Game Changers for Government Contractors

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Episodes

424

Latest episode

Jun 2026

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About the show

Game Changers for Government Contractors was designed BY government contractors FOR government contractors. Every episode delivers actionable tips, tricks, and strategies to help you find and win more government contracts. Each episode features Subject Matter Experts (SMEs), companies actively winning contracts, and nationally recognized professional speakers and authors. The show is hosted by government contracting expert Michael LeJeune of RSM Federal. RSM Federal has trained over 25,000 government contractors, and their coaching programs have helped clients win over $14 Billion in government contracts. New episodes release every week. Keywords: Government Contractor, Government Contracting, Government Contracts, Government Sales, Government Subcontracting, How to Win Government Contracts, Where to Find Government Contracts, Small Business Government Contracting, Federal Contracting, Government RFP, How to Write a Proposal, Capability Statement, FPDS Training, The Government Sales Manual, Government Contract Coaching, Government Contract Training, Government Contract Consultant, GSA Schedule, SBIR, Set-Aside Contracts, Government Proposal Writing, Federal Sales Strategy.

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60 recent

June 8, 202610 min

Ep 425: Founder to CEO: The Shift That Changes Everything

Most business owners never actually become CEOs. They stay stuck in founder mode, doing sales, delivery, operations, customer service, problem solving, and putting out fires every single day. The business grows, but eventually the chaos grows faster than the company.In this episode, Michael LeJeune breaks down the critical transition from founder to CEO and explains why this shift usually needs to happen around the 10 to 15 employee mark if you truly want to scale. He walks through the evolution from founder to Chief Growth Officer to CEO, how to think strategically instead of tactically, why operations leadership matters, and how to stop becoming the bottleneck inside your own company.If your business feels heavy, chaotic, or overly dependent on you, this episode will probably hit hard.

June 1, 202640 min

Ep 424: Why Most Government Contractors Suck at Business Development

Most government contractors are approaching business development completely backwards. They chase random opportunities, bid on contracts they have no business pursuing, overload their pipeline with garbage, and then wonder why growth feels impossible.In this episode, Michael LeJeune sits down with GovCon BD strategist Brian Long to break down what actually creates momentum in government contracting. They unpack why knowing your niche matters, how to build a pipeline that isn’t a dumpster fire, why most companies enter opportunities way too late, and how to stop wasting time on contracts you’ll probably never win.This conversation is packed with practical insights around capture strategy, qualifying opportunities, pipeline management, teaming, and the mindset required to succeed in business development.If your pipeline feels chaotic, this episode is going to hit home.

May 18, 202641 min

Ep 423: Your Employees Are a Mirror of Your Leadership

Your employees are a mirror of your leadership. That’s the uncomfortable reality most business owners spend years trying to avoid.In this episode, Michael sits down with Darryl Anderson, founder of Tr33 LLC, for a deep conversation about leadership, organizational culture, emotional intelligence, and the hidden “people problems” quietly damaging businesses from the inside out. They unpack why customer experience is usually a reflection of internal leadership standards, how tolerated behavior spreads through organizations, and why so many companies unknowingly create chaos while believing they have a culture problem, an operations problem, or a staffing problem.This episode is packed with practical leadership insight, real-world business examples, and honest discussion around what actually causes organizations to grow, stagnate, or slowly unravel over time. If you lead people, build teams, or own a business, this conversation will probably hit closer to home than you expect.

May 11, 202627 min

Ep 422: How Smart Companies Win Government Contracts

Most government contractors aren’t losing because they lack effort. They’re losing because they’re doing the wrong work and calling it progress.In this episode, Michael sits down with Rich Earnest to break down what actually drives success in government contracting. After 20+ years in the game, Rich pulls back the curtain on why most companies get stuck chasing bids while a small group consistently wins.The difference comes down to one thing: systems.They dive into the real role of pre-acquisition, why “busy work” is killing growth, and how relationship-driven strategy beats reactive bidding every time. Rich also shares lessons from his new book, including the mindset required to win, why execution matters more than endless research, and what most contractors forget the moment they enter GovCon.If you’re tired of spinning your wheels and want a smarter way to win contracts, this episode will challenge how you’re playing the game.

