Episodios
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"What we focused on and what I've focused on for years is how to take what is current and supply as many benefit options into the plan as possible." Today, I’m talking about the impact of technology integration and the control of healthcare costs, emphasizing the opportunity for employers to provide quality benefits and maximize employee choices.
This is the GovCon Secrets Podcast, your host Jim Campbell will take a deep dive into the Government Contracting space where you’ll hear from a variety of expert guests on strategy, pricing, and business tactics all to save you A TON OF MONEY.
Timestamps:
(1:19) Rapid shift to tech-driven benefits, importance of keeping pace.
(2:40) Connecting tech, options, and future of employee benefits' sustainability.
(3:52) Breaking free from limited choices, controlling benefit programs.
(5:04) Impact of vertical integration on healthcare choices, cost, alternatives.
(6:39) Effects of rising fringe rates on service contracts, benefit options.
(8:00) Opportunities from higher fringe rates for diverse benefits.
Connect with Jim on LinkedIn! | Check out AXIM Fringe Solutions Group!
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“Our mission is to bring more context is to help those two sides understand each other.” In today’s episode, I’m joined by Kevin Jans, President at Skyway Acquisition and Podcast Host of The Contracting Officer Podcast, to discuss bridging the gap between government contracting and industry. They discuss the importance of understanding both sides and how communication can help both parties succeed in the GovCon market.
This is the GovCon Secrets Podcast, your host Jim Campbell will take a deep dive into the Government Contracting space where you’ll hear from a variety of expert guests on strategy, pricing, and business tactics all to save you A TON OF MONEY.
Timestamps:
(2:00) - Understand both sides of contracting.
(10:37) - GovCon complexity creates challenges.
(16:02) - Adapt to change.
(24:20) - Proof of value is essential.
(31:16) - Target strengths, document accomplishments.
(40:47) - Help contractors make informed decisions.
(54:50) - Understand government contracting.
Connect with Jim on LinkedIn! | Connect with Kevin on LinkedIn! | Check out AXIM Fringe Solutions Group! | Check out The Contracting Officer Podcast
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“When everybody is aware and is invested, it really turns out amazing for the communities.” In today’s episode, I’m joined by Maryal Concepcion, Owner & CEO at Big Trees MD; Host of My DPC Story, to discuss the evolution of benefits and the future of Direct Primary Care (DPC). Dr. Concepcion shares her expertise and insights on why DPC is becoming increasingly popular in the industry.
This is the GovCon Secrets Podcast, your host Jim Campbell will take a deep dive into the Government Contracting space where you’ll hear from a variety of expert guests on strategy, pricing, and business tactics all to save you A TON OF MONEY.
Timestamps:
(2:06) - Growing DPC; Medical system needs reform.
(9:49) - Personalized, accessible healthcare via DPC.
(14:43) - Cost-saving and convenient healthcare.
(22:05) - DPC saves money and improves care.
(30:21) - Alternative healthcare models; building DPC networks.
(40:06) - Direct primary care is appealing.
Connect with Jim on LinkedIn! | Connect with Maryal on LinkedIn! | Check out AXIM Fringe Solutions Group! | Check out Maryal’s Podcast “My DPC Story”!
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“You need to be in it for the long haul.” In today’s episode, I’m joined with Aubrey Gainfort, a contracting officer at the Transportation Security Administration and host of the podcast Breaking the Standard, to talk about the challenges and opportunities for small businesses in government contracting, including the importance of market research, understanding the evaluation process, and navigating protests. We also discuss the impact of end-of-fiscal-year procurement and offer tips for small businesses to stay informed and competitive.
This is the GovCon Secrets Podcast, your host Jim Campbell will take a deep dive into the Government Contracting space where you’ll hear from a variety of expert guests on strategy, pricing, and business tactics all to save you A TON OF MONEY.
Timestamps:
(3:23) - Contractors research impacts partner choice.
(9:47) - Protesting requires careful consideration of valid points.
(18:00) - Research and preparation essential for finding opportunities.
(22:00) - Gov't contracting is a marathon, not a sprint.
(26:00) - Subcontracting gains past performance experience.
(29:54) - Aim to help companies avoid pitfalls and achieve success.
Connect with Jim on LinkedIn! | Connect with Aubrey on LinkedIn! | Check out AXIM Fringe Solutions Group!
