204: Blueprint for Govcon Success: Unveiling the Solution Engineering Framework™ with Peter Lierni

In today's episode, we're diving deep into the strategic insights of a true powerhouse in the realm of defense and business, Darren Whiddon of DKW Consulting LLC. You might remember last year's episode with Gene Moran, where we delved into the importance of early engagement with government customers. Well, following that episode, Gene invited me to speak at his event, the Ringmaster, where I had the pleasure of connecting with Darren. What makes Darren's story fascinating is his journey from being an Armor Officer in the US Army to now running DKW Consulting LLC, where he assists US small businesses and international mid-size businesses with business development, marketing, and competitive intelligence. Darren's specialty? Pyrotechnics, explosives, munitions—you know, the real War Dogs kind of stuff. With over 12 years of experience, including a tour in Iraq as an Infantry Advisor to the Iraqi Army, Darren has a wealth of knowledge to share. He held significant roles within the defense industry, serving as VP of Programs and VP of Business Development for companies like Chemring and Nammo. In fact, he was responsible for hiring and promoting 10 program managers during his tenure. In today's conversation, Darren shares invaluable insights on what makes program managers successful, the art of crafting winning proposals, and how to navigate past performance questionnaires. He sheds light on the challenges of being the incumbent in manufacturing and emphasizes the importance of a strong BD team and having the right program managers in place for success. Despite his demanding schedule—traveling 40 weeks last year—Darren's commitment to unraveling the truths of the manufacturing world remains unwavering. So, join us as we uncover the strategic mindset of Darren Whiddon, a true giant in the world of defense and business. Tune in to Govcon Giants for this enlightening conversation!

In today's episode, we're thrilled to have Corliss Udoema back on the show. Corliss is the CEO of Contract Solutions, Inc. (CSI), an organization dedicated to excellence in service provision. With a focus on stability, growth, and expansion, CSI offers acquisition support, training, and staff augmentation services to its clients. Corliss, a recipient of two Congressional awards for her work in small business development, brings her innovative and results-oriented leadership to the forefront. She believes in leading by example, consistently seeking the best talent to ensure her clients receive top-notch professional services. During our conversation, Corliss sheds light on the essential operations provided by organizations, emphasizing the importance of excellence in service delivery and addressing any gaps impeding operational goals. Her commitment to exceeding client expectations resonates throughout our discussion. Moreover, Corliss emphasizes the significance of fostering a supportive and inclusive work environment. Tune in to this enlightening episode as Corliss Udoema shares her insights, experiences, and the exceptional work being done at Contract Solutions, Inc. If you're looking for solutions to essential business needs or seeking to partner with a company that prioritizes excellence and integrity, this episode is a must-listen. Join us as we delve into the world of contracting solutions with a true leader in the field.   Linkedin: https://www.linkedin.com/in/corliss-udoema-4b972910/ Website: https://contractsolutions-inc.com/  Facebook: https://www.facebook.com/contractcsi/  Company Linkedin: https://www.linkedin.com/company/contract-solutions-inc--csi-/  Email: [email protected]   

Today, we have the honor of hosting Frank Spencer III, President at Aztec Contractors, a true titan in the realm of small business and entrepreneurship. Frank's journey from his roots in West Texas to his current role as a serial entrepreneur and mentor is nothing short of inspiring. After graduating from Texas A&M University, Frank embarked on a journey that led him to acquire Aztec Contractors, Inc. in 2006. With a humble investment of a thousand dollars, Frank's prudence and fortitude transformed Aztec Contractors into a multimillion-dollar, award-winning general contracting company in the El Paso region. Beyond his entrepreneurial endeavors, Frank is deeply committed to giving back to his community and nurturing the next generation of leaders. His involvement in various advisory boards, chambers of commerce, and mentorship programs highlights his dedication to fostering growth and opportunity. When he's not busy running his companies or shaping the future of business leadership, Frank finds solace in spending quality time with his family, pursuing outdoor adventures like hunting and hiking, and maintaining a healthy lifestyle through regular workouts. Through his unwavering dedication to success and his community, Frank Spencer III epitomizes the essence of a true Govcon Giant, tirelessly working to build a game worth playing for all those around him. Join us as we delve into his insights, experiences, and the lessons he's learned along the way. Stay tuned for an enriching conversation that is sure to inspire and motivate. Linkedin: https://www.linkedin.com/in/frankspenceriii/  Website: https://www.azteccontractors.com/  Instagram: https://www.instagram.com/azteccontractors/  Facebook: https://www.facebook.com/azteccontractors Youtube: https://www.youtube.com/watch?v=FxdzrMAwU7E   

