Justin R. Spears, MBA, MA

🤔 QUICK QUESTION: How much do you know about Federal systems integrators and the role they play in public sector sales and partnerships? If you bring tech to the public sector markets, you need to know the role they play and how to work with them. I'm referring to companies such as Leidos, Raytheon, Boeing Defense, Space & Security, and L3Harris Technologies 🙋🏼‍♂️ I'm asking because you're in luck, if you want to know more. On today's #SalesGameChangersPodcast, my guests give a masterclass on how to build, maintain, and grow your relationships and partnerships with these types of companies. 🎤 EPISODE 707: Building Strong Federal Systems Integrator Partnerships with Amazon Web Services (AWS) Leaders Michael Blake and Jillian Swenson. 📖🦻🏼 Listen to the show or read the transcription at https://lnkd.in/eS2iRwsf. 🎙️Subscribe and rate the podcast at http://bit.ly/sgcitunes ⭐ JILLIAN’S ‘TIP: “Differentiate yourselves from your peers by leveraging new #GenAI tools to reduce repetitive time-consuming tasks and gain new insights into your customers. It’s going to free you up and help you bring more unique value to your customers.” 🌟 MIKE’S TIP: “Cultivate a positive mindset and resilience. Selling to large integrators can be very challenging. Develop techniques to maintain motivation, overcome rejections, because there will be rejections, and celebrate your successes. Prioritize building those relationships and really understanding these companies. Focus on the customer’s needs, earning their trust, rather than just going for the hard sale.” ❓Have you partnered with large systems integrators in your career? #governmentcontracting #primecontractor #cloud #fedramp #fisma

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Baseline Personnel Security Standard (BPSS) Clearance: What You Need to Know. Looking to create a secure and trustworthy environment? Discover the benefits of BPSS Clearance with us. Start exploring today! Click here https://lnkd.in/ep79rXya #bpssclearance #bpss #bpsschecks #bpsscheck # #baselinepersonnelsecuritystandard #preemploymentscreening #backgroundchecks

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GSA Schedule Holders - Don't Miss This!! GSA is planning to release Refresh 22 to its MAS Solicitation 47QSMD20R0001 and an associated mass mod for existing schedule holders in August 2024. GSA will hold a webinar on Monday, July 22, 2024 at 1pm ET. The link to join is https://lnkd.in/gSAT5biS Refresh 22 expands OPTIONAL participation in the Transactional Data Reporting (TDR) pilot to 67 SINs! Make sure you understand what that means to you should you select to participate. Learn more about TDR at https://lnkd.in/g-h8Yn9A The refresh also adds a statement to FAR Clause 52.232-36 under GSAR/M clause SCP-FSS-001 regarding payments made by the Governmentwide Purchase Card (GPC) and related processing fees, that reads: "Proposed prices must be inclusive of all costs associated with acceptance of the Governmentwide commercial purchase card (e.g., payment processing fees). Schedule contractors may not impose a surcharge at the order level for payment by Governmentwide commercial purchase card." This is important so you can recoup processing fees as the Government pushes to expand its use of the GPC into contract payments. Sell software on GSA Schedules? GSAM/R clause I-FSS-600 will be modified to add that MAS contractors MAY indicate if a software producer has attested that software complies with Government-specified secure software development practices and has an attestation form uploaded to the CISA repository by adding language provided in the Refresh under bullet 18b, Terms and Conditions, in their text file. Addinional updates include: ▶ Updates to specific large categories, subcategories, and SINs as follows: ⏩ Facilities (B), Subcategory B02, SIN 541690E ⏩ Industrial Products (E), Subcategory E04, SINs 332510C and 332510S ⏩ Industrial Products (E), Subcategory E05, SIN 325320 ⏩ Transportation and Logistics Services (K), Subcategory K03, SINs 492110 and 492210SB ⏩ Transportation and Logistics Services (K), Subcategory K05, SINs 485 and 532111 ⏩ Travel (L), Subcategory L01, SIN 531 ⏩ Travel (L), Subcategory L02, SIN 531110 ▶ Implement minor revisions to the Modification Products Price Proposal Template (PPT) ▶ Incorporate clause and provision updates, through Federal Acquisition Circular (FAC) 2024-05 and GSAR/M Change 182 Details can be found at https://lnkd.in/grVYMCnf #gsa #schedules #refresh22 #massmod #MAS

