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Thriving Amidst Uncertainty:
Strategies For Success
In today's political climate, marked by rapid and often unpredictable changes, business owners may feel overwhelmed. However, it's crucial to approach these challenges with a positive mindset and a strategic plan. Here are some tips to help small businesses thrive despite the "shock and awe" tactics we've been experiencing.
In a recent training, Joshua Franks, Founder, RMS Federal, a 35 year veteran, and expert in government sales strategy states that,” if you focus on the chaos, your company will wither and die. If you focus on business fundamentals and filling your pipeline, your company will not only survive, but thrive. To do this companies will need to bridge business strategy with federal sales strategy – mindset, marketing and business development.”
For most businesses the four fundamentals are sales, marketing, strategy and leadership. But in the current environment mindset is also important. By focusing on the fundamentals, you can zero in on your strengths as a business owner – and the strengths of your team. Here are some key strategies to help your business thrive amidst political uncertainty.
Sales Strategy
Sales is the lifeblood of any business. In a competitive marketplace you should focus on what sets your company apart from other competitors, including unique features, success stories and testimonials. Highlight those unique qualities in your marketing materials and proposals and tie them to your target agencies' missions. When a contracting officer issues a request for proposal (RFP) they are looking for a solution to a problem. Why is your solution the best offering to meet their needs?
Marketing
Another tip from Joshua Franks is, “don’t market what you sale, market the value.” Focus on developing a clear marketing model that generates interest and grows awareness of your business on a consistent basis. One of the primary marketing tools in government contracting is your company’s capability statement. Use it as one of the tools that showcases your company’s value.
Business Development
In government contracting building a pipeline of opportunities is essential. Poonam Gupta, President of Iyka Enterprises has been successful in landing government contracts. She says two keys to her success has been finding high-value contracts before they hit SAM.gov; and building agency relationships before the RFP drops. She says, "your pipeline of opportunities should include short, medium and long term targets."
Mindset - Maintain a Positive Perspective
Finally, maintaining a positive outlook is essential. While political uncertainty can be daunting, focusing on business fundamentals and staying resilient can make a significant difference. Embrace change as an opportunity for growth and innovation.
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Success Story
Desi Evans, Owner,
Dolche Truckload Corporation
Dolche Truckload Corp, a privately owned, asset-based freight transportation company, has been a beacon of reliability and growth since its inception by Desi Evans in 2010. Headquartered in Illinois, Dolche Truckload Corp has expanded from a single-truck operation to a robust fleet of over 70 trucks and nearly 90 trailers, serving clients across the continental United States. Specializing in full truckload (FTL) freight services, the company is known for its commitment to safety, customer service, and transparency, consistently delivering performance through its fully owned and operated fleet.
At a critical juncture, Desi sought to expand into government contracting and reached out to the IL APEX Accelerator @ WBDC for guidance. She worked with Donna Beasley in 1-on-1 advising sessions to learn about getting her business certified and the best government procurement practices. Then, the APEX team identified an opportunity with Crowley Transportation, who was awarded a significant contract by the Department of Defense Freight Transportation Service (DFTS). Connecting the two organizations together, the APEX team guided Dolche Truckload Corp through the process of becoming a subcontractor, and as of February 2025, the company is an approved certified small business carrier for Crowley Transportation and has completed onboarding to be a carrier for FEMA.
The IL APEX Accelerator @ WBDC also provided advanced training through their FEDCon program. The program demystified federal agency protocols and connected Dolche Truckload Corp to valuable resources, enhancing their credibility in government contracting. Looking ahead, the company is investing in compliance technology, modernizing their fleet, and expanding their team to meet federal contracting demands. With a solid foundation and strategic positioning, Dolche Truckload Corp is ready to scale and establish itself as a trusted leader in government logistics.
“The IL APEX Accelerator @ WBDC has been a true catalyst in the growth and transformation for Dolche Truckload Corp… [they] gave us a competitive edge—not just by helping us qualify for opportunities, but by ensuring we were truly ready to perform at the highest level once awarded,” Desi said.
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Government
Contracting
News
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Major Changes to Both SBA and GSA
There are many changes that are likely to impact federal government contracting procurement and are raising concerns among small federal contractors. The first is the cutting of 43% of Small Business Administration (SBA) staff; and then tasking the agency to take on the responsibilities of student loans. This will mean less service for small government vendors.
The second change is the President’s executive order to consolidate federal procurement of domestic goods and services under the General Services Administration (GSA). This means that a business that wants to sell products or services to the government will need to be on the GSA schedule. A GSA executive announced on March 20th that the agency will likely grow four-fold and manage about $400 billion in government contracts once the consolidation is complete according to a report in NextGov. For more information on how to get on the schedule visit the GSA website or make an appointment with your APEX Advisor: https://wbdcscheduling.as.me/DonnaBeasley
The APEX Accelerator at WBDC is monitoring these changes as they unfold. Look for more updates on these important changes.
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How Government Agencies Are Using AI in Procurement:
A Guide for Small Businesses
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Artificial intelligence (AI) is revolutionizing government procurement processes, offering significant opportunities for small businesses. Here’s how AI is being utilized and what small businesses need to know.
Streamlining Procurement Processes
Government agencies are leveraging AI to automate and streamline procurement processes. This includes automating routine tasks such as data entry, document validation, and compliance checks. For small businesses, this means faster processing times and reduced administrative burdens.
Enhancing Decision-Making
AI systems are being used to analyze vast amounts of data to support decision-making in procurement. These systems can identify patterns and trends, predict future needs, and optimize procurement strategies. Small businesses can benefit from more transparent and data-driven procurement decisions, potentially increasing their chances of winning contracts.