In today’s episode, we had the pleasure of welcoming a returning guest, Wade B. Watts, the University Program Director (UPD) at the University of Nebraska at Omaha for the National Security Innovation Network (NSIN). With over 20 years of experience as an Air Force Officer and subsequent roles at Booz Allen Hamilton, Wade brings a wealth of knowledge to the table. In this episode, we delved deeper into the workings of NSIN, a Department of Defense program office under the Defense Innovation Unit. NSIN, formerly known as the MD5 National Security Technology Accelerator, has become a powerhouse in fostering innovation and solving challenges within the DOD through collaborations with universities and community startups. The National Service portfolio offers individuals a chance to contribute to the DOD without formal membership, while the Collaboration portfolio gathers diverse talent for nationwide problem-solving initiatives. The Acceleration portfolio supports those ready to transition from conceptual solutions to forming companies, building prototypes, or entering government contracts. Mr. Wade discussed how interested parties can bring solutions to NSIN, emphasizing the role of University Program Directors in establishing local ecosystems. He encouraged engagement with NSIN events, checking their website, or reaching out via email to [email protected]. Wade clarified the crucial role of university affiliations as civilian think tanks, handling many DOD problems. Whether you're in the conceptual stages or already have a validated solution, NSIN offers mentorship, introductions to hubs and accelerators, and tailored programs to support your journey. This episode provides invaluable insights into NSIN's operations, making it a must-listen for anyone interested in defense innovation, collaboration, and solving complex problems. Tune in and join the conversation with Govcon Giants! Website: https://www.nsin.mil/  Contact: https://www.nsin.mil/join-us/  Facebook: https://www.facebook.com/NSINus/  Twitter: https://twitter.com/NSIN_us  Linkedin: https://www.linkedin.com/company/nsinus/ 

In today’s episode, we had the privilege of sitting down with the remarkable Vanessa Savas, a retired Air Force Colonel with an impressive 29 years of Department of Defense experience. Her extensive and distinguished career reached its pinnacle as a Congressional and Government Relations expert for the Office of the Secretary of Defense. Over the course of 12 years, Vanessa played a pivotal role in advising and collaborating with senior officials in the Office of the Secretary of Defense, the U.S. Southern Command, and the U.S. Air Force to secure annual congressional authorizations and appropriations for the Department. Her strategic insights, tenacity, and reputation for integrity have been instrumental in navigating the complex landscape of government relations. Beyond her illustrious Air Force career, Vanessa has worn many hats, including serving as a Customer Support Senior Engineer for Bombardier Aerospace-Learjet, the Lead Beechjet Instructor Pilot and Flight Examiner at CAE SimuFlite, and even as a Commercial Airline Pilot for various airlines.  In this engaging conversation, Vanessa shared her wealth of knowledge and experiences, shedding light on the intricacies of government relations within the Department of Defense. Tune in to gain valuable insights into her role, the challenges she faced, and the importance of building relationships in the Executive and Legislative branches of government.  This episode is a must-listen for anyone interested in the intersection of military service, government relations, and the aerospace industry. Let’s welcome our next giant, Vanessa Savas. Website: https://delphiworldgroup.com/  Linkedin: https://www.linkedin.com/in/vanessa-savas/  Email: [email protected] Contact: https://delphiworldgroup.com/contact-us