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DoD rule-makers have been busy with proposed rules for DFARS. Those of you with a NAICS code that begins with 5416--management, scientific, and technical consulting services NAICS--will want to pay attention to this first rule in particular... Preventing Conflicts of Interest for Certain Consulting Services (DFARS Case 2024-D007) - Proposes amending DFARS to-- ▶ implement Section 812 of the FY24 NDAA which prohibits DoD from awarding contracts assigned a North American Industry Classification System (NAICS) code beginning with 5416 to offerors who hold contracts that involve consulting services with certain covered foreign entities. ▶ add a new solicitation provision in which an offeror certifies whether the offeror, its subsidiaries, or affiliates hold a contract for consulting services with one or more covered foreign entities and whether the offeror maintains a conflict-of-interest mitigation plan that meets certain requirements. ▶ requires that if the offeror, its subsidiaries, or affiliates hold such a contract and the offeror is selected for award, the offeror may submit its existing conflict-of-interest mitigation plan, which will be incorporated into a contract resulting from the solicitation. The provision is prescribed for use in solicitations assigned a NAICS code beginning with 5416 that involve consulting services. (https://lnkd.in/gCdMD7D4) DoD Cost or Pricing Data Reporting Requirements (DFARS Case 2022-D004) - Would amend DFARS to-- ▶ require offerors to submit data other than certified cost or pricing data upon contracting officer request. ▶  establish a $2 million threshold for the Truthful Cost or Pricing Data statute requirements with respect to contract modifications, subcontracts, and modifications to subcontracts.  ▶ require that contract modifications to reflect the revised threshold be executed “as soon as practicable.” The proposed rule implements these changes via several proposed new clauses. (https://lnkd.in/gfNcW2rR) Public Access to Results of Federally Funded Research (DFARS Case 2020-D028) - Proposes two new clauses that require contractors with contracts that include fundamental research to develop and maintain a data management plan and to submit final peer-reviewed manuscripts to the Defense Technical Information Center’s publicly accessible repository. (https://lnkd.in/g7bDcij6) Comments for all proposed rules are due on 11/25/2024. Instructions to comment are found at each permalink.

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Looking to win more federal contracts? Success in the #GovCon space is all about focusing on the right agencies, building strong relationships, and consistently delivering value. It’s not just about having a great product or service; it’s about knowing how to navigate the complex federal buying process and standing out from the competition. Ready to elevate your federal business strategy? Schedule a consultation with us today! Let’s discuss how you can apply proven best practices to enhance your approach, build meaningful connections, and secure more contracts. https://zurl.co/n0gZ #WinMoreFederalContracts #BuildStrongRelationships #FederalContracting #FederalBusinessStrategy #HowToConsistentlyDeliverValue #Connect #SummitInsight

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Pitching to large prime contractors as a government-funded defense tech company requires a strategic approach. For starters, emphasize your company’s credibility through government support and the unique tech value you bring and demonstrate your alignment with prime contractors' goals for innovative, integrable, and market-differentiating solutions. Here’s an effective framework to structure your pitch: Align with Prime Contractor Goals: Research their objectives and highlight how your tech enhances mission success, integrates seamlessly, and adds value. Emphasize Differentiators: Focus on your tech’s innovation, scalability, and government backing to mitigate risk and accelerate delivery. Targeted Engagement: Aim to join existing contracts, contribute to proposals, or explore commercial integration by showing strategic advantages and proven performance. This multi-layered approach, with clear deliverables and collaboration, will strengthen your appeal and help primes understand how your solutions enhance their projects. For additional support or questions, reach out to The Outpost at [email protected].

