GovCon Certifications and Business Growth Strategies

Average 8A contractors making a little over $6 million a year, you know, with that certification. So it's, it's the best. Unfortunately, most people don't qualify for it. Getting any cert that you can is going to help you. By that, I mean, those companies are all averaging, you know, between 1.2 and 1.4 million a year through those certifications. All my amazing GovCon winners, you're in for another treat today. We have the one and only Mark Ryan, who is over... Easy 8A and Advanced GSA. And he actually helped me get our 8A like over nine years ago. I can't believe so much time has passed. And I'm so excited to have him here because he's going to talk about everything around set asides. So Mark, welcome to the channel. My pleasure. Excited to be here. Excited to have you here. So please, for all of... the amazing GovCon winners out there. Please just dig in there and share, first and foremost, what is Easy 8A Advanced GSA? Please share with us, why do you guys even exist? Where did that come from? That's a long question. I love it. I can talk about that for an hour. But, you know, basically we're a firm that helps people out, you know, so getting, as you know, getting certifications and getting... GSA Schedule contracts is complicated and for most people it's not worth their time to learn how to do it. You know you can spend a hundred hours working on an 8 application, pay yourself minimum wage to do it and still get denied. Or you know you can have somebody like us come in and do that. So really that's what it is. It's just to help people actually get through the process and get through it efficiently. And ultimately get the contract at the end or get the certification at the end. So, you know, we've been around a long time. We've been doing it for about 18 years now, which is what I've been doing. So we work with a lot of companies. I do over a couple hundred certifications a year, a couple hundred AAs and about as many GSAs. So, yeah, I've seen it all. Worked with a couple thousand firms over the years. And, you know, I think I've seen wonderful. wonderful success stories. And I've seen people come and go. I mean, by that, I mean, get certified, graduate, retire, sell their businesses. You know, it's been a great journey and neat to just see all the successes people have been able to have with government contracting. Well, that's fantastic because it's pitched and put out there as like the same. So I've found that many people who are in the GovCon space, whether they're brand new or even if they have a contract or two, are under the belief, hey, I need to get an 8A, I need to be woman owned, I need to be economically disadvantaged, I need to get this GSA thing. What have you found that works best when it comes to the over 2,000 companies that you've served? That's a hard question. It definitely varies. But, you know, for sure, the 8A certifications, you know, that's the holy grail of federal contracting. If, you know, if you're minority owned and you can get 8A, no doubt, you know, that's where you're going to drive the most value, the most benefit. You know, the average 8A contractor is making a little over $6 million a year in that, you know, with that certification. So it's the best. Unfortunately, most people don't qualify for it. So, you know, you have to be minority owned to get that. So. Then you're looking at where's the value for the, you know, for the rest of us. And, you know, getting the GSA schedule contract versus getting your veteran certification if you're a veteran versus getting HUBZone certification. They're all about the same. By that, I mean, those companies are all averaging, you know, between 1.2 and 1.4 million a year through those certifications. And I see them all being good tools and they certainly vary based on what industry you're in and what you're doing. you know for example if i'm a professional services company i want my tsa i don't care about hub zone for a whole lot but if i'm in janitorial or construction or any sort of building certain you know building maintenance or something i want to get my hubs out there gonna get a lot more value there but um you know those three are kind of in that middle road and then you know the woman owned i'd put at the bottom of the list you know it's it's a valuable cert but there's a lot of them and um You know, those companies are averaging, I think it's in the mid 400s. Certainly worth getting and you can drive a lot of value from it. But for each person, you just have to look at what they can get and go after it all, ultimately. Getting any cert that you can is going to help you. Getting a GSA schedule contract, if you're in an industry that can use it, is going to help you. So, really, the process is usually look at a company and say, what all can you get, and get all of it. Obviously, you have lots of opportunities that come up during a year. By that, I mean the various GWACs and IDIQs that come out each year. Whenever one comes out, you want to evaluate it. And if you're a good candidate for it, you certainly want to jump on that as well. But in terms of certifications, you have four certs. Any of them that you qualify for, you absolutely want to have. And some have this belief, and again, this is a lot of things that are just kind of pushed out there. Now, once you get the certification, like all this work is going to come out, whether it's service disabled, it's HUBZone, it's woman owned, it's 8A, that it's just magically going to like... appear and bam, you're going to become really wealthy. Is that the case? I wish it were. Wouldn't that be fun? You know, I work for the SBA. I'm a subject matter expert for them on the 8A program. I do a lot of trainings for them. So the biggest trainings I do are for 8A companies. After you get 8A certified, the SBA gives you, there's a series of 14 trainings that you can take. I'm the instructor and about half of those trainings. And they're all kind of answering this question of how do, what do I do? I've gotten my certification. Now, how do I be successful with it? How do I market it? How do I, you know, become a successful product or contractor? So there's not a simple question to that or a simple answer to it, but ultimately the phone doesn't regularly just ring. And, and, and there's a, I did a white paper on this probably, it's been a while ago, six, seven years ago. But you can see when you look at the cross-section of certified firms, how the bottom half of 8A firms are doing less than half a million a year in 8A revenue. I mean, it's very, it's anemic, you know, it's nothing. And those are the firms that get the certification and don't market it, don't do anything, wait for their, you know, their SBA representative, they call them business opportunity specialists, to put something in their lap, basically, to sit out of sources, saw it, and you get lucky in the full rings. You're going to get very little revenue doing that. The... You know, the next quarter of 8A firms that are that 50 to 75 percent or almost 9 million a year on average in the top 25 percent of 8A firms. That's about three years ago with 17 point something million a year revenue. So the folks that take the certification and market themselves and use it do extremely well with it. And the half the adult will drive no value from it. There's no you know, it's not as. I was going to say, it's not a silver bullet. It is a silver bullet that it gets you access to some really amazing sole source contracts and set asides. But if you don't do anything with it, you're unlikely to have much success with it. So I could certainly talk about that process for a couple of minutes if you want me to jump into it. Yeah. Yes, please. Everybody knows about this. How do you get it done? When it comes in and it's very. different when we talk about the four different certifications that are out there. 8A is unique. You know, that's why I call it the Holy Grail. You know, it really is unique in that you can get the sole source, which completely changes the way you market an 8A firm versus marketing a HUBZone woman-owned or veteran firm. Those don't get set aside. So relationships are important, but they're not critical. What's critical is past performance and doing a good job and having good, you know, CPARS and providing good value where... 