Theron Tingstad

🤔 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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Are you on your way to #DHITS this week? Check out my G2Xchange report! 👀👀

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🚀 Whether you're a seasoned veteran or a newbie in the world of government contracting, having the right strategies in place can make all the difference. Here are a few key points to consider when navigating this complex terrain: - **Market Research**: Understand your target agencies inside and out. Who are the key decision-makers? What are their pain points? How can your solutions address those needs effectively? - **Differentiation**: In a sea of competitors, standing out is crucial. What sets your company apart? Is it superior technology, innovative approaches, or exceptional customer service? Highlight your unique value proposition to capture attention. - **Relationship Building**: Cultivate strong connections with contracting officers, program managers, and other stakeholders. Networking is not just about making contacts; it's about building meaningful relationships based on trust and mutual benefit. - **Compliance**: Stay abreast of changing regulations and compliance requirements. Failure to follow the rules can result in costly penalties or even disqualification from future opportunities. - **Agility**: The government contracting landscape is constantly evolving. Be prepared to adapt quickly to shifting priorities, emerging trends, and budget fluctuations. - **Team Collaboration**: Success in government contracting often requires a team effort. Foster a culture of collaboration within your organization to leverage the diverse skills and expertise of your team members. - **Continuous Improvement**: Don't rest on your laurels. Regularly evaluate your strategies, processes, and performance to identify areas for improvement and innovation. - **Adaptability**: Flexibility is key in the realm of government contracting. Be willing to pivot, adjust, and pivot again as needed to navigate challenges and seize opportunities. - **Persistence**: Rejection is par for the course in government contracting. Stay resilient in the face of setbacks, learn from failures, and keep pushing forward towards your goals. Government contracting is a competitive arena, but with the right mix of strategy, perseverance, and innovation, you can position your company for success. What are some of the most effective strategies you've used in your government contracting journey? #GovernmentContracting #Strategy #Innovation #Networking #Compliance #Teamwork #Adaptability #Persistence

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Hey LinkedIn fam, let's dive into the intriguing world of government contracting. 💼 🔹 Ever wondered what it takes to navigate the labyrinth of government contracts? It's like a game of chess, but with higher stakes and more paperwork. 🔸 Government contracting isn't just about landing deals; it's about understanding regulations, compliance, and building strong relationships. 🔹 The bidding process can feel like a rollercoaster ride—exciting, nerve-wracking, and full of ups and downs. 🔸 In the realm of government contracting, adaptability is key. Changes in policies and requirements can happen in the blink of an eye. 🔹 Transparency and integrity are non-negotiable. Building trust with government agencies is a marathon, not a sprint. 🔸 Remember, success in government contracting isn't just about the bottom line. It's about making a positive impact and contributing to the greater good. 🔹 Embrace the challenges, learn from setbacks, and keep pushing forward. The world of government contracting is a dynamic puzzle waiting to be solved. Let's keep the conversation going! Share your thoughts and experiences with government contracting in the comments below. 💬 #GovernmentContracting #BusinessInsights #StayCurious

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Unlocking Success in GovCon Hiring: Strategies for Today’s Market GovCon hiring isn’t for the faint of heart—but with the right strategy, you can conquer today’s tight market. The demand for GovCon talent is rising, and the pool of cleared, qualified candidates is shrinking. So, how do you ensure you have the right people when you need them? It comes down to strategy, technology, and the right approach to hiring. Leveraging AI tools can help streamline the process, but effective GovCon hiring also requires a human touch that understands government work's unique requirements. It means building your brand as an employer, developing a strategic approach to sourcing talent, and remaining agile to adapt to changing needs. ❓ Want to overcome today’s GovCon hiring challenges? Connect with Think Evolutionary for personalized guidance and a strategy that works. #GovConHiring #TalentAcquisition #GovernmentContracting #ThinkEvolutionary #fEVO

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The Federal fiscal year is winding down, and that means one thing for GovCon businesses: competition for contracts is about to skyrocket! But fear not, savvy business owners and capture professionals can leverage this spending surge to secure lucrative opportunities. The key lies in strategic planning and proven tactics implemented right now. Here's why waiting could cost you: 🛑 Missed Opportunities: Proactive competitors are already laying the groundwork for success. Don't get left behind! 🛑 Hasty Decisions: Rushing proposals under time pressure can lead to costly mistakes. Take the time to craft winning bids. 🛑 Unprepared Teams: Ensure your team is equipped with the knowledge and resources to navigate the Q4 rush. This article outlines 7 essential steps to help you dominate the year-end rush. ➡️ https://zurl.co/AWhr #HowToWinFederalGovernmentContracts #GovConStrategyForQ4 #FederalAccess