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"The biggest no-no I think is really not asking for help.” In today’s episode, I guest on Breaking the Standard Podcast with Aubrey Gainfort to talk about the practical application of benefits and navigating between contract and benefit requirements.
This is the GovCon Secrets Podcast, your host Jim Campbell will take a deep dive into the Government Contracting space where you’ll hear from a variety of expert guests on strategy, pricing, and business tactics all to save you A TON OF MONEY.
Check out Breaking the Standard Podcast HERE!
Timestamps:
(2:39) - Equal opportunity for employee benefits.
(7:25) - Benefits compliance is crucial.
(11:45) - Don't trust everything you read.
(15:41) - Cut through sales BS.
(25:24) - Don't be afraid of SCA.
(29:30) - Small businesses should support each other
Connect with Jim on LinkedIn! | Connect with Aubrey on LinkedIn! | Check out AXIM Fringe Solutions Group!
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"We want this connection to be transparent and open and trusting because with that makes things better all around." In today's episode, we're joined by Teresa Moon, to discuss funding challenges for small businesses in the government contracting industry and the importance of being a connector in the GovCon space. We also discuss the unique consultative approach of Parabilis in helping small businesses grow in the industry, as well as the taboo subject of funding and the need for transparency and open communication in the lending process.
This is the GovCon Secrets Podcast, your host Jim Campbell will take a deep dive into the Government Contracting space where you’ll hear from a variety of expert guests on strategy, pricing, and business tactics all to save you A TON OF MONEY.
Timestamps:
(2:20) - Teresa's entry into GovCon & founding Parabilis
(12:17) - Small business funding challenges; trust in client relationships
(23:22) - Importance of learning & relationships in GovCon
(35:10) - GovCon's challenges teach valuable lessons
(41:43) - Don't waste contract years; develop business & marketing strategies
(50:19) - Find bankers who understand GovCon; contracts are strengths, not liabilities
Connect with Jim on LinkedIn! | Connect with Teresa on LinkedIn! | Check out AXIM Fringe Solutions Group!
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"The more info and the more innovative resources you can bring to the table, the better." In today’s episode, I guest on #RockstarsRocking with Eric Silverman with Patrick Moore to talk about the importance of understanding the GovCon compliance space and how independent brokers can benefit from partnering with companies. This is part 2 of the interview.
This is the GovCon Secrets Podcast, your host Jim Campbell will take a deep dive into the Government Contracting space where you’ll hear from a variety of expert guests on strategy, pricing, and business tactics all to save you A TON OF MONEY.
Watch the episode on Eric Silverman’s YouTube Channel!
Timestamps:
(1:20) - How AXIM started and its journey to the space
(6:55) - Jim & Pat’s advice for new advisors/brokers/consultants
(13:22) - Avatar client: GovCon or broker partner?
(18:23) - Why you should attend the Maximize Conference
(23:52) - Final thoughts from Jim & Pat
Connect with Jim on LinkedIn! | Connect with Patrick on LinkedIn! | Connect with Eric on LinkedIn! | Check out AXIM Fringe Solutions Group!
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"The rest of the industry is pretty opaque. It's worse." In today’s episode, I guest on #RockstarsRocking with Eric Silverman with Patrick Moore to talk about our military backgrounds, our paths to the insurance industry, and our current work in creating a transparent and data-driven benefits platform for government contractors. This is part 1 of the interview.
This is the GovCon Secrets Podcast, your host Jim Campbell will take a deep dive into the Government Contracting space where you’ll hear from a variety of expert guests on strategy, pricing, and business tactics all to save you A TON OF MONEY.
Watch the episode on Eric Silverman’s YouTube Channel!
Timestamps:
(2:13) - Patrick and Jim's military background
(10:00) - Insurance and GovCon industry entry
(14:18) - TrueCare's background
(18:10) - Increasing stability from a financial standpoint
(20:05) - Starting a business during a pandemic
(22:22) - Meeting and discovering shared industry experiences
Connect with Jim on LinkedIn! | Connect with Patrick on LinkedIn! | Connect with Eric on LinkedIn! | Check out AXIM Fringe Solutions Group!