8a firms the entire thing comes down to relationships and marketing so when you get 8a certified your goal isn't to go out to sam.gov and put together great bids that provide value and are low cost and win those projects like it would be with the other certifications certainly with you know woman owner hub zone or whatever you go out and find jobs that are set aside for woman owned and bid on provide good value and, you know, get some past performance and build your book of business from there. But with 8A, we don't at all want to do that. We want to identify an agency that is a good fit for us. And it's pretty easy to do that. You know, you can go out to usaspending.gov and you can go to the Sam Data Bank and you can download all that data and look at it and say, okay, I'm providing professional services in Cincinnati, Ohio. All right, let me pull down every 8a contract that's been awarded in cincinnati indiana ohio kentucky over the last three years and you know that are in my nace code and and just take a look at it and you're going to get an overwhelming amount of data you know you get hundreds or thousands of contracts but then you can start sorting it saying okay which agents did the most. And technically, you know, within, and it depends how good you are with databases and playing around with Excel and things, but within a couple hours, you should be able to identify, okay, Department of Interior, you know, they've got a big office here in Cincinnati and they're doing, you know, doing a fair amount of A-day work. That's where I should target myself. So ultimately, you know, by looking at the data that's out there on the data bank, you should be able to identify just one or two. Sometimes three agencies that are a good fit for you. And you get all their contact information on there. So once I say, okay, I want to go after Department of Interior, I can easily see, give me the name, email address, phone number of all of the contracting officers that have executed an 8A contract in the last two years. So that information is all in the data bank. It's not hard to get it. So I now have an agency that I know procures my service. They use a fair amount of it. They do it through the 8A program. And I've got the contact information for the people that are doing it. So that's kind of the first step. And this is all from the approach of somebody that is not currently doing federal contracting and has no relationships to start with. Obviously, this is the hardest case scenario. If you already have a relationship when you get 8A certified, that's the only thing you're going to focus on is the relationship you have and the agency that. is with that relationship. So to get on just a side point for a second, very common that when I'm doing an annual renewal for a client that they will have 70 to 90 percent of their revenue with one agency. So I was doing a renewal last week, the firm had 36 million in revenue, and a little over 30 of it was with the Army Corps. Very normal to see that kind of thing. Then they had a couple million in corporate work and a couple million with the Department of Forestry or something. Anyway, to see. So that's because 8A is relationship based. You know, in the example I'm giving earlier, I get into the Department of the Interior. I do one job. I do a good job. That contracting officer likes me. They refer me to the other contracting officers that they know, which, of course, is the Department of the Interior. And it just builds on itself. So typically you're. successful 8As are working with just one federal agency or two, and they're building relationships within those agencies, getting competence built up within those people at the agencies so that they want to sole source work to them. When that opportunity comes out, they have something they need done, they know they can just, you know, call Mark Ryan at Easy 8A and, you know, award him a contract and get it done. So that's the goal is to get in. to get in with an agency that's, you know, it's a good fit for you, uses 8A, then start building relationships within that agency. I get a fair amount of questions of how do I, you know, how do I create that initial phone call or that initial connection? And that's a challenge. You know, I've just kind of gone through this example where, you know, maybe I've done my research and I've decided I'm going to go after the carbon interior first and see if I get anywhere. And then if I don't, you know, I'm going to give up and I'm going to go to the next best fit. But I'm going to try Department of Interior for a couple of months before I quit and go on to the next one. I've got this list of 20 or 50 or 100 contracting officers, whatever it is. And yes, I'm going to start with that list. But before I even do that, I'm going to call the OSDBU office of the agency and see how they can help me. A lot of times, I say half the time, they're wonderful. You know, they'll give you a meeting. They'll sit down with you, understand your capabilities, and they will at least... act like they're going to make an effort to disseminate your information and you know help make some connections for you at the very least you can almost always get a directory from them which is fantastic because half the time you only have somebody's name and email or name and phone you don't have both so anyway we're going to start with the osdago office we're also going to start by you know googling and getting any agency forecasts that we can find there's always an agency forecast out there sometimes they're a little old They're new, great, but that'll give you a couple more places within the agency that maybe you want to be making some initial contacts with. Then we're going to start calling them. And I know it's hard. You call them, they don't answer, they don't answer. You leave a voicemail, they don't answer, don't answer, don't answer. So I get it. It's not uncommon to make 15 calls before I finally get the human. I'm not going to leave voicemails every time. Probably by the fifth or sixth call, I'm going to leave a voicemail. Then I'm going to try another 10 times or so. Eventually, I'm going to get the person. Um, and then I'm, you know, you have about 10 seconds to convince them that you're not a waste. Um, so you're going to call. Call them up and say, I'm Mark Ryan with Easy 8A. I see that you awarded this 1-2-3 contract to ABC company last year. It looks like it has to do with whatever. 8A Consulting is just exactly what we do. I'd love to talk to you or the project manager about that. We've been doing some neat stuff in that space. I have some ideas of how we could potentially help that out. That does a couple things very quickly. You know, it puts that contracting officer at the, you know, right off the bat, okay, this person did not call and say, I'm Mark Ryan with Easy 8A, we're 8A certified, how can you help me? What do you have going on? What's coming up? That's like a disaster introduction. And I tell you that, and I hear it all the time, you know, that's what people do. You know, we're 8A, you know, what do you got going on? Do you have any contracts? You know, we do IT and can, you know, is there anything that maybe you could give us or talk to me about? And the person doesn't want to deal with you. You know, they don't want to put their neck out for you. And you're clearly a novice. You know what you're talking about. And they just want to get you off the phone. So when you call up and you let them know, I'm not a waste of your time. I understand the contracts that are out there. And I see this one and it's relevant. And it's relevant to me. And I know I can be helpful with it. And I'm telling you that I can provide value to your agency. Then they want to take that five minutes or... three minutes, whatever it is, to tell you who you need to be speaking with. Because it's never them. It's almost always some program manager. Then ultimately, when they say, yeah, you know, Bob handles that. We're in the wall. It's for his group. Here's Bob's phone number. That's all you really wanted. Now you can call Bob up and say, Bob, all right, I'm awesome. We have some really innovative stuff in your space. I know you've got this contract coming up in, you know, six months or a year, whenever it renews. I'd love to talk to you about how we can help you with that. And by the way, we're 8A, so, you know, you can be sure to actually get us. You know, when it goes out for bid, you don't have to worry that you're going to get some other company. You know, and then you're building a relationship with Bob, you know, over the