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Breaking into Government Contracts: Ekene's Journey from SAM.gov to Winning Deals

GovClose

Release Date: 12/24/2024

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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