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"We've grown so much more than just compliance." In today’s episode, I guest on Kizzy Parks’ show to talk about the importance of understanding government contracting requirements and offer solutions for managing HR, compliance, and benefits in the industry. I also emphasize the need for companies to prioritize employee well-being and offer tips for preparing for healthcare costs and cash benefits.
This is the GovCon Secrets Podcast, your host Jim Campbell will take a deep dive into the Government Contracting space where you’ll hear from a variety of expert guests on strategy, pricing, and business tactics all to save you A TON OF MONEY.
Watch the episode on Kizzy Parks’ YouTube Channel!
Timestamps:
(1:54) - Jim’s Background & how he got into the space
(7:29) - Contractors need help managing bids
(12:39) - Tips for preparing for healthcare costs
(17:37) - Fringe benefits required for employees
(21:28) - Contracts evaluated based on the lowest cost
(24:42) - Engaged employees are vital in a competitive market
Connect with Jim on LinkedIn! | Connect with Kizzy on LinkedIn! | Check out AXIM Fringe Solutions Group!
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“Benefits are a negotiable operating expense we can't do anything about. It's just a given that that healthcare paradox.”
In today's episode, we're joined by guests Lou Bernardi and Andy Neary to talk about the complexities of the government contracting industry. They also talk about understanding the industry, crafting a message, and listening to prospects' problems to uncover opportunities.
This is the GovCon Secrets Podcast, your host Jim Campbell will take a deep dive into the Government Contracting space where you’ll hear from a variety of expert guests on strategy, pricing, and business tactics all to save you A TON OF MONEY.
Timestamps:
(2:21) - Benefits compliance and GovCon in NY
(8:35) - Leveraging benefits to solve business problems
(17:16) - Partnerships for revenue in GovCon
(27:43) - Using data to lower costs for employers
(35:26) - Dangers of ego and prospecting in Finance
(39:24) - Benefits of national health plans and fiduciary responsibility
Connect with Jim on LinkedIn! | Connect with Patrick on LinkedIn! | Connect with Lou on LinkedIn! | Connect with Andy on LinkedIn! | Check out AXIM Fringe Solutions Group!
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"Most advisors, whether you're in GovCon or not, are getting bad advice from a broker with the wrong incentives." In today's episode, we're joined by Alexa Baggio, to discuss the challenges of employee benefits and the problems with the current broker and consultant system. She emphasizes the need for employers to take ownership of employee benefits and create a better experience for employees in order to stay competitive. This is part 2 of the interview.
This is the GovCon Secrets Podcast, your host Jim Campbell will take a deep dive into the Government Contracting space where you’ll hear from a variety of expert guests on strategy, pricing, and business tactics all to save you A TON OF MONEY.
Timestamps:
(2:37) - Challenges with brokers in GovCon
(4:41) - The rise of voluntary benefits
(15:47) - The challenges of insurance brokerage
(20:47) - The future of employee engagement
(26:05) - Maximizing technology for GovCon budgets
(31:40) - Building a nimble HR tech system
Connect with Jim on LinkedIn! | Connect with Alexa on LinkedIn! | Check out AXIM Fringe Solutions Group! | dobenefitsbetter.com
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"We've got an access to information and an accessibility problem in benefits." In today's episode, we're joined by Alexa Baggio, to discuss the broken system of employee benefits and the need for a better way to communicate and market them to employees. Alexa shares the backstory of how she founded Showcase, a platform that aims to solve the problem of employees not knowing about their benefits and HR people lacking the tools and skills to market them effectively. This is part 1 of the interview.
This is the GovCon Secrets Podcast, your host Jim Campbell will take a deep dive into the Government Contracting space where you’ll hear from a variety of expert guests on strategy, pricing, and business tactics all to save you A TON OF MONEY.
Timestamps:
(3:21) - How Alexa started Showcase
(7:37) - Challenges of marketing employee benefits
(12:04) - Discovering hidden nutrition program
(17:36) - The moment Alexa realized the system needs to change
(25:14) - Communication strategy failures in business
(30:30) - Improving communication engagement
Connect with Jim on LinkedIn! | Connect with Alexa on LinkedIn! | Check out AXIM Fringe Solutions Group! | dobenefitsbetter.com
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“You can't chase the next shiny thing. You can't chase it and you have to learn about it.” In today's episode, we're joined by Andrea Graves and Patrick Moore to share their experience working with government contractors in the employee benefits industry. They discuss the challenges and frustrations of the brokerage industry in GovCon, the importance of understanding and educating clients about their benefits, and the trial-and-error nature of finding the right solutions in a constantly evolving industry.