next six months. And ultimately, when he puts that, you know, he puts those requirements back to the contracting officer to get it put out for bid. You know, you're wanting him to shape it so that you're a good bidder on it. Or more importantly, you're wanting him to just ask the contracting officer to source it to you because. You've convinced him about your ideas and he wants you. I know that first contract's tough, but putting the time in to get the relationships and to get the sole source will always be a better long-term value for you as an 8A certified firm. The companies that go out and do 10 different, that's a lot, let's say 6, 7, 8 different 8A contracts with 8 different agencies are rarely the ones that I see growing. You know, they're not developing relationships with those agencies. They're going off and doing a bunch of one-off contracts, and they're still beating their head against the wall three years later, putting out 30 bids a year to win 10. You know, they're set aside 8A, but they have a great win ratio. They're excited. They're winning one out of every three, but they're not developing any relationships, and they're not getting the sole source work. When you're 8A... All you care about is sole source work. It's very efficient for you and it's high margin and it's replicatable. So I can tell you that top half of clients I have, all those clients that are doing six, seven million and more, it's all about getting into one or two agencies, doing a good job, building relationships and using that network. So I did a renewal. It's probably been a couple months ago. client was working with the CDC, doing about $20 million a year with the CDC, and a couple million a year outside of the government, but the CDC is his only agency within the government. And he said he's doing it all with just two contracting officers. You know, it's two relationships. So relationships, man, that's the key. That really is the key to it when you have the AA, when you have that holy grail, when you have the ability for a contracting officer. just award you a contract. You would need to take advantage of that. So that's the Cliff Notes version of how to market yourself as an 8A when you don't already have those relationships. Which is excellent because it reinforces the notion of you're creating your own ocean. And so when you create an ocean that's not bloody, you can charge more. They're going to want to come to you because they know, like, and trust you. And it's powerful to have. two contracting officers under one agency opposed to constantly finding and going and bidding and yeah you win. But as you said, they're one-offs. That doesn't make for a strong business model. You know, I'm curious, you know, while there's, you know, there's an application for all of these set-asides, what are some of the mistakes that you find business owners make during the application process, other than not hiring you? I mean, I was going to put that out there because remember I hired the obvious mistake and they got me my 8A over nine years ago. I've since graduated, but you know, and that's why I have Mark here because he changed my life. And to your point, we had one major client. We have several now, but we had one major client during the nine years. Yeah. Oh, very common. You know, you ask what the biggest or most common mistake is with the application. I don't know that there is one other than just not respecting it. By that I mean, I get a lot of these people that start it and then hire us to finish it. Because you get into it and realize, oh my god, this is overwhelming. So I see a ton of these people that get into it and kind of 80% do it and then submit it. And the SBA just destroys it, you know, comes back. 30 questions and just almost tears it up. So I guess being prepared to make the time commitment to do it is probably the biggest mistake. People think they can sit down and in a day or two do their 8a application and that's not and it's not going to happen. If you know if you're doing an 8a application without experience of doing them you know you need to set aside a couple weeks to really understand what they're asking for and get all those appropriate documents together and get it to them. It's interesting how many denials I read a year. People get denied, they try to hire us to do the subsequent app, so I read a fair amount of denials. And I'd say 95% of those denials are denials that should not have happened, but the person didn't know how to present something. and presented it in such a way that it was, you know, they could not certify it. You know, most common thing would be having bylaws or operating agreement if you're an LLC that has funny language in it. You know, they just made it funny. By funny, I mean, you know, control language that the SBA is not going to allow. Language has control issues in it. So, or financial statements is another common one. You know, they don't. quite understand what the balance sheet is, but they printed it off and they put it in there. And they didn't, you know, didn't realize that there was something on there that didn't follow proper accounting. And so the SBA reads it, denies the app and says, your balance sheet has a negative number on it. There should never be a negative number on here for an asset. You're not following generally accepted accounting principles. We don't have confidence in your financials. So we're denying your app where, you know, It's so easy to just not know, submit something, and then, you know, you get a six-month setback because you get a denial, and now you've got to redo the whole application and wait the 90-day waiting period. So I don't, I don't know. I don't know that I put it on any one thing, but... This is where I love to share one of my favorite kind of sayings and that is penny wise pound foolish where many go into this process thinking oh I can just contact my p-tag or my some local office or I can just do it myself and I get it. I'm not suggesting anybody go into debt or extreme debt. When you go on this business journey as an entrepreneur You have to invest. So it's this is an investment so that don't submit something because you may not understand. That's why I hired them. I didn't understand half these things. I didn't know and I didn't want to know. My expertise is not in applications. It's in doing the thing and selling. And so while it may seem, oh, I'm going to save money. I don't have to pay out. I can do it myself. But then all of these things that could have been prevented. They're not. Then you have to respond to all these 30 questions. Then you get an additional six months. Then you get mad. Then you blame the government. Then you get mad again. And then you submit it again. And you get more feedback. And before you know it, it's almost three years. And you're Like I tried and we all try, but let's try and succeed. And that's what this channel is about, helping you succeed. So this is that chance and this opportunity to not be penny wise, pound foolish, but to invest if you're interested, for instance, in the 8-8 or any other set aside so that you get it and not be in a situation of, oh man, I still got to make changes. Just some of my thoughts on this. You know, I'm also curious, Mark, when it comes to the different types of businesses, because some may think like, oh, maybe, you know, he's working with businesses that are already doing millions of dollars or have all these people, you know, it's just me. Should somebody who they're kind of, they're an entrepreneur, but it's just them, are they also a good candidate for the 8A program or any of the other programs? You know, I see it all in terms of applicants going after whether B8A or HubZone or any of it. Really, what's important is the desire to do federal work more than the size of the company. I have, you know, let's say we do 400 applications a year between the various certifications and GSA contracts. I may have, you know, 100 of those companies be one-person companies. You know, that's common. See it all the time. And then, you know, where they're doing $200,000 a year of revenue or $150,000 a year of revenue. If I had to say what a typical app is, it's probably, you know, a company with two or three employees. That's probably the average app. When I have a client come in that's already doing two or three million a year, that's pretty rare. That might be in the, you know, 5% of the apps that, you know, that we see are companies that are already