Earlier this Spring we announced the 2023 Engage FedGov Honorees, a list of exceptional individuals who were nominated, evaluated, and selected by a panel of their peers, and represent leaders from across government and industry who stand out from the crowd for their willingness to drive BOLD approaches and innovative engagement strategies while supporting a culture shift across the Federal sector which values collaboration, open communication, transparency, and partnership between and across the Federal government and industry partner ecosystems.
We caught up with Eric Gonzales, Vice President, Growth & Client Development at Aptive Resources to find out how he became one of the faces of VA & T4NG networking, his advice for others around success in building connections, which events are a must for VA-focused companies and why you should seek out the people who look like they don’t belong. We also share some FAQs about Eric that you may, or may not, know.
Socio-economic Status is Just a Tool
Attending conferences and events over his career, it has become clear that some SDVOSBs are launched with the hope that status will be a foot in the door, and a beginning. “That SDVOSB or other socio-economic status is something to have in your back pocket but know that there are many, many companies who also have that. Knowing what you do, what your strength is, that is really where you will find your niche and your success.”
The other component that needs to be established is a relationship based on trust, understanding that when teams are leaning on a new partner for that SDVOSB status, who they are as a company, what they stand for, the way they operate, and reliability is critical. “As big as this industry is, it is also very small. You have to be real, to be yourself, to know that relationships will follow you, so it is important to make sure you are the person everyone wants to work with, instead of the one they run from.”
Be “that Person”
“When I transitioned to my first BD/Capture role, I looked young and that in itself is intimidating. I’m grateful that I have never met anyone, never walked up to someone I didn’t know to make an introduction and felt snubbed. That can be really intimidating for people, getting over that fear of meeting new people, especially when you are young or just starting in a new industry. I think we all need to remember when we were that person, walking into a room of strangers and shoring up the nerve to talk to someone. We all need to be that person who is open to the hello, to a conversation, maybe even to seek out the person who looks awkward to make that first gesture, maybe especially when it is someone who looks “new” to the industry.”
“I’m sure we can all remember what it’s like to walk into a room and not know anyone. And maybe now you walk in and know almost everyone but take that second to remember what it used to be like and make the effort to help someone else.”
Advice for Those Breaking In
His advice for those who may be new walking into those rooms is to just get out and meet as many people as you can. “Be yourself. Be honest. Don’t over promise. Know where you are and where your company is positioned and your value proposition. Be a good person. Be fun to be around. Do your own thing.”
Anyone who has met Eric will immediately picture him in a blue suit, white shirt, no tie, and a pocket square. “I didn’t intend it to be a thing but was just always how I dressed at events and people now make that connection. It became something people connected with. The always comment on the pocket square, it’s the little things. Find what makes you who you are and let that show.”
Pay it Forward
Noting that everyone benefits from a door opening, from a hand in the right direction, Eric hopes that across industry this is something everyone remembers. “If I am working on a multi-million-dollar effort and I can give a few spots to a small SDVOSB, it won’t significantly impact what is happening on our end, but it can have a huge impact for them.”
Adding micro and startup companies as you investigate and pursue work, identifying those companies that you know will do good work and may just need a bit of help, provides opportunities for the smalls and can provide new insight and fresh perspective for those working with them. “It’s good for us, good for the Veteran community trying to establish their businesses and it hurts no one.”
Focus Your Efforts
Noting that there is an abundance of events to choose from, to decide between, Eric recommends balancing cost with audience attendance. “HIMSS is very well know but has a large commercial presence so may not be beneficial enough for someone only focused on VA.”
The must attend event for VA this year is the returning National Veteran Small Business Engagement conference this November 6-9th, which is like the ‘Superbowl for VA conferences”. As a VA-backed event, this conference will have VA customers and procurement decision makers along with all the prime contractors and subcontractors working in VA. “Aptive Resources is proudly hosting the NVSBE conference alongside VA for the next 5 years. There is also the AFCEA Bethesda Health IT Summit in January 2024 which is always well-attended and very focused on everything Health IT in the Federal Government.”
He also recommends considering the National Veterans Small Business Coalition’s conference, VETS24, next May, which includes a strong presence from multiple agencies, the acquisition workforce, and is very affordable.
Eric’s FAQs
What was your first real job? – Handling unclear liability claims. If you need to up your skills in diplomacy or want to know how to better deliver bad news with a smile, he may have some tips having spent time explaining to people who the insurance company viewed was at fault in an accident.
What do you do with your spare time? – When he is not taking care of business, this California, Bay Area born father of four is hanging with his high school sweetheart, now his wife and his two boys and two girls. Spare time? Not likely.
What was his career path? From his GovCon beginning as a junior business analyst, Eric moved into training people to receive their eCMS certification. For a 24-year-old teaching GS15 and SES leaders, and then moving into a role running the help desk for the VA acquisition enterprise, these proved to be two pivotal learning experiences. Working for one of the companies initially awarded T4NG, coming from a background in client delivery, Eric was identified as someone with a breadth of existing contacts and relationships and moved into the role of business development and capture. “I knew nothing about capture, building a pipeline or the team that would be needed to win and the Founder and Managing Principal of B3 Group, Brad Palmer, at the time really took me under his wing and taught me a lot.”
How did the T4NG events start? – Eric and his then colleague and long-time partner in crime Melinda Pitchford, now Director of BD and Capture with Eleven09, joined forces, attending every event they could find that was relevant. “My wife was really a single mom for years while I attended every happy hour, learning session, and industry day we could find.” Then quickly came the realization that there was a large community of interest outside of the DC area and an event based on Ashburn was born. A mainstay since 2016 the event has had changed venues a few times, has evolved in format, but has always been a place that Primes and subs come together, along with other companies looking to break in for collaboration and making connections.
More about Aptive and its own Engagement Efforts for Veterans
Veteran Experience Council
Aptive’s VXC is comprised of more than 400 Veterans, active duty Military, National Guard Members and Reservists who provide insight and feedback on services being provided to veterans. Participants in turn have the opportunity to earn money, obtain certificates and explore potential full-time employment.
Veterans Training Program
Aptive’s VTP, open to the same community within six months of retirement or separation from service, offers paid professional certifications to help participants pursue their next careers.
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