Mike And Alison After Hours: Gloria Larkin — President, TargetGov
This episode of the Mike And Alison After Hours podcast features Gloria Larkin, President of TargetGov.
At the top of this episode, Mike and Alison reminded viewers about the latest giveaway: an autographed copy of The Divine Comedy of Sales by Matt McDarby. Make sure to subscribe to the podcast on YouTube or your favorite podcast app and leave a comment on your platform of choice to enter for a chance to win.
This episode is the next in an ongoing series of episodes featuring a far more diverse range of guests. Instead of just focusing on specifically business-based topics, going forward, Mike and Alison plan to incorporate equally applicable subjects, such as Gloria’s work in government contracting.
In this episode, Mike and Alison talk with Gloria about her work as President of TargetGov. Check out the full video for the complete discussion:
Get To Know Gloria Larkin
TargetGov provides expert consulting services and business development products that have directly resulted in clients winning billions of dollars in federal contracts. The company is committed to helping all of its clients reach their contracting goals in the federal marketplace. As President, Gloria Larkin leads the team and helps her clients navigate the government contracting landscape.
“The whole idea of government contracting is a mystery to so many people,” says Gloria. “Through the last 25 years now, we’ve worked very diligently to uncover the mystery and make it an open book.”
Despite Gloria’s success as the head of TargetGov, she didn’t always intend to get into the business of government contracting consultation. Her original plan was to help businesses market their services in the B2B sector.
“I didn’t start that way, like many entrepreneurs,” says Gloria. “When I started my business, my vision was to start a marketing firm.”
This first business plan was based on Gloria’s background in sales. Her penchant for connecting with potential clients, identifying and meeting key needs made her a natural in the business world.
“I had the gene of being an entrepreneur ingrained in me from early on,” says Gloria.
When she first started her marketing business, the mission was simple: help clients identify and enter the best possible market for their given good or service. After achieving some success with that work, Gloria was asked by her clients to help them enter the government contracting space.
“I thought, ‘it’s the government, what could be so difficult?’,” says Gloria. “Did I ever learn how complicated it could be?”
Gloria soon found out that government contracting was a very complicated undertaking. After researching the business area and its particulars, Gloria decided to break new ground by developing a database of “decision-makers”. That is, each and every government worker in charge of awarding or denying contracts.
It provided a single source of critical information for companies that wanted to gain government contracts. The database included names, positions, phone numbers, and more, allowing businesses to directly sell themselves to the people who really mattered.
“That was the birth of TargetGov,” says Gloria. “We have transitioned to a 100%-focused on the government market consulting business.”
Since making that critical pivot, Gloria’s clients have won over $7 billion in government contracts. It’s all thanks to Gloria and her team’s willingness to identify a new opportunity and adapt what they do to harness it.
For the complete discussion with Gloria, make sure to check out the full episode of the Mike And Alison After Hours podcast. You can get in touch with Gloria at www.targetgov.com or 1-866-579-1346.
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