (SBA)

https://www.sba.gov/starting-business/how-start-business/business-types/veteran-owned-businesses

If you need more information or want assistance implementing one of the things you learned about today you can contact me. I can teach you techniques and strategies to help you connect and network in the business community so you can reach your personal or professional goals. Email me at [email protected] and let me know how I can help you!

I hope that you have enjoyed this podcast episode and if you have a burning question that you would like to get answered by an experienced Veteran business owner about starting your own business go ahead and email me. I will be sure to answer it in a future episode!

Thank you for listening! -Pete

FLGOVCON37- How Prime Contractors Vet Small Business Subs

In this episode Jenny breaks down the process for how prime contractors vet small business subs. Learn the things that you need to know to win the contracts and reduce the risks for the primes.

Your prime evaluates:

Risk
Rewards
Responsibility

Ways that Primes can issue work
 Purchase Order
 Consulting Agreement
 Fixed Price Contract
 Time & Material or Billing Rates Contract
 Cost Plus Contract
 ALWAYS a Commercial Relationship

Risks for Primes
 Systems, cost and pricing analysis (without
access)
 Cybersecurity Compliance
 Quality of Services Delivered
 Legal Responsibilities
 Reps & Certs
 Invoicing “I hereby Certify…”
 Contract Privity

Government Contract Requirements

FAR CAS DCAA

Other Areas that May Not Apply
 Contractors Business Systems Rules 252.242-
7005
 Forward Pricing Rates (FPRA)
 Earned Value
 Certified Purchasing
 Cost Plus Contracting

Are you Ready?
 Teaming Agreements and NDAs
 Exclusivity
 Understanding of Terminology
 AcronymExpert
 FAR Clauses
 Indirect Rates and Pricing Methodologies
 Ability to support Proposal effort
 Understanding Prime’s options
• Setting billing rates
• Workshare

To contact Jenny W Clark

CEO

Solvability, Inc

www.solvability.com

PROGRAMS

• Workshops
• Podcasts
• Webinars
• Self Study
• Hand to Hold
• RPM
• Prime Focus
• 1:1 Coaching

VC24- Veteran Connections Support Series with Matt Rosebaugh

Hi this is Pete Blum bringing you another episode of the Veteran Connections Podcast where my mission is to help transitioning Veterans and Veterans already out of the military engage with the business community, and to share the knowledge and tools needed to successfully start a business. The Veteran Connections Podcast brings you experience and advice from fellow Veterans who are business owners and have made the transition from the military and into the business community.

There is more to connecting Veterans with Veteran business owners than just gaining advice for starting your own business. Many of the Veteran business owners want to hire transitioning Veterans and many of the transitioning Veterans would like to work for a great Veteran owned business. I wanted to take the time to meet the needs of these Veterans also.

The next several episodes will be a Veteran Connections Support Series dedicated to the providing additional knowledge, advice, and resources to help Veteran business owners find the transitioning Veterans they are looking for or to help the transitioning Veterans find resources and gain knowledge when looking for a new career outside of the military.

Today's guest is an Army Veteran who has a passion for helping Veterans and has his own transition story he would like to share. He is the Director of Veteran Business Outreach at Big Voice Video. I would like to welcome Matt Rosebaugh.

You can follow Matt here

Website: http://bigvoicevideo.com/

LinikedIn: https://www.linkedin.com/in/matthewrosebaugh/

LinkedIn: https://www.linkedin.com/company/bigvoicevideo

Twitter: @BigVoiceVideo

Topics

So tell me a little bit about what you did in the military.

When it comes to transition from the military would you say it is easy or hard?

Tell us about Big Voice Video's mission and how it helps Veterans

What are some of the challenges you personally faced in transitioning?

What are the main challenges you hear other Veterans talking about during transition?

How successful is Big Voice Video at helping Veterans to get hired?

For transitioning Veterans that are preparing to start a new career outside the military what action items list would you give them to ensure an easier and smoother transition?

Here is a great article that Matt wrote on LinkedIn with a lot of great advice and links to resources. Ii is a must read:

https://www.linkedin.com/pulse/top-10-lessons-i-wished-knew-when-started-my-military-rosebaugh

Summary

In this episode with Matt we heard some great advice you can take advantage of on your own vetrepreneur journey!

