Strategies for Post Award Success!
Michael LeJeune
?? WIN More Government Contracts - Add me to your network ?? Bestselling Author ?? Podcast Host ?? Strategist
In this episode of Game Changers for Government Contractors, host Michael LeJeune shares expert insights on how to achieve post-award success. Winning a contract is just the beginning—now it’s time to deliver, manage, and position yourself for future growth. Michael covers key strategies like running effective kickoff meetings, tracking deliverables, building strong customer relationships, and leveraging AI for efficiency. He also discusses the importance of documenting past performance, identifying high-value task orders, and optimizing internal processes. Whether you're a prime or a subcontractor, this episode provides actionable tips to ensure you exceed expectations and set yourself up for more opportunities. Tune in to learn how to turn one contract win into long-term GovCon success.
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Read Transcript Here:
Michael LeJeune (00:00)
Welcome to another episode of Game Changers for Government Contractors. My name is Michael LeJeune, and if you are not familiar with who I am, I am an award-winning, bestselling author on the subject of government contracting.
My latest book is called I'm New to Government Contracting, Where Do I Start? I highly recommend you grab a copy if you haven’t had a chance to read it. It will be helpful regardless of where you are on your journey—whether you're brand new or you've been in this business for 20 years, you'll get a lot out of it.
If you don’t—just email me, and I'll actually buy the book back from you. That’s my guarantee for you.
I want to jump in and talk today about post-award success because I think once people actually win a contract, they let their guard down quite a bit. So, I want to talk about that a little bit and give you some pointers on having better post-award success.
We’re going to talk a little bit about winning an IDIQ, and how to be proactive in that area as well.
1. Contract Kickoff
One of the biggest things people are not doing well—where you can have immediate success if you change it—is the contract kickoff.
You need to have:
Why? ? To ensure compliance ? To ensure you understand the project and contract ? To ensure you understand the timeline
If people ran better kickoff meetings, it would take their business to another level. Post-contract success would go through the roof.
It also sets the tone with your customer when you proactively schedule the kickoff meeting instead of just waiting for it.
2. Effective Contract Management
After a good kickoff meeting, the next thing is ensuring effective contract management.
What does that look like?
If you can’t effectively manage your people, deliverables, timelines, and budgets—you will struggle.
On the flip side, if you can manage them well, you are setting yourself up for success.
One of the biggest problems I see in most companies—whether government or commercial—is the delivery of their promise.
Your proposal is your promise. But delivering on it is where many fail.
Most people think, "If I just meet expectations, I’m doing fine." No.
You need to go above and beyond.
You need to deliver higher than what the customer expects.
You do that by effectively managing the contract.
3. Building Strong Customer Relationships
The next big thing is building a strong relationship with your customer—not just the contracting officer, but the actual customer.
These are:
When you start working with the people receiving your services or products, those relationships get you more contracts.
? They want to work with you ? They find ways to sole source work to you ? They find ways to use credit cards or contract vehicles ? They might recommend a BPA for you
So, working on relationships doesn't stop when you win a contract—that’s actually where it starts.
If you have strong contract management, you can call your program manager any day of the week, and they will take your call—because they love working with you.
4. Documenting Past Performance
Next, you need to document past performance so you can:
Most people only document past performance for proposal purposes—but that’s not the only reason.
You should document it internally to: ? Troubleshoot issues proactively ? Improve knowledge sharing across the team ? Enhance future proposals
5. Identifying Task Orders and Opportunities
If you're on an IDIQ, GWAC, or another contract vehicle, you need to be selective.
?? Don’t respond to everything just because you're on a massive IDIQ.
? Focus on your niche ? Engage with the right contracting officers and program managers ? Pursue only the best-fit opportunities
That’s how you win more task orders and build better relationships.
6. Managing Subcontractors and Teaming Partners
Whether you're the sub or the prime, you must manage teaming partners effectively.
Strong strategic partnerships help you level up your business.
If you’re exceeding expectations, it builds trust, which helps you secure more work together.
7. Having Future-Focused Conversations
Start talking to your customers about the future:
These proactive conversations help you align with their needs and position your company for future work.
8. Optimizing Your Processes
Even if you’re good at something—keep improving.
Ask yourself:
Constant process improvement leads to better service delivery.
9. Leveraging AI and Automation
You need to learn how to use AI.
AI isn’t about replacing human work—it’s about enhancing it.
I use AI as a: ? Writing partner ? Brainstorming partner ? Efficiency booster
Things that used to take 2–3 hours now take seconds.
You should be doing this too.
?? I’m not saying, "Put sensitive company data into ChatGPT." ? I am saying, "Use AI smartly to save time and increase efficiency."
10. Getting the Right Help
If you're struggling, don’t do this alone.
?? There’s no reason to struggle alone.
There are hundreds of consultants—including myself and my partner, Josh—who can help you accelerate your success.
Even if you’re already winning, you can win more and grow faster.
I highly recommend joining our coaching community.
We meet every Wednesday at 1 PM in our Inner Circle coaching program.
By joining, you get: ? Live coaching with me and Josh ? Support from others in the industry ? Access to all our tools and resources
You don’t have to recreate the wheel—we’ve already done it for you.
?? Join us at federalaccess.com and sign up for Inner Circle.
That’s it for today—see you next time! ??
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Chief People Officer@SD3IT | Founder | John Maxwell Executive Director | AchieveUnite PQi Faculty
1 天前Thank you!