Parabilis Presents: Spilling the Tea on GovCon

In this episode, Teresa welcomes cybersec guru Fernando Machado to the show. Fernando is Managing Principal/CISO of Cybersec Investments. During their conversation Teresa and Fernando discuss all things CMMC including what is the current status, who is this affecting and how? Fernando also provides insight on what all DoD contractors should be aware of and gives his take on potential recourse from missed opportunities. Lastly they discuss the audit process, timelines for implementation and his view on self assessments.

For more information on Fernando Machado and Cybersec Investments:

In this episode, Teresa talks with Melanie Patterson, Founder and CEO of Integrity Global Logistics & Team Integrity Knowledge Center. Melanie shares insight on how her commitment to personal growth affected her ability to be an effective business leader as well as the tools used to further her growth. Also, Melanie shares with Teresa her greatest obstacle in government contracting and how she's over come them. Finally, she talks about Team Integrity Knowledge Center and how her commitment to serving others has helped business owners.

For more information about Melanie Patterson and Team Integrity Knowledge Center:

In this episode, Teresa catches up with Irene Glaeser, CEO, Spahr Solutions Group LLC and author of "Choose Your Battles". Irene is also a member of the board of directors for the National Veteran Small Business Coalition (NVSBC). During their conversation, they discuss the importance of utilizing your network to grow your business, giving back and Irene's position on the Board for NVSBC. Stay locked in to learn the inspiration and shared highlights from her book, "Choose Your Battles".

For More on Irene Glaeser and Spahr Solutions Group LLC:

In this episode, Teresa speaks with guest Marc Goldschmitt, owner at Goldschmitt and Associates, LLC. Marc is a successful business executive, Navy Veteran, and has extensive experience in federal agency procurement programs as an Acquisition official, development and operation of small businesses, and building relationships with hundreds of veteran business owners. During their conversation Teresa and Marc touch on the difference between procurement ready and business ready. Marc also shares what consistency does for your growth capability and the importance of listening to business advocates.

For More Information on Marc Goldschmitt:

In this episode, Teresa talks with retired Air Force veteran, Richard Howard. Richard is the founder & CEO of dodcontract.com. His organization helps companies win federal government contracts through 1-on-1 coaching and advising. During their discussion, he speaks to why small businesses should set up meetings with government offices as a primary way to win contracts. He also shares how you should prepare for a meeting with a government acquisitions office, what questions to ask when you score a meeting as well what not to ask or do.

For more information on Richard Howard:

Happy New Year! In this episode to kick off 2024, Teresa welcomes new friend Jim Campbell, CEO AXIM Fringe Solutions Group, LLC. During their conversation, Jim shares how got into the industry and the services AXIM Fringe Solutions Group provides GovCons. He talks about compliance as it relates to fringe spending as well as subcontracts and discusses the fines associated with being out of compliance. Jim leaves listeners with tips on how AXIM Fringe Solutions Group's services can reduce HR costs, save time and money, and much more.

For more information on Jim Campbell and AXIM Fringe Solutions Group, LLC:

2023, where did you go? In this episode, Teresa welcomes back friends of the show Anna Urman, Alisa Sheard, Calvin Mitchell Jr. to share what worked for their teams in 2023. Looking forward they talk about lessons learned and initiatives they'll look to roll out in their 2024 strategies. Lastly, they leave listeners with their best advice for those looking to them for opportunities.

For more information on our featured guest:

In this special live recorded episode, Teresa welcomes back "The Godfather" himself Mark Amtower of Amtower and Company. Mark shares his expertise and experience regarding how smart, personal branding can affect your ability to win more contracts and how do you use your LinkedIn page to network. He also shares why market research and knowing your competition is important.

For more on Mark Amtower and Amtower & Company:

In this episode Teresa talks with Alisa Sheard. Alisa is the Women Owned Small Business Federal Contract Program Director and Deputy Director/Government Contracting. During their discussion they touch on the current state of the WOSB Program to include participants, certification process/regulatory updates, overall volume and activity. They also talk about SBA's monitoring of the federal government achievement of the WOSB 5% goal and how is the government progressing. Alisa leaves listeners with valuable information regarding what WOSBs should focus on from a procurement perspective when navigating the road to success for the next 12 months?