Korn Ferry Leveraging Military Leadership Program (Wait List): https://goo.gl/forms/k2rlV5kdsykPein62

Soldier for Life transition assistance program: http://myarmybenefits.us.army.mil/Home/Benefit_Library/Federal_Benefits_Page/Soldier_for_Life_-_Transition_Assistance_Program_(SFL-TAP)_(formerly_ACAP).html?serv=227

Hire Heroes USA: https://www.hireheroesusa.org/

Deloitte Core Leadership Program: https://www2.deloitte.com/us/en/pages/about-deloitte/articles/join-deloitte-core-leadership-program.html

The Commit Foundation: http://www.commitfoundation.org/

The Overwatch Partnership: http://overwatchpartnership.org/

I also mentioned Veterati, Project Transition USA, and Operation Startup Tampa Bay

https://www.veterati.com/

http://projecttransitionusa.com/

https://www.operation-startup.com/

The Veteran Connections Podcast provides advice from Veterans for Veterans. A lot of people like you and me that have been through the military have the same thoughts and a lot of the same questions. We may have even had the exact same struggle. I hope you find some answers as you go on this Veteran Connections journey with me where we will learn, explore, and get answers to your questions.

Another great resource for Veterans wanting to start their own business is the Small Business Administration (SBA)

https://www.sba.gov/starting-business/how-start-business/business-types/veteran-owned-businesses

If you need more information or want assistance implementing one of the things you learned about today you can contact me. I can teach you techniques and strategies to help you connect and network in the business community so you can reach your personal or professional goals. Email me at [email protected] and let me know how I can help you!

I hope that you have enjoyed this podcast episode and if you have a burning question that you would like to get answered by an experienced Veteran business owner about starting your own business go ahead and email me. I will be sure to answer it in a future episode!

Thank you for listening! -Pete

VC23- Veteran Connections with Dr. Monique M. Maldonado

Hi this is Pete Blum bringing you another episode of the Veteran Connections Podcast where my mission is to help transitioning Veterans and Veterans already out of the military engage with the business community, and to share the knowledge and tools needed to successfully start a business. The Veteran Connections Podcast brings you experience and advice from fellow Veterans who are business owners and have made the transition from the military and into the business community.

There are Veterans transitioning out of the military every day. Some of them have an idea or a passion that they want to turn into a business. Having the right connections can be the one thing that makes the difference between a success or a failure. In this Veteran Connections Podcast I will be talking to Veteran business owners about what steps they are taking, the hurdles they have ran into, what advice they have for you, and what they hope life will look like a few years from now. With these real life interviews and real life results you can gain the expert knowledge from those that have been there. From your military brothers and sisters.

Today's guest has an impressive background, she is an Associate Professor for the School of Security and Global Studies at American Public University, as well as a professor at a couple other universities. She is also an Air Force Veteran who served at the Pentagon as the Enlisted Military Assistant to the Deputy Secretary of Defense and me the President, she is Founder & Writer of The Dr. Mo Show, and the Founder & CEO of the MD Educational Consulting Firm. I would like to welcome Dr. Monique M. Maldonado.

You can follow Monique here

Topics

So tell me a little bit about what you did in the military

Transition from the military (easy or hard)

What was it that caused you to start your business?

Tell us about your company's mission

What were the steps you took to get your business up and running?

Do you feel like your military experience and training helped prepare you to be a Veteran business owner?

What were some of the challenges you faced getting your business started?

What is the key to the success of your business?

Would you say it was your military experience or other things you learned that have been more helpful in making you successful in your business?

Are you going to use your business in some way to either help or hire other Veterans?

What is the one most important thing you have learned since starting your business that you can share with future Veteran business owners?

For transitioning Veterans wanting to start their own business what action items list would you give them?

Summary

In this episode with Monique we heard some great advice you can take advantage of on your own vetrepreneur journey!

Use a service like LegalZoom to help get you started

Check out the SBA's Boots to business program and Community Business Partnership

Having a great team is critical

Be patient! True success and being accepted by your community can take several years

Get help establishing your business from experts

Have your emergency team ready and include an accountant, financial advisor, business advisor, bank, legal, and VP

https://www.legalzoom.com

The Veteran Connections Podcast provides advice from Veterans for Veterans. A lot of people like you and me that have been through the military have the same thoughts and a lot of the same questions. We may have even had the exact same struggle. I hope you find some answers as you go on this Veteran Connections journey with me where we will learn, explore, and get answers to your questions.

Another great resource for Veterans wanting to start their own business is the Small Business Administration (SBA)

https://www.sba.gov/starting-business/how-start-business/business-types/veteran-owned-businesses

If you need more information or want assistance implementing one of the things you learned about today you can contact me. I can teach you techniques and strategies to help you connect and network in the business community so you can reach your personal or professional goals. Email me at [email protected] and let me know how I can help you!

I hope that you have enjoyed this podcast episode and if you have a burning question that you would like to get answered by an experienced Veteran business owner about starting your own business go ahead and email me. I will be sure to answer it in a future episode!

