Robert Stoneking

Interested in how to protect aircraft, drones, and other autonomous vehicles from cyber threats? Come join us next week for a webinar, as part of MassDOT’s Aeronautics Division events for the Federal Aviation Administration's Safety Day. This won’t be a dry session focusing on IT—we’ll be talking about threats posed against all manner of transportation technologies, and the systems mindset that will enable us to catalyze safe and secure economic activity in the future. Questions? Want to talk about something specific? DM me and let’s chat!

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It came to my attention early this week that a well-known GovCon in the Federal sector was "borrowing" many of my recent LI posts and taking my tips, examples, and other information unique to me word-for-word as their own without proper attribution. I found one article by this company where one of my entire LI posts was used verbatim. I contacted the company and they attributed my work to me in a revision. Two days later there was another article posted on LI only 43 mins before I saw the post also taking an entire post, examples, tips, and title verbatim as their own. I again contacted the company but now asked them to delete both articles. I spoke with the management who assured me their staff had not targeted me, been told this was not acceptable, and my content is now considered "off limits". While the management staff was apologetic and the two known articles are down, the result was my decision to block their entire staff on LI and their consultants from my account and decline an offer to be on their podcast in an attempt to make it right. And this isn't my first rodeo with this. I've had my own posts word-for-word forwarded to me by email from others who received them from an industry association claiming them as their own to their membership. "Shauna, this sounds like something you'd write, lol." It does, because I did. You know, little independents like me aren't the competitors to bigger GovCon. We take the work you don't want. Helping people you don't want to make time for because they don't want to pay thousands to get advice or receive a "gotcha" invoice after what they thought was a free 30 minutes. That's what I'm in this for - help the little company understand and have a chance. Taking the things that set a one-woman small business apart isn't cool, big GovCon. This company told me that their content that included my phrases verbatim was likely generated from AI. I call B S. on that. Two articles in three days with my info verbatim? Someone was definitely targeting my work. If they had fact-checked either article, a quick search on the coined phrases and titles bring up my LI posts or the originating blog articles from my website; my copyright protected website. I'm bummed and this had me second guessing yesterday why I bother and why am I not painting furniture in my garage instead. But the problem with that is, I care. So I'll probably be here a tad longer but maybe it will look a little different going forward.That may mean sharing my info a different way to keep it away from people who don't have the depth of knowledge in this field they should and need to "borrow" others' work to legitimize their business. And it will likely mean an extra click or two for people to access it.

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No paywall, no email required, no fluff - 100% free & open I spent years messing around on these sites and learning from the best of the best. I wanted to create some things for the community that I wish I had when I got started. A few days ago I started publishing interviews with successful contractors and now I'm sharing what I hope is actionable lessons for government business development. Welcome to the Federal Contracting Go-to-Market Guide Part 1: Intro to Federal Contracting GTM Lesson Guide Doc https://lnkd.in/eYTRSyT2 #governmentcontracting #smallbusiness #govcon

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Focus in FY2025 topic...Show me the money! Q: What does it mean when government refers to the "color of money"? A: The origin and types of funds dictate what, how, and by when funds can be used, the expiration dates for the purposes of obligation of funds (i.e., the execution of a contract, written or orally, under which funds are applied), and by when funds must be expended (i.e., paid from the contract) or returned to the Treasury. Often the different "buckets of money" funds fall into is referred to as the "color of money" internally in Government, though we don't use the names of colors to describe them. Not all Government funds are created equally. If dollars are appropriated for use in a specific timeframe or specific reason, most often they can't be used for a different purpose unless the are available for reprogramming. In other words, an underrun on one project does not automatically create additional funds that are then available for an overrun on another project except under a very limited set of parameters. Learn more about the different funding types and how and when they must be used in my FedSubK Feature: Appropriated Funds & Federal Contracting at https://lnkd.in/g8H85UTZ If you really want to dig into how funding works in the Government and the rules (or you just have a case of insomnia and need a sleep aid), the U.S. Government Accountability Office (GAO), Principles of Federal Appropriations Law (aka “The Red Book), 4th and 5th editions at https://lnkd.in/gYcvM-D9 is interesting. The Red Book is to funds management and utilization what the Federal Acquisition Regulation (FAR) is to procurement.