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⚠️ Whoever wins the upcoming U.S. presidential election will face a chaotic geopolitical landscape. Over the past two decades, we've seen the consequences of misguided military adventurism that has eroded public trust and the American appetite for democracy promotion tied to military intervention. Yet today, some policymakers are pushing for a new global struggle between democracy and autocracy. The problem? There’s a growing dissonance between what the American public believes and what some of these policymakers are attempting to achieve. Launching a new ideological struggle against ill-defined threats will limit Washington's strategic options in the long run. 🎥 Check out the below clip for my full take 🔽 👉 Do you think we need a foreign policy reset? Share your thoughts below! 🔄 If this message resonates, share it with your network. #innovation #futurism #socialmedia

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If you didn't think it could get any busier, agencies are pushing out final rules this time of year like crazy. DoD has issued several which amend DFARS. All are effective today, 10/1/2024. (And look for the complimentary post with new proposed rules also issued by DoD.) Modification of Prize Authority For Advanced Technology Achievements (DFARS Case 2022-D014) - Implements Section 822 of the FY22 NDAA authorizing DoD to carry out advanced technology prize programs to award contracts to recognize outstanding achievements in basic, advanced, and applied research; technology development; and prototype development. (https://lnkd.in/guZPARix) Modification of Notification of Intent to Transport Supplies By Sea (DFARS Case 2020-D026) - Streamlines required notifications of transportation of supplies by sea, reducing the number of representations offerors must provide. (https://lnkd.in/gjdz2SDN) Preference for United States Vessels in Transporting Supplies By Sea (DFARS Case 2021-D020) - Clarifies when DoD may waive the requirement for DoD supplies to be transported by sea in either vessels belonging to the U.S. or vessels of the U.S. (https://lnkd.in/g4zdzEn8) Assuring Integrity of Overseas Fuel Supplies (DFARS Case 2022-D013) - Creates a new DFARS provision in which offerors must certify that the fuel (or derivatives of the fuel) to be provided will not be sourced from a nation or region prohibited from selling petroleum to the U.S. (https://lnkd.in/gNsHfcrb) Data Universal Numbering System to Unique Entity Identifier Transition (DFARS Case 2022-D023) - Aligns DFARS with FAR regarding the transition from the DUNS number to the UEI. (https://lnkd.in/gjpAcJR7)

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You Need Prior Government Experience to Win Contracts? Let’s Rethink That. Many small business owners believe that without prior experience working on government projects, they’re automatically out of the running for contracts. It’s easy to assume that government agencies only trust businesses with a track record in the public sector. But is that really true? 🤔 The truth is, while past performance is important, it doesn’t have to be government-specific. Agencies often consider relevant experience from the private sector, as long as it shows your capability to deliver results. Plus, there are set-aside programmes specifically for small businesses with no government experience. These opportunities are designed to help you build that track record while levelling the playing field. Instead of seeing your lack of government experience as a disqualifier, view it as a clean slate to bring fresh ideas and proven solutions from other industries into the government space. Will you let the idea of “not enough experience” stop you? Or will you showcase the unique strengths your business brings to the table? Let’s challenge the myth and make your expertise count. #GovContracting #SmallBusinessSuccess #BreakingMyths #FreshPerspectives #NewOpportunities #ProvenSolutions #GovernmentReady

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Pricing I keep seeing posts about pricing and how it's complicated. No. In govcon, unless you are doing some complicated thing like building a jet fighter or a Machina. OR you are one of the top 100 DoD Contractors, pricing is the easiest aspect to proposal writing. You're complicating it because ' 1. You want to consciously or unconsciously gouge the government. 2. You watched War Dogs 3. You've never run a business, never sold something as a business owner. If you run a business, you know what your pricing is. Products: COGS (cost of goods sold) + profit = the price. The differentiator is your profit. It costs you $7 a piece for a widget It costs $10 in tariffs and shipping to get it to you. Taxes will run $1 per widget. You cannot sell that one widget for less than $18. That is before payroll, insurance, rent, utilities, marketing and everything else that is involved. That also does not include profit. You want $3 profit per widget. You determine you cannot sell this widget for less than $28. On the open market, you sell it for $45. And if it doesn't move, you reduce the price until it does. (sale) But there's still a break even point. to the gov: $30-$45. So that difference between is your profit and how much you feel comfortable. Services Dependent upon the service, the staff needed. And the fringe benefits. It really depends on the service. If it's creative, you determine what your skills, education and experience is worth. Whatever it is, stand on it. What I do: I researched how much the salary will be for a particular job title in a particular location. I research how much rent will be in a particular location. I determine how much equipment is needed and how much that will be. From there I determine the total payroll taxes & total payroll costs. I also determine indirect costs. I determine the total cost per year to handle a project. And it's projected out for however long the contract is for. If you are in a home based service, think of it as each contract as opening a new location. How much will that cost you? GSA has a public database of how much they have contracted to pay for (whatever). If you are unsure of how much you should be paying a CPA, or warehouse clerk, GSA will tell you what they are paying. You can base your pricing on that, with some caveat. Pricing is not complicated. It's the easiest part of writing a proposal. Pricing is a function of business. If you already selling stuff, you are just extending it to the government. Note: Your pricing should escalate each year. Generally around 2-3% but some of these agencies be on some bullshit so charge them a reasonable asshole fee. Pricing should take you a day to do, 1-3 days to refine.

