Épisodes

  • Stop Chasing RFPs, Start Building Relationships | Nick Lopez, CEO of Propsal

    Stop Chasing RFPs, Start Building Relationships | Nick Lopez, CEO of Propsal
    Feb 1 2026
    Ep. 12 In government contracting, the biggest deals aren’t won by who submits the longest proposal—they’re won by who built the right relationships long before the RFP ever dropped. In this episode of Elevating Enterprise, Jazzy T and RJ Williams sit down with Nick Lopez, CEO of Prosal, to unpack how AI is changing the game for small and mid-sized enterprises, not by replacing human connection, but by strengthening it. This conversation explores how intelligent research, market mapping, and relationship-driven strategy help SMEs stop chasing opportunities they were never positioned to win, and start showing up early, informed, and credible with the people who matter. Key Takeaways: Why relationships win contracts—not last-minute proposals How AI helps SMEs identify who to talk to and when How most RFPs are written for someone long before they’re released TTC (Time Talking to Customer) as a business development metric How to shift from vendor to trusted partner before competition even begins Because success isn’t overnight. It’s strategic. About the Guest: Nick Lopez is the Co-Founder & CEO of Prosal, an AI-powered capture intelligence platform helping government contractors identify, shape, and win opportunities earlier in the procurement process. A former Lockheed Martin engineer, Nick brings firsthand experience in defense contracting and is focused on modernizing business development by prioritizing relationships, strategy, and actionable intelligence over reactive RFP chasing. 🔗 Connect with Nick Website: https://prosal.com Book a Demo: Available directly on the Prosal website LinkedIn: Nicholas Lopez Email: nick@prosal.com Chapter Titles: 00:00 – The Old Way Is Broken: Why RFPs Keep Failing Small Businesses 01:22 – Meet Prozo: “ChatGPT, but Trained for Government Contracting” 03:27 – The Truth About RFPs Written for Someone Else 05:08 – RFIs, Market Research & How Relationships Shape Outcomes 06:23 – Why Relationships Win Contracts 09:03 – People Buy From People: Mapping the Human Side of Procurement 11:17 – How Prozo Guides You Instead of Making You Guess 13:13 – FAR Changes, Faster Timelines & New Federal Opportunities 15:07 – CSOs, BAAs & Breaking Into Federal Work 21:01 – Teaming Partners, Implied Incumbents & Competitive Intelligence 25:29 – From Weeks to Hours: Compressing Decision-Making Timelines 26:02 – TTC Explained: The Only Metric That Actually Matters 30:31 – What a 33% Win Rate Really Means 37:26 – Final Word: Stop Selling. Be Curious. Be Genuine. Learn more about your ad choices. Visit megaphone.fm/adchoices
    Voir plus Voir moins
    41 min
  • Systems + Social Proof = Scalability

    Systems + Social Proof = Scalability
    Jan 1 2026
    Ep. 11 Your small business can’t grow into an enterprise if you're personally involved in every decision, every sale, and every delivery. Our expert guest Ryan Wimpey demonstrates why documented SOPs and training systems for people — not just services — are the foundation of sustainable growth. Real scale requires teaching others to deliver value consistently. Ryan is the founder of Tip Top K-9, built a national franchise by obsessing over systems, documentation, and training. Despite running a national franchise with 25 locations and proven revenue, Ryan lost a prospective franchisee to a competitor with fewer systems and a popular YouTube channel. Ryan breaks down how that realization pushed him to invest heavily in YouTube — growing from 5,000 to over 600,000 subscribers in under a year — while continuing to strengthen the backend systems that allow his business to expand from Omaha to Michigan. This episode is a powerful reminder that real growth in 2026 requires both visibility and infrastructure. You need SOPs that train people and a content strategy that builds trust with potential clients. Connect with Ryan: @tiptopk9 • Instagram Tip Top K9 | Facebook Tip Top K9 on TikTok Tip Top K9 on YouTube Ryan Wimpey | LinkedIn Chapters: 00:00 – Topic Teaser 01:29 – Tip Top K9 Training Dogs and People 03:51 – Early Hiring Decisions That Limit Scale 04:30 – Solving Real Problems With Operational Systems 06:27 – The Core Functions of Any Scalable Business 07:18 – Bootstrapping Growth Without Investors 08:05 – Training for Consistency Across Multiple Locations 09:09 – Turning Experience Into Documented SOPs 11:13 – Knowing When a Business Is Ready to Expand 12:05 – Technology, AI, and Changing Search Behavior 14:31 – Losing a Client to a Bigger YouTube Presence 16:09 – Why Visibility Builds Trust Faster Than Credentials 18:48 – Building a YouTube Strategy That Supports Scale 19:22 – Coaching, Conferences, and Ongoing Training 22:35 – Preventing Burnout Through Better Systems 30:10 – Revenue First, Refinement Second 33:11 – Iteration Beats Perfection 34:20 – What Sustainable Growth Looks Like Next Learn more about your ad choices. Visit megaphone.fm/adchoices
    Voir plus Voir moins
    41 min
  • From MWBE Certification to County Contracts with Matthew Burrell

