How to Win Government Contracts Fast in 2024 Through Mentorships

Would you be surprised if I told you that mentoring is a powerful way for you to win government contracts fast in 2024? Well, it is! But before I jump into this topic, I want to preface that, it's not about what a mentor can do for you, what they can get for you or even what they can give you.???

What You Bring to the Mentoring Relationship When it comes to having a mentor, factor in what you have to offer. For example, you have time, a possible set aside, skills, you’re amazing (of course!), and you have connections. Maybe the area where you live is something that would interest a potential mentor. All of these are super important, because at the end of the day, you want to talk business, not friendship.?

The Power of Multiple Mentors?

In government contracting, you’re going to need a variety of mentors. For instance, if you're an 8(a) just starting out, you may need to find someone who is an 8(a) who recently graduated from an 8(a) status maybe in the past year.

Or let’s say you’re in construction as an 8(a) business. So now you're going to want to reach out to other construction companies, maybe there's some tricks and tips that they can teach you that only they would know because they're in the construction area.?

On top of that, maybe you're also woman-owned. So you may want to look for companies who have all of those, or you're going to search for just women-owned small businesses that are out there. When you’re intentional about the type of mentors you need, you’ll learn how to navigate a lot of things. You may also receive suggestions from these mentors about bidding on opportunities.?

When I first started out, I had many mentors. I reached out to everyone because I wasn't familiar with anything. Although I had a PhD in IO Psychology and knew how to execute as an expert, operating a business and understanding staffing were new to me. I had no idea what a government proposal even meant.

I didn't know how to read them, I had no idea about a solicitation, I didn’t know how to write anything. It was clear that I had a lot to learn. And you may be in that situation too. But no worries! I'm also your mentor to help you find, bid and win profitable government contracts. So you don't have to go through all of the stuff I went through.

Realistic Expectations from Mentors?

The other thing that you're going to want to accept is that when it comes to a mentor, they're only able to give you information, guidance, wisdom, based on what worked for them. ?

So, just because it worked for John, the IT guru doesn't necessarily mean it will or won't work for you. Research has shown that people provide guidance based on their lens.

By the way, while there are many people out there they're willing to give, those same people can only give so much. At some point you may find that the mentorship kind of fades away. Maybe it fades away naturally, or maybe they start to ghost you. Don’t take it personally, just let it go.?

You really don't know what's going on in your mentor’s life, and one person can only give so much to someone else. This is why the joint venture route is a great idea. Having the official mentor-protege relationship is important because essentially, you’ll have someone there to hold your hand because there’s a trade-off is them getting 60% of your contract.?

But outside of that, some people mentor others because they simply like to out others. Another possible reason someone helps you is because you remind them of themselves - or maybe you remind them of their child. Those are some things to keep in mind.?

You don’t want to go into any mentorship relationship looking for friendship or love. That's not the intent. If it turns into a friendship, it's a bonus. If it turns into you walking down the aisle, that's amazing. But the intent here - the overarching goal is to make money as a business owner. You need to be focused on closing skill gaps and increasing your knowledge to help you make more profits.

Finding and Engaging with Mentors?

I met one of my finance mentors at a Miami Heat basketball game during the Chris Bosh years. To this day, he continues to provide a wealth of knowledge and assistance whenever I have a complex finance question. His expertise is indispensable. Additionally, I have a mentor who specializes in LinkedIn.?

With over a million followers on the platform, she's my go-to person for LinkedIn strategies and other social media advice. It's important to recognize that you'll have multiple mentors throughout your journey. They may come and go, and that's perfectly okay. It's not a reflection of you. It’s just how life unfolds. Each mentor serves a purpose for a season in your life

Now, you may be wondering, “Where in the heck do I find these people?”?

Well, I’d highly recommend that you start hanging out on LinkedIn. Get on the platform and start looking for government contracting companies, or people who are using key terms similar to what you learn, know, or use.

If you have a Sales Navigator account, it will definitely make things easier. You can also visit the Dynamic Small Business Search website. It's a fantastic resource where you can filter by state or names. It’s a great place to reach out to people. Remember, you’re offering them something. Don’t start out with, “Hey, I want to be your mentee.” If it comes up, that’s cool, but you don’t want to freak someone out. It's like going on a date.

And for goodness sake, if you’re meeting up with your mentor,don’t blurt out, “Are we going to get married?”?

That's going to leave them wondering what just happened. Expect more nos than yeses. It takes special people to be mentors. Personally, I'm? grateful for every single person who has, does, and will mentor me. I never take them for granted.?

Another great way to find a mentor is by attending outreach events in your area, such as government and small business events. You can even attend events that are specific to industries like engineering or IT training.?

By the way, you don’t want to miss the big government events, particularly those in DC. Attending these in person is a great way to network and meet people. Even if it leads to just a few emails or phone calls, you'll acquire valuable knowledge.?

For example, I unexpectedly became a mentee of this woman who is very successful. She's been featured on the cover of several magazines and works in the IT space. She was also part of the same professional women's organization I was in and even received an award that year.?

Somehow, I managed to get her contact information and had one phone call with her. I've never forgotten the amazing advice she gave me. Despite it being just one phone call, I still consider her a mentor because our call was packed with great stuff.?

At the end of the day, the duration of the mentorship relationship doesn’t matter. The things that actually matter is what you can learn from them and what you can offer in return - which by the way, I was able to give back to her as well.

So, when you attend these events, it's important to get the necessary contact information. Whether it's exchanging business cards, connecting on LinkedIn, or sharing contacts via text message, every interaction counts.?

This is a great idea for smaller events as well, including any matchmaking events held by the federal government. Always ask for an attendees list whenever possible – at both large and small events. This list instantly shows you which companies are interested in a particular agency, essentially doing some of the groundwork for you.?

If they decline to share the list, that's okay. While you're at the event, be observant. Note down names, take photos with your phone, or take screenshots on your computer.

You need to stay focused, because the fact of the matter is, there are thousands of businesses, then there’s thousands of government contracting businesses. So you're really trying to narrow it down to those who are like, “Hey, I would love to help you.

Discerning Mentorship Opportunities?

There are some mentors who are amazing, and you have those who are not amazing. I had those who were very self-serving . And they asserted themselves and said, “Hey, I want to be your mentor,” when in reality, they actually wanted to purchase my company or take advantage of the fact that I had an 8(a).?

And at that time, I had about a year in the program. And I didn't really have any clue what I really had, I didn't really understand the value of it. I also didn't really understand the value of myself to be quite honest with you. But I didn't know this. I wasn't going to let anyone try and infiltrate my company in that way. So just be careful.

But again, there have been so many amazing people who have helped me along the way with any type of questions. And this is also why it's important to leverage a mentor, because one of the biggest mistakes I've come across is that small businesses try to use a small business rep, a contracting officer, or even the client as a “phone a friend,” as if they’re your mentor. The mentor, they're your client. The agency is more than likely using taxpayer dollars. The last thing they want to do is teach you.

Now, hopefully, I’ve motivated you to seek not one, but multiple mentors. Use the different resources. I know you’ll be successful but please note that all great things take time. Let go of the nos. All it takes is ONE yes.?

What normally will happen is that the mentor will open up their connections to you, especially when you're giving something in return, and you're going to find you’re moving in the right direction.?

Ready to learn more from me? Of course you are! Click here now to subscribe to my official YouTube channel where you’ll find videos on several government contracting topics.?

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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