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Michael W. MacKay, MBA announces the launch of Washington Office, a new DC-based strategy firm focused on championing frontier tech companies to advance U.S. security and prosperity. The firm aims to redefine government relations by focusing on emerging technologies and providing strategic support to startups and leading companies. • Innovation - Washington Office is launched to support startups and leading companies in harnessing emerging technologies for U.S. security and prosperity. • Security - The firm will co-host a micro-summit with NATO leaders to discuss the future of technology and its implications for national and international security. • Partnerships - Washington Office is in strategic partnership with Capital Factory, aiming to give 'Little Tech' a voice in the nation's capital. 💡You may want to consider exploring potential collaborations with Washington Office to leverage emerging technologies in defense innovation.

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Federal contractors, the answer to winning is Not writing proposal after loser proposal. It is not choosing an AI Proposal Software or Search engine to look for and write more loser proposals. Federal Contracting is about building solid relationships with the people inside the agencies who buy and need what you offer, uncovering gaps in the current incumbents’ offering and winning ‘under the radar’ opportunities where you are one of the only few who can fill that gap with precise, timely, fairly priced solutions. Let the losers chase the ops in SAM and GSA that are due in three days. Let the losers spend a year getting their AI proposal software to create good enough outlines to help them turn in general answers/solutions that look an awful lot like all the other loser submissions. Meanwhile, you are actually finding ways into the agencies talking to the people who need what you offer right now. Then you are only bidding on opportunities you knew were coming or better yet winning sole source ops no one ever saw coming. The Public Bid system is what it is: public. But if you look at the data of contracts awarded, 50% or more of the ops only received 1-3 bids. Not because there weren’t others who could have done the work. No. It’s because the buyer found a way to legally perform an award with limited competition utilizing a current contract and a prime in place, modifying a current project, using a contract vehicle needing only 3 bids or sole sourcing it with a legit justifiable reason. Bottom line: It’s a Relationship. They need to know, trust and love you before handing over millions of dollars to you. They want the best at a reasonable price. Lead with your capabilities, best values, past performance and proven solutions…..close with your contract vehicles and set asides. Want to know more about how to win-specific to your specialty? Three-Step Program Customized for you. https://lnkd.in/gTdKRwaV Eileen Kent

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Breaking into defense contracting? Start small, aim smart! Small businesses can succeed by targeting smaller bids and leveraging key certifications like HUBZone and SDVOSB. Let's explore how to scale your defense contracting business step by step. 📈 📺 Joe shares tips on how small businesses can win their first contracts: Discover more at Transform42inc.com. #SmallBusinessSuccess #DefenseContracting #BiddingTips #BusinessGrowth

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Government Contracting #govcon seems to be a labyrinth 😕to many outsiders and newer folks coming into the space. I once created an Access database🧮 at a previous employer many years ago to highlight the importance of good data management and common unique identifiers... As the company tended to have some byzantine processes and nomenclature that I was trying to flesh out and focus 🔍on measuring the things that matter. So I've seen quite a bit of diverse contracts from over $100M 💰annual jobs to ones under $100K. I believe the process is essentially the same to ensure a smooth transition from pre-award to 🥇post-award. It starts with being able to accurately code 🔣your contract into your system of record. Do your #proposal 📚and #pricing 💵documents match the contract award 📝documents? Check that before you 🖋sign! Had an experience recently where there was some ambiguity 😵with a contract modification document in what it was doing as it relates to the changes we proposed. Some contracts get complex when you get to a dozen mods or so with many CLINs, SLINs, and 🗜ARCNs... IYKYK We both had differing interpretations🗣 as we worked through the document. There was a 💪🏼challenge with all the moving parts and new CLINs added and old ones removed and it turns out that we both had the same initial confusion that it wasn't done correctly... However, when we dug ⛏deeper into the changes in Section B (contract values) and Section G (funding values) we determined that this customer was doing It's important to have a uniform 🥋methodology on how you read and review your contract documents before you sign it and book the funding and contract values in your accounting system. Set your books up right the first time, or you'll pay💸 for it over-and-over again each month. And get the right people 🤼 and departments involved! Make it a great week 👊🏼

