I have a lot of fun being Guy. This is not a recent development though, it started when I was in my thirties, and continues today. Part of the fun includes my nicknames, past and present.

Depending on when our lives intersected, personally or professionally, I am Guy, T, T-Lake, JustSomeGuy, Professor, TheASBCGuy, or Go-To-Guy. The last one was given to me in the mid-1990’s by Navy Seabees, and Air Force and Marine Corps aviation elements I was supporting. I am each one of those nicknames, plus others known only to family members, and some of my closest friends

For this piece, I am talking about which Guy (or guy’s ) I am or am not, as it relates to Federal Contracting.

I am not the Guy that will lead you to believe receiving awards in Federal Contracting is an inheritance because the work being done is not about the Government owing someone. The only thing owed is payment for quality products and services, and timely delivery when vendors earn an opportunity to fulfill federal agency requirements.

Looking for a participation trophy? This ain’t the place and I’m not the Guy to help further that mindset. The closest you will get to “everyone gets a trophy” will be an agency-specific or multi-agency multiple-award contract or MAC. Think of the GSA Schedule, one of the GSA, NIH, or NASA GWACs, or similar. Here’s the trick. That MAC award will be nothing but a conversation piece for companies with a participation trophy mindset since the likelihood of winning any work on the contract is, well, unlikely.

Optimistic about the results of the latest SBA Small Business Procurement Scorecard? Enthralled by the highly questionable “A Grade” the Government has given itself? I am definitely not the Guy that will fill your head with all of the victories you will achieve because you have one or more small business designations. You know, Small Business, 8(a), WOSB, SDVOSB, HUBZone, etc? Here’s why:

1. There isn’t a Customer in the federal sector that cares about your small business status. In the spirit of Obi-Wan Kenobi, these aren’t the droids you’re looking for. The one’s you seek are the Buyers and Small Business Officials.

2. Your designations mean nothing if you don’t (or can’t) convince Customers and Buyers you can get the job done.

If you define your company and its offerings by your small business designations, versus the knowledge and expertise you bring to the table, don’t expect many meaningful conversations, or contract awards.

Starting a company in a field in which you have little knowledge and less experience because you heard on YouTube that’s a viable plan? I am the Guy that will tell you to take that somewhere other than Federal Contracting. This is not your proving ground. There are too many things at stake, such as the U.S. Economy, and the well-being of Federal First Responders, Military Members and more. Trying to diversify your customer base? Achieve more consistent and long-term revenues? There’s nothing wrong with that as long as your list of must-have’s and must-do’s includes delivering products and services that contribute to improved performance for federal agencies. Anything less is unacceptable.

I am THAT Guy whose team will empower you with ground truth knowledge and skills so you can plan, execute, and thrive in the Federal Sector. Are you ready?

Peace, Health, and Success,

Go-To-Guy Timberlake

For a PDF of this blog click here.