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Successful GovCons know that timing, connection, and the right offering are everything. When you can align your products or services with the specific problems your Federal buyers face, you increase your chances of being shortlisted for the next big opportunity. Doing your homework makes all the difference! Check out this article to discover the steps to make it happen! https://zurl.co/hx6y #GovernmentContracting #ItsAboutThePeople #WinMoreFederalContracts

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A fiscal 2025 defense appropriations bill was released by the House Appropriations Committee including more than $1.3 billion for Defense Innovation Unit (DIU) and “select Defense-Wide innovation efforts to deliver capabilities from nontraditional sources, including small and medium-sized businesses” This includes $400 million to Accelerate the Procurement and Fielding of Innovative Technologies (APFIT) program to help bridge the so-called valley of death in the acquisition system and “transition cutting-edge capabilities to the warfighter in an accelerated timeline,” according to the summary. A $100 million increase from FY24. Also, $125.9 million would be allocated for the Office of Strategic Capital to maximize the use of private capital to advance emerging technologies and manufacturing, including through private investment funds. The defense appropriations bill has to clear many hurdles before becoming law, including passage by the House Appropriations Committee and the full House. The House version must also be reconciled with the Senate version through a conference process, and the reconciled version must be approved by both chambers of Congress and signed by the president. #DIU #APFIT #OSC #innovation #DoD

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Key Factor for DoD Projects: Understanding the Importance of Labor Supply Why Labor Supply? When it comes to defense projects, the demand for specialized skills and clearances is non-negotiable. The availability of a skilled and credentialed workforce can make or break the operational capabilities of any facility. From engineers to IT specialists and security personnel, each role is crucial and requires a specific set of skills and certifications. Strategic Site Selection Choosing a location isn’t just about land and logistics; it’s fundamentally about people. Before committing to a new site, we rigorously analyze the local and regional labor markets to ensure there is a sustainable supply of qualified workers. This often means looking beyond current statistics and forecasting future educational and training trends. Building Local Partnerships Engaging with local educational institutions and training centers is crucial. By fostering these relationships, we can help shape curriculums and programs that not only benefit the community by providing job opportunities but also create a reliable pipeline of talent tailored to meet the unique needs of defense projects. The Bottom Line For anyone considering where to locate their next defense-related operation, our advice is clear: prioritize your labor supply strategy. Understanding and integrating into the local workforce ecosystem is not just a good practice—it’s essential for long-term success. Looking to expand or establish new operations? Let’s connect and discuss how to strategically navigate your next site selection to ensure access to the best talent available. https://ow.ly/6UK250RnbCe #DefenseIndustry #SiteSelection #WorkforceDevelopment #LaborMarket #StrategicPlanning

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Today I sat down with several individuals and assisted them with #powerbi. Nothing like putting my skills to the test with brand new people with data I’ve never seen before and providing value. Feels like I definitely gained a lot of XP points today. #data #pbi #powerquery

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There are just a couple more days to register for Business Innovation in Defense (BiD 102) - Navigating the DoD Market for Defense Tech Startups. Join us Thursday, 20 June at 11:30 PST for this multi-part seminar series as we explore the complex DoD marketplace and how to approach and navigate it as a company with cutting edge innovation. Sessions include: - Understanding Pre-requisites: Discover the essential requirements for doing business with the DoD, including necessary certifications and compliance. Presented by Kate Hoy from the Washington APEX Accelerator. - Go-to-Market Strategy: Learn proven strategies to effectively enter and thrive in the defense market. Presented by Brian 'BK' Kent, PhD, NACD.DC from the Defense Innovation Unit (DIU) of the NSIN - National Security Innovation Network. - Success Story: Hear from a startup that has successfully entered the DoD market, sharing their journeys, challenges, and triumphs. Presented by Michael Madrid from Starfish Space. Register today - https://lnkd.in/g3Rjp_rV We are looking forward to including our diverse network of innovators at this event. - Creative Destruction Lab, Creative Destruction Lab – Seattle, NATO DIANA, Venture Mechanics Startup Incubator / Accelerator, Business Oregon, Washington State Department of Commerce #nwdefense #pnwinnovation Denise Ryser Joseph Corigliano Sam Zvirzdys Chris Groves Jake Tozier Todd J. Woods Andrea Hegarty

