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GovCon Wingman™ Membership

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GovCon Wingman™ provides advice and education to and for growing small business leaders in government contracting through expert insights, ever-expanding personal and professional networks and real-world education and strategies.

What's a Wingman?

According to the U.S. Air Force, the traditional military definition of a "Wingman" refers to the pattern in which fighter jets fly. There is always a lead aircraft and another which flies off the right wing of and behind the lead. This second pilot is called the "Wingman" because he or she primarily protects the lead by "watching his back.

More specifically, the wingman's role is to add an element of mutual support to aerial combat. The presence of a wingman makes the flight both offensively and defensively more capable by increasing firepower and situational awareness, permitting the attack of enemies, and increasing the ability to employ more dynamic tactics.

About GovCon Wingman™

The GovCon Wingman™ program is based on the principles of our 'watching the back' of business leaders who engage us to help them 'increase their firepower and situational awareness' as they:

  • assess the federal marketplace to determine the scope of relevant opportunities;
  • collect and leverage market and competitive intelligence to select viable approaches;
  • develop Government and Industry relationships necessary to bolster access and insights to customers and opportunities;
  • identify, qualify and pursue contract and subcontract opportunities the result of scalable, practical and persistent marketing and business development processes.

Who Participates?

While the program is ideally based on 1-on-1 interactions between the principal decision-maker and the GovCon Wingman Advisor, some principals have purchased the GovCon Wingman™ program to provide support for other key executives or managers in their organization.

How It Works

At its core, GovCon Wingman™ is very simply a resource that is 'standing by' to assist business leaders in government contracting with making decisions. Like owners and executives everywhere, our goal is achieving goals while mitigating as much risk and cost as possible. The GovCon Wingman™ Advisor is also a source of referrals for service providers, customers,  partners and even other advisors, as needed.

Each New Engagement Includes:

Capture Information. Understand Capabilities and Goals. (Assessment) 

We want to get to the 'doing stuff that leads to revenue' part of the relationship as quickly as possible which means we need to start by acquiring knowledge of the business leader's goals and objectives as they relate to doing business with U.S. Government agencies and their contractors. We begin with an assessment to understand the organization's:

  • Customers - who are the organizations and people that represent current/prospective buyers, decision-makers, end-users and partners for the current offering(s)?

  • Relationships - which already developed relationships will be useful in attaining organizational objectives, and what other relationships are needed?

  • Opportunities - what defines a viable opportunity for the organization's offerings and what process is in place to manage prospects, leads and opportunities?

  • Products/Services - what is the company selling? where can it be delivered? how is it priced/sold? how do prospective customers hear of the company offering?

Simultaneously we capture a 12-month snapshot of strategic objectives and priorities to use in establishing GovCon Wingman™ program goals that are aligned to the organizations Customers, Opportunities, Products, Services and Priorities.

Tactics, Tools, Resources and Context. (Education and Training)

Many business leaders in government contracting don't suffer from a lack of intelligence, vision, gumption or perseverance. However, quite a few have never participated in or been responsible for developing and executing marketing, business development and capture strategies, or conducting market research to develop information to support decision-making associated with government contracts and subcontracts.

Each GovCon Wingman member will participate in semi-formal group and individualized training based on our flagship education and training program, Ethical Stalking for Government Contractors™.

GovCon Wingman Progress Updates (Communications)

During the intake and assessment process we'll also schedule twice monthly 45 minute video chats or phone calls to discuss:

  • the status of Customer, Relationship, Opportunity, Products and Services activities;

  • new developments; 

  • current priorities, and;

  • establishing new short and long-term objectives. 

GovCon Wingman™ Advice and Insights

Good communications are key to building and sustaining relationships, which is why we opt for frequent and thorough discussions to ensure accuracy and consistency in what we say and what we hear. Through the GovCon Wingman™ program we bring 3 decades of hands-on and front line experience supporting requirements of civilian, defense and intelligence agencies to include business operations and mission-related activities. While we possess a solid and broad base of knowledge and insights, of equal and greater value is our ability to leverage the valuable expertise of other thought-leaders with whom we've developed relationships. If you already have trusted resources to assist you with specific parts of your business, no problem. If you don't, leverage ours!

GovCon Wingman™ Relationships

While he had conveyed this sentiment to us many years ago, in his July 2015 Washington Technology article, Mark Amtower, the 'Godfather of Government Marketing' shared: 

"I am not a fan of the phrase “it’s not what you know, it’s who you know.” For me, that is an incomplete formula. Without a doubt, this is a relationship-driven market. Who you know and how they know you can expedite introductions, meetings, subcontracting roles and much more."

In addition to making our network available in order to establish highly-qualified introductions, we'll focus on helping participants find and exploit their inner thought-leader to maximize how they are seen and by whom, as part of their organization's efforts to create awareness with potential customers and partners.

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The American Small Business Coalition, LLC  PO Box 2786 Columbia MD 21045


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