This is the GovCon Secrets Podcast, your host Jim Campbell will take a deep dive into the Government Contracting space where you’ll hear from a variety of expert guests on strategy, pricing, and business tactics all to save you A TON OF MONEY.
Timestamps:
(0:56) - Frustration with lack of focus by the outside brokerage community
(8:47) - Benefit literacy in the US and first-year education
(13:12) - Vetting vendors and solutions in the industry
(16:29) - HR director's understanding of benefits for the company
(25:01) - Brokers' willingness to take less for the same work
(28:16) - Staying in GovCon & final thoughts
Connect with Jim on LinkedIn! | Connect with Andrea on LinkedIn! | Connect with Patrick on LinkedIn! | Check out AXIM Fringe Solutions Group!
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"Government contracting is absolutely, without a doubt, one of those areas you either are gonna be able to make an impact right away, or you're gonna get told hit the road."
In today's episode, we're joined by Andrea Graves and Patrick Moore to share their experience working with government contractors in the employee benefits industry. They discuss the unique challenges and opportunities that come with providing benefits to these types of clients, as well as the importance of understanding their specific acronyms and terminology. They also cover the importance of risk mitigation and thinking long-term in cost control for these clients.
This is the GovCon Secrets Podcast, your host Jim Campbell will take a deep dive into the Government Contracting space where you’ll hear from a variety of expert guests on strategy, pricing, and business tactics all to save you A TON OF MONEY.
Timestamps:
(1:57) - Andrea's background in benefits, and learning about GovCon space
(7:58) - Pat's experience working with GovCon and brokers
(13:07) - Changes when building GovCon benefits, & understanding GovCon contracts
(18:12) - Interactions with brokers in panic mode, needing help
(20:09) - Life in a typical agency, finding resources for GovCon clients
(23:11) - Interactions with brokers with limited knowledge and relationships
Connect with Jim on LinkedIn! | Connect with Andrea on LinkedIn! | Connect with Patrick on LinkedIn! | Check out AXIM Fringe Solutions Group!
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"I can't help but see the numbers as people." In today’s episode, we’re joined by CaRessa Hutchinson, CEO of ModRN Health, to discuss the importance of understanding user needs and the challenges in healthcare literacy. She also talks about the benefits of having a team to answer employee questions and educate them, and the impact of following up with patients to prevent mistakes and potentially save lives. This is part 2 of the interview.
This is the GovCon Secrets Podcast, your host Jim Campbell will take a deep dive into the Government Contracting space where you’ll hear from a variety of expert guests on strategy, pricing, and business tactics all to save you A TON OF MONEY.
Timestamps:
(2:16) - Healthcare navigation; only directed to profitable plan pieces
(8:36) - Follow-up crucial to prevent relapse
(14:52) - Partnering with ModRN Health saves lives and money
(19:42) - Educating clinicians creates patient advocates
(22:25) - 50-60% of patients haven't seen primary care doctor in years
(25:20) - Future of ModRN Health and progress predictions
Connect with Jim on LinkedIn! | Connect with CaRessa on LinkedIn! | Check out AXIM Fringe Solutions Group!
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"I think a huge misconception is that it's just uneducated people or it's just people with financial burden. That is not the case…” In today’s episode, we’re joined by CaRessa Hutchinson, CEO of ModRN Health, to discuss how they are approaching the benefit space and helping people navigate the healthcare system. She also touches on the lack of trust in the system and the need for better education and advocacy. This is part 1 of the interview.
This is the GovCon Secrets Podcast, your host Jim Campbell will take a deep dive into the Government Contracting space where you’ll hear from a variety of expert guests on strategy, pricing, and business tactics all to save you A TON OF MONEY.
Timestamps:
(1:53) - Getting to know CaRessa and ModRN Health
(6:01) - Barriers to success, lack of health literacy, and healthcare mistrust
(14:02) - Leaving the system and the struggles of delivering at a high-level
(24:26) Incentives not aligned, turning down deals, care for employees
(27:48) Healthcare literacy remains a problem, new plans improve population
(29:30) - The journey since starting and the future plans for ModRN Health
Connect with Jim on LinkedIn! | Connect with CaRessa on LinkedIn! | Check out AXIM Fringe Solutions Group!
