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Join us as we talk to Ekene Imbata, founder of Facility Management Supplies and People, Inc., about his journey into government contracting. Kenny shares how he transitioned from running a software solutions business to securing his first contracts with the government.

Learn about his strategic partnerships, insights into MRO products, and plans to expand into DoD and software contracts.

Ekene is just getting started and If you're looking for inspiration to break into government sales, this is the episode for you!

Timestamps:

1. [00:00:00] Introduction to Kenny Imbata and His Business Journey

   • Overview of Facility Management Supplies and People, Inc.
   • Initial motivation to pursue government contracting.

2. [00:00:45] Why Government Contracting?

   • Discovering the government as the largest buyer.
   • Importance of targeting higher-value clients.

3. [00:06:00] Starting Small: Registration and Early Challenges

   • Kenny’s first steps on SAM.gov and early difficulties with software contracts.

4. [00:08:30] Teaming Up for Success

   • Partnering with an experienced company for MRO product contracts.
   • How joint ventures and subcontracting can fast-track success.

5. [00:12:00] Fine-Tuning the GovCon Process

   • Focusing on niche markets to reduce competition.
   • Targeting specific agencies like the Navy shipyards.

6. [00:15:30] The Challenges of Pricing and Past Performance

   • Understanding the importance of supplier relationships and profit margins.
   • Strategies to secure past performance for future growth.

7. [00:18:45] Expanding into DoD and Software Contracts

   • Kenny’s exploration of custom software solutions for government needs.
   • Navigating cybersecurity requirements like FedRAMP and NIST.

8. [00:24:00] Building Relationships and Long-Term Success

   • Leveraging relationships with agencies and vendors for simplified acquisitions.
   • Kenny’s advice for aspiring GovCon professionals.

9. [00:26:00] Final Thoughts and Advice for New GovCon Entrants

   • Kenny’s top takeaways from his journey.
   • How to reach out to Kenny for advice or collaboration.

Ekene's Linkedin Profile

FREE TRAINING: https://www.govclose.com/sales-certification

GET CERTIFIED: Earn up to $400K a year as a freelance GOVERNMENT CONTRACT CONSULTANT: https://www.govclose.com/sales-certification.

Free Book Download: https://www.dodcontract.com/

00:00 Introduction to the 8a Program

00:36 Meet Kevin Mulrennan: 8a Expert

01:53 Understanding the 8a Program

02:38 Economic and Social Disadvantages in 8a

07:16 Benefits of the 8a Program

09:17 Sole Source Contracts and Limitations

12:30 Tribal 8a and Unique Advantages

16:16 Strategies for 8a Success

26:20 Joint Ventures and Past Performance

32:54 Future of the 8a Program 3

5:19 Conclusion and Contact Information

Get the GovClose Certification: https://www.govclose.com/sales-certification

In this video you'll learn why approaching government contracting as a consultant is in high demand.

Former government acquisitions officer Rick Howard goes in depth on the top 3 skills required and gives a sneak peek at how much you can expect to make your first year.

00:00 Introduction to Government Contracting

00:41 Rick Howard's Background and Expertise

01:22 Three Key Skills for Success

01:36 Developing Expertise in Government Contracting

05:06 The Importance of Training and Action

06:34 Fundamental Truths of Government Contracting

08:24 Building a Government Contracting Business

10:37 Persistence and Determination in Government Contracting

18:49 Case Study: Ivan's Success Story

19:21 Success Stories: Ivan and Deb

20:52 The Importance of Selling

23:33 Consulting Fees and Expectations

24:18 Starting with Upwork

25:34 Invoicing and Revenue

29:16 Achieving Results in Government Contracting

32:33 Final Thoughts and Program Overview