at that level of success. Typically, we're seeing... You know, that client that's in that half a million or so in revenue, maybe a little more, and they're, you know, they're making that step to jump into federal contracting. That's kind of a typical one. But, you know, whether you're already at 10 million, it's never too late to start doing federal contracting. You know, in most cases, it's going to help, you know, help any business out. The government procures just about everything. I don't, I can't think of something off my head where somebody calls in and says, no. Well, okay, home remodeling, I don't see much of that. Home and construction, but not home remodeling. So if somebody calls me up and they're a bathroom person, you know, they remodel bathrooms, you know, they only do residential and say no, but just about everything else, you know, the government procures. So, you know, there's an enormous amount of opportunity out there. And, you know, that's why we see companies from all sizes, you know, really taking advantage of the certifications and the contracts. And I can see why. I mean, given that you have 8A firms making, you know, on average or bringing in revenue-wise $9 million. I mean, even just going from maybe $100,000 to $600,000 is life-changing for many people. And of course, $9 million or, you know, the company where you did the renewals of $30 plus million. I mean, it just shows, again, not only does the government buy so many things, but... The sky's the limit. Do you ever have those companies who graduate, who get too big per se, and are no longer eligible? Absolutely. I have that. I have a client that I got certified about four years ago now, and it was the two guys making a computer program, essentially. I don't remember the revenue. Less than half a million, significantly less, let's say two, three hundred thousand, not important, very small company. But they got 8A certified, they got an opportunity to go to the two different agencies, and they sold that business last year for a little over $22 million. Both are retired now. And so they were only in the program a little over three years, and, you know, got into two agencies, did very well in those two agencies, and are now... On the beach. So, you know, I definitely see that. The company I told you about before that did 36 million last year, when they got certified about five years ago, that's a small construction firm, they were doing less than half a million a year. So to see that kind of growth, you know, those are, of course, you know, success stories. Those are companies in the top 20 percent or so of 8A. But. You know, I see it all the time. Half the firms that I work with by the time they're in their fourth or fifth year are typically, you know, at that six, seven million or more mark in federal contracting. It's very doable, very realistic. And do you find that it's. Industry specific, is it that it tends to be those in IT construction or? Yeah, I do. It does. It does. And for a minute, I'm just going to talk about 8A, but because it does vary a little bit across the other certifications. But in 8A, you see it very dominant in professional services, mostly IT and in construction. So constructions. Roughly 40% of all $88, and then IT is like right around that, another 40% or so, and I'm going to be off 5% or something. But IT and construction are both massive. And then you have professional services right there. It's another 10% or so, and that can be all sorts of different consulting services and trainings, that kind of thing. Then you get down into staffing and janitorial and some others. Those are all 3%, 4%, 5%. We're still talking billions of dollars a year. And then end of. you know 100 other small nace codes but definitely if you're in i.t or construction the 8a dominates in those areas and then you know it's a really great fit not to say it's not great for everyone you know i i have a client um did a few a food distribution business a couple years ago and the guy's literally a one person working out of his house doing i know two or three hundred thousand a year and you know selling food. And he gets 8A in this industry where when we're applying, the SBA is challenging us, do we procure this service in the 8A program? Because he's one of like two or three 8A companies in the country that does this. Anyway, you know, five years later, he's doing 10 million a year through the program. So you see it, you know, it can be very successful for you, whether you're super niche or if you're in IT or construction, you know, When you're super niche, you're going to be probably the only A&A supplier there is, which puts you in a great spot. And sometimes it doesn't. I mean, sometimes you're the only A&A supplier and they don't procure it. So I'm not saying it's the silver bullet if you're in a really unique service, but it can be. And I see it work out that way for companies regularly, as well as the construction and IT side. PubZone does merit a mention because it is very dominant in. and janitorial, staffing, and facilities maintenance. Now, you know, and that's probably, between those three areas, you're probably half of all HUBZone contracts. So, you know, if you're in one of those areas, that would probably be the first sort of, I mean, I'd look at 8A, of course, if you can get it, but I would make the effort to move to be in a HUBZone to qualify for that if I were in one of those industries. woman owned is and woman owned and veteran owned are really across i'm going to say they're much more even across all your industries but veteran owned is very very preferred by the va so when you offer a product or service that you know the va uses that's you know that veteran certification is a really great tool to have um you know i have quite a few veteran owned clients that only work with the VA, you know, and they're not 8A, you know, this isn't relationship based. I mean, it is, of course, to some degree, but they're having to low bid everything. But, you know, getting in, if you're a veteran, you know, providing a service that a hospital would procure, you know, the VA is a terrific. It's the only place I'd be focused, really, if I had the Vagrant certification. All right. No, this is awesome because I found the same to be true because, for instance, there's an interview on my channel with Jerry. He's service disabled. He does about $10 million a year, all with the VA. And this is just so vital because, again, we're encouraged. get a certification get a certification and what you have done is laid out the path you have provided the ways to literally like the app ways like you're in the car like to get the certification and you've provided the appropriate route based on industry you know kind of what you're interested in you know that understanding of it takes networking you're not just going to get contracts and I am just So I'll be ungrateful for this because this topic continues to come up again and again. And I again know what the 8A will do for your life and how it just changes so many things. But at the same time, it may not be for everyone and you may not qualify. And that's why they need. need an expert like you. So, Mark, I was so grateful for you to be here. And please share, how can everyone, how can they get in contact with you? What's the best way for them to connect? EZ8A.com. That's the two letters, E-Z, EZ8A.com. But you go on there, we have all our various products and services on there. We do have a GSA website as well, which is GSAschedulecontract.com. But All that information is also on the EZ8A site. So EZ8A.com will get you all the information on us. Which is awesome. And I also just want to add that Mark is not just some average, hey, I have a company selling you a service to apply for one of these set-asides. As he said, he is an SBA subject matter expert for them. This is huge. So go to the website. Connect. Make sure you comment. Hit the notification button, y'all. Share. Like. There's so many gems here. I already know. And you know I brought him here because you guys know already that everything is possible. And that's why he's here, because that's what happened to me. And I'm so grateful again. And tell them one more time where to go, which websites to go to. Go to EZ8A.com. Yes. Go to EZ8A. Please do that. And again, comment, like, subscribe, hit the notification button. And I adore each and every one of you because y'all know everything is possible. Take care, everyone.

