Participant Booklet

Terry A. Lucas | Character. Grit. Ingenuity. | 1 Participant Practice Booklet Character. Grit. Ingenuity. Work the same six topics through a different business: a fictional first-time paper supplier named Nadia. Keep your work, correct your arithmetic and make the promise match the plan. All figures in Nadia’s story are assigned classroom values. This is not an actual solicitation, supplier quote, award or student outcome. The final exercise separately uses a real, dated SAM.gov notice and explicitly labeled teaching assumptions. Your assignment By the end of the practice, assemble a buyer profile, evidence record, opportunity screen, cost estimate, cash timeline and simulated quote. These are proposed learning tasks; no student completion or business result is claimed. Order Topic 1 Succeed Where You Stand 2 Vision & Position 3 Ready or Registered? 4 Search & Rescue 5 Bid & Boogie 6 Deliver & Dominate Name or classroom ID __________________________________________________________________________________ My product or service and service area __________________________________________________________________________________ __________________________________________________________________________________ __________________________________________________________________________________ Educational use only; not legal, tax, financial or medical advice. Verify requirements and consult qualified advisers. No outcomes guaranteed. Personal learning and internal application allowed; redistribution, resale or teaching from these materials requires written permission, except as law permits. Rights reserved in Aegis Bellator LLC-owned original expression; third-party and public-domain rights remain unaffected. © 2026 Aegis Bellator LLC and respective rights holders. All rights reserved. Educational use only; not legal advice. WinGovCon | Terry A. Lucas WinGovCon Government Contracting Education & Consulting for Small Businesses

Terry A. Lucas | Character. Grit. Ingenuity. | 2 1 Succeed Where You Stand Win Your War Nadia works in office administration and notices that people remember who fixes the small problems. She wants to sell paper, but her first task is to become dependable with follow-ups and records. She chooses a daily ten-minute check of unanswered supplier questions. The habit starts before the purchase order. Work for 15 minutes during class or at your own pace between sessions. Make unknowns visible and keep fictional case assumptions separate from facts about your own business. One responsibility I can improve this week __________________________________________________________________________________ __________________________________________________________________________________ __________________________________________________________________________________ My next action, due date and evidence of completion __________________________________________________________________________________ __________________________________________________________________________________ __________________________________________________________________________________ © 2026 Aegis Bellator LLC and respective rights holders. All rights reserved. Educational use only; not legal advice. WinGovCon Government Contracting Education & Consulting for Small Businesses

Terry A. Lucas | Character. Grit. Ingenuity. | 3 1 Put it to work Character: the promise I can support today __________________________________________________________________________________ __________________________________________________________________________________ Grit: what I will follow through on __________________________________________________________________________________ __________________________________________________________________________________ Ingenuity: an alternative I can verify __________________________________________________________________________________ __________________________________________________________________________________ Recall without notes What behavior would demonstrate each principle before an award? My next action, owner, deadline and review date __________________________________________________________________________________ __________________________________________________________________________________ __________________________________________________________________________________ __________________________________________________________________________________ © 2026 Aegis Bellator LLC and respective rights holders. All rights reserved. Educational use only; not legal advice. WinGovCon Government Contracting Education & Consulting for Small Businesses

Terry A. Lucas | Character. Grit. Ingenuity. | 4 2 Vision & Position See the Need Find Your Fit Mark Your Position A fictional local office asks for 100 cases of paper in one scheduled delivery. For the exercise, each case has ten reams and each ream has 500 sheets. Nadia is solving a supply and receiving problem. A cheap price that ignores unloading will not solve it. She verifies the paper specification and receiving conditions before committing. Work for 15 minutes during class or at your own pace between sessions. Make unknowns visible and keep fictional case assumptions separate from facts about your own business. Buyer, receiver and end user __________________________________________________________________________________ __________________________________________________________________________________ Hot spot: where the need exists; hot market: who buys what __________________________________________________________________________________ __________________________________________________________________________________ __________________________________________________________________________________ © 2026 Aegis Bellator LLC and respective rights holders. All rights reserved. Educational use only; not legal advice. WinGovCon Government Contracting Education & Consulting for Small Businesses

Terry A. Lucas | Character. Grit. Ingenuity. | 5 2 Put it to work Known facts versus questions to verify __________________________________________________________________________________ __________________________________________________________________________________ __________________________________________________________________________________ __________________________________________________________________________________ My positioning paragraph and honest limit __________________________________________________________________________________ __________________________________________________________________________________ __________________________________________________________________________________ __________________________________________________________________________________ Recall without notes What is the difference between a hot spot and a hot market? My next action, owner, deadline and review date __________________________________________________________________________________ __________________________________________________________________________________ __________________________________________________________________________________ __________________________________________________________________________________ © 2026 Aegis Bellator LLC and respective rights holders. All rights reserved. Educational use only; not legal advice. WinGovCon Government Contracting Education & Consulting for Small Businesses

