The Right People Changes Everything: Community, Mentorship, and Mindset Before Monday

April 21, 2025 | Sunday Sales Spark

Let’s not sugarcoat it—government sales is hard. For that matter, all sales are hard—when we’re doing it right. When we’re focused. When we’re building relationships, qualifying buyers, and leading with value instead of desperation.

And it’s about to get harder for a lot of small businesses.

With the SBA downsizing nearly half of its district offices, a major source of education, outreach, and small business support may disappear leaving a gap which won’t be easily filled by government resources alone.

This reality means the real support system for small business success is going to come from somewhere else: your community, your mentors, and your mindset.

This week’s Sunday Sales Spark is all about building or retapping that support system.

1. Community: The People Around You Shape the Way You Compete

We say it often because it’s true: We are stronger together. But in this market, that’s not just encouragement—it’s a fact.

The right community keeps you focused, sharp, and motivated. It helps you stay out of your own head when the setbacks come (and they will). It also gives you access to shared knowledge and insights you won’t find in a Google search or a paid database.

But let’s not pretend every community is a good one. A distracted, fearful, or complaining group can erode your confidence fast. A great one? It’ll make you sharper, faster, and more resilient.

Community isn’t a luxury. It’s a necessity. Especially now!

2. Mentorship: Learn from Someone Who’s Been There

Every business professional should have at least one mentor. Ideally more than one. Ideally, each one should bring something different to the table. If you’re a veteran-owned business, then one of them should be another veteran-owned business. If one is in the cybersecurity business, then the other should be as well. 

What matters most is that they’ve been where you want to go—and they’re doing better than you are right now. Not because it’s a competition. But because someone who’s a few steps ahead sees the road differently. They can help you avoid the blind spots, wasted energy, and flawed strategies that derail so many small businesses.

Great mentors challenge your thinking, push you out of comfort zones, and help you shorten the learning curve. And paired with the right community, they’ll protect and strengthen your mindset.

3. Mindset: The Tool You Always Control

Let’s be clear—this is a marathon. Not a sprint. Not a straight line. And definitely not something you can will your way through on caffeine and SAM alerts alone.

Mindset is your edge when the opportunities slow down. When the outreach doesn’t land. When the win feels out of reach. It’s the only thing you can fully control—and the one thing that too many small businesses ignore.

And if you’re feeding yourself a steady stream of chaos—political fear, LinkedIn envy, or too many “overnight success” stories—you’ll start to believe the game is rigged. It’s not.

But it is hard. And your mindset is the difference between powering through or checking out.

This is exactly why community and mentorship matter so much. They don’t just provide ideas and encouragement. They insulate your mindset. They help you stay grounded, focused, and ready for the next right move—even when your current move didn’t land.

Your Spark This Week:

• Evaluate your community: Are you in rooms that stretch you or drain you?

• Check in with a mentor: Haven’t talked in a while? Fix that.

• Audit what you’re consuming: Cut out one negative input this week. Replace it with something that helps you think and grow.

GovCon isn’t just about tactics. It’s about who you learn from, who you surround yourself with, and how you show up—especially when it’s hard.

Don’t have the right community or mentor in your corner yet? Let’s change that. If you like what you see in this article and are ready to get to work on increasing your product sales margins, click here to schedule a call with me. Let’s put together a plan that works.

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