Average 8A contractors making a little over $6 million a year, you know, with that certification. So it's, it's the best. Unfortunately, most people don't qualify for it.

Getting any cert that you can is going to help you. By that, I mean, those companies are all averaging, you know, between 1.2 and 1.4 million a year through those certifications. All my amazing GovCon winners, you're in for another treat today. We have the one and only Mark Ryan, who is over... Easy 8A and Advanced GSA.

And he actually helped me get our 8A like over nine years ago. I can't believe so much time has passed. And I'm so excited to have him here because he's going to talk about everything around set asides. So Mark, welcome to the channel. My pleasure.

Excited to be here. Excited to have you here. So please, for all of... the amazing GovCon winners out there.

Please just dig in there and share, first and foremost, what is Easy 8A Advanced GSA? Please share with us, why do you guys even exist? Where did that come from? That's a long question.

I love it. I can talk about that for an hour. But, you know, basically we're a firm that helps people out, you know, so getting, as you know, getting certifications and getting...

GSA Schedule contracts is complicated and for most people it's not worth their time to learn how to do it. You know you can spend a hundred hours working on an 8 application, pay yourself minimum wage to do it and still get denied. Or you know you can have somebody like us come in and do that. So really that's what it is. It's just to help people actually get through the process and get through it efficiently.

And ultimately get the contract at the end or get the certification at the end. So, you know, we've been around a long time. We've been doing it for about 18 years now, which is what I've been doing.

So we work with a lot of companies. I do over a couple hundred certifications a year, a couple hundred AAs and about as many GSAs. So, yeah, I've seen it all.

Worked with a couple thousand firms over the years. And, you know, I think I've seen wonderful. wonderful success stories. And I've seen people come and go.

I mean, by that, I mean, get certified, graduate, retire, sell their businesses. You know, it's been a great journey and neat to just see all the successes people have been able to have with government contracting. Well, that's fantastic because it's pitched and put out there as like the same.

So I've found that many people who are in the GovCon space, whether they're brand new or even if they have a contract or two, are under the belief, hey, I need to get an 8A, I need to be woman owned, I need to be economically disadvantaged, I need to get this GSA thing. What have you found that works best when it comes to the over 2,000 companies that you've served? That's a hard question.

It definitely varies. But, you know, for sure, the 8A certifications, you know, that's the holy grail of federal contracting. If, you know, if you're minority owned and you can get 8A, no doubt, you know, that's where you're going to drive the most value, the most benefit.

You know, the average 8A contractor is making a little over $6 million a year in that, you know, with that certification. So it's the best. Unfortunately, most people don't qualify for it.

So, you know, you have to be minority owned to get that. So. Then you're looking at where's the value for the, you know, for the rest of us.

And, you know, getting the GSA schedule contract versus getting your veteran certification if you're a veteran versus getting HUBZone certification. They're all about the same. By that, I mean, those companies are all averaging, you know, between 1.2 and 1.4 million a year through those certifications. And I see them all being good tools and they certainly vary based on what industry you're in and what you're doing. you know for example if i'm a professional services company i want my tsa i don't care about hub zone for a whole lot but if i'm in janitorial or construction or any sort of building certain you know building maintenance or something i want to get my hubs out there gonna get a lot more value there but um you know those three are kind of in that middle road and then you know the woman owned i'd put at the bottom of the list you know it's it's a valuable cert but there's a lot of them and um You know, those companies are averaging, I think it's in the mid 400s.

Certainly worth getting and you can drive a lot of value from it. But for each person, you just have to look at what they can get and go after it all, ultimately. Getting any cert that you can is going to help you. Getting a GSA schedule contract, if you're in an industry that can use it, is going to help you.

So, really, the process is usually look at a company and say, what all can you get, and get all of it. Obviously, you have lots of opportunities that come up during a year. By that, I mean the various GWACs and IDIQs that come out each year.

Whenever one comes out, you want to evaluate it. And if you're a good candidate for it, you certainly want to jump on that as well. But in terms of certifications, you have four certs. Any of them that you qualify for, you absolutely want to have. And some have this belief, and again, this is a lot of things that are just kind of pushed out there.

Now, once you get the certification, like all this work is going to come out, whether it's service disabled, it's HUBZone, it's woman owned, it's 8A, that it's just magically going to like... appear and bam, you're going to become really wealthy. Is that the case?

I wish it were. Wouldn't that be fun? You know, I work for the SBA.

I'm a subject matter expert for them on the 8A program. I do a lot of trainings for them. So the biggest trainings I do are for 8A companies. After you get 8A certified, the SBA gives you, there's a series of 14 trainings that you can take. I'm the instructor and about half of those trainings.

And they're all kind of answering this question of how do, what do I do? I've gotten my certification. Now, how do I be successful with it? How do I market it?

How do I, you know, become a successful product or contractor? So there's not a simple question to that or a simple answer to it, but ultimately the phone doesn't regularly just ring. And, and, and there's a, I did a white paper on this probably, it's been a while ago, six, seven years ago.

But you can see when you look at the cross-section of certified firms, how the bottom half of 8A firms are doing less than half a million a year in 8A revenue. I mean, it's very, it's anemic, you know, it's nothing. And those are the firms that get the certification and don't market it, don't do anything, wait for their, you know, their SBA representative, they call them business opportunity specialists, to put something in their lap, basically, to sit out of sources, saw it, and you get lucky in the full rings. You're going to get very little revenue doing that. The...

You know, the next quarter of 8A firms that are that 50 to 75 percent or almost 9 million a year on average in the top 25 percent of 8A firms. That's about three years ago with 17 point something million a year revenue. So the folks that take the certification and market themselves and use it do extremely well with it. And the half the adult will drive no value from it. There's no you know, it's not as.

I was going to say, it's not a silver bullet. It is a silver bullet that it gets you access to some really amazing sole source contracts and set asides. But if you don't do anything with it, you're unlikely to have much success with it.

So I could certainly talk about that process for a couple of minutes if you want me to jump into it. Yeah. Yes, please.

Everybody knows about this. How do you get it done? When it comes in and it's very.

different when we talk about the four different certifications that are out there. 8A is unique. You know, that's why I call it the Holy Grail.

You know, it really is unique in that you can get the sole source, which completely changes the way you market an 8A firm versus marketing a HUBZone woman-owned or veteran firm. Those don't get set aside. So relationships are important, but they're not critical.

