Govcon Giants Podcast

In this episode of the Federal Help Center Podcast, Randie Ward breaks down the systems and documentation contractors must have in place before pursuing Department of Defense opportunities. She explains why PIE registration is mandatory for DOD work, how SPRS ties directly to your NIST self-assessment and CMMC requirements, and where contractors often get stuck trying to navigate these platforms. Randie also walks through what a strong capability statement should include—clear competencies, NAICS codes, differentiators, and past performance—so contracting officers can quickly understand who you are and why you belong on their short list. Key Takeaways PIE is non-negotiable for DOD work: You cannot submit proposals, invoice, or receive awards without being registered and set up properly. SPRS and NIST scores matter early: Your self-assessment score is required and directly impacts eligibility for DOD contracts. Your capability statement must do the work for you: Clear branding, competencies, NAICS codes, and past performance make it easy for agencies to find and trust you. If you want to learn more about the community and to join the webinars go to: https://federalhelpcenter.com/  Website: https://govcongiants.org/  Connect with Encore Funding: http://govcongiants.org/funding 

In this episode of the Federal Help Center Podcast, Randie Ward breaks down what real procurement readiness looks like beyond just registering in SAM. Using real client examples, Randie walks through professionally built project sheets and capability statements, explaining why clean branding, clear competencies, and visible past performance matter when agencies are evaluating vendors. She then dives into Department of Defense requirements—covering PIE registration, SPRS, and CMMC/NIST compliance—showing why contractors cannot submit proposals, receive awards, or get paid without these systems in place. The message is clear: preparation, compliance, and professionalism are no longer optional if you want to compete in GovCon. Key Takeaways Professional documentation matters: Project sheets and capability statements should be clean, branded, and easy for agencies to evaluate—no guesswork required. DOD contractors must be system-ready: PIE, SPRS, and related platforms are mandatory for submitting proposals, invoicing, and compliance. CMMC/NIST is non-negotiable: You cannot receive a DOD award without a NIST score—self-assessment or certification depending on the requirement. If you want to learn more about the community and to join the webinars go to: https://federalhelpcenter.com/  Website: https://govcongiants.org/  Connect with Encore Funding: http://govcongiants.org/funding 

In this episode of the Federal Help Center Podcast, Randie Ward breaks down one of the most overlooked—but most critical—factors in government contracting success: procurement readiness. This session is designed especially for new and growing GovCon businesses that want to avoid common early mistakes and present themselves as credible, professional, and prepared partners to government agencies. Randie walks through what "being ready" actually means long before you submit a proposal—starting with foundational assets like SAM and SBA profiles, professional branding, and internal documentation. She explains how agencies research contractors, why incomplete profiles hurt your visibility, and how small details like email domains and keyword-rich narratives influence whether you're taken seriously or ignored. Key Takeaways Procurement readiness is a credibility signal—being overprepared helps you stand out in a crowded GovCon landscape. Your SAM/SBA profile and branding matter more than you think, including email domains, narratives, and uploaded assets. Pre-building resumes, project sheets, and capability materials makes proposal responses faster, stronger, and less chaotic. If you want to learn more about the community and to join the webinars go to: https://federalhelpcenter.com/  Website: https://govcongiants.org/  Connect with Encore Funding: http://govcongiants.org/funding 

In this episode, we kick off with a reality check: communities and companies across the country are leaving serious money on the table by skipping government contracting—not just federal, but also state, local, city, and county opportunities. The message is simple: the opportunity is huge, but it's not a shortcut. Winning requires patience, perseverance, and a clear understanding of what your company does best, then matching that capability to a specific customer's requirements. Then the conversation turns personal and tactical as Eric connects with Farooq Mitha, based in Washington, D.C. and previously served as Director of Small Business Programs at the Department of Defense. You'll hear what it's like being "in the Pentagon world" for 15 years—and a surprisingly human look at the Pentagon as a self-contained city (yes… with everyday services most people would never expect). The takeaway: GovCon is built on understanding the ecosystem, showing up with the right fit, and staying in the game long enough to win. Key Takeaways You don't have an "opportunity problem"—you have a positioning problem. Know what you do, then map it to a real customer requirement. GovCon rewards stamina. The money is real, but so is the need for patience and perseverance. The Pentagon (and the DoD ecosystem) is a world of its own. Understanding how that world operates helps you move smarter—especially if you're targeting defense work. If you want to learn more about the community and to join the webinars go to: https://federalhelpcenter.com/  Website: https://govcongiants.org/  Connect with Encore Funding: http://govcongiants.org/funding