In this episode, we are honored to have a powerhouse guest, Shalaya Morissette, who is making waves as the Chief of the Minority Business and Workforce Division in the U.S. Department of Energy (DOE), stationed within the Office of Energy Justice and Equity. Shalaya is a highly sought-after collaborator in the clean technology space, bringing a wealth of experience from her recent role in the utility sector, focusing on safety and compliance. We talked about remarkable opportunities in clean energy manufacturing, where eight winners stand to receive $250,000. We also highlighted the importance of a clear and concise roadmap over lengthy proposals and recommend checking out the user-friendly website for all the details. We delve into the topic of unsolicited proposals and touch on an exciting future prize for nonprofits involved in community outreach. As we expand our scope internationally, we engage listeners toward USAID and the Minority Business Development Agency for global initiatives. Lastly, we delve into practical advice on strategic plays and making the most of the opportunities available, emphasizing the significance of networking and collaboration within the Govcon community. Tune in for a dynamic discussion on elevating minorities in the energy sector and navigating the evolving landscape of clean technology. You don't want to miss this episode with a true giant in the industry!   Linkedin: https://www.linkedin.com/in/shalayam/ US Department of Energy Linkedin: https://www.linkedin.com/company/energy/  Website: https://www.energy.gov/  Facebook: https://www.facebook.com/energy  Instagram: https://www.instagram.com/energy/  Twitter: https://twitter.com/energy  Youtube: https://www.youtube.com/user/USdepartmentofenergy  Solve it Prize: https://www.herox.com/SOLVEIT  MAKE IT Prize: https://www.herox.com/make-it-strategies  Ask Us Anything Series: https://energy.gov/justice/ask-us-anything-series  EERE Funding Opportunity Exchange: https://eere-exchange.energy.gov/  Advanced Research Projects Agency-Energy (ARPA-E) https://arpa-e.energy.gov/  Federal Help Center: https://federalhelpcenter.com/ 

Today we had the privilege of hosting Pete Ragone, an esteemed Audit Director at SC&H Group. Pete has been a vital member of the SC&H team since 2015, bringing with him a wealth of experience in public accounting dating back to 1990. Throughout his career, Pete has emerged as a leader in financial statement audits, reviews, and compilations for a diverse range of domestic and international organizations. His clientele spans certified small businesses, including those participating in the SBA 8(a) program, as well as middle- and large-market clients across industries such as Government Contracting, Manufacturing, Construction, Technology, Healthcare, and Nonprofit sectors. Pete's extensive background includes audit management roles in both "Big 4" firms and regional accounting firms. His expertise encompasses a spectrum of financial areas, including cost accounting, DCAA audit compliance, FAR, CAS, foreign currency translation accounting, fair value accounting, complex revenue recognition issues, and more. He has a remarkable track record of providing clients with valuable insights, from accounting software selection and implementation to general business consulting advice. Beyond his client-focused responsibilities, Pete is actively engaged in firm initiatives. He plays a pivotal role in recruiting efforts for the Tysons Corner office and places a strong emphasis on training within his team. Pete has developed and delivered training sessions on various topics, including audit methodology, financial reporting, effective communication, and the impact of new accounting standards. This interview is conducted by our very own Randie Ward, who has graciously decided to step into the role of Middle Market representative for Govcon Giants. So expect to hear more from her in upcoming episodes.  We are truly grateful to have had Pete Ragone on the show, sharing his wealth of knowledge and insights into the intricate world of auditing and financial consulting. Stay tuned for more inspiring conversations with industry giants on the Govcon Giants Podcast. Linkedin: https://www.linkedin.com/in/pete-ragone-4124bb3  Website: https://www.schgroup.com/  Twitter: https://twitter.com/SCHGroup  Facebook: https://www.facebook.com/SCandHGroup  Instagram: https://www.instagram.com/sch_group/  Contact number: 800-832-3008

In our latest episode, Randie Ward had the privilege of interviewing Giacomo Apadula, an authority in government contract and grant administration. Giacomo's extensive expertise lies in cost accounting, regulatory compliance, and business process improvement/system design. Throughout the episode, Giacomo shared his wealth of knowledge, drawing on his experience serving clients in the government contracting and grantee sectors, spanning both profit and non-profit organizations. His clientele includes large defense contractors, biotechs, and not-for-profits, encompassing complex Federally Funded Research and Development Centers (FFRDCs) and international relief organizations. Giacomo specializes in guiding these entities on mitigating compliance risks and implementing robust internal controls. One of Giacomo's key areas of focus is helping organizations establish the internal control framework necessary to obtain government-approved business systems, such as accounting/billing, estimating, and purchasing.  During the conversation, Giacomo highlighted his proficiency in Federal Acquisition Regulations (FAR), Cost Accounting Standards (CAS), 2 CFR 200, as well as agency-specific supplements such as NIH/DFARS/AIDAR/HHS. He showcased his analytical skills by emphasizing the use of Microsoft Access and Excel for statistical modeling and analysis. Overall, Randie’s discussion with Giacomo delved deep into the intricacies of government contract and grant administration, shedding light on the importance of compliance, cost accounting, and effective business processes. Tune in to this episode to gain valuable insights from a true expert in the field.   Click here to learn more about Giacomo: Linkedin: https://www.linkedin.com/in/giacomo-apadula-67411b5/  Company Linkedin: https://www.linkedin.com/company/rsm-us-llp/  Website: https://rsmus.com/  Facebook: https://www.facebook.com/rsmusllp/  Instagram: https://www.instagram.com/rsmusllp/  Youtube: https://www.youtube.com/rsmusllp1   

