How Did Tyeasha Leverage Her Personal Network to Win Government Contracts?
“We know a lot more people than we ever think that we do” is a quote that Kizzy Parks highlighted in a conversation with Tyeasha Bell Lindsay in a podcast on how to secure government contracts.
Kizzy was vocal about this because of Tyeasha, a government contractor that has won a six figures contract, she’s an expert in leveraging her personal network and building a bigger rapport to help her get on the right track in order to thrive as a middle woman.
Tyeasha’s method to build her own network combines key insights that newcomers chasing government contracts have to take note. However, before we get to the part where she spills all the wisdoms, we need to know how she got into the game.
Tyeasha Bell Lindsay – From a City Council Member to a Middle Woman
Tyeasha Bell Lindsay is a highly experienced Senior Marketing and Customer Success Director with over 15 years in marketing, sales, business development, and client management. She has a bachelor’s degree in business administration and marketing from The University of Southern Mississippi and a degree in International Marketing from Kings College.
As a council woman in her city, Tyeasha’s been able to work with government contractors for the course of her career as city council member. This has sparked her interest in taking a leap to take on government contracts herself.
She said, “I guess we’re approving the budget, and we also approve the different contracts that come through the city. Not so approved, but we’re paying the contractors, and I was like, man, I would love for that space to be more for minorities to get in that space.”
Since then, it was always in the back of my mind for about a year. It wasn’t until January 2024 that she took her efforts in learning about the game. She discovered a Facebook ad of a government contracting coach, and then started to binge on watching Dr. Wes Fisher, and Kizzy Parks on YouTube in order to know more about government contracting.
In the days she learned about how to become a contractor, she didn’t have the money to buy an online course, that’s why she has to borrow from her girlfriend.
“The class was about a hundred and something dollars, girl. I didn’t even have that; I had to borrow from my girlfriend a little bit over $100,” said the government contractor.
Tyeasha also dived in YouTube videos in order to get her UEI, and her CAGE code, or to write a proposal. She has spent her 2024 March on getting all these components. Either when she watch these videos, or taking her online course, Tyeasha wrote down everything in order to pick out the main ideas and memorize them easier.
She said, “I took down notes again like I was in college.”
Then April had come, her birthday is on April 12th, and she wanted her first contract to be her birthday present. For this reason, she kicked off sending proposals.
“I sent out for two contracts in Louisiana that were within an hour apart. One was near Alexandria, Louisiana, and another one was about three hours away in janitorial services,” said Tyeasha.
Despite being bullish of the opportunities, she didn’t win. This initial failure didn’t hold her back from bidding more, which led her to her first win.
She expressed, “After those two, I went out for some more and finally won one. I did those two janitorial contracts, and I think the third one was a landscaping contract in South Carolina, and that ended up being my first contract.”
Her wish has come true, she has won a contract for her birthday. “Hallelujah! It’s a nice birthday present to myself,” she expressed.
After the first win, she didn’t rest on her laurels, Tyeasha bid on several contracts and ended up winning her second contract the very next week, that’s also the sixth contract that she bid on.
“I could not believe I won two contracts within weeks,” Tyeasha said.
How Did Tyeasha Do that? – Key Insights to Win Government Contracts
Tyeasha has been spending a year thinking about government contracts, but just a few months to win several ones. This is phenomenal since she has done it faster than the average time. To be able to do this, she has combined a unique balance of a skill sets that laid out a map to her triumph. And the first think that she did was cleaning her mind up.
Don’t Overthink and Just Jump Right in
Overthinking is when what you think gets in the way of what you want. When we overthink, we tend to get stuck in a negative thought loop, called rumination, instead of taking action. This causes us to be stressed and waste our time, and it can even cripple our ability to make logical decisions.
That’s why Tyeasha suggests people to stop overthinking. She believes that most people overthink, but instead of getting caught up in doubts and details, we should just jump in. She realized that if we keep overthinking, we’re not going to make progress.
Tyeasha is driven by that, so she decided to just get out there, take the leap, and do what she felt she could do.
“If it’s meant for you, you’re going to win,” she emphasized.
Take Advantage of YouTube University
Over the course of her government contracting career, Tyeasha Bell Lindsay has been taking advantage of YouTube to learn about government contracting by immersing herself in educational content.
This is key because these contents are free and easy to access. Plus, these coaches on YouTube are well-seasoned ones and their knowledge is top tier. However, Tyeasha says that when we absorbing these contents, taking note is necessary to remember the key points in these videos.
Things to Do After Getting all the Components
Once you’re all set up, there are several things beginners need to do in order to successfully secure a contract, according to Tyeasha Bell Lindsay.
After obtaining your CAGE code, the first step is to find and watch relevant YouTube videos for guidance. Tyeasha recommends watching videos on proposals, which provides valuable insights into crafting effective cover letters and proposals.
Tyeasha mentioned that “Once you feel confident about that proposal, you’re going to feel confident about calling that CO (Contracting Officer) and asking, ‘How would you like your proposal?’ And they’re going to tell you.”
Tyeasha wants people to contact the CO and ask them how they prefer the proposal to be formatted. They may provide specific instructions or preferences, which can help you tailor your submission to meet their expectations.
Another crucial step is obtaining quotes from subcontractors for your proposal. Contact various subcontractors to get the necessary quotes, and be persistent if responses are delayed. Once you have all the required quotes, promptly finalize and submit your proposal.