Terry A. Lucas | Character. Grit. Ingenuity. | 6 3 Ready or Registered? Proof Behind the Promise Nadia records an assigned supplier quote of $32 per case, $3,200 total. She still needs to verify validity dates, stock, specifications and payment conditions. The story assumes the product and carrier arrangements are confirmed before acceptance; this workbook is not proof that a real supplier has agreed. Work for 15 minutes during class or at your own pace between sessions. Make unknowns visible and keep fictional case assumptions separate from facts about your own business. Three claims and the evidence behind each __________________________________________________________________________________ __________________________________________________________________________________ __________________________________________________________________________________ __________________________________________________________________________________ __________________________________________________________________________________ What registration establishes and what remains __________________________________________________________________________________ __________________________________________________________________________________ __________________________________________________________________________________ © 2026 Aegis Bellator LLC and respective rights holders. All rights reserved. Educational use only; not legal advice. WinGovCon Government Contracting Education & Consulting for Small Businesses

Terry A. Lucas | Character. Grit. Ingenuity. | 7 3 Put it to work One readiness gap, owner and completion date __________________________________________________________________________________ __________________________________________________________________________________ __________________________________________________________________________________ Capability statement in four concise sentences __________________________________________________________________________________ __________________________________________________________________________________ __________________________________________________________________________________ __________________________________________________________________________________ Recall without notes What proof turns one paper claim into a supportable promise? My next action, owner, deadline and review date __________________________________________________________________________________ __________________________________________________________________________________ __________________________________________________________________________________ __________________________________________________________________________________ © 2026 Aegis Bellator LLC and respective rights holders. All rights reserved. Educational use only; not legal advice. WinGovCon Government Contracting Education & Consulting for Small Businesses

Terry A. Lucas | Character. Grit. Ingenuity. | 8 4 Search & Rescue Play or Pass Nadia finds two notices: the 100-case local request and a much larger request outside her delivery capacity. She investigates the local request and passes on the larger one. Her decision is based on scope and funding, not the size of the headline. A deadline extension would be a question to investigate, not proof of an easy win. Work for 15 minutes during class or at your own pace between sessions. Make unknowns visible and keep fictional case assumptions separate from facts about your own business. Original source, date, notice ID and latest amendment __________________________________________________________________________________ __________________________________________________________________________________ __________________________________________________________________________________ Required product, quantity, location and receiving conditions __________________________________________________________________________________ __________________________________________________________________________________ __________________________________________________________________________________ __________________________________________________________________________________ © 2026 Aegis Bellator LLC and respective rights holders. All rights reserved. Educational use only; not legal advice. WinGovCon Government Contracting Education & Consulting for Small Businesses

Terry A. Lucas | Character. Grit. Ingenuity. | 9 4 Put it to work Play, Investigate or Pass, with supporting facts __________________________________________________________________________________ __________________________________________________________________________________ __________________________________________________________________________________ Unsent question that would resolve the most important unknown __________________________________________________________________________________ __________________________________________________________________________________ __________________________________________________________________________________ Recall without notes Why might a smaller opportunity be a better fit? My next action, owner, deadline and review date __________________________________________________________________________________ __________________________________________________________________________________ __________________________________________________________________________________ __________________________________________________________________________________ © 2026 Aegis Bellator LLC and respective rights holders. All rights reserved. Educational use only; not legal advice. WinGovCon Government Contracting Education & Consulting for Small Businesses

Terry A. Lucas | Character. Grit. Ingenuity. | 10 5 Bid & Boogie Count the Cost Money or Mirage? Nadia quotes 100 cases at $48 per case: $4,800 sales. Planned costs are $3,200 product, $500 freight, $200 handling and $100 administration including owner time: $4,000 total. Planned operating surplus is $800. Assigned opening cash is $5,000. All costs are paid on Day 0; payment clears on Day 30 after assumed same-day acceptance and correct invoicing. Work for 15 minutes during class or at your own pace between sessions. Make unknowns visible and keep fictional case assumptions separate from facts about your own business. Show cases to reams to sheets __________________________________________________________________________________ __________________________________________________________________________________ __________________________________________________________________________________ Calculate planned cost, sale and operating surplus __________________________________________________________________________________ __________________________________________________________________________________ __________________________________________________________________________________ __________________________________________________________________________________ © 2026 Aegis Bellator LLC and respective rights holders. All rights reserved. Educational use only; not legal advice. WinGovCon Government Contracting Education & Consulting for Small Businesses

