Blue Ocean Global Technology Interviews Frank Piccolo | Sr. B2G Federal Contracting Advisor, US Federal Contractor Registration (USFCR)

Drawing inspiration from childhood experiences, Frank embarked on a path of service and learning; transitioning from business owner to senior acquisition specialist in federal contracting, what sets Frank apart is his approach as a “human engineer”. Frank emphasizes the importance of understanding people’s motivations and goals. His typical day revolves around meticulous planning and personalized client engagement, accommodating global connections and diverse time zones.
Central to Frank’s success is a philosophy rooted in empathy, where helping others ultimately leads to personal fulfillment and success. This ethos extends beyond professional endeavors to gratitude for personal relationships and life’s simple joys. Frank highlights the profound impact of unselfish actions and mindfulness in appreciating life’s blessings. Anchored by Zig Zigler’s timeless adage, Frank’s journey exemplifies the transformative power of human connection and the pursuit of collective fulfillment for personal and professional fulfillment.
Frank’s appreciation for human connection is palpable in everything he does. He always found that observing people’s diverse perspectives and cultures becomes the best way to learn new things. He admires his grandparents’ stories, how they unraveled a new world of knowledge to him that he absorbed like a sponge. From then on, he found himself gravitating to listen to other people’s stories, deeming himself a “human engineer”.

Blue Ocean: Can you tell us a bit about your professional life and journey and why you chose to work in this particular industry?

Frank Piccolo: My wife is my ‘why’; the reason I chose this path. I was working as a general manager and it wasn’t very fulfilling. My wife said, “You just have to put it out in the universe, and it will find you.” She is a huge believer in deities like Ganesh and others. So, I listened to my incredibly smart wife and gravitated to this as a former business owner. Previously, I had my own moving company and didn’t know anything about federal contracting. That’s when I asked myself, “How can I do this? How can I be of service to other people?”.
I thought of this as an opportunity to incorporate my experience, learn about the business, and just be a student of life. I began practicing daily, training and learning more about various topics regarding federal contracting. I took action to work diligently on industry knowledge to bring value to clients while incorporating my personality. I quickly realized that as a business owner, “What is your time worth to you?” As a small, medium-sized, or large business owner, your single most valuable asset is your time; you cannot get back time once it’s lost. So, if I can help navigate that journey easier and get them from point A to point B, then I think that’s a win across the board.
I gravitated to this thought, and it’s a great feeling when you get calls from clients telling you how they just won their first contract with your guidance. Just recently, one of my clients called me to share the good news about his first $195,000 contract. With joy and excitement, he said “Man, you were spot on.” These contracting officers are human beings just like us, and they have a job to do. The most important thing is understanding the relationship value and the human factor; and I get to do that every day. I get to help people navigate their journey, become valuable to them, and help them with their goals. Just to get reaffirmation that I get to support people’s dreams is truly amazing.

Blue Ocean: What does your typical day look like?

Frank Piccolo: My typical day starts the day before so I’m best prepared to help our clients. I look at my calendar to see who made an appointment and what their needs are, and make up a list of recommendations the day before. I never go into a day without an agenda and I do that by making a checklist; very old school style with a notepad and paper. I go through the checklist and return phone calls and emails, that’s priority number one. As far as my current client base, what are their needs? What paperwork do they have or need? Do I need a contact phone number? Do I need to follow up with them? What kind of companies or contracting officers are they looking to prospect with, and what are their goals?
I may find a short list of clients that I find 5 or 10 different solications for. I’ll send that to them and say: “I found you 10 different solicitations, we should talk soon”. The one thing I always ask myself, as a senior acquisition specialist, is what value I can bring tothe clients’ goals. I typically speak with people late in the day, because sometimes as a business owner, they don’t have a nine-to-five job. They may work from 7 a.m. to 8 p.m., and I value their time so I try to navigate around their schedule. Subsequently, I work like a business owner because that’s how they operate. It’s an added value to have a global presence in different time zones and business owners appreciate the added value. So, I look at my career not as a nine-to-five job but from start to finish—what do I need to accomplish during that day? What things do I need to do from A to Z?

Blue Ocean: What is the one trend in the industry you work in that excites you?

Frank Piccolo: All the changes that we have, as far as how the government is pivoting, like renewable energy is a huge thing. The technology sector is massively huge in Colorado. We have the Space Force, Peterson Space Force Base, and a lot of major military bases here that incorporate technology. We have the Space Symposium here annually, which is a really big event in Colorado Springs. What excites me is the opportunity to see the changes in technology, Cybersecurity Maturity Model Certification CMMC, and the different avenues. The government has taken initiatives to focus on and incorporate global awareness about being carbon neutral. For example, they’re going through and replacing a lot of their federal buildings with different high-efficiency glass. It creates opportunities for companies to think and look outside the box, at the big picture. At the end of the day, the US government is a global purchaser of goods and services, not just in the United States. That trend is expanding daily, and the opportunity to be involved in that is exciting.

Blue Ocean: How have you differentiated yourself? And what underpins your success?

Frank Piccolo: One of my biggest differentiators is that I’m a human engineer. It’s not a term that many people are familiar with, but I like people with different backgrounds, various needs, and unique stories. Understanding people’s ‘why’ and the reason they do things is a huge motivating factor. Getting to know them on a personal basis is important so I can help them go from point A to point B. They’re going to work harder on their goals because they are focused on their ‘why’. Everybody has a ‘why’; It’s just about asking the right questions and being involved.
Why do they want to participate in federal contracting? I take the time and invest in people, and that’s really what sets me apart. That’s where being a human engineer makes it different from doing a transactional sale. Don’t get me wrong, technology and AI are super important, but you’ve got to have that human connection. Things just don’t work without it. In my opinion, AI is only as good as the people behind it. 

