From Soldier to Entrepreneur: A Veteran's Path to Government Contracting Success

This week, host Bobby Testa spoke with Lee Gilliard, a U.S. Army veteran, real estate expert, and founder of Bennu Contracting Services. Lee shared his inspiring journey into entrepreneurship, his vision for government contracting, and practical tips for small businesses navigating the federal marketplace.

From Army Veteran to Business Owner

Lee Gilliard began his career in the U.S. Army, developing discipline and leadership skills. After eight years of service, he used his GI Bill to earn an MBA and launched a successful real estate career in Charleston, SC. With over 20 years of experience, including a $10 million redevelopment project at the historic Charleston City Market, Lee’s background prepared him to launch Bennu Contracting Services.

His company focuses on optimizing operations for clients, blending his expertise in real estate and his commitment to strategic goals.

Why Government Contracting?

Government contracting had been a long-term goal for Lee, beginning with his graduate thesis in 2014. For him, it represents financial independence and the American dream.

Why pursue government contracts?

• Steady, reliable revenue.
• Set-aside programs create opportunities for small businesses.
• A clear path to growth and success.

Strategic Growth Through Certifications

Bennu Contracting Services leverages certifications to access set-aside contracts:

• Disabled Veteran-Owned, Women-Owned, and Minority Business Enterprise: These certifications open doors to exclusive opportunities.
• Set-Asides: Lee aims to win three to five contracts annually.
• 8(a) Program: Joining the SBA’s 8(a) program within three years will help scale the business.

Partnering with FedBiz Access

Lee credits FedBiz Access for helping him navigate the complexities of government contracting. Here’s why:

1. Expert Support: From SAM registration to capability statements, FedBiz Access provides comprehensive assistance.
2. Reputation: With 20+ years of experience, they’re a trusted partner for small businesses.
3. Customer Focus: Lee praised their dedication, calling them “professionals who go above and beyond.”

Advice for Aspiring Contractors

Lee offered actionable advice for businesses considering government contracting:

1. Define Your Niche: Know what products or services you’ll offer.
2. Partner Strategically: Work with experts like FedBiz Access to streamline the process.
3. Leverage Certifications: Credentials like Veteran-Owned or Women-Owned certifications set you apart.

Lessons Learned and Looking Ahead

Lee’s journey highlights the importance of preparation and resilience. By combining his military experience, business acumen, and strategic planning, he’s building a thriving business in the federal marketplace.

His story underscores these key takeaways:

• Stay informed about programs like the 8(a) set-asides.
• Seek experienced guidance.
• Invest in certifications to boost your credibility.

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Transcript

Intro: My name is Bobby, and I work with small businesses in the Government Marketplace. You're listening to FedBiz Five. Get informed, get connected and get results on everything government contracting.

Bobby: Welcome back to the FedBiz five podcast, where we delve into the world of government contracting and hear inspiring stories of entrepreneurs who are making a difference. I'm your host, Bobby Testa, and today we have an incredible guest with us, a US Army veteran, a real estate expert and the founder of Bennu Contracting Services. Lee Gilliard, welcome to the show.

Lee: Hello, Bobby. How are you today? 

Bobby: Great man. It's good to have you on here. 

Lee: Thank you for having me .

Bobby: Absolutely. So let's jump right into it. Can you tell us a little bit about yourself and your business? What's your story? 

Lee: Yes, thank you for that question, Bobby. You know my story thus far has been rooted in my education experience, and I would say life lessons, which I carry forward with me each day. I served eight years in the US Army. This was right after high school, truthfully, which was the best career decision I could have made at the time. You know, it allowed me to quickly mature into a disciplined, strategic leader, utilize the principles and fundamentals of things like hard work, sacrifice and selfless service, which is what I carry forward with me and use each day, you know, really blessed that I was able to utilize my GI bill after my honorable discharge from the army, and I was able to attain my MBA degree, really, while beginning there as a real estate agent in Charleston, South Carolina, which is a beautiful city for Anyone that has traveled there. Would like to, you know, over the course of my 20 year real estate career, you know, specifically Real Estate Management and Development, you know, I've been very fortunate to acquire, you know, again, skills and commercial and residential development, property sales, leasing and management, and also had a chance to work on a pretty cool project, the historic Charleston City Market, a 200 year old site there in downtown Charleston. You know, historic site worked on a ten million re-development project. So again, I've been blessed with the experiences I've had. You know, to your question, I started with Bennu Contracting Services, really, to leverage my extensive training and experience in real estate development management and other areas as I mentioned, but really the contract specifically now with government agencies and business to business. Really the desire of my company, Bennu Contracting Services is to help organizations optimize their operations and really focus on achieving their strategic goals. 

Bobby: Wow. What a story. On behalf of FedBiz Access and the FedBiz five, I would like to thank you very much for your service to our country. Now I'm a US Coast Guard veteran myself, so I can relate to utilizing the core values you learn in the military and have them carry over to the private sector. I do know it's not easy for you to put in that many years and come back to the civilian life, obtain an MBA and start your own business. So congratulations on that. What initially inspired you to venture into government contracting? 

Lee: You know, it's a full circle moment to answer that question. I completed my thesis in graduate school back in 2014 on government contracting. So this business idea for me has been about 10 years in the making. Now, you know Bobby, most recently, I've decided that the second half of my professional career will be focused on building a profitable and successful contracting company, and this will allow me to achieve one of my primary goals, I think, in my life, which is to be financially independent and really control my own destiny. You know, entrepreneurship is really the key to achieving what I think many refer to as the American dream. Government Contracting specifically provides a path to entrepreneurship and independence. I think for those that are willing to sacrifice, assume the risks associated with building a business, but now truly reap the benefits of their hard work and efforts. 