What's critical is past performance and doing a good job and having good, you know, CPARS and providing good value where... 8a firms the entire thing comes down to relationships and marketing so when you get 8a certified your goal isn't to go out to sam.gov and put together great bids that provide value and are low cost and win those projects like it would be with the other certifications certainly with you know woman owner hub zone or whatever you go out and find jobs that are set aside for woman owned and bid on provide good value and, you know, get some past performance and build your book of business from there. But with 8A, we don't at all want to do that.

We want to identify an agency that is a good fit for us. And it's pretty easy to do that. You know, you can go out to usaspending.gov and you can go to the Sam Data Bank and you can download all that data and look at it and say, okay, I'm providing professional services in Cincinnati, Ohio.

All right, let me pull down every 8a contract that's been awarded in cincinnati indiana ohio kentucky over the last three years and you know that are in my nace code and and just take a look at it and you're going to get an overwhelming amount of data you know you get hundreds or thousands of contracts but then you can start sorting it saying okay which agents did the most. And technically, you know, within, and it depends how good you are with databases and playing around with Excel and things, but within a couple hours, you should be able to identify, okay, Department of Interior, you know, they've got a big office here in Cincinnati and they're doing, you know, doing a fair amount of A-day work. That's where I should target myself.

So ultimately, you know, by looking at the data that's out there on the data bank, you should be able to identify just one or two. Sometimes three agencies that are a good fit for you. And you get all their contact information on there. So once I say, okay, I want to go after Department of Interior, I can easily see, give me the name, email address, phone number of all of the contracting officers that have executed an 8A contract in the last two years. So that information is all in the data bank.

It's not hard to get it. So I now have an agency that I know procures my service. They use a fair amount of it. They do it through the 8A program.

And I've got the contact information for the people that are doing it. So that's kind of the first step. And this is all from the approach of somebody that is not currently doing federal contracting and has no relationships to start with.

Obviously, this is the hardest case scenario. If you already have a relationship when you get 8A certified, that's the only thing you're going to focus on is the relationship you have and the agency that. is with that relationship.

So to get on just a side point for a second, very common that when I'm doing an annual renewal for a client that they will have 70 to 90 percent of their revenue with one agency. So I was doing a renewal last week, the firm had 36 million in revenue, and a little over 30 of it was with the Army Corps. Very normal to see that kind of thing. Then they had a couple million in corporate work and a couple million with the Department of Forestry or something. Anyway, to see.

So that's because 8A is relationship based. You know, in the example I'm giving earlier, I get into the Department of the Interior. I do one job.

I do a good job. That contracting officer likes me. They refer me to the other contracting officers that they know, which, of course, is the Department of the Interior.

And it just builds on itself. So typically you're. successful 8As are working with just one federal agency or two, and they're building relationships within those agencies, getting competence built up within those people at the agencies so that they want to sole source work to them.

When that opportunity comes out, they have something they need done, they know they can just, you know, call Mark Ryan at Easy 8A and, you know, award him a contract and get it done. So that's the goal is to get in. to get in with an agency that's, you know, it's a good fit for you, uses 8A, then start building relationships within that agency. I get a fair amount of questions of how do I, you know, how do I create that initial phone call or that initial connection?

And that's a challenge. You know, I've just kind of gone through this example where, you know, maybe I've done my research and I've decided I'm going to go after the carbon interior first and see if I get anywhere. And then if I don't, you know, I'm going to give up and I'm going to go to the next best fit.

But I'm going to try Department of Interior for a couple of months before I quit and go on to the next one. I've got this list of 20 or 50 or 100 contracting officers, whatever it is. And yes, I'm going to start with that list. But before I even do that, I'm going to call the OSDBU office of the agency and see how they can help me. A lot of times, I say half the time, they're wonderful.

You know, they'll give you a meeting. They'll sit down with you, understand your capabilities, and they will at least... act like they're going to make an effort to disseminate your information and you know help make some connections for you at the very least you can almost always get a directory from them which is fantastic because half the time you only have somebody's name and email or name and phone you don't have both so anyway we're going to start with the osdago office we're also going to start by you know googling and getting any agency forecasts that we can find there's always an agency forecast out there sometimes they're a little old They're new, great, but that'll give you a couple more places within the agency that maybe you want to be making some initial contacts with. Then we're going to start calling them. And I know it's hard.

You call them, they don't answer, they don't answer. You leave a voicemail, they don't answer, don't answer, don't answer. So I get it. It's not uncommon to make 15 calls before I finally get the human.

I'm not going to leave voicemails every time. Probably by the fifth or sixth call, I'm going to leave a voicemail. Then I'm going to try another 10 times or so.

Eventually, I'm going to get the person. Um, and then I'm, you know, you have about 10 seconds to convince them that you're not a waste. Um, so you're going to call.

Call them up and say, I'm Mark Ryan with Easy 8A. I see that you awarded this 1-2-3 contract to ABC company last year. It looks like it has to do with whatever.

8A Consulting is just exactly what we do. I'd love to talk to you or the project manager about that. We've been doing some neat stuff in that space.

I have some ideas of how we could potentially help that out. That does a couple things very quickly. You know, it puts that contracting officer at the, you know, right off the bat, okay, this person did not call and say, I'm Mark Ryan with Easy 8A, we're 8A certified, how can you help me?

What do you have going on? What's coming up? That's like a disaster introduction.

And I tell you that, and I hear it all the time, you know, that's what people do. You know, we're 8A, you know, what do you got going on? Do you have any contracts?

You know, we do IT and can, you know, is there anything that maybe you could give us or talk to me about? And the person doesn't want to deal with you. You know, they don't want to put their neck out for you.

And you're clearly a novice. You know what you're talking about. And they just want to get you off the phone. So when you call up and you let them know, I'm not a waste of your time. I understand the contracts that are out there.

And I see this one and it's relevant. And it's relevant to me. And I know I can be helpful with it. And I'm telling you that I can provide value to your agency.

Then they want to take that five minutes or... three minutes, whatever it is, to tell you who you need to be speaking with. Because it's never them. It's almost always some program manager.

Then ultimately, when they say, yeah, you know, Bob handles that. We're in the wall. It's for his group. Here's Bob's phone number. That's all you really wanted.

Now you can call Bob up and say, Bob, all right, I'm awesome. We have some really innovative stuff in your space. I know you've got this contract coming up in, you know, six months or a year, whenever it renews.

I'd love to talk to you about how we can help you with that. And by the way, we're 8A, so, you know, you can be sure to actually get us. You know, when it goes out for bid, you don't have to worry that you're going to get some other company.