For more information on Alisa Sheard:

In this episode, Teresa talks with Leslie Faircloth, Navy Small Business Jedi Master and Deputy Director of Small Business Programs with the Naval Air Warfare Center Training Systems Division (NAWCTSD). During their discussion, they touch on such as the importance of teaming for small businesses, especially when looking to break in to doing business with Department of Navy and why "cold calling" doesn't necessarily translate to leads. Another point of discussion you don't want to miss is Leslie's "compete-mates" concept and how they be leveraged to help generate socio-economic small business set asides.

For more on Leslie Faircloth and NAWCTSD:

Ever been curious about "The Collab"? Well Teresa and this episodes guest, Chelsea Meggitt, CEO of Collaborative Compositions, have everything you need to know! Collaborative Compositions LLC (C2) provides consulting services that enable small and mid-size businesses to find, bid, win, and manage contracts in both the government contracting and commercial sectors. During their discussion, Chelsea shares what exactly "The Collab" is, why she decided to launch it and how it can help businesses she works with. She wraps up the discussion with a preview of what's on the horizon for "The Collab" and how to stay in the loop.

For more information about Chelsea Meggitt and Collaborative Compositions:

In this episode, Teresa talks with new friend Dr. Dolores Kuchina-Musina. Dr. Dolores is CEO/Founder of REXOTA Solutions, LLC, a self proclaimed "Contract Nerd" and a senior acquisition professional with over ten years’ progressive experience in the negotiation of contractual agreements for federal, commercial, and international business areas, and the life-cycle contracts and subcontracts management process. During their conversation Teresa finds out what excites Dr. Dolores about contracts and why its important to focus on Other Transaction Authorities (OTAs). Dolores also shares a few things she would want to change when people talk about OTAs.

For more information about Dr. Dolores Kuchina-Musina:

In this episode, Teresa catches up with friend Marsha Lindquist. Marsha is President, Strategic Pricing for Government Contracts with Granite Leadership Strategies. During their conversation, Marsha talks about the importance of strategic pricing, why early pricing is so important to a winning strategic price as well as when is the best time to start pricing a proposal. Marsha also shares her three key strategic pricing tools you have beyond indirect rates and profit margins to work with. Finally she shares with the listeners the difference between "Pricing to Win" versus Strategic Pricing.

For more information about Marsha Lindquist and Granite Leadership Strategies:

In this episode, Teresa connects with Gene Moran to discuss the key to success in government contracting. Gene is Founder & President of Capitol Integration, with extensive knowledge regarding government contracting. They discuss how Gene careers as an active duty Naval Officer, lobbyist, and consultant relate to his current line of work. They also talk about his new book, "Million Dollar Influence", co-written with Alan Weiss and the secret to success for GovCons navigating the challenging Washington, DC environment.

For more information on Gene Moran and Capitol Integration:

In this episode, Teresa catches up with acquisitions superstar Constance Jackson. Constance is an Acquisition PMO Liaison with a wealth of knowledge in developing acquisition packages including Acquisition Plans, Acquisition Strategies, Determination and Findings, Market Research, RFIs, SOW/SOO/PWS, IGCE, QASPs, Transition Plans, Proposal Instructions, Evaluation Criteria, Source Selection Plans and Technical Evaluation Reports. She shares with Teresa her thoughts on what is a responsible government contractor? She also gives important tips such as what is the first thing a contractor should do after winning a contract award and what is the government looking for in a proposal response for a competitive award?

For more information on Constance Jackson:

In this episode, Teresa reconnects with friend Judy Bradt, CEO Summit Insight LLC, to discuss her new program geared towards those looking to grow their federal business. Judy identifies who would be the best candidate for the program as well as a what makes a company a good fit for it? They also take a deep dive into Judy's "Players and Layers" methodology, the roles and goals of those involved, and why this is important?

For more information on Judy Bradt, The Players and Layers methodology, and The Federal Business Intensive:

In this episode, Teresa sits with Gloria Larkin, President and CEO of TargetGov. Gloria and her team provide expert consulting services and business development products which have directly resulted in clients winning billions of dollars in federal contracts. She shares with Teresa why putting your best foot forward in the federal marketplace is important and what step #1 towards success looks like. She also talks about how she coaches her clients through their first attempts at a bid and identifies what are realistic goals are and strategies to attain them? 