“You’re going to call up subcontractors in that space and get those quotes. Some people may not get those quotes to you quickly enough, so keep trying until you get a quote. Once you get that quote, go ahead and send off that proposal as soon as you can,” shared Tyeasha.
She added, “Make sure you follow up with them to ensure they received your proposal. Keep sending them out. I can’t tell you how many I sent out—maybe 10, 20, I don’t know. I’ve only won two. I just sent out two just this past month, six days ago. I’m hoping I win both of them; I may just win one. What you do is pray, give it up to God, and keep going because it’s almost like gambling. The more you do, the more you will win.”
You Don’t Deed a Capability Statement and a Website to Start
Many people in this space still think that they need to get a capability statement, and a website to start, Tyeasha has proven that it’s not necessary. She has been winning contracts without having either of these components.
That’s why newcomers need to stop making everything difficult for them to bid on projects.
You Don’t Need to Have a Niche
As unfolded by Tyeasha Lindsey, when she joined the race of getting government contracts, she got told a lot that she needed to have a niche. Tyeasha has a different approach for this.
Initially, she thought her niche might be janitorial services, as her first two bids were in that sector. However, her experience quickly expanded beyond these expectations. Her first significant win was a landscaping contract, followed by another contract for installing a fire sprinkler system.
This diversity of projects demonstrates her willingness to learn and adapt, tackling new challenges as they arise. For example, winning the fire sprinkler contract required her to familiarize herself with industry-specific processes, such as contacting the Fire Marshal and designing installation plans. This project not only provided substantial profits but also broadened her understanding of different sectors.
As a middle woman herself, what she needed to do is offering the services as quickly as possible, just as Amazon. That’s what Kizzy Parks said when it came to elaborating more on having a niche.
Kizzy said that “When somebody asks, “What’s your niche?” it’s no different than asking what Amazon’s niche is. Their niche is providing things to you really fast. That’s basically what they do—they manage their supply chain efficiently. You’re providing to the federal government what they need really fast, whether it’s landscaping, janitorial, fire-related services, or whatever else you bid on. That’s all they need at the end of the day.”
She added, “This is a beautiful space in the federal government. The myth is that you have to have a niche—you don’t. You can sell whatever you want. IBM does it, Lockheed Martin does it, SpaceX does it. So why can’t we?”
Leverage Your Personal Network
When faced with challenges in securing contracts, such as finding reliable subcontractors or obtaining necessary quotes, Tyeasha reaches out to her network for support. For instance, she contacted a college friend who, despite not being able to fulfill the project directly, provided a valuable quote that helped her submit a proposal.
She said, “I mean, because it started with me up here calling everybody within a three-hour drive, all these Googles. So, I’m Googling, like, you know, I was talking to all these people who can’t give me a quote. So, I was able to get a quote from just a friend, like, I mean, a college friend, you know, 20 years, and he was able—he can’t really do it, but he got the quote. Then I was able to call someone else that works with, being in it, works with videos and audios and internet stuff, was able to contact someone else that actually already knew to say, ‘oh, I could get this done.’”
Or in another contract, she reconnected with a guy she met at the council meeting who has 28 years of experience in his industry, the one that can perform the work.
Recently, Tyeasha Lindsey had a contract on finding a music director position for a choir at an Air Force base.
Tyeasha tapped into her network once again. She reached out to a high school teacher she knew who had a degree in music. Recognizing that this individual might not be the right fit for the contract directly, she inquired if he could recommend someone who was qualified for the position.
The high school teacher provided Tyeasha with the contact information for a professional music director, who had the necessary qualifications and experience. With this new lead, Tyeasha was able to craft a strong proposal by including the resume of the recommended music director.
“This man got a whole degree, and you know, he’s a music director. Not the guy I called, but he gave me the number of the person that has a degree in music,” she said.
Talk to the CO and Create that Rapport
One thing about government contracting is when the COs calls you to get further information, you’re spot on. But even before they call you, you need to build that rapport with them. Ultimately, this rapport not only aids in immediate contract success but also lays the foundation for long-term relationships and future opportunities.
In the story of Tyeasha Lindsey, she masterfully navigates her interactions with COs by blending professionalism with a personal touch. Instead of jumping straight into business discussions, she initiates conversations with a casual and friendly approach.
For instance, she might start by asking, “How are you doing?” or delve into light-hearted topics such as, “What are you planning for the Fourth of July?” By engaging in these everyday conversations, Tyeasha creates a more personable and relaxed atmosphere, making her interactions feel less like formal transactions and more like genuine connections.
In her follow-ups, Tyeasha also incorporates personal touches that resonate on a human level. During her conversations, she might reference holidays or weekend plans, saying things like, “Are you going to get some good barbecue this weekend?” This technique not only makes her interactions more engaging but also helps to establish common ground with the COs, creating a sense of familiarity and comfort.
Tyeasha’s ability to build rapport is further enhanced by her proactive approach. When a CO expresses interest or poses questions, she ensures that she responds promptly and thoroughly.
Tyeasha Lindsey emphasized, “Creating that rapport is key. I feel like a middle person—whether it’s a middleman or middle woman—is crucial. We, as the prime contractors, are the ones who build that great relationship so that the experts can do their job.”