You know, and then you're building a relationship with Bob, you know, over the next six months. And ultimately, when he puts that, you know, he puts those requirements back to the contracting officer to get it put out for bid. You know, you're wanting him to shape it so that you're a good bidder on it. Or more importantly, you're wanting him to just ask the contracting officer to source it to you because. You've convinced him about your ideas and he wants you.

I know that first contract's tough, but putting the time in to get the relationships and to get the sole source will always be a better long-term value for you as an 8A certified firm. The companies that go out and do 10 different, that's a lot, let's say 6, 7, 8 different 8A contracts with 8 different agencies are rarely the ones that I see growing. You know, they're not developing relationships with those agencies. They're going off and doing a bunch of one-off contracts, and they're still beating their head against the wall three years later, putting out 30 bids a year to win 10. You know, they're set aside 8A, but they have a great win ratio. They're excited.

They're winning one out of every three, but they're not developing any relationships, and they're not getting the sole source work. When you're 8A... All you care about is sole source work. It's very efficient for you and it's high margin and it's replicatable. So I can tell you that top half of clients I have, all those clients that are doing six, seven million and more, it's all about getting into one or two agencies, doing a good job, building relationships and using that network.

So I did a renewal. It's probably been a couple months ago. client was working with the CDC, doing about $20 million a year with the CDC, and a couple million a year outside of the government, but the CDC is his only agency within the government.

And he said he's doing it all with just two contracting officers. You know, it's two relationships. So relationships, man, that's the key.

That really is the key to it when you have the AA, when you have that holy grail, when you have the ability for a contracting officer. just award you a contract. You would need to take advantage of that.

So that's the Cliff Notes version of how to market yourself as an 8A when you don't already have those relationships. Which is excellent because it reinforces the notion of you're creating your own ocean. And so when you create an ocean that's not bloody, you can charge more. They're going to want to come to you because they know, like, and trust you.

And it's powerful to have. two contracting officers under one agency opposed to constantly finding and going and bidding and yeah you win. But as you said, they're one-offs. That doesn't make for a strong business model.

You know, I'm curious, you know, while there's, you know, there's an application for all of these set-asides, what are some of the mistakes that you find business owners make during the application process, other than not hiring you? I mean, I was going to put that out there because remember I hired the obvious mistake and they got me my 8A over nine years ago. I've since graduated, but you know, and that's why I have Mark here because he changed my life. And to your point, we had one major client. We have several now, but we had one major client during the nine years.

Yeah. Oh, very common. You know, you ask what the biggest or most common mistake is with the application.

I don't know that there is one other than just not respecting it. By that I mean, I get a lot of these people that start it and then hire us to finish it. Because you get into it and realize, oh my god, this is overwhelming.

So I see a ton of these people that get into it and kind of 80% do it and then submit it. And the SBA just destroys it, you know, comes back. 30 questions and just almost tears it up.

So I guess being prepared to make the time commitment to do it is probably the biggest mistake. People think they can sit down and in a day or two do their 8a application and that's not and it's not going to happen. If you know if you're doing an 8a application without experience of doing them you know you need to set aside a couple weeks to really understand what they're asking for and get all those appropriate documents together and get it to them.

It's interesting how many denials I read a year. People get denied, they try to hire us to do the subsequent app, so I read a fair amount of denials. And I'd say 95% of those denials are denials that should not have happened, but the person didn't know how to present something.

and presented it in such a way that it was, you know, they could not certify it. You know, most common thing would be having bylaws or operating agreement if you're an LLC that has funny language in it. You know, they just made it funny.

By funny, I mean, you know, control language that the SBA is not going to allow. Language has control issues in it. So, or financial statements is another common one.

You know, they don't. quite understand what the balance sheet is, but they printed it off and they put it in there. And they didn't, you know, didn't realize that there was something on there that didn't follow proper accounting. And so the SBA reads it, denies the app and says, your balance sheet has a negative number on it. There should never be a negative number on here for an asset.

You're not following generally accepted accounting principles. We don't have confidence in your financials. So we're denying your app where, you know, It's so easy to just not know, submit something, and then, you know, you get a six-month setback because you get a denial, and now you've got to redo the whole application and wait the 90-day waiting period. So I don't, I don't know.

I don't know that I put it on any one thing, but... This is where I love to share one of my favorite kind of sayings and that is penny wise pound foolish where many go into this process thinking oh I can just contact my p-tag or my some local office or I can just do it myself and I get it. I'm not suggesting anybody go into debt or extreme debt.

When you go on this business journey as an entrepreneur You have to invest. So it's this is an investment so that don't submit something because you may not understand. That's why I hired them.

I didn't understand half these things. I didn't know and I didn't want to know. My expertise is not in applications.

It's in doing the thing and selling. And so while it may seem, oh, I'm going to save money. I don't have to pay out.

I can do it myself. But then all of these things that could have been prevented. They're not. Then you have to respond to all these 30 questions. Then you get an additional six months.

Then you get mad. Then you blame the government. Then you get mad again.

And then you submit it again. And you get more feedback. And before you know it, it's almost three years.

And you're Like I tried and we all try, but let's try and succeed. And that's what this channel is about, helping you succeed. So this is that chance and this opportunity to not be penny wise, pound foolish, but to invest if you're interested, for instance, in the 8-8 or any other set aside so that you get it and not be in a situation of, oh man, I still got to make changes. Just some of my thoughts on this.

You know, I'm also curious, Mark, when it comes to the different types of businesses, because some may think like, oh, maybe, you know, he's working with businesses that are already doing millions of dollars or have all these people, you know, it's just me. Should somebody who they're kind of, they're an entrepreneur, but it's just them, are they also a good candidate for the 8A program or any of the other programs? You know, I see it all in terms of applicants going after whether B8A or HubZone or any of it.

Really, what's important is the desire to do federal work more than the size of the company. I have, you know, let's say we do 400 applications a year between the various certifications and GSA contracts. I may have, you know, 100 of those companies be one-person companies. You know, that's common.

See it all the time. And then, you know, where they're doing $200,000 a year of revenue or $150,000 a year of revenue. If I had to say what a typical app is, it's probably, you know, a company with two or three employees.

That's probably the average app. When I have a client come in that's already doing two or three million a year, that's pretty rare. That might be in the, you know, 5% of the apps that, you know, that we see are companies that are already at that level of success.