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"Hard work wins all the time, as long as you have a good reputation to stand on." In today’s episode, our guest Leo Fox, former CEO of Tenacity Solutions, discusses the challenges of being a CEO in the GovCon world, including growing, scaling, and exiting successfully. He also shares his insights on reputation, staffing, and the importance of attending industry conferences.
This is the GovCon Secrets Podcast, your host Jim Campbell will take a deep dive into the Government Contracting space where you’ll hear from a variety of expert guests on strategy, pricing, and business tactics all to save you A TON OF MONEY
Timestamps:
(2:05) - Leo's start-up days in the GovCon space
(6:31) - Struggles of winning contracts and scaling company
(21:06) - Responding to sequestration and competition in GovCon
(28:13) - Leo's experience selling his company
(37:12) - Advice for up-and-coming CEOs and caring for employees
(43:16) - Changes in contracting landscape and requirements
Connect with Jim on LinkedIn! | Connect with Leo on LinkedIn! | Check out AXIM Fringe Solutions Group!
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In today’s episode, Jim sits down with Heather Teed to discuss the state of the government contracting industry, including pricing and strategy. They delve into the challenges facing small and mid-size businesses, the importance of capture and competitive analysis, and the need to diversify and adapt to market forces. Heather also shares her experience working in government contracting for the past 30 years and offers advice for business owners looking to succeed in this industry.
This is the GovCon Secrets Podcast, your host Jim Campbell will take a deep dive into the Government Contracting space where you’ll hear from a variety of expert guests on strategy, pricing, and business tactics all to save you A TON OF MONEY
Timestamps:
(1:47) Heather's journey in government contracting
(4:42) The evolution of pricing and strategy in GovCon
(9:39) The importance of capture in winning contracts
(11:37) The impact of market forces on GovCon
(21:14) The role of data in GovCon decision making
(24:23) Understanding direct labor and industry best practices
(25:02) The importance of strategic and tactical approaches
(27:02) The challenges of hiring in the current job market
(30:30) The shift in solicitation and procurement trends
(34:03) The importance of understanding contractual obligations
(42:51) Looking forward to 2023: Opportunities and challenges
Connect with Jim on LinkedIn! | Connect with Heather on LinkedIn! | Check out AXIM Fringe Solutions Group!
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In today’s episode, Jim sits down with Matt Stavish from Republic Captial Access to talk about everything you need to know on how you can take advantage of your contract rewards, maximize returns, and use a leveraged partner to ensure your growth in the space!
This is the GovCon Secrets Podcast, your host Jim Campbell will take a deep dive into the Government Contracting space where you’ll hear from a variety of expert guests on strategy, pricing, and business tactics all to save you A TON OF MONEY.
Timestamps:
(1:40) What happens at Republic Capital Access?
(7:28) What is the Google Effect?
(16:50) Talk to your bankers, and make sure your liquidity isn’t at risk!
(22:07) Is your company competitive and offers solutions to your customers?
(28:08) Why financial literacy is important!
Connect with Jim on LinkedIn!
Connect with Matt on LinkedIn!
Check out Republic Capital Access
Check out AXIM Fringe Solutions Group!
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In today’s episode, Jim sits down with Spencer Smith and Pat Moore to discuss the importance of having good and honest conversations, eventually adapting to being a consultant and finding your niche in the market, and how all of these can help you in the GovCon space.
This is the GovCon Secrets Podcast, your host Jim Campbell will take a deep dive into the Government Contracting space where you’ll hear from a variety of expert guests on strategy, pricing, and business tactics all to save you A TON OF MONEY.
Timestamps:
(2:41) Who is Spencer Smith?
(12:35) Why the market will eventually shift into more systems.
(16:15) Have more good and honest conversations and you will lock people in!
(20:11) How Spencer found his creative outlet.
(27:47) The grind in benefits.
(35:55) What is Point solution fatigue?
Connect with Jim on LinkedIn!
Connect with Spencer on LinkedIn!
Connect with Pat on LinkedIn!
Check out the Self-funded with Spencer podcast!
Check out AXIM Fringe Solutions Group!
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