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The OMB Memo on Building our Best released 10/23/2024 should be a welcomed memo for the acquisition workforce. https://lnkd.in/ghPKmh2X Many agencies, like GSA, abandoned the requirement for individual development plans (IDPs) even though there are continuous learning requirements for the acquisition workforce after obtaining certification. Because of this, there is no requirement of supervisors to formally and routinely discuss and track progress or achievements as there once was. This is one reason why we see the skill gaps that we do in the acquisition workforce today. A further trickle down effect from the lack of focus on formalized IDPs is a sometimes misperception by personnel that they must leave the agency to pursue desired training opportunities to gain the breadth and depth of knowledge needed to move up the career ladder. Many employees have difficulty asking for training, receive little guidance on their skill gaps and the best training for them, and sometimes see others getting training they would like but aren't sure is available to them. This can cause people to look elsewhere at agencies who message this part of their culture better. It can create a revolving door effect in some agencies given the frequency of turnover in the acquisition career field and shortage of trained resources. As a component of agencies getting workforce members training to close these gaps, strategic planning must also occur. Projecting retirements, ensuring knowledge transfer, and projecting future skill gaps and how to start filling those now for the future is critical. This ties in to the need for formalized IDPs and slowing turnover. I spoke about this topic last Friday on a webinar with GovPort and how, between my positions as a Branch Chief and Chief of Contracting at USACE (as well as an Acquisition Career Program Director), Contract Awards Director at FAA in OKC, and Senior CO and Acquisition Workforce Training and Development Coordinator at GSA, I developed a 360 workforce skill gap analyses of my staff (or for my organizations) to identify existing gaps from the perspective of the individual employee, supervisor, and stakeholder. I then created QA/QC SOPs and training/development and hiring plans to address them. These analyses also help predict the ability to realistically and successfully take on additional end of FY workload or surge requirements such as emergency or contingency response efforts. Lots of uses and a very painless process. (Hint: For Feds, I offer this service on MicroMarket.co.) Overall a much needed boost and renewed focus on training where it can make a huge difference in the Government’s dealings with industry. It can create an overall more efficient and effective acquisition experience for everyone to the benefit of the public.

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I learn something new about the GovCon space every day. Some things are fun and others not so fun. Today I got labeled a "Fed reciting an SOP on process" (paraphrasing more nicely than it was stated) from someone I looked to as a quasi-mentor in this space. I made a comment (since deleted) on a post from my default perspective...a former Fed that knows process like the back of her hand. My bad, but it is who I am. They nailed it. Congrats. I don't do business development or sales. I do "process" and "real life experience" from being the Contracting Officer or higher level Contracting supervisor. I've spent decades honing that knowledge and can usually explain those rules and processes in an easy to understand way to others. (Okay, I'm a process and policy nerd, too, because I actually ENJOY picking processes and policy apart to understand why they exist (or shouldn't)). There is a lot of nuanced detail and context that does matter. The "devil is in the details", as they say. I was told the post I commented on was about sales to Feds and it was also pointed out to me I knew nothing about sales. But I was on the receiving end of those sales visits and calls and emails so I know what worked. And I know process. If you are selling to the wrong person at the wrong time in the Federal process, it's a HUGE turn off. The Contracting Officer is usually thinking, "Great. They don't get it and I don't have time to explain it to them." Businesses are often told by GovCons that COs/KOs are in charge of things they actually don't control. AND...that's why you may get the brush off from a Contracting Officer. If you're lucky, the CO/KO will take the time out of their schedule to point you to the person who has that knowledge or maybe explain it to you. Many times they won't. Those of us in the Federal space working to help small businesses understand this market better should be open to having complimentary view points shared so that our combined information provides a well-rounded point of view to those looking to us for guidance. My three cents (inflation). 🤷‍♀️

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Do you have a treasure map? That's effectively what you need in the DoD to navigate the tricky world of funding requests... Continuing my "Insider's Perspective" series, once you know what type of government funding you need, it's time to go out and find it. This is far easier said then done, but it all starts with mapping out the minefield of "NO's", to plot your path to "Yes". In the slides below are the important rules of thumb that will help guide you to a building a more successful strategy for those funding requests. The most common issue is spending far too much time working a funding request with an organization that could never even fulfill the request to begin with. Learn the issues, make a plan, and achieve success! Reshare to inform, and add your comments below 👇 “Knowing is Half the Battle” 🧠 For more Knowledge, Training, and Assistance Go to my website: www.defenseinsights4u.com

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Looking to win more federal contracts? Success in the #GovCon space is all about focusing on the right agencies, building strong relationships, and consistently delivering value. It’s not just about having a great product or service; it’s about knowing how to navigate the complex federal buying process and standing out from the competition. Ready to elevate your federal business strategy? Schedule a consultation with us today! Let’s discuss how you can apply proven best practices to enhance your approach, build meaningful connections, and secure more contracts. https://zurl.co/n0gZ #WinMoreFederalContracts #BuildStrongRelationships #FederalContracting #FederalBusinessStrategy #HowToConsistentlyDeliverValue #Connect #SummitInsight