Blue Ocean: How have your experiences as a business leader shaped the person and professional you are today?

Frank Piccolo: Life is about learning something new every day and applying that knowledge both on a professional and personal level. I tend to take a step back and listen because I believe that you have to understand people first, and if you help enough people achieve their goals, you will get what you want in life. I try to ask questions that make me better understand someone and bring all those things together.
I firmly believe that I’m going to get what I need in my life if I help enough people get what they want first. ; I focus on the people; not how big or small a company is or how many employees you have. What are you trying to accomplish? Because I know what kind of programs are available, but what do you want to do? I’ve learned through my life experiences that you need to have the right tools and qualifications. Part of my job is to help you get there and that’s where I put it all together to maximize your potential.

Blue Ocean: What is something unique you offer to your clients?

Frank Piccolo: Myself and philosophy; That’s the most unique thing. When I talk to clients, I don’t see them as a transaction, instead, I analyze their goals. A lot of people just look at an A to B transaction. While there are a lot of avenues that people can go down, you have to know the right ones. You have to understand people’s goals, and if you don’t take the time to start with that, then it will not make any sense by the time you get to point B. That’s the journey a lot of people have to understand. It’s not a race, it’s a marathon, and that’s the reality of it.
Federal contracting is not as easy as people think or hear. It can be a complicated process if you don’t have the right tools in your toolbox. Part of the tool is having the right person to guide you along the way to follow up, and say: “Hey, did you get all that paperwork? Did you get everything completed?” Then, “What are the next steps?” As a senior acquisition specialist, I ensure that you understand what your registration is for, the meaning and significance of NAICS and CAGE codes, and the basics. If you don’t have a good foundation, nothing else matters; that’s just the way it is in any business. My job is to make sure your foundation is solid. If you have that solid foundation, then you can graduate to the next steps. But if you don’t have this key piece, nothing else matters.

Blue Ocean: What advice would you give to your younger self?

Frank Piccolo: On my journey, I’ve understood the importance of patience and active listening. Active listening is a whole different concept. When you’re younger, you’re always in a rush, and you don’t capture all the valuable information. Then as you get older, you think about how you could have saved yourself some time or effort. I believe the biggest thing is slowing down and getting it all. Ask a lot of questions, talk to a lot of knowledgeable people, try to learn from each interaction, and most importantly take good notes.
One of the things I always shared with my daughter, when she was going through college, is talking to older people. Go to different places, watch people, and interact with them. Notice the human factor, like a father and daughter hugging as a priceless moment. It comes at you quickly but if you don’t do those things you won’t have the riches you deserve later in life. So the one thing I would tell my younger self is to slow down and actively gather all the information around because life will come at you quickly, but it’s what you do with that time that matters the most.

Blue Ocean: What is something you are grateful for?

Frank Piccolo: I think about this regularly and I’m grateful that I met my amazing wife. It’s been an adventure, and a huge undertaking to start fresh to help her improve her health. But when you do something selfless for other people, you feel so much more gratitude in your heart. Every day I’m appreciative of how we’ve grown together because of my wife’s health conditions. I always tell people to slow down and look at their surroundings. Whether it’s your family or your business, think about what you are most grateful for.
It makes life so much richer when you can selflessly help someone you love unconditionally. So, I always make time, every morning, to go out with my dogs and watch the sunrise. We don’t realize how valuable these little things are when we’re younger. Along the journey, I can now see and appreciate all those little moments. Now I get to spend my time with my wife and watch her progress on our journey together. That, to me, is very fulfilling and I’m grateful that I get the opportunity to be someone who impacts her life. When you have that opportunity, whether it’s your family, children, or clients, make the most of it. I’m most grateful to be a part of this amazing journey which is something you can’t put a price tag on. Money is fluid, it always comes and goes, but these are the little moments I’m truly thankful for every day.

Blue Ocean: Outside of work, what are your hobbies? What makes you truly happy?

Frank Piccolo: We live in Colorado and we’re blessed to have this beauty around us and go on regular hikes and brand new adventures together. We are blessed to watch the amazing sunrise behind America’s Mountain, Pikes Peak every day. These are the little things that matter to me; spending time with my wife and our two rescue dogs, and enjoying the beauty of our surroundings.
Since we’ve been here for the last four years, I’ve reflected on how little things like fresh mountain air and birds singing beautiful songs make you feel so alive. There are so many good things in this world, that if you just slow down for one moment, and take an inventory of all your surroundings and your blessings it fulfills you. We moved across the country, bought our property, and built our home with no friends or family but I did it for my wife as she is my WHY. When I see her smile every day, seeing how grateful she is to be here and when she says “Thank you for everything you do,” that gratitude truly makes me happy.

Blue Ocean: What is a quote that resonates with who you are?

Frank Piccolo: My favorite quote is by Zig Ziglar, and I’ve known it since I was younger. “If you help enough people get what they want first, you’re going to get what you want in life.” It has resonated tremendously and stands true on a business and a personal level with all my relationships.
If you listen and focus on helping a person reach their goals, whether it’s your spouse, business partner, friends, family, or children, you’re going to get what you want. Every time I deal with new people, different relationships, family, friends, and co-workers, I figure out what I can do to help them. That’s the beauty of it, life is forever evolving, and that philosophy has been very insightful on my journey.