In this episode of the Federal Help Center Podcast, Zach Golden walks through a real proposal review to show why generalized language, vague staffing plans, and small inconsistencies quietly sink otherwise strong bids. He explains how proposal reviewers look beyond surface-level compliance to assess production rates, deployment strategies, staffing percentages, and post-award documentation—details many contractors overlook. Zach breaks down how AI-powered proposal workbenches surface these gaps, from inconsistent facility counts to missing templates, and why refining language and structure can turn a high-risk submission into a competitive one. This episode is a practical deep dive into why precision—not volume—is what wins contracts. Key Takeaways General language signals risk: Evaluators want specifics—production rates, staffing formulas, deployment methods—not broad assurances. Small inconsistencies can disqualify you: Facility counts, staffing percentages, and missing templates directly impact compliance and scoring. Iterative review saves days of work: Using structured proposal tools allows fixes in hours instead of full rewrites. If you want to learn more about the community and to join the webinars go to: https://federalhelpcenter.com/  Website: https://govcongiants.org/  Connect with Encore Funding: http://govcongiants.org/funding 

In this episode of the Federal Help Center Podcast, Zach Golden pulls back the curtain on how proposal reviews actually work when using AI—and why most contractors misunderstand its role. Walking through a real proposal review using a purpose-built proposal manager, Zach explains how outlines, compliance matrices, and structured drafts prevent critical gaps that generic AI tools often miss. He breaks down the difference between raw AI models and trained proposal agents, why feeding AI winning proposals matters, and how relying on basic tools like ChatGPT alone can create a false sense of confidence. This episode is a must-listen for contractors using AI in proposals who want real compliance—not surface-level feedback. Key Takeaways AI is only as effective as what it's trained on: Generic models don't understand winning proposals unless taught with real examples. Compliance gaps kill proposals silently: Missing forms, vague past performance, and unverified requirements often end bids before pricing. Proposal tools beat raw AI: Structured proposal managers outperform standalone AI by enforcing compliance and evaluation logic. If you want to learn more about the community and to join the webinars go to: https://federalhelpcenter.com/  Website: https://govcongiants.org/  Connect with Encore Funding: http://govcongiants.org/funding 

In this episode of the Federal Help Center Podcast, Zach Golden walks listeners through a real county-level proposal from Union County, North Carolina to expose why complex scopes overwhelm even experienced contractors. Using a 70-page janitorial solicitation as an example, Zach explains how multi-site coordination, security requirements, staffing plans, schedules, and logistics quickly turn proposals into operational puzzles. He breaks down why these contracts can't be treated casually, how missing small details can derail an otherwise solid submission, and why contractors must think beyond cleaning tasks to include movement, supplies, access, and timing. This episode is a must-listen for contractors expanding into state, local, or large multi-facility projects. Key Takeaways Complex scopes require operational thinking: Multi-site projects are logistics problems, not just service descriptions. Restating requirements isn't enough: Proposals must show how work will be executed across buildings, schedules, and staff. You can't reach pricing without technical compliance: Even strong pricing means nothing if the technical approach falls short. If you want to learn more about the community and to join the webinars go to: https://federalhelpcenter.com/  Website: https://govcongiants.org/  Connect with Encore Funding: http://govcongiants.org/funding

In this episode of the Federal Help Center Podcast, Zach Golden breaks down one of the most painful losses contractors can experience—a technical loss. Using a real $29M janitorial proposal as a case study, Zach explains how proposals fail not because of price, but because they miss small, easily overlooked requirements buried in the scope. He walks through how a single missing detail—documentation of staff training—prevented pricing from even being evaluated, despite weeks of preparation. This episode dives deep into the difference between checklist-style responses and truly tailored solutions, why janitorial and service contracts are more complex than most people realize, and how contractors can avoid repeating costly technical mistakes that never give them a chance to compete. Key Takeaways Technical losses are avoidable—but brutal: If you miss one requirement, your price may never be evaluated. Checklists don't win contracts: Simply restating the scope doesn't demonstrate understanding or execution. Details buried in the PWS matter: Documentation, tracking, and "how" you manage requirements can make or break a proposal. If you want to learn more about the community and to join the webinars go to: https://federalhelpcenter.com/  Website: https://govcongiants.org/  Connect with Encore Funding: https://www.encore-funding.com/

In this episode, Eric Coffie sits down with RJ Blake, Founder & CEO of Blake Wilson Group, for a real conversation about what it actually takes to build a GovCon business—from the first dollar of revenue to growing into prime contracts. RJ shares how his early "arena mindset" (trying, failing, refining) shaped his entrepreneurial journey, why most founders get stuck in analysis paralysis, and how he built revenue early by solving a painful problem for large primes: hard-to-fill talent with clearances and deep domain expertise. They also get honest about the realities nobody glamorizes—lawsuits as a business tactic, shutdowns slowing productivity, why cash and credit lines keep you alive, and why relationships are the one thing AI will never replace. Bottom line: if you want longevity in this game, you need preparation, community, and a plan you're willing to evolve. Key Takeaways "Luck" favors prepared contractors: You don't win sitting on the couch—you win by being in the arena, iterating, and staying ready. Sub-first can be the smartest move: RJ spent ~5 years building as a subcontractor, stacking cash, and systemizing before pushing hard into prime work. Targeted strategy beats chasing everything: Go where revenue is closest, understand your real value proposition, and treat relationships as your unfair advantage—because AI can't build trust for you. If you want to learn more about the community and to join the webinars go to: https://federalhelpcenter.com/  Website: https://govcongiants.org/  Connect with Encore Funding: http://govcongiants.org/funding