Bobby: Wow. It is incredible to hear that your journey has been a decade in the making. Your dedication and vision are truly inspiring, and I am sure that our listeners will agree. I could not agree more, also that entrepreneurship is 100% the key to the American dream. How do you see your business growing and evolving in the near future with government contracts? 

Lee: You know, Bobby, I see my business starting by securing purchase orders from government contract officers and strategic regions, and I really underscore that, and then submitting bids for set aside contracts with the Bennu Contracting Services. You know, we're a certified disabled veteran owned business, which is great. My wife and I are part of this business. She's a 51% owner. So of course, we're women owned small business. And then, you know, based on our background and who we are, we check that box for Minority Business Enterprise as well. You know, over the next one to three years, one of my goals with the Bennu Contracting S ervices truly, is to win on average, three to five contracts, government contracts and private sector business to business contracts annually. You know, I want to be able to grow the company's revenue. Bobby, year over year, and then ultimately, you know, giving myself a one to three year business plan. By the end of year three, business operations, I'd love for the Bennu Contracting Services to be a part of the 8(a) program. You know, this is a great program that the government has set up. And, you know, it's a strategic effort for me. I think, at that point in year three, to scale my business operations, but specifically now with set aside solely awarded contracts that the government will issue to those 8(a) participants. It's a great mentorship program. 

Bobby: Yeah, it's pretty impressive how you mapped out the growth trajectory for Bennu Contracting services, securing POS and winning set aside contracts as a certified service disabled veteran, woman owned and minority owned business is a strategic approach. Your vision for leveraging the 8(a) program to scale operations is right on the money. So you started working with FedBiz Access just a couple months ago. What factors influenced your decision to seek assistance from FedBiz Access? 

Lee: Yes, ordinary government contracting company really requires extensive and in depth knowledge, I think, of how the government agencies function and really what information the steps are keys to success, you know, to multi billion dollar industry. So I would say Bobby from a thorough compatibility statement to an informative and concise, you know, government landing page or website to really properly register in the company online. Sams.gov as an example. You know, there's several vital tasks that I think are required. FedBiz, to me, has a strong reputation in the government contracting arena, you know, over 20 years experience, right, assisting companies like mine and Bill scaling their contracting business. But I think you guys offer an unparalleled commitment, which is key for me to customer satisfaction and success. So through each step of the way, FedBiz are really true professionals.

Bobby:  Yeah, I could not have said it better. It's clear that having a partner like FedBiz Access, with their extensive experience and strong reputation can make a significant difference. How would you rate your overall experience with FedBiz?

Lee: Yeah, my overall experience with FedBiz has been great, Bobby. You know, the entire team. Again, as I mentioned, our professionals, very helpful. You guys take your time thoroughly explain, really, what are the nuances of government contracting, which is very important. Like, if I had to rate it on a scale of one to 10, I give FedBiz an 11 truthfully, you know. And again, that's based on, I think, your desire to go far and beyond, you know, we say in the military, the call a duty, right? And providing good advice, which is really important, high quality service, you know, can't put a premium on that, and really just having an enjoyable experience throughout the process, that that's what I've experienced. You know, I'd also add, from a business perspective, obviously, as a startup, you know, there's costs associated with various services. FedBiz has a great offer of services as well. I think that, you know, are reasonable and affordable. And I think it's important if you're looking to break into this industry, government contracting, you need a strong partner, and that investment is worth it. 

Bobby: Well, talk about a glowing endorsement! It sounds like FedBiz Access has truly exceeded your expectations. Their commitment to going above and beyond certainly speaks volumes for those who might be considering venturing into government contracting, What advice would you give them based on your experience? 

Lee: You know, the advice I would give any company, Bobby considering government contracting is to really start by defining what services or products you intend to provide the government. You know, from there, I'd hire a partner like FedBiz, really, that can assist you and properly again, registering your company, building a solid, you know, compatibility statement, which is really your resume, right for those in the industry, and I would say, developing again, that website, you know, tailored now, specifically for government contractors. I'd also recommend, you know, apply for any certifications, similar to myself, again, the new contracting service. Disabled veteran owned business, women owned business, Minority Business Enterprise. It's a way to differentiate your company, I think, from the competition out there in the marketplace. 

Bobby: That is invaluable advice. It's clear that understanding the services or products you can offer and having a strategic partner, just like FedBiz Access can make all the difference in navigating the complexities of government contracting. Also applying for certifications to stand out in the marketplace is a crucial step and a great tip. Thank you so much for sharing your insights and experiences with us today. It's been an enlightening conversation, and I'm sure our listeners have gained a lot of valuable information about the world of government contracting. 

Lee: My pleasure. Thank you so much for having me, Bobby. 

Bobby: Hey. Thank you once again, and to our listeners. Thank you for tuning in until next time, keep pursuing your dreams and stay inspired. 

Outro: Thank you for listening to the FedBiz Five, where you get informed, get connected and get results on everything government contracting. Today's podcast has made courtesy of FedBiz Access, government contracting Made Simple. Visit them at FedBiz access.com where you can find all the FedBiz five podcasts, related blogs, government contracting, news and, of course, information on the various products and services that can assist your business in becoming visible to the government buyers. FedBiz Access can be reached by calling them at 888-299-4498,