    From MWBE Certification to County Contracts with Matthew Burrell
    Nov 9 2025
    Ep. 10 You didn’t get MWBE certified just to put the certificate on your wall. You got it to win contracts, grow revenue, and change your business trajectory. But if you still feel stuck learning how to actually do business with the county — this live episode is your roadmap. In this LIVE recording of Elevating Enterprise from the Aligned Entrepreneur Pod-A-Thon, hosts Jazzy T and RJ Williams sit down with Matthew Burrell, Supplier Diversity Manager and MWBE Officer for Monroe County. Under his leadership, the county has certified 855 MWBE firms and set a concrete goal to award 21% of contract dollars to minority, women, and service-disabled veteran-owned businesses. You’ll learn: ✅ Why relationship-building matters just as much as paperwork✅ Why you should focus on what you do best✅ How Apex Accelerator helps match your business with RFP's✅ Government contracts are more than just construction.Mental health providers, cleaning companies, consultants, tech, logistics, event services — the county needs you too. If you’re an MWBE ready to go from “certified” to “contracted,” this episode gives you the blueprint. 📌 Resources mentioned: Search “Monroe County MWBE” to apply or check status Apex Accelerator for bid match + proposal support Small Business Development Centers for startup help Ep. 9 Bank on It: How M&T Bank Fuels Business Growth Ep. 8 Business Operations with Albert Rivera, Paychex Chapters: 0:00 What are Supplier Diversity Programs 6:15 Effective Strategies for Winning Government Contracts 8:14 Streamlining MWBE Certification and Ensuring Diversity goals 13:13 Building Government Contracting Relationships 21:19 Crafting Winning Proposals and Avoiding Common Mistakes 26:06 Strategic Insights for Business Growth Learn more about your ad choices. Visit megaphone.fm/adchoices
    Voir plus Voir moins
    30 min
  • Bank on It: How M&T Bank Fuels Business Growth + Protects Your Cash Flow

    Bank on It: How M&T Bank Fuels Business Growth + Protects Your Cash Flow
    Aug 14 2025
    Ep. 9 If your bank only knows you as an account number, you’re running your business with one hand tied behind your back. Your banker should be doing more than holding your money — they should be helping you lower fees, protect your cash flow, and connect you to resources that move your business forward. In this episode of Elevating Enterprise, Jazzy T + RJ sit down with Melissa Jordan, Senior Business Banking Relationship Manager at M&T Bank, to reveal why small business owners need more than just a place to deposit checks. From building your “B.A.I.L.” team to automating payments and planning for growth, Melissa shares insider strategies to help you stop leaving money on the table and start scaling smarter. Key Takeaways for Small Business Owners 1️⃣ Your banker should be a partner — a single point of contact who understands your business, connects you to specialists, and streamlines your financial systems.2️⃣ Ditch unnecessary fees — banks can offer merchant services that rival or replace QuickBooks, saving you money and time.3️⃣ Automate your cash flow — use banking tools for payments, receivables, and vendor management to create efficiency and improve client experience.4️⃣ Build your B.A.I.L. team — banker, accountant, insurance rep, and lawyer working together to guide your growth.5️⃣ Stay fraud-ready — with the right relationship, your banker will proactively educate and protect you against evolving threats. Resources: Melissa Jordan Vice President | M&T Bank Rochester, NY Business Banking | Senior Relationship Manager (Cell) 585-734-7026 Schedule an appointment majordan@mtb.com | www.mtb.com Learn more about your ad choices. Visit megaphone.fm/adchoices
    Voir plus Voir moins
    34 min
  • Don’t Just Get Certified—Get Paid | Doing Business with the Government