Thank you for listening! -Pete

FLGOVCON36- How to Increase your GovCon Profile with Stephanie Alexander of GovMates

How to Increase your GovCon Profile with Stephanie Alexander of GovMates

Raising your GovCon Profile
Prime Contractors
Small Biz Reps
Networking
Conferences
Industry Days
Agency Meetings
AFCEA, NDIA, NTSA, AUVSI,
AUSA, Global SOF

Using Social Media
 Why get your Profile Out There?
• Teammates
• Recruiting
• Brand Awareness
 What Platforms?
• LinkedIn
• Twitter
• Facebook

GovMates – how it works?
Small Businesses
Large Businesses

How to Contact Stephanie
 GovMates.com
 BOOSTLLC.net
 E-mail: [email protected]

To contact Jenny W Clark

CEO

Solvability, Inc

www.solvability.com

PROGRAMS

• Workshops
• Podcasts
• Webinars
• Self Study
• Hand to Hold
• RPM
• Prime Focus
• 1:1 Coaching

VC22- Veteran Connections with Amanda Milligan

Hi this is Pete Blum bringing you another episode of the Veteran Connections Podcast where my mission is to help transitioning Veterans and Veterans already out of the military engage with the business community, and to share the knowledge and tools needed to successfully start a business. The Veteran Connections Podcast brings you experience and advice from fellow Veterans who are business owners and have made the transition from the military and into the business community.

There are Veterans transitioning out of the military every day. Some of them have an idea or a passion that they want to turn into a business. Having the right connections can be the one thing that makes the difference between a success or a failure. In this Veteran Connections Podcast I will be talking to Veteran business owners about what steps they are taking, the hurdles they have ran into, what advice they have for you, and what they hope life will look like a few years from now. With these real life interviews and real life results you can gain the expert knowledge from those that have been there. From your military brothers and sisters.

I learned about today's guest through Operation Startup in Tampa Florida. She is an Army Veteran and the Founder of ExcelMatch. I would like to welcome Amanda Milligan.

You can follow Amanda here

Website: http://www.excelmatch.com/

LinikedIn: https://www.linkedin.com/in/amandaexcelmatch/

Facebook: https://www.facebook.com/ExcelMatch/

Twitter: @ExcelMatch

Topics

So tell me a little bit about what you did in the military

Transition from the military (easy or hard)

What was it that caused you to start your business?

Tell us about your company's mission

What were the steps you took to get your business up and running?

Do you feel like your military experience and training helped prepare you to be a Veteran business owner?

What were some of the challenges you faced getting your business started?

What is the key to the success of your business?

Would you say it was your military experience or other things you learned that have been more helpful in making you successful in your business?

Are you going to use your business in some way to either help or hire other Veterans?

What is the one most important thing you have learned since starting your business that you can share with future Veteran business owners?

For transitioning Veterans wanting to start their own business what action items list would you give them?

Summary

In this episode with Amanda we heard some great advice you can take advantage of on your own vetrepreneur journey!

Finding the right team members can be difficult but is critically important to your success

Find resources and programs like Operation Startup in Tampa Bay Florida, V-WISE or Veteran Women Igniting the Spirit of Entrepreneurship program which is part of the Institute for Veterans and Military Families at Syracuse University (IVMF)

Having a great peer network you can rely on and get feedback from makes the entire process easier so grow your network with the mentors and coaches that can help you

Check out the Boots to Business Program that is an elective to the TAP program

https://www.operation-startup.com/

https://ivmf.syracuse.edu/veteran-and-family-resources/starting-growing-a-business/v-wise/

https://www.sba.gov/offices/headquarters/ovbd/resources/160511

The Veteran Connections Podcast provides advice from Veterans for Veterans. A lot of people like you and me that have been through the military have the same thoughts and a lot of the same questions. We may have even had the exact same struggle. I hope you find some answers as you go on this Veteran Connections journey with me where we will learn, explore, and get answers to your questions.

Another great resource for Veterans wanting to start their own business is the Small Business Administration (SBA)

https://www.sba.gov/starting-business/how-start-business/business-types/veteran-owned-businesses

If you need more information or want assistance implementing one of the things you learned about today you can contact me. I can teach you techniques and strategies to help you connect and network in the business community so you can reach your personal or professional goals. Email me at [email protected] and let me know how I can help you!

I hope that you have enjoyed this podcast episode and if you have a burning question that you would like to get answered by an experienced Veteran business owner about starting your own business go ahead and email me. I will be sure to answer it in a future episode!

Thank you for listening! -Pete

FLGOVCON35- GovCon 12 Steps for Managing 90 Days Out

In this episode Jenny really explains the benefits of managing 90 days out. Know where you at and take the guesswork out of the equation.