May 4, 202613 min

Ep 421: The Ego Tax Destroying Government Contractors

Most government contractors aren’t losing because they lack capability. They’re losing because they’re paying an invisible price, the ego tax. In this episode, I break down how trying to look bigger, more polished, or more “professional” is actually costing you deals. From overcomplicated messaging to unnecessary overhead, I walk through where ego shows up and how it quietly kills your ability to win. Then I show you how to strip it out, simplify your approach, and build real trust with buyers and partners. If your business looks good but isn’t producing results, this is the wake-up call you need.

April 27, 202640 min

Ep 420: Stop Outsourcing Your Brain - The Real Problem with AI Content

AI has made content faster, easier, and more scalable than ever. It has also made a lot of people lazy. In this episode, Michael sits down with Sheena from Wonderluster Co. to break down what is actually happening when marketers and business owners start outsourcing their thinking to AI. This is not about avoiding AI. It is about using it the right way. They unpack why so much AI-generated content feels generic, why audiences are starting to distrust it, and what brands are losing when they stop leading with their own perspective. They also dig into why storytelling is making a comeback and how the best content today is being built with a human-first approach. If your content feels flat or is not getting traction, this conversation will challenge the way you are creating it.

April 20, 202620 min

Ep 419: Victim Language is Destroying Your GovCon Growth

Most government contractors think they have a pipeline problem. They don’t. They have an identity problem.In this episode, Michael breaks down how your language is programming your future. Every time you say “We’re just a small business,” “It was political,” or “We can’t win as a prime,” you are installing a growth ceiling inside your company.Language shapes belief. Belief shapes behavior. Behavior shapes revenue.If you’re stuck subcontracting, reacting to RFPs, or feeling like the system is rigged, this episode will challenge you to audit the words you’re using and rebuild your leadership posture from the inside out.This is not a motivational talk. It’s a strategic intervention.

April 13, 202644 min

Ep 418: How Smart Entrepreneurs Are Actually Using AI

In this episode, I sit down with Amanda Smith to talk about how we’re actually integrating AI into real businesses. Not hype. Not fear. Not shortcuts.We cover using AI for research, refining your voice instead of replacing it, building efficiency into contracts and client work, and why AI should enhance your expertise, not mask the absence of it.We also talk about workflow systems, project management, and how tools like ChatGPT and Claude are changing how entrepreneurs operate behind the scenes.If you want to use AI to sharpen your edge without losing your authenticity, this conversation will challenge how you’re thinking about it.

April 6, 20267 min

Ep 417: Stop Networking. Start Hunting!

Most government contractors confuse activity with strategy.They attend events. Collect business cards. Monitor SAM.gov. Wait for RFPs to drop. That’s movement. It’s not momentum.In this episode, Michael explains why networking without intention creates random revenue, and why true growth requires a hunter mindset. Hunters target agencies. They study budgets, contract vehicles, incumbents, recompete cycles, and decision makers. They shape opportunities before the RFP is released.If your pipeline depends on SAM.gov alerts and hope, this episode will challenge you.Winning contracts is not about being known by everyone. It’s about being known by the right agency at the right time.Stop spraying. Start stalking.

March 30, 202641 min

Ep 416: What the 2026 NDAA Really Means for Government Contractors

The 2026 NDAA is out, and most contractors won’t read it. That’s a mistake.In this episode, I sit down with Dr. Dolores Kuchina-Musina to break down what actually matters. We cover changes to Commercial Solutions Openings, the gray areas around developmental work, what’s happening with SBIR reauthorization, and why OTAs are once again being pushed as a priority tool.More importantly, we talk about what this means for small and mid-sized contractors trying to position themselves for growth.Policy changes don’t just affect Washington. They shape your capture strategy, your compliance posture, and your relationship with contracting officers.If you want to stop reacting and start anticipating, this conversation will sharpen your edge.