How To Get More Work In Government Contracting

Are you curious about how to turn a small opportunity into a big success, especially in government contracting??

Well, fortunately for you, I’m sharing my story with you. It all started when I got my very first government contract, which was actually a smaller deal, a subcontract, worth a little under $100,000. This was the beginning of a journey that eventually brought in over $50 million in contracts.

Building My Reputation?

I ended up being subcontracted under different prime contractors with an Air Force agency. At that time, I provided research, data analysis, and some things around training and development. Basically, I did anything and everything they asked me to do. I also had an unpaid intern at the time. And as time went on, I started to bring on more paid talent.

When I had my first subcontract, I kind of had a magical key because of the way in which I was situated. The agency interacted with people from all of the different military services, including Coast Guard and federal agencies. People would make this assumption that I was a government employee. They had no idea.?

And because I said yes to everything, people really started to take notice of me, because much of what I focused on involved diversity and inclusion, and then a little bit of cross-cultural competence.

First Paid Speaking Engagements

What happened next really changed things for me. When I spoke at events representing the Air Force agency, people from other military branches and federal agencies were impressed. They'd approach me afterward, excited by my presentation, and would say things like, “That was great! Can you do that for us? Can you check with your boss?”?

That's when I'd reveal, “I don't actually have a boss. I’m a contractor. This often surprised them and opened up new opportunities for me.

One of the first times this led to a direct opportunity was with the Army Reserve in New Orleans. They had me present, really enjoyed it, and asked me to speak at one of their events. It was a big deal for me because it was the first time I got paid for a speaking gig with the government.?

The payment was under $10,000, but I can't remember the exact amount. This experience was a turning point. It showed the value of visibility and the power of saying yes to opportunities.?

Then from there, I was introduced to a gentleman who was looking for a speaker for a women's observance month. I remember him saying, “Wow, your prices are so low, you're so cheap.” And I thought, “Oh, my God, what did I do? I had no idea. I price just based on what I thought I was supposed to price.” And I spoke at that event. These two were bold, simplified acquisitions.

Then I met an amazing woman with the National Guard, I had presented to her and others from the Army National Guard. And at the end, she turned to me and said, “Dr. Parks, you're going to be hearing from me.”

As expected, we continued to work with them for many years. In fact, they awarded us one of the largest contracts, worth up to $4 million. This success was directly linked to the exposure they had to me and my work.

Standing Out with Creative Ideas?

Then, another opportunity happened when a federal employee attended one of my training sessions and really enjoyed it. She approached me and said, “Hey, I have this opportunity and I'd like to subcontract you through a big company. But I'll need a proposal from you.”

She also mentioned how she liked how I included an assessment in my diversity and inclusion training. This showed me that the government appreciates new and creative ways of doing things, just like anyone else. So, I sent in my proposal, and it worked out well. We got a subcontract worth over $100,000. The contract was to provide diversity and inclusion training to all new supervisors in the Department of Defense. It was a big win for us. So, again, as you can see, getting my first contract opened up many doors for us.?

But what really helped us was the past experience we gained. One of the main contractors gave us great reviews, which proved we could deliver. It helped us qualify for more contracts and bids. Plus, we even got recognized with an award, which added to our credibility.?

Hopefully, you’re motivated to get out there to show off your uniqueness to win more profitable government contracts. If you want more tips from me, head over to my YouTube channel today. Click here to subscribe to my official YouTube channel.?

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I’m the author of the newly released book “The GovCon Winners Way: How To Win Government Contracts Faster Than Trying to Do It Alone!” At 28, I was awarded my first 5-figure federal government contract. I own and operate multiple government contracting businesses and have over $50 million in federal government contract awards. Today, I’ve helped my students win over $3M in Federal Government Contracts in less than 6 months, and I’ll help you, too!?

-#EverythingIsPossible