My approach to seeking rejection has not only reshaped my mindset but also helped me secure lucrative government contracts for clients, and built wealth for my family.

Discover the unconventional tactics I use, why they work, and how you can apply them to your business strategy.

Check out the GovClose Certification Program:

00:00 Introduction: Embracing Rejection

00:24 The Power of Hearing 'No'

00:56 The 'No' Strategy in Action

01:46 Government Contracting Insights

05:08 Discipline Equals Freedom by Jocko Willink

08:00 Applying 'Good' to Sales

11:30 Practical Tips for Getting Comfortable with 'No'

13:16 Conclusion: The Separator of Success

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Today you'll learn why over 100+ students in the GovClose certification are joining the elite profession of government contracting.

They are working as consultants, sales executives and selling theior own products and services to the US government (in some cases all 3)!

We'll share insights from our comprehensive certification program under GovClose, guiding you on how to start a profitable consulting business or land a high-paying sales executive job.

If you're ready to take the next step in your career, visit GovClose Certification Program to learn more and schedule a call with one of our advisors.

Have a question? Send to me directly at: Rick@GovClose.com

[00:01:14] Why Certification and Training Matter

• Title: The Importance of Certification
• Description: Explanation of why getting certified and trained in the process of selling to the US government can be highly lucrative for both consulting businesses and salaried positions.

[00:03:33] Federal Spending and Small Business Opportunities

• Title: Federal Spending Insights
• Description: A look at federal spending trends, focusing on small business opportunities and the types of goods and services the government purchases.

[00:06:33] The Certification Program: What You'll Learn

• Title: Certification Program Breakdown
• Description: Detailed overview of the certification program, including learning how the government makes purchases, building a federal sales roadmap, and developing a niche strategy.

[00:09:42] Selling to the Government vs. B2B/B2C

• Title: Government Sales vs. Commercial Sales
• Description: The differences between selling to the government and commercial sectors, and why understanding these differences is crucial.

[00:11:00] Starting Your Consulting Business

• Title: Launching a Consulting Business
• Description: How to start a consulting business focused on government contracts, including finding leads, establishing expertise, and generating recurring revenue.

[00:15:00] Building a Sustainable Client Pipeline

• Title: Client Pipeline Strategies
• Description: Strategies for building and maintaining a pipeline of clients to ensure consistent and predictable income.

[00:18:15] Effective Pitching and Proposal Writing

• Title: Mastering the Pitch
• Description: Tips on effective pitching, writing proposals, and invoicing clients for consulting services.

[00:21:30] Real-Life Success Stories

• Title: Success Stories
• Description: Case studies and testimonials from individuals who have successfully leveraged the certification program to generate significant income.

[00:23:00] Advanced Sales Strategies

• Title: Advanced Strategies
• Description: Advanced strategies for selling to the government and running a consulting business, including how to handle niche areas like cybersecurity and SBIR projects.

[00:26:00] Salaried Positions in Government Sales

• Title: Lucrative Sales Jobs
• Description: Exploring high-paying sales positions within companies selling to the government, and how certification can help secure these roles.

[00:28:00] Final Thoughts and Call to Action

• Title: Final Thoughts
• Description: Recap of the episode, the importance of investing in oneself through certification, and how to schedule an enrollment interview with an advisor.

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

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