    Don’t Just Get Certified—Get Paid | Doing Business with the Government
    Jul 24 2025
    Ep. 8 You’ve got the MWBE or DBE. Now what? This week on Elevating Enterprise, we’re cutting through the confusion. Join me, Jazzy T, as I sit down with someone I trust both in business and in life — my husband and co-host, RJ Williams, a seasoned expert in government contracting and procurement. While I bring the solopreneur POV, RJ breaks down what it really takes to scale into enterprise-level opportunities. 💡 Whether you're trying to land your first government contract or tired of bidding and losing, this episode is your playbook. We cover: ✔️ The difference between being certified and being prepared ✔️ Why most small businesses never graduate past “freelancer” mode ✔️ The power of reverse engineering your growth strategy ✔️ What it means to “look the part” when approaching decision-makers ✔️ Why we give you a 100,000-foot view — not just 30,000 — so you can see the whole picture, not just the next step 🎯 From Rochester Housing Authority to federal projects in California, RJ’s experience can help you navigate procurement and position your business to win. This is the why behind Elevating Enterprise — real conversations, real strategy, and a roadmap from solopreneur to CEO. ⏱️ Chapter Markers 00:00 – Why We Started: Helping Small Businesses Think Bigger05:11 – RJ’s Origin Story: From Telecom to Enterprise-Level Strategy08:42 – Game-Changing Business Lessons from the Inside10:58 – Government Contracting 101: What No One Tells You19:43 – Reverse Engineer Your Way to Better Project Management21:09 – Show Up Like a CEO: First Impressions & Leadership27:42 – Mentors Matter: How Leadership is Passed Down30:34 – Why We Give You a 100,000-Foot View — Not Just 30,000 #GovernmentContracts #SmallBusinessGrowth #MWBE #ElevatingEnterprise #RJWilliams #JazzyT #ProcurementStrategy #Entrepreneurship #BusinessPodcast Learn more about your ad choices. Visit megaphone.fm/adchoices
    Voir plus Voir moins
    36 min
  • Business of Making Movies with Kendrick Foxx, FLX Studios

    Business of Making Movies with Kendrick Foxx, FLX Studios
    Jul 17 2025
    Ep. 7 🎬 Hollywood’s calling — will your business pick up? Filmmaker Kendrick Foxx moved to Rochester, NY, to build more than movies — he’s building momentum for local businesses. In this episode of Elevating Enterprise, Kendrick shares how small businesses — from caterers and cleaners to stylists and shuttle drivers — can plug directly into the multi-billion dollar film industry. With New York’s new tax incentives and the launch of FLX Studios across from RIT, Rochester is poised to become the East Coast’s next production hotspot. 📌 What’s in it for your business? If you’ve got a service, there’s a crew that needs it. Kendrick breaks down exactly how entrepreneurs can get ready — and why now is the time to show Hollywood what Rochester can do. 🎯 3 Key Takeaways: Film crews hire local — if you're set-ready, you're on the list. Pre-production is where the battle is won. Planning saves money and earns trust. Rochester has the talent, the terrain, and the tax breaks to attract big-budget films. 💬 Notable Quotes: “If you’ve got a service — food, wardrobe, security, cleaning, whatever — there’s a film set somewhere that needs it. You just have to be ready.” “I know you want to be the star or the director — but if you can get on set as an extra, you can literally rub elbows with the person who gives you your next opportunity.” - Jazzy T “The battle of production is won in pre-production. If you plan for the landmines you can see, the ones you can’t won’t be as deadly.” - Kendrick 🎞️ About Kendrick Foxx:Kendrick Foxx is a seasoned film producer and President of Entertainment at FLX Studios in Rochester, NY. Originally from Jackson, Alabama, his journey spans LA, Atlanta, and now Upstate NY. His feature film RIFT, shot in just five days during the Covid pandemic, now streams on Paramount+, Apple TV, Showtime, and more. Kendrick is committed to telling stories that matter — and building creative economies that last. 🎬 Watch RIFT now streaming on Tubi, Apple TV, and Paramount+ 📍 Learn more about FLX Studio, opening soon in Rochester, NY Email: Ken@FLXStudiosNY.com Instagram: @KendrickFoxx_1 Website FLX Studios | Learn more about your ad choices. Visit megaphone.fm/adchoices
    Voir plus Voir moins
    48 min
  • Building Equity: HR & Housing with Maurice Barrett, SHRM (NYS HCR)