For more information about Gloria Larkin and TargetGov:

In this episode, Teresa talks with Calvin Mitchell Jr., Director Office of Small and Disadvantaged Business Utilization at U.S. Department of Education. Calvin is responsible for strategic programs highlighting small business inclusion in federal contracts. During their conversation, he talks about his teams goals for 2023 and what he and his team are doing with regard to equity and inclusion as it pertains to procurement. He also shares his recommendations to small businesses concerning leveraging data to identify opportunities.

For more information on Calvin Mitchell:

In this next installment of the Chronicles of a GovCon CEO series, Teresa talks with Donte Lewis, President of Vine Technology Solutions.  Vine Technology Solutions provides IT solutions, specializes in digital transformation for the government, and other offerings to small and commercial size businesses.  During their conversation they discuss his previous engagement in the federal marketplace with his business, some challenges he's experienced as a minority business owner as well as some successes.  As an alumni, Donte also shares information regarding his recent partnership with the William and Mary Football program.

For more information on Donte Lewis and Vine Technology Solutions:

In this special episode of Spilling the Tea on GovCon, Teresa talks with new friend Sven Kummelt.  Sven is President of Se7en Government Solutions and Contracting LLC where he specializes in security such as cameras, system installations, access control, etc.  Sven shares with Teresa why one would need security at their events, who would be ideal for their services and why it's worth the cost, even if you've already spent a fortune on other logistics. 

For more on Sven Kummelt and Se7en Government Solutions and Contracting LLC:

In this episode, Teresa chats with Candace Waterman.  Candace is President and CEO of Women Impacting Public Policy (WIPP).  She oversees a nonpartisan organization that advocates for women entrepreneurs in our Nation's Capitol.  Candace shares what she thinks the greatest impact WIPP is making on behalf of women owned businesses as well as some of the partners that assist with WIPP's mission.  She also shares with Teresa the initiatives WIPP is focused on in 2023 and how to get involved.

For more on Candace Waterman and Women Impacting Public Policy (WIPP):

In this episode, Teresa talks with Ben Stinson.  Ben is Founder & President of Fed Sherpas, an organization of experts that apply their knowledge of the federal acquisition landscape to work for your next technical business capture or innovation.  Ben shares with Teresa some of the things that program managers should consider outside of cost, schedule, and performance as well as how a bidder would include risk management in their proposal.  They also discuss Contractor Performance Assessment Reporting System (CPARS) and how those new to government contracting can learn more about it.

For more on Ben Stinson and Fed Sherpas:

In this episode, Teresa talks with new friend David Safeer, founder and CEO of Cash is Clear Learning Systems.  They discuss why David decided to focus on cash flow, some of the biggest challenges small businesses face, common myths about cash flow management and why he teaches accountants to help their clients with cash flow issues?

To contact David Safeer and more information regarding Cash is Clear Learning Systems:

In this episode, Teresa catches up with Michelle Burnett, Executive Director of HUBZone Contractors National Council.  They dive into some of the legislative initiatives Michelle and her team have been working on as well as the councils goals for 2023.  She also share's where she's sees the councils greatest impact and even drops some valuable tips for HUBZone contractors.

For more information on Michelle Burnett and HUBZone:

In this episode, Teresa sits down with Stephanie Alexander and Susy Vallelonga of BOOST LLC.  They discuss FY 23 Budgeting with a focus some up-and-coming topics any GovCon business should consider such as increased supply/inventory/service costs, increased recruiting and retention, increased expenses for cyber security, and accessibility to tax credits.  Stephanie and Susy also share top recommendations for all small business when establishing their 2023 budget.  Listen in for some great information and resources to help with your upcoming FY 23 budget.

For more information on Stephanie Alexander, Susy Vallelonga, and BOOST LLC:

In this episode, Teresa sits with Simon Turner and Kris Brinker of Ocean 5 Strategies.  Ocean 5 Strategies provides continuous improvement of sales and marketing performance with plans, strategies, and programs that deliver results and measure ROI.  Simon and Kris share what are the most common problem they are solving for government contractors, one of the biggest misconceptions they receive from government contractors, and how marketing changed since COVID.  