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Data, Integration Key to Army Logistics Readiness Read more on the link below. #defense #sbir #military #jointwerx @jointwerx @blackhaysgroup #governmentcontracts #smallbusiness #entrepreneurship #venturecapital #consulting #strategy #leanstartups #startup #growthhacking

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What's missing from this Defense Innovation Board recommendations report on Data? This is a comprehensive report and set of recommendations from the DIB on improving data access and quality across the department. Would highly encourage you to read. One other recommendation I would recommend adding is a CONTRACTUAL REQUIREMENT TO PROVIDE SUB-TIER SUPPLIER INFORMATION, STARTING WITH TIER 1, to enable better monitoring of supply chain risks and ultimately improve supply chain resilience. Getting this information after a contract has been set up is quite difficult for many reasons including lack of incentives for a contractor to provide it. At a minimum, Tier 1 information is something that contractors have at their fingertips as they know who their next tier suppliers are. Information beyond that into next Tiers is more difficult and requires them to reach out to their next tier of suppliers. It can be done through solutions like Resilinc as we have seen at DLA and other agencies. But it takes time and effort. Recommendation: Add a requirement, for contracts of certain size and above, to provide Tier 1 supply chain data, based on part #s, products, service offerings being delivered. Anthony Di Stasio Brooke Pyne Peter Guinto Brandon Hodges Dr. Marina Theodotou G. Nagesh R. Ryan Connell John Ferry Rob Handfield #emergingtech #supplychainresiliency

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The DISA Next Strategy aims to transform and integrate capabilities and services to best support the #DoD aligning with the National Defense Strategy’s priorities. By enhancing information system networks, DISA Next fosters improved interoperability, security, and efficiency. #Startups that align their products with this strategy can better understand the transformation process and how to contribute to the DoD's mission. This alignment ensures that their #technology are relevant and effective, ultimately driving success in a defense environment increasingly reliant on #innovation.

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In the DoD space, winning contracts isn’t just about having great capabilities—it’s about delivering clear, compliant, and compelling proposals. Our proposal support services help you showcase your technical expertise, strategic value, and alignment with government requirements, giving you the edge to win critical opportunities. #DefenseIndustry #ProposalSupport #BusinessGrowth

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Keep an eye out! True Anomaly's Chief Strategy Officer, Frank DiPentino, will be a panelist at the upcoming Center for Strategic and International Studies (CSIS) industry panel discussing commercial providers' role in expanding the competitive advantage of U.S. space forces. 🗓️ Event Date: June 12, 2024 📍 Location: Center for Strategic and International Studies (CSIS) The discussion will focus on how the United States Space Force is driving advancements in sensemaking and connectivity to empower the joint fight. Frank will join esteemed leaders from Space Systems Command and industry experts including Scott Stapp, Stephen Kitay, and Nate Notargiacomo to delve into critical trends and capabilities in space domain awareness, combat power, connectivity, and integration in contested environments. Key Topics Include: 🌌 Enhancing Space Domain Awareness ⚔️ Developing Combat Power in Space 📡 Strengthening Connectivity and Integration 🤝 The Role of Commercial Providers in Expanding Competitive Advantage This is a pivotal moment to address how we can maintain and expand our competitive edge in space, ensuring robust support for the joint force and our national security. Don't miss this opportunity to gain insights from top thought leaders and industry representatives shaping the future of space operations. Join the conversation and watch live: https://lnkd.in/gYuapxQk #SpaceForce #SpaceDomainAwareness #NationalSecurity #CSIS

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🚀 Accelerate Your ATO Process! 🚀 Getting Authority to Operate (ATO) for U.S. government projects can take months—but it doesn’t have to! ⏩ This FREE course will teach you how to speed up ATO approvals with SD Elements, simplifying compliance and reducing risk. 🔒 Enroll now! https://lnkd.in/gsw-h9QD #DevSecOps #ATO #Cybersecurity #FreeCourse #RiskManagement #Compliance

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