Terry A. Lucas | Character. Grit. Ingenuity. | 11 5 Put it to work Calculate surplus as a percentage of sale and of included costs __________________________________________________________________________________ __________________________________________________________________________________ __________________________________________________________________________________ Build the cash timeline before the customer pays __________________________________________________________________________________ __________________________________________________________________________________ __________________________________________________________________________________ __________________________________________________________________________________ Recall without notes Why can a profitable order still require startup cash? My next action, owner, deadline and review date __________________________________________________________________________________ __________________________________________________________________________________ __________________________________________________________________________________ __________________________________________________________________________________ © 2026 Aegis Bellator LLC and respective rights holders. All rights reserved. Educational use only; not legal advice. WinGovCon Government Contracting Education & Consulting for Small Businesses

Terry A. Lucas | Character. Grit. Ingenuity. | 12 6 Deliver & Dominate Start Ready Seal the Deal On Day 0, a receiving complication adds $100 handling. Nadia records it, keeps the agreed delivery and obtains acceptance. Actual cost becomes $4,100; actual operating surplus is $700. Cash falls to $900 before the receipt and reaches $5,700 on Day 30. Original capital is $5,000; the additional $700 is the case’s pretax operating result, not $5,700 profit. Work for 15 minutes during class or at your own pace between sessions. Make unknowns visible and keep fictional case assumptions separate from facts about your own business. Explain the $100 variance and its effect on surplus __________________________________________________________________________________ __________________________________________________________________________________ __________________________________________________________________________________ Delivery, acceptance, invoice and cleared-payment records __________________________________________________________________________________ __________________________________________________________________________________ __________________________________________________________________________________ __________________________________________________________________________________ © 2026 Aegis Bellator LLC and respective rights holders. All rights reserved. Educational use only; not legal advice. WinGovCon Government Contracting Education & Consulting for Small Businesses

Terry A. Lucas | Character. Grit. Ingenuity. | 13 6 Put it to work Appropriate feedback request and one improvement __________________________________________________________________________________ __________________________________________________________________________________ __________________________________________________________________________________ Character, grit and ingenuity: where each appears in this story __________________________________________________________________________________ __________________________________________________________________________________ __________________________________________________________________________________ __________________________________________________________________________________ Recall without notes Why is delivery different from acceptance, invoicing and cleared payment? My next action, owner, deadline and review date __________________________________________________________________________________ __________________________________________________________________________________ __________________________________________________________________________________ __________________________________________________________________________________ © 2026 Aegis Bellator LLC and respective rights holders. All rights reserved. Educational use only; not legal advice. WinGovCon Government Contracting Education & Consulting for Small Businesses

Terry A. Lucas | Character. Grit. Ingenuity. | 14 Final exercise Student brief Place Your Bid | 25 minutes | Classroom submission only Use the real 2026 SAM.gov notice W912CL26QKW02 as the source for a bottled-water exercise. The indexed description requests 25,625 liters for Sauce Jungle School, Peru, identifies San Luis or Oasis and allows 500 mL or 1 L configurations. Select 500 mL for this classroom version. This is a historical exercise; do not contact or submit to the agency. The source establishes a need and quantity. Your cost assumptions are your own research or the clearly labeled classroom supplier cards Terry distributes. A research result is not a committed supplier quote. Flag missing full- document or amendment details. Time Work 0–3 minutes Read and convert units 3–8 minutes Research and record sources 8–15 minutes Cost and cash calculations 15–20 minutes Write and verify the quote 20–25 minutes Submit only to Terry Classroom ID and submission method __________________________________________________________________________________ __________________________________________________________________________________ Configuration, bottle quantity and original source date __________________________________________________________________________________ __________________________________________________________________________________ __________________________________________________________________________________ © 2026 Aegis Bellator LLC and respective rights holders. All rights reserved. Educational use only; not legal advice. Original notice: Source: sam.gov WinGovCon Government Contracting Education & Consulting for Small Businesses

Terry A. Lucas | Character. Grit. Ingenuity. | 15 Final exercise Quote submission Product and specification / supplier evidence / delivery assumptions __________________________________________________________________________________ __________________________________________________________________________________ __________________________________________________________________________________ __________________________________________________________________________________ Line Quantity Unit price Extension 500 mL water bottles ________ ________ ________ Other permitted quoted charges ________ ________ ________ Total classroom offer ________ Included costs and operating surplus calculation __________________________________________________________________________________ __________________________________________________________________________________ __________________________________________________________________________________ __________________________________________________________________________________ Cash needed before payment and assumed payment trigger __________________________________________________________________________________ __________________________________________________________________________________ __________________________________________________________________________________ One material risk and a verified or proposed alternative __________________________________________________________________________________ __________________________________________________________________________________ __________________________________________________________________________________ Contest entry check: quantity reconciles; arithmetic agrees; assumptions and sources are labeled; price covers stated costs; all fields completed. Terry will disclose the frozen benchmark and scoring method. Historical prices do not reveal a contractor’s actual markup without actual cost evidence. Gift details are announced by Terry before the exercise. © 2026 Aegis Bellator LLC and respective rights holders. All rights reserved. Educational use only; not legal advice. WinGovCon Government Contracting Education & Consulting for Small Businesses