Twelve Steps for Managing 90 Days Out
1. Get Caught up!
2. Understand Cash versus Cost (aka Accruals)
3. Define one Source of Truth
4. Know what your monthly spending is – Payroll & Recurring
Expense
5. Manage Labor Utilization
6. Don’t spend your profit until it’s realized
7. Holistic approach to integrated system
8. You are the Captain of the Ship
9. System for managing projections and expectations
10. Be honest with yourself
11. Spreadsheets are models
12. Quit looking in the Rear View Mirror

To contact Jenny W Clark

CEO

Solvability, Inc

www.solvability.com

PROGRAMS

• Workshops
• Podcasts
• Webinars
• Self Study
• Hand to Hold
• RPM
• Prime Focus
• 1:1 Coaching

FLGOVCON34- 12 Steps to Cash Flow GovCon

In this episode Jenny really delivers a message with a punch! If you want to know and understand cash flow do not miss this episode!

Twelve Steps for Managing Cash Flow
1. Bill Faster
2. Payroll to Paycheck Lag/Payroll Service
3. Process Timesheets faster
4. Net 30 or Pay when Paid
5. Separate Subcontracts from Regular AP/Line
6. Get a Line of Credit when you don’t need it – use it!
7. Charge credit card on the day AFTER cutoff
8. Get Travel Expense booked before billing/Use ACH for AP
9. Do NOT expense costs to save on TAXES – tax plan!
10. Manage Labor Utilization
11. Don’t borrow from the bank to pay yourself (F&F too)
12. Be Profitable – Manage 90 Days Out

To contact Jenny W Clark

CEO

Solvability, Inc

www.solvability.com

PROGRAMS

• Workshops
• Podcasts
• Webinars
• Self Study
• Hand to Hold
• RPM
• Prime Focus
• 1:1 Coaching

VC21- Veteran Connections with Valerie Ellis Lavin

Hi this is Pete Blum bringing you another episode of the Veteran Connections Podcast where my mission is to help transitioning Veterans and Veterans already out of the military engage with the business community, and to share the knowledge and tools needed to successfully start a business. The Veteran Connections Podcast brings you experience and advice from fellow Veterans who are business owners and have made the transition from the military and into the business community.

There are Veterans transitioning out of the military every day. Some of them have an idea or a passion that they want to turn into a business. Having the right connections can be the one thing that makes the difference between a success or a failure. In this Veteran Connections Podcast I will be talking to Veteran business owners about what steps they are taking, the hurdles they have ran into, what advice they have for you, and what they hope life will look like a few years from now. With these real life interviews and real life results you can gain the expert knowledge from those that have been there. From your military brothers and sisters.

I first met today's guest in the Transition room of the Florida GovCon Summit last year where she talked on a panel about Veteran challenges. I invited her back this year to talk on a panel about Veteran resources. She is an Army Veteran and shares the same desire that I do to help transitioning Veterans. She is the Director of Operation Startup and the CEO at Luminary Global. I would like to welcome Valerie Ellis Lavin.

You can follow Valerie here

Website: https://www.luminaryint.com/

LinikedIn: https://www.linkedin.com/in/valerieellis7/

Topics

So tell me a little bit about what you did in the military

Transition from the military (easy or hard)

What was it that caused you to start your business?

Tell us about your company's mission

What were the steps you took to get your business up and running?

Do you feel like your military experience and training helped prepare you to be a Veteran business owner?

What were some of the challenges you faced getting your business started?

What is the key to the success of your business?

Would you say it was your military experience or other things you learned that have been more helpful in making you successful in your business?

Are you going to use your business in some way to either help or hire other Veterans?

What is the one most important thing you have learned since starting your business that you can share with future Veteran business owners?

For transitioning Veterans wanting to start their own business what action items list would you give them?

Summary

In this episode with Valerie we heard some great advice you can take advantage of on your own vetrepreneur journey!

Get your certification from the VA for VOB SDVOB WOB and more

Use Veteran resources like Operation Startup where you can do things like talk to a financial expert for free

To save money get your business cards through Vista Print and your logo through Fiverr

Have a great business partner and use a partnering agreement

Consider getting sales training since that is something you do not learn in the military, you need to be able to sell yourself

And Valerie provides tips on attire

The Veteran Connections Podcast provides advice from Veterans for Veterans. A lot of people like you and me that have been through the military have the same thoughts and a lot of the same questions. We may have even had the exact same struggle. I hope you find some answers as you go on this Veteran Connections journey with me where we will learn, explore, and get answers to your questions.

Another great resource for Veterans wanting to start their own business is the Small Business Administration (SBA)

https://www.sba.gov/starting-business/how-start-business/business-types/veteran-owned-businesses

If you need more information or want assistance implementing one of the things you learned about today you can contact me. I can teach you techniques and strategies to help you connect and network in the business community so you can reach your personal or professional goals. Email me at [email protected] and let me know how I can help you!

I hope that you have enjoyed this podcast episode and if you have a burning question that you would like to get answered by an experienced Veteran business owner about starting your own business go ahead and email me. I will be sure to answer it in a future episode!

Thank you for listening! -Pete