How to Offer Solutions to the PM – with Jennifer Dougherty

In this episode, Jennifer Dougherty, PCI Federal BD Executive and former TSA Program Manager, shares insights from her government and industry experience. She unpacks the cultural nuances across federal agencies and explains how GovCon firms can approach Program Managers with real solutions—not just capabilities. Learn what it takes to build trust, stand out, and position your company as a true partner in the federal space.

Introduction

BEST8a is dedicated to empowering socially and economically disadvantaged businesses through the SBA 8(a) program. With expert guidance, BEST8a helps firms gain a competitive advantage by securing sole-source and set-aside contracts, leveraging mentorship opportunities, and navigating complex federal procurement processes. In this roadmap, we’ll explore how BEST8a supports 8(a)-certified businesses at every stage—from certification to contract management and program graduation.

Topics

The SBA 8(a) Business Development Program offers socially and economically disadvantaged business owners access to exclusive federal contracting opportunities. Eligible firms can receive sole-source contracts—up to $4 million for goods and services and $6.5 million for manufacturing—without full and open competition. These benefits, combined with set-aside awards, mentoring, and a 9-year term, make the 8(a) program a powerful vehicle for growth and federal market entry.

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Transcript

Recent SBA policy changes require applicants to submit personal narratives to prove eligibility rather than relying solely on presumption of disadvantage. Additionally, the SBA has launched a full-scale 8(a) audit initiative, increasing the need for compliant documentation and proactive readiness planning. Staying informed about these updates is essential for both applicants and current program participants.

Table of Contents

Strategy Session

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Federal Growth Strategy Session

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Growth GPS

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Enterprise Relationship Capital

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Shape the RFP & the Procurement Process

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Mission Impossible: post RFP capture

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Teaming for Customer Intimacy

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Pain Points Uncovered

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Differentiated Power Statements

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7 Roads To The Program Office

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Only Real Opps 3S Method

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