For more information on Simon Turner and Kris Brinker:

https://www.linkedin.com/company/ocean-5-strategies/

In this episode, Teresa sits down with Courtney Fairchild.  Courtney is President & CEO of Global Services with more than 20 years in the arena of federal proposals & GSA Schedules. Her leadership of Global Services has empowered companies with over 2,500 contract awards in excess of $20 billion in value.  They discuss why small businesses gravitate toward GSA schedules and what kind of businesses are able to obtain GSA schedules?  Courtney also addresses some of the misconceptions about GSA schedules, how she assists with going after task orders after obtaining the schedule, and the importance of GSA schedule compliance.    Lastly, Courtney talks with Teresa about her role in her passion project, Women Impacting Public Policy (WIPP), and how people can get involved.

For more on Courtney Fairchild and her initiatives:

In this episode, Teresa sits down with new friend and business partner Chelsea Meggitt, CEO of Collaborative Compositions. Chelsea shares some insight on her Bloomberg article regarding how to maximize your bid options with small businesses.  They also discuss how small businesses present a lower risk when engaging on contract opportunities with a larger prime, why are small businesses a targeted solution for these opportunities, and how can small businesses provide a larger prime with access to new markets? They also touch on why should a prime look at innovation from a small or newer contractor?  Lots of great information in this one.  

For more information about Chelsea Meggitt and to access her Bloomberg article:

In this episode, Teresa catches up with Angela Dingle.  Angela is President and CEO of Ex Nihilo Management, a management and technology consultancy, and founder of DEAFCYBERCON which is an ecosystem for building an equitable pipeline of career opportunities for deaf women in Cybersecurity.  They discuss the identified gaps in cyber hiring, as well as what talent managers should consider when hiring member of the deaf community.  Angela also shares how she uses her platform and organization to help break down barriers to entry for deaf women in cybersecurity. 

For more information on Angela Dingle, Ex Nihilo, and DEAFCYBERCON, please see the links below:

In this episode Teresa speaks with "The Godfather of GovCon Marketing", Mark Amtower.  Mark is Managing Partner, Amtower and Company with over 5 decades of experience with best practices in marketing to the government  He and Teresa discuss how he helps people in the industry grow their businesses through LinedIn, how to build rapport and camaraderie without coming across as mechanical and his 5 actions for BD on LinkedIn.

For more on Mark Amtower and Amtower & Company please visit:

In this episode Teresa sits with Jeff Shapiro, partner at Cohn-Reznick. Jeff has over 20 years of financial management and Federal Government contract audit and compliance experience and shares his specialization within the firm.  He also touches on what makes Cohn-Reznick's approach different from other CPA firms as well as the creation and utilization of the GAUGE Report (Government Contract Compliance, Accounting, Utilization, Growth, Efficiencies) for GovCons.

For more information on Jeff Shapiro:

In this episode, Teresa speaks with Cherylyn Harley LeBon, Partner with Dunlap Bennett & Ludwig, about important factors to consider before entering into a Joint Venture.  Cherylyn has over 25 years experience working at the intersection of business and government as a high level lawyer in the US Senate and House of Representatives and as a political appointee at the Department of Veteran Affairs and at the Small Business Administration working on legislation to support small businesses and to reduce regulatory and tax burdens so that small businesses can thrive.

Currently she works with small to mid-size companies all across the country as a GovCon and Corporate attorney. Supporting entrepreneurs and growing and emerging businesses has become her life’s work.

For more information about Cherylyn Harley LeBon:

In this episode, Teresa talks with Robert Jones, licensed CPA with Left Brain Professionals.  Left Brain Professionals is described by Robert as a boutique accounting firm serving the needs of government contractors. They in work only with government contractors and specialize in accounting system design and implementation, audit support, and outsourced accounting.  LBP has found their specialty is assisting with companies that have been in business for a few years and are growing their government contract portfolio. 

For More Information on Left Brain Professionals or to contact Robert Jones please visit:

https://www.leftbrainpro.com/