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Turning Challenges into Victories: Your Action Plan Ready to conquer government contracting? 🚀 1. Master SBA Certification: Gain a competitive edge with programs like SBA 8(a). 2. Network & Research: Engage with fellow small businesses in govcon. Tailor your bids for maximum impact. 3. Team Excellence: Showcase your team's expertise and proven success, regardless of industry. Transform challenges into opportunities with Dr. Ebony Grey! Contact us now to ignite your business growth. Let's chart your path to success together! #GovernmentContracting #SBA8a #SmallBusinessSuccess #DrEbonyGrey #ActionPlan

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Federal Contractors are all too familiar with situations beyond their control consuming precious resources, especially their time. To begin reclaiming that time, start by doing better at things within your control. Be intentional, focused, and informed. #govcon #businessdevelopment #strategy #tactics #wastedtime #results #federalcontracting #blog https://lnkd.in/e8AbmcKC

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🌐 Cloud Computing for Federal Contractors: Why It’s a Game-Changer The world of federal contracting is evolving rapidly, and staying ahead means embracing the tools that drive innovation. One of the biggest game-changers? Cloud computing. In the Witriol Consulting blog, we break down: ✅ Why cloud computing is vital for federal contractors ✅ How it addresses key challenges in the industry ✅ Practical steps for implementing cloud solutions Whether you're optimizing operations or managing compliance with federal requirements, the cloud offers a strategic edge. Federal contractors who adapt now are setting themselves up for long-term success. 📖 Dive into the blog to learn why cloud computing isn’t just a trend—it’s a necessity for future-proofing your operations. 🔗 https://lnkd.in/gMyfy8sh 🚀If this is relevant to you, let's connect through Witriol Consulting! #FederalContracting #CloudComputing #Innovation #GovernmentContracts #TechnologySolutions #FederalTechnology #DigitalTransformation #SecureCloud #Efficiency #FutureOfWork #WitriolConsulting #GovTech #ITSolutions #Compliance #CloudAdoption #DataSecurity #TechForContractors #ERP #SmallBusinessSuccess #Leadership

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Hey GOVCON Small Business Leaders! Mount Indie has helped many small businesses grow. Some of our clients we have taking from 30 to over 100 people. We have done this multiple times. I know what you are thinking... sounds like you badge flipped people after a proposal win... Or this was all on Prime contract work which is easier to fill. Nope. This is usually across competitive IDIQ's for sub-contractors across a variety of skills and geographically dispersed programs. This is the type of growth any SB GOVCON would strive for. Doubling the size of your business in 18 months while avoiding placement fees. So How do we do this. 🚀 We are extremely good at recruiting cleared candidates 🚀 We understand the ins and outs of GOVCON like no other 🚀 We build strong partnerships with our clients (Partners) I have actually hesitated throwing this out there for some time because the results almost seem to good to be true. But if you are tired of working with recruiting firms in the cleared space that don't deliver, it might be time to call Mount Indie  

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Today's guest, James D. Feldman, the author of Shift Happens, believes that failure is the second cousin of success. Read the full article: Shift Happens: Using Failure For Success With James D. Feldman ▸ https://lttr.ai/AVNR5 #Training #Business #Alchemy #Coaching #ProfessionalDevelopment

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The Modern GovCon Hiring Challenge: Finding the Right Talent in a Tight Market! Hiring for government contracts is more challenging than ever, but with the right strategy, you can rise above the competition. Government contractors face unique hurdles in hiring today—clearance requirements, short timelines, and a hyper-competitive market. Imagine navigating this complex landscape, only to find that a competitor has already scooped up your top candidates. In today’s market, success means adopting strategic recruitment tactics—using data to identify talent, leveraging employer branding to attract the best, and ensuring you have the technology to streamline hiring. The right approach doesn’t just fill roles; it gives you a competitive edge and helps you deliver results. ** Are you facing challenges in hiring GovCon candidates? Contact Think Evolutionary for a consultation on refining your strategy and succeeding in today’s market. #GovCon #TalentAcquisition #GovernmentContracting #ThinkEvolutionary #fEVO

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You can learn a lot about how much a government agency values competition and innovation by looking at RFI and RFP due dates between Dec 24th and Jan 2nd. For example, a DoD agency issued a sole source notice late on Dec 29th with a 2-day turnaround—on New Year’s Eve. C’mon, man. Setting deadlines like this doesn’t just limit participation—it signals a lack of interest in finding diverse solutions to real problems. It feels more like checking the box than fostering competition or driving innovation.

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