In today’s episode we have a true expert in the field, Ryan C. Bradel. Ryan is a seasoned attorney representing government contractors in a myriad of federal, state, and local procurement matters. With a cross-industry practice, Ryan has become a go-to authority for companies in defense, intelligence, contingency operations, private security, weapons manufacturing, information technology, healthcare, and more. His extensive experience includes bid protests, contract disputes, FAR counseling, and navigating the complexities of SBA programs. In our conversation, Ryan delves into his specialty—government contracts litigation. He shares insights into successfully representing protestors and interveners/awardees in bid protests before key bodies like the Court of Federal Claims and the Government Accountability Office (GAO). Notably, his accomplishments extend to leading the prosecution of multi-million-dollar claims before various boards and appeals processes. One of Ryan's unique strengths lies in his expertise with the Small Business Administration (SBA) government contracting programs. He guides companies through certification processes and advises on effective participation in programs for socially and economically disadvantaged businesses, HUBZone small businesses, SDVOSBs, WOSBs, ANC, and Tribally-owned businesses. His counsel goes beyond initial certifications, encompassing ownership changes, mentor-protégé arrangements, joint ventures, teaming agreements, and strategic alliances. Before joining Ward & Berry, Ryan served as Associate Counsel to McCain-Palin 2008 and later as Counsel at an AmLaw15 law firm. Today, he brings his wealth of experience to our discussion, sharing valuable insights into compliance programs, employment matters, and the intricate landscape of M&A within the highly-regulated government contracting industry. This episode is a must-listen for anyone in the government contracting space, from seasoned professionals to those just starting. Join us as we uncover the strategies and lessons that have made Ryan Bradel a standout figure in the Govcon Giants landscape.   Linkedin: https://www.linkedin.com/in/ryan-bradel-4560982/  Website: https://www.wardberry.com/ryan-bradel/  Facebook: https://www.facebook.com/WardBerryLaw/  Email: [email protected]  Contact: (202) 331-8160

In today's episode, I had the pleasure of speaking with the remarkable Angie Martinez, an executive professional with over 25 years of extensive experience in federal construction, business development, and facilities management. Angie's impressive career spans various facets of the industry, including construction management, contracting, and facilities planning. Her commitment to guiding teams toward a common vision and developing practical solutions to complex problems makes her a true problem solver in the field. Angie's passion for accomplishing challenging projects is evident in her belief that there's nothing more fun than achieving success in endeavors that initially seemed insurmountable. Her pride in contributing to projects ranging from supporting national security to preserving our national parks is truly commendable.  As an active member of the Society of American Military Engineers (SAME), Angie has not only served on the national board for the SAME Foundation but has also been a valuable part of the Leader Development Community of Interest. Passionate about leadership and continuous personal and professional growth, Angie Martinez thrives on challenging the status quo to improve processes. She takes "that's how it's always been done" as a personal challenge, embodying the spirit of innovation and forward-thinking. Our conversation delves into Angie's insights on leadership, growth, and her unwavering commitment to making a positive impact. Don't miss this engaging episode with Angie Martinez, where she shares her wisdom, experiences, and perspectives on leadership and the ever-evolving landscape of federal construction. Tune in now to gain valuable insights from this influential leader in the industry!   Click here to learn more about Angie: Linkedin:  https://www.linkedin.com/in/angie-martinez-6724235/  Company Linkedin: https://www.linkedin.com/company/martinez-construction-services/  Website: https://martinezconstruction.com/  Facebook: https://www.facebook.com/MartinezServicesInc/  Contact number: 321-349-2000