Typically, we're seeing... You know, that client that's in that half a million or so in revenue, maybe a little more, and they're, you know, they're making that step to jump into federal contracting. That's kind of a typical one. But, you know, whether you're already at 10 million, it's never too late to start doing federal contracting.

You know, in most cases, it's going to help, you know, help any business out. The government procures just about everything. I don't, I can't think of something off my head where somebody calls in and says, no. Well, okay, home remodeling, I don't see much of that.

Home and construction, but not home remodeling. So if somebody calls me up and they're a bathroom person, you know, they remodel bathrooms, you know, they only do residential and say no, but just about everything else, you know, the government procures. So, you know, there's an enormous amount of opportunity out there.

And, you know, that's why we see companies from all sizes, you know, really taking advantage of the certifications and the contracts. And I can see why. I mean, given that you have 8A firms making, you know, on average or bringing in revenue-wise $9 million. I mean, even just going from maybe $100,000 to $600,000 is life-changing for many people. And of course, $9 million or, you know, the company where you did the renewals of $30 plus million.

I mean, it just shows, again, not only does the government buy so many things, but... The sky's the limit. Do you ever have those companies who graduate, who get too big per se, and are no longer eligible?

Absolutely. I have that. I have a client that I got certified about four years ago now, and it was the two guys making a computer program, essentially.

I don't remember the revenue. Less than half a million, significantly less, let's say two, three hundred thousand, not important, very small company. But they got 8A certified, they got an opportunity to go to the two different agencies, and they sold that business last year for a little over $22 million. Both are retired now. And so they were only in the program a little over three years, and, you know, got into two agencies, did very well in those two agencies, and are now...

On the beach. So, you know, I definitely see that. The company I told you about before that did 36 million last year, when they got certified about five years ago, that's a small construction firm, they were doing less than half a million a year.

So to see that kind of growth, you know, those are, of course, you know, success stories. Those are companies in the top 20 percent or so of 8A. But.

You know, I see it all the time. Half the firms that I work with by the time they're in their fourth or fifth year are typically, you know, at that six, seven million or more mark in federal contracting. It's very doable, very realistic. And do you find that it's.

Industry specific, is it that it tends to be those in IT construction or? Yeah, I do. It does. It does. And for a minute, I'm just going to talk about 8A, but because it does vary a little bit across the other certifications.

But in 8A, you see it very dominant in professional services, mostly IT and in construction. So constructions. Roughly 40% of all $88, and then IT is like right around that, another 40% or so, and I'm going to be off 5% or something.

But IT and construction are both massive. And then you have professional services right there. It's another 10% or so, and that can be all sorts of different consulting services and trainings, that kind of thing. Then you get down into staffing and janitorial and some others.

Those are all 3%, 4%, 5%. We're still talking billions of dollars a year. And then end of. you know 100 other small nace codes but definitely if you're in i.t or construction the 8a dominates in those areas and then you know it's a really great fit not to say it's not great for everyone you know i i have a client um did a few a food distribution business a couple years ago and the guy's literally a one person working out of his house doing i know two or three hundred thousand a year and you know selling food. And he gets 8A in this industry where when we're applying, the SBA is challenging us, do we procure this service in the 8A program?

Because he's one of like two or three 8A companies in the country that does this. Anyway, you know, five years later, he's doing 10 million a year through the program. So you see it, you know, it can be very successful for you, whether you're super niche or if you're in IT or construction, you know, When you're super niche, you're going to be probably the only A&A supplier there is, which puts you in a great spot. And sometimes it doesn't.

I mean, sometimes you're the only A&A supplier and they don't procure it. So I'm not saying it's the silver bullet if you're in a really unique service, but it can be. And I see it work out that way for companies regularly, as well as the construction and IT side.

PubZone does merit a mention because it is very dominant in. and janitorial, staffing, and facilities maintenance. Now, you know, and that's probably, between those three areas, you're probably half of all HUBZone contracts.

So, you know, if you're in one of those areas, that would probably be the first sort of, I mean, I'd look at 8A, of course, if you can get it, but I would make the effort to move to be in a HUBZone to qualify for that if I were in one of those industries. woman owned is and woman owned and veteran owned are really across i'm going to say they're much more even across all your industries but veteran owned is very very preferred by the va so when you offer a product or service that you know the va uses that's you know that veteran certification is a really great tool to have um you know i have quite a few veteran owned clients that only work with the VA, you know, and they're not 8A, you know, this isn't relationship based. I mean, it is, of course, to some degree, but they're having to low bid everything.

But, you know, getting in, if you're a veteran, you know, providing a service that a hospital would procure, you know, the VA is a terrific. It's the only place I'd be focused, really, if I had the Vagrant certification. All right. No, this is awesome because I found the same to be true because, for instance, there's an interview on my channel with Jerry. He's service disabled.

He does about $10 million a year, all with the VA. And this is just so vital because, again, we're encouraged. get a certification get a certification and what you have done is laid out the path you have provided the ways to literally like the app ways like you're in the car like to get the certification and you've provided the appropriate route based on industry you know kind of what you're interested in you know that understanding of it takes networking you're not just going to get contracts and I am just So I'll be ungrateful for this because this topic continues to come up again and again.

And I again know what the 8A will do for your life and how it just changes so many things. But at the same time, it may not be for everyone and you may not qualify. And that's why they need.

need an expert like you. So, Mark, I was so grateful for you to be here. And please share, how can everyone, how can they get in contact with you? What's the best way for them to connect?

EZ8A.com. That's the two letters, E-Z, EZ8A.com. But you go on there, we have all our various products and services on there.

We do have a GSA website as well, which is GSAschedulecontract.com. But All that information is also on the EZ8A site. So EZ8A.com will get you all the information on us.

Which is awesome. And I also just want to add that Mark is not just some average, hey, I have a company selling you a service to apply for one of these set-asides. As he said, he is an SBA subject matter expert for them.

This is huge. So go to the website. Connect. Make sure you comment.

Hit the notification button, y'all. Share. Like.

There's so many gems here. I already know. And you know I brought him here because you guys know already that everything is possible. And that's why he's here, because that's what happened to me. And I'm so grateful again.

And tell them one more time where to go, which websites to go to. Go to EZ8A.com. Yes.

Go to EZ8A. Please do that. And again, comment, like, subscribe, hit the notification button. And I adore each and every one of you because y'all know everything is possible. Take care, everyone.

Transcript for:GovCon Certifications and Business Growth Strategies

Transcript for:
GovCon Certifications and Business Growth Strategies