    Building Equity: HR & Housing with Maurice Barrett, SHRM (NYS HCR)
    May 22 2025
    Ep. 6 In a time when diversity programs are under fire and economic equity feels out of reach, Maurice Barrett is doing the work where it matters most — in housing policy and human resources. Named the Top Diversity Officer in America (2025), Maurice is the Chief Diversity Officer at New York State Homes and Community Renewal (HCR). In this episode, he shares how inclusive hiring practices, strategic HR systems, and equitable housing developments are powerful drivers of business growth across New York. Whether you're a small business owner, MWBE, or veteran entrepreneur trying to get certified, win contracts, or build a team — this conversation offers real-world insight on how to move forward, even when the system feels stacked against you. 🎯 In this episode, you’ll learn: Why DEI isn’t dead — it’s just evolving How affordable housing is a foundation for entrepreneurship What career mapping and the employee lifetime value scale can do for your retention strategy How NYS HCR’s DECO division is helping MWBEs and SDVOBs get certified and secure contracts Let this episode remind you that the system may shift — but your opportunity is still out there. And now, you know where to find it. 🔔 Follow Elevating Enterprise podcast so you never miss an episode. New episodes every other Thursday. 🔗 Helpful Links 🏛️ Explore HCR Contracting & DECO Divisionhttps://hcr.ny.gov/opportunity-deco 📑 Get Certified as a NYS MWBE (Empire State Development)https://esd.ny.gov/ 🎖️ Service-Disabled Veteran-Owned Business (SDVOB) Programhttps://ogs.ny.gov/veterans 💼 Connect with Maurice on LinkedInhttps://www.linkedin.com/in/mauricekbarrett Chapters: 00:00 – Topic Teaser 01:30 – Meet Maurice Barrett: Housing Leader, HR Veteran, Inclusion Expert 05:15 – What “Top Diversity Officer in America” Really Means in 2025 09:00 – Why DEI Work Was Diluted 13:10 – Affordable Housing as Economic Strategy for Entrepreneurs 16:00 – Programs & Pathways: MWBE & SDVOB Certification at HCR 20:00 – Maurice’s Journey: From Intern to Chief HR Officer Before Age 26 23:45 – Why Payroll and HR Are Not DIY Jobs for Small Business Owners 25:30 – Employee Lifetime Value Scale: Grow Your People, Grow Your Business 27:30 – No Ceilings Leadership: Managing With Equity and Intention 30:00 – The Coach’s Perspective: Building Grit, Agility, and Communication 33:30 – Final Advice for Entrepreneurs and Emerging Leaders Learn more about your ad choices. Visit megaphone.fm/adchoices
    Voir plus Voir moins
    38 min
  • Insights from IBM Think 2025 | Agentic AI & On Prem Hybrid Cloud

    Insights from IBM Think 2025 | Agentic AI & On Prem Hybrid Cloud
    May 15 2025
    Ep. 5 Fresh off the IBM Think 2025 Global Conference, RJ Williams sits down with Cody Henehan, CEO of ROC AI and Silveray.AI for a rapid-fire recap of the future of artificial intelligence. 🚀 Cody shares what it was like networking with the best minds in tech, learning about the next wave of AI innovation—from agentic AI and small language models to quantum computing and photonics. Discover how IBM and its global partners are prioritizing collaboration, not competition, to close the technology gap for small businesses. 💡 Learn how AI is already transforming industries like construction, healthcare, and manufacturing—and what your business can do today to stay ahead. Whether you’re ready to integrate AI or still figuring it out, this episode breaks down complex topics into real-world impact. 🔗 Plus, Cody reveals how ROC AI is leveling the playing field with free tools, enterprise discounts, and the world’s first AI-powered GPO. 👉 Tap in to hear: How AI is driving 220% gains in business efficiency The shift from generative to predictive and agentic AI What “hybrid cloud” means for your data and budget Why small language models are a game-changer for SMEs How ROC AI is helping companies access affordable AI solutions 📲 Follow ROC AI on LinkedIn or explore AIGPO.com for free resources and savings. Chapters: 00:00 - Intro: Cody Henehan returns from IBM Think 2025 01:07 - Highlights from IBM Think Conference 02:12 - New AI tools: Salesforce agents & efficiency savings 03:02 - Quantum computing and the future of AI 03:54 - AI in construction and procurement 04:19 - Untapped enterprise data and AI potential 05:45 - Predictive and agentic AI 06:15 - 3 major AI shifts: Productivity, Hybrid Cloud, Quantum 07:48 - Hybrid models and cost efficiency 09:03 - Small language models & edge computing 10:12 - Projected 1 billion AI apps by 2028 10:53 - Use case: AI automating Toyota’s assembly line 11:40 - AI partnerships: IBM, Meta, Salesforce, more 12:28 - The need for inclusive AI adoption 13:08 - Educating the public about AI developments 14:08 - ROC AI and Silver Ray AI platforms 14:44 - Introducing the world’s first AI GPO 15:19 - GPO offerings across industries 16:00 - Closing thoughts and what’s next Learn more about your ad choices. Visit megaphone.fm/adchoices
    Voir plus Voir moins
    18 min