Reducing Vendor Lock-In
Reducing vendor lock-in refers to minimizing dependency on a single supplier or vendor for products or services. New AI guidelines emphasize reducing vendor lock-in by promoting competition and transparency. This is particularly beneficial for small businesses, as it opens up opportunities to compete on a level playing field with larger companies. A competitive marketplace often leads to better pricing and improved quality of goods and services.
Supporting Innovation
The government’s pro-innovation stance encourages the adoption of cutting-edge AI technologies. Small businesses that specialize in AI or related technologies have a unique opportunity to showcase their innovations and secure government contracts.
Ensuring Compliance and Security
AI systems are designed to ensure compliance with regulations and enhance security. For small businesses, this means that they can trust the procurement process to be fair and secure. They can confidently engage in government contracts without worrying about compliance issues.
In summary, AI is transforming government procurement by making processes more efficient, transparent, and competitive. Small businesses stand to gain significantly from these advancements, with increased opportunities to participate in government contracts and showcase their innovative solutions. Embracing AI in procurement can help small businesses thrive in a rapidly evolving marketplace.
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Cook County Office of the Chief Procurement Officer
Bid Opportunities
Cook County uses the Bonfire Vendor Portal, an online procurement system, to post contract opportunities and receive responses. Vendors must register in Bonfire to receive notices of OCPO contract opportunities. Once registered in Bonfire vendors will be able to:
- View and download solicitations
- View in real time the list of firms that have downloaded a solicitation
- Submit a Bid, Proposal, or Qualifications in response to a solicitation directly in the browser and;
- Submit questions directly to the buyer on a specific solicitation
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K-Five Construction Westmont, IL- Heavy Highway Contractor seeks Disadvantaged Business Enterprises (DBE) On Road Construction Projects.
DBE companies interested should contact K-Five Construction for bidding and plan information: estimating@k-five.net
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City of Chicago Procurement | Bid Opportunities
The Department of Procurement Services (DPS) is the contracting, certification, and compliance authority for the City of Chicago. DPS maintains the highest commitment to diversity, transparency, and innovation while continuously expanding the resources and programs that empower citizens to become involved in the contracting opportunities available at the City.
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Chicago Transit Authority | Procurement Link
B25OP03615 - Invitation for Bids (IFB) Provide Snow Removal Services on an as-needed basis for period of up to 36 months. Due: May 2, 2025. And several other bid opportunities available through procurement link.
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Chicago Public Schools | Procurement Link
25-972 - Sale of Surplus Chicago Public Schools Real Estate: 21 Closed School Sites. Close date: May 30, 2025. And several other bid opportunities available through procurement link.
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U.S. Army Intelligence Integration Center| Bid Opportunities
The Army Artificial Intelligence Integration Center (AI2C) is seeking artificial intelligence research and development whitepapers and proposals in support of new technologies like Autonomous Platforms, Artificial Intelligence and Machine Learning Algorithms (AI/ML), Human-AI Integration, Synthetic Environments and more.
Due: June 16, 2025 Learn More at SAM.gov
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Crossland Construction - Shawnee Heights Fire Station|
Invites you to bid on Trade Contract 13A . Scope of work including, but not limited to: Complete, single source, turnkey furnish and erection of the Pre Engineered Metal Building. Location: 2626 SE Shawnee Heights Road, Tecumseh, KS 66542
For more information: Kenny Harter khartter@crossland.com
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Join NAWBO Chicago and women business owners from Chicagoland, Wisconsin and Northwest Indiana for Women Mean Business® – NAWBO Chicago’s Regional Entrepreneurial Conference & 42nd Annual Fundraiser on Thursday, April 25 from 8:00 am to 6:00 pm at the DoubleTree by Hilton in Oak Brook. Women Mean Business® focuses on inspiring female entrepreneurs to make investments in themselves and grow their businesses. For more information visit: https://nawbo.org/chicago/
| | Public Building Commission of Chicago’s Compliance Team's Construction Trades Community Hiring Event for the Beaubien Woods Project. Event will be at the Altgeld Library at 955 E. 131st Street on Wednesday, April 23,2025 1:00pm-4:00pm and Friday, April 25,2025 1:00pm-4:00pm. | |
Government Contracting Beginner's Boot Camp
Tuesday, May 6, 13, 20 & 27, 2025 | 11:00 AM - 12:00 PM CST
Join the Government Contracting Beginner’s Bootcamp hosted by the Illinois Apex Accelerator at WBDC every Tuesday at 11:00 am; for four dynamic sessions, each packed with invaluable insights and strategies to help you navigate the world of government contracting with confidence.
Week One - Introduction to Government Contracting
Week Two - How to Research to Find Contracting Opportunities
Week Three - Tips to Create or Improve Your Capability Statement
Week Four - How to Create a Government Marketing Strategy for your business
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Access to Capital Direct Lending
Tuesday, April 22, 2025 | 11:00 AM - 12:00 PM
Securing capital may be an important step in fueling your business’ growth. The Access to Capital team is holding an information session on the Direct Lending Program, an alternative capital option for good businesses and owners with less-than-perfect credit history. Join us for an informational webinar to learn more about the Direct Lending Program, borrower eligibility and other requirements. Register now!
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The Illinois APEX Accelerator at the Women’s Business Development Center (WBDC) is provided through a cooperative agreement with the Department of Defense (DoD). Program support is made possible by the Illinois Department of Commerce and Economic Opportunity (DCEO) and the Women’s Business Development Center.
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