-
"Securing Government Contracts" with Danielle Miller
- 2019/05/15
- 再生時間： 28 分
- ポッドキャスト
-
サマリー
あらすじ・解説
In this episode of Finding Recess podcast, Danielle Miller joins the show to share some tips on government contracting and other services they provide in her company, ESS Group, Inc. Danielle and her team work with clients on various aspects of strategy and planning to create a customized solution designed to help the company reach their goals. All about ESS Group, Inc. [01:56] Danielle Miller helps small businesses who are interested in the government market and how to win government contracts. They help through the process by doing proposal writing, market research, market strategies, business development, and ultimately just even coaching and training for small businesses so they can even understand how to even get contracts in the government space. [03:08] Talking to a lot of her clients, Danielle realize that there really was a need for proposal writing. She went back to school and took training courses and proposal writing. She started gaining clients as a proposal writer. Going Through a Thorough Process [04:24] It's very important to know how long you've been in business. [04:34] There a lot of free services out there to educate yourself. Before you come to a consultant, please educate yourself as much as possible. It not only helps you understand what you're getting yourself into, because it's completely different from the commercial market. But it also helps consultants to be able to coach you. [05:29] Danielle and her team set up clients with all the proper registrations required. Clients need to be registered properly to do business with the government. And that starts out with the SAM registration, which is the System of Award Management. [06:07] The consultation services try to elicit if clients are qualified for government certifications, search for opportunities and a lot of the government platforms, and can find opportunities at that point. Dealing a Male Dominated Industry [07:27] Danielle initially perceived that being a woman color will be a problem in the industry and it held her back in the industry, but then she realized that that necessarily wasn't the case. People want to do business with people that they like, and they want to do business that people they feel like they're qualified and people that they trust. [08:00] Danielle started understanding how to communicate with different types of people, how to communicate with different races and different cultures, and how to talk to a woman opposed to talking to a man. At the end of the day, they just want to make sure that you can give them what they need, and that they can trust you. Where do you see yourself growing with the business? [10:08] In the next couple years, Danielle hopes to have a few different locations definitely get farther outside of my business. [10:32] She’s slowly getting herself outside of the business, and starting to delegate things off to a lot of other people and different consultants, and even hiring people Challenges in the Business and Getting Pass Them [12:37] Owning a business is a lot about personal growth. It is your bread and butter. This is something that you think about all the time. When you make mistakes, it hurts personally. [12:49] Danielle has under negotiated and devalued myself when doing business with clients before, she didn’t take the time initially to really study the market in the way she should have. [13:47] She got into business with partners that were just trying to steal proprietary information, steal her process or product, and really just picking her brain. [15:56] Danielle had to realize that everyone is not her client, everyone is not her customer. [16:36] Now, when Danielle can’t close deals, she focuses on what went wrong and how could she do better to be able to close the deal next time. She sees failures as opportunities to communicate and relate better with whoever she’s speaking with [18:31] Danielle focuses only on things she can control. She believes she can control what other people do and what other people say. If she didn't get the results that she wanted, she looks at it not why didn't they want to do business? Did they not like me? What was it about me? Instead she shifted her focus and started answer questions like, what I had to focus on was what could I do better? What can I control? [20:42] Every time Danielle messes up a contract, a lawyer had to get involved. She was able to leverage this experience to advise other people and really understand the process a lot better for her clients, which ultimately made her more qualified. [21:01] Dealing with different contracting officers gave her the inside scoop of what not only can government contracting can be good, but it also can have its downfalls. And people need to understand the downfalls of government contracting, as well. Favorite Book [22:43] Choice theory. It has helped Danielle channel where she puts certain emotions and thoughts, not only in her personal life, but in business as well. ...
activate_buybox_copy_target_t1