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In my previous posts, I discussed the Army's 500 Day Artificial Intelligence Plan and the concept of #DefendAI, an AI-layered defense framework, The article below from the ASA (ALT) senior leadership expands on the concepts in the Army's 500 Day Artificial Intelligence Plan with an overview of #BreakAI and #CounterAI. "#BreakAI is geared toward testing algorithms through traditional government “testing and evaluation” and “verification and validation” processes, ensuring the AI is eventually fully operable and error-free when it gets to the warfighter." “#BreakAI is about how are we going to make sure that our AI models work, and when we put them in the hands of soldiers, we are totally confident that they’re going to give the right answer and the right outcome” "#CounterAI is more of a defensive initiative. It’s aimed at making “sure our platforms and our algorithms and our capabilities are secure from attack and from threat” "The #BreakAI and #CounterAI initiatives join the #DefendAI initiative that was announced in June as part of the Army’s 500-day AI plan — a plan that piggy-backed off its 100-day plan which was launched in March and ended in June." "The #DefendAI initiative is designed to create a AI layered defense framework to help mitigate risks that come with third-party algorithms, while working to operationalize industry AI." "#DefendAI and #CounterAI are similar, but the latter focuses more on adversarial threats while the former is focused on weeding out issues that may naturally come with using an outsourced version of AI." #defenseindustry #army #artificialintelligence #AI #innovation #modernization

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Government Contracting Strategies: 🌟 - Understanding the government contracting landscape can be daunting, but it doesn't have to be rocket science. - When diving into government contracting, remember that relationships matter, but so do your unique value propositions. - Diving headfirst into the world of government contracting without a solid strategy is like swimming in turbulent waters without a life vest. Here are a few key strategies to keep in mind: 🔹 **Know Your Target**: Identify the agencies or departments aligned with your expertise and offerings. 🔹 **Do Your Homework**: Research past contracts, understand their pain points, and tailor your approach accordingly. 🔹 **Network Wisely**: Attend industry events, engage with key stakeholders, and build relationships that go beyond just business transactions. 🔹 **Differentiate Yourself**: Highlight what makes your company stand out from the crowd – whether it's innovation, cost-efficiency, or exceptional service. 🔹 **Stay Compliant**: Government regulations can be a maze, so ensure your policies and practices are up to code to avoid any compliance hiccups. 🔹 **Patience is Key**: Rome wasn't built in a day, and neither are government contracts. Be patient, persistent, and don't get discouraged by bureaucratic hurdles. Remember, the world of government contracting is not for the faint of heart. It requires tenacity, strategic thinking, and a keen eye for opportunities. So, gear up, arm yourself with knowledge, and march forward confidently into the realm of government contracts. Who knows, your next big breakthrough might just be a government contract away! 🚀 #GovernmentContracting #StrategyIsKey #BusinessSuccess #RelationshipsMatter

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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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List of Projects VLHA may engage to serve veterans and the public better access to abundant resources: $42 Billion USD as of COB 30SEP23 will be misallocated or disbursed through the USGRANT.GOV website. Then the US budget will be recycled to zero. VLHA will and is the only nonprofit geared to and staffed with personal that will funnel those type of funds back to all expenditure lines the Catholic Church  of Galveston-Houston desires to include any parishioners expenditure lines. (New IPO 58 Billion) $25 Billion CITGO ALLIANCE - Built multi function quick adapt long term tech Details are being sourced via eight legacy firms. $20 Billion Multiple Chip Factories - Built multi function quick adapt long term tech Details are being sourced via Lockheed and eight other firms. $250M - $1.8B Fine art for Auctions and Games only Billionaire may play. $1.8 Billion Innovation Center with residential and reflection hub. Multi-city deployment. Patent hold for sea water cement that surpasses ESG and DVI and  UN and TEXAS current projects. $500 Million Combination Services - Communication Hardware Software Defense implication - Nature and forced disaster comms signal support. $213 Million Villa with Art and valued over $400 million. $80 Million Fuel Distribution savings play.  $30 Million Local build up of community pilot development center hubs. Medical, Mental, Resources #CIA like. $10 Million Publication support and Metal health publications and outreach projects

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