The Journey of Success in Government Contracting: Insights from Lorie Sales
Lorie Sales is a name synonymous with resilience, determination, and success in the government contracting space. Born and raised in Chicago, Lorie’s journey is a testament to the power of networking and the unwavering belief in the potential of small businesses, particularly those owned by minorities and women.
The Importance of Networking and Relationships
Lorie’s rise in government contracting began with the understanding that relationships are key. "You need to show up consistently," she emphasizes, recalling her early days of networking and pounding the pavement. The critical lesson learned was that the government wants to work with people they know, like, and trust. Lorie’s approach has always been to make connections and build relationships. At every conference, she was there, engaging with attendees, ensuring others remembered her name, and laying the groundwork for future opportunities.
“And that’s the magic of it all,” she shares. “You don’t know who will be in the room, and those connections can lead to contracts, partnerships, and growth.”
Embracing the Unique Journey of Government Contracting
Government contracting is not just about submitting bids; it’s a unique journey that requires a different mindset. Lorie speaks passionately about the need for small businesses to understand the nuances of the industry. “This space rewards those who are persistent and knowledgeable,” she notes.
She emphasizes the importance of adopting a "people first, money second" strategy. By caring for her team and fostering a positive work environment, she believes that revenue will naturally follow. This philosophy has guided her approach since starting her business in 2012, where, over the course of four years, she tirelessly introduced herself to anyone and everyone in the government contracting arena.
The Role of Integrity and Professionalism
Integrity is a cornerstone of Lorie’s business philosophy. In the government contracting world, adhering to ethical standards and operating with transparency is non-negotiable. “If you treat people right, money’s going to come,” she asserts. Moreover, Lorie believes that maintaining professionalism—especially in how one presents oneself—is essential. She shares her experience of witnessing women in business attire that may not appropriately convey professionalism in a formal business setting.
“Dressing the part is important,” she explains. “It’s not just about looking good; it’s about being taken seriously and earning respect in a male-dominated space.”
Overcoming Challenges and the Mindset of Growth
Despite the success she now enjoys, Lorie didn’t always have it easy. Early in her business journey, she faced significant challenges, including a lack of revenue and falling behind her competitors. Yet, she maintains a growth mindset, viewing these obstacles as opportunities for learning. Her time spent as a Marine instilled values that continue to benefit her today: discipline, resilience, and a commitment to excellence.
“I often joke that I’m more of a Marine now than I ever was,” she admits, pointing to the principles of hard work and accountability that guide her every action. For Lorie, the journey is ongoing; she’s always seeking ways to expand her knowledge and improve her craft.
Leveraging Modern Tools for Success
Lorie’s business has evolved significantly over the past few years, partly due to embracing technology and modern management tools. She highlights how various software solutions have streamlined operations and improved communication among her team members. As a result, her firm can now handle more substantial contracts, further solidifying its presence in the government contracting space.
“Our infrastructure now reflects who we are and what we stand for,” she states confidently, marking a pivotal transformation in her organization’s capabilities.
Supporting Minority-Owned Businesses
When discussing the broader implications of her journey, Lorie emphasizes the importance of supporting black-owned businesses. She firmly believes that lifting each other up is crucial for economic empowerment. “Too many people expect to see successful black-owned businesses when they don’t invest in them,” she says, urging her peers to spend their dollars wisely.
Her commitment to working with minority vendors underscores her belief that collective success is achievable when we actively support one another.
Finding the Right Team
Building a successful business doesn’t happen in isolation. Lorie understands that a strong team is essential for achieving her goals. “I believe in bringing in people who share a passion for the mission, even if they lack direct experience in government contracting,” she explains. She has hired individuals from diverse backgrounds, fostering an environment where they can learn and grow together.
“My goal is to empower my team and help them establish their careers in this industry,” she shares, highlighting the importance of mentorship within her organization.
The Future of Government Contracting
As Lorie looks ahead, her focus remains on scaling her business while maintaining the integrity and values that got her to this point. She envisions continuous growth, not just for her company, but for her team and the broader community.
“Success is about more than just individual achievement,” she says. “It’s about building a legacy, creating opportunities for others, and changing the narrative for future generations.”
By sharing her story, Lorie Sales embodies the spirit of resilience and the transformative power of government contracting, serving as an inspiration for aspiring entrepreneurs everywhere.