In this episode of the Federal Help Center Podcast, Eric Coffie breaks down why technically correct proposals still lose when they ignore mission context and agency culture. He explains how over-engineering proposals, relying on generic buzzwords, or treating mission-driven environments like standard corporate facilities can quietly disqualify otherwise strong bids. Using real examples, Eric shows how understanding dignity, sequencing, staffing continuity, and unspoken expectations—especially around high-visibility moments like Memorial Day—creates powerful differentiators that evaluators notice immediately. Key Takeaways Generic language kills differentiation: Buzzwords signal a lack of real mission understanding. Mission context matters as much as compliance: Agencies want to see why the work matters, not just that you'll do it. Small details win contracts: Staffing continuity, cultural awareness, and timing often separate winners from everyone else. If you want to learn more about the community and to join the webinars go to: https://federalhelpcenter.com/  Website: https://govcongiants.org/  Connect with Encore Funding: https://www.encore-funding.com/ 

In this episode of the Federal Help Center Podcast, Eric Coffie breaks down how contractors can leverage the Federal Help Center community to access opportunities, education, and strategic connections—without relying heavily on cold outreach. He explains the difference between Starter and Pro memberships, how webinars and trainings are structured, and why many successful contractors grow through referrals, partnerships, and relationship-based deal flow. The conversation also highlights how to reverse-engineer opportunities at the local, state, and federal levels by identifying incumbents, understanding contract ownership, and asking the right questions early—reinforcing that no contractor wins alone. Key Takeaways Access matters: Starter members see foundational content, while Pro members unlock advanced trainings, live sessions, and deeper strategy. Relationships outperform cold outreach: Many opportunities come from referrals, partnerships, and shared client ecosystems. Reverse-engineer opportunities: Identify current contract holders, ask who oversees the work, and work backward to position yourself early. If you want to learn more about the community and to join the webinars go to: https://federalhelpcenter.com/  Website: https://govcongiants.org/  Connect with Encore Funding: https://www.encore-funding.com/ 

In this episode of the Federal Help Center Podcast, Eric Coffie breaks down one of the most dangerous mistakes contractors make when bidding on government work: overpromising what they can't realistically deliver. From unrealistic response times and staffing promises to inflated delivery schedules and "state-of-the-art" claims that don't yet exist, Eric explains how desperation to win can quietly sabotage performance after award. He also unpacks how this behavior raises red flags for evaluators—especially in Lowest Price Technically Acceptable (LPTA) procurements—where honesty and compliance matter far more than flashy narratives. The conversation also dives into a second critical issue: misunderstanding the evaluation method. Eric explains why contractors often waste time and money submitting bloated, over-engineered proposals for LPTA contracts—only to lose to a lean, compliant bid with a lower price. If you want to protect your reputation, avoid performance failures, and bid smarter, this episode is a must-listen. Key Takeaways Overpromising creates performance risk — Unrealistic staffing, response times, or delivery schedules can lead to COR issues, contract discrepancies, or termination for default. Honesty beats hype in LPTA bids — Inflated claims don't earn extra credit; evaluators only care if you meet requirements at the lowest acceptable price. Match your proposal to the evaluation method — In LPTA, "acceptable is acceptable." A shorter compliant proposal will beat a bloated one every time if the price is lower. If you want to learn more about the community and to join the webinars go to: https://federalhelpcenter.com/  Website: https://govcongiants.org/  Connect with Encore Funding: https://www.encore-funding.com/ 

In this episode of the Federal Help Center Podcast, Eric Coffie breaks down one of the most common—and costly—mistakes contractors make in proposals: restating requirements instead of demonstrating understanding. Eric explains why copy-and-paste language fails evaluators and how winning proposals clearly show why requirements matter, how work will be executed, and what impact it has on the agency's mission. Using real examples from a winning proposal, Eric walks through how to turn a PWS into operational reality—showing evaluators that you understand sequencing, mission sensitivity, quality priorities, and unstated but critical requirements buried in the solicitation. From cleaning schedules to Memorial Day staffing nuances, this episode reinforces a simple truth: details win contracts. If you're serious about improving your technical approach and avoiding proposal-killing oversights, this is a must-listen. Key Takeaways Show understanding, not repetition — explain why requirements matter and how you'll execute them Translate the PWS into real operations with sequencing, mission awareness, and specific actions Catch unstated but critical details by reading the entire solicitation multiple times If you want to learn more about the community and to join the webinars go to: https://federalhelpcenter.com/  Website: https://govcongiants.