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Judy Bradt | Author, Government Contracts Made Easier

Small Business Success Tips Podcast (episode 22)

Summary:  Judy Bradt unfolds the personal side of federal contracting and reveals how an ‘opportunity focused human network' expands your connections, increases referrals and positions your company for 4th quarter funding blitzes.

Guest Bio:  CEO of Summit Insight Judy Bradt has helped more than 7,000 clients win over $300 million dollars in the past 30 years. 

She serves as Vice President for Education and Training for the National Veterans Small Business Coalition and is author of Government Contracts Made EasierA respected consultant and trainer, Judy has been recognized by the SBA and the Women’s Business Enterprise National Council (WBENC) for her contributions to the small business community and to the success of women entrepreneurs. 

“There's no such thing as selling to The Government – There is only selling to humans”



In this episode, Judy Bradt and Neil McDonnell discuss

  • why the best opportunities typically come from current clients
  • the power of small contracts to build past performance and create organizational relationships 
  • why past performance is more powerful than set-asides because it lowers risk In the view in the eyes of the buyer
  • why an ‘opportunity focused human network' helps you build new connections, get referrals and be positioned for 4th quarter funding blitzes
  • that federal contacting officers are real human beings with personal needs, concerns and pre-existing relationships
  • the distinct, quantifiable and provable best values that keep you ‘top of mind’ (eg in-house expertise, employee retention rate, growth, proven track record, customer contract renewals, proximity to customer)
  • opportunities for possible ‘easy wins’, opportunities under the radar, options, micro-purchases under $10,000, contract modifications, fourth quarter contract blitzes
  • the 3 C’s | Curiosity (about the federal individual) – Courage (to call them)Connection (with them) 



Host:  Neil McDonnell is an experienced small business owner and seasoned entrepreneur. An Army veteran and the founder HUBZone Chamber of Commerce and Small Business Success Club, Neil is a government contracting subject expert and small business advocate for media and conferences.

Neil's Small Business Success Club podcast series offers key information and tips to help small businesses gain insight into government agencies and large prime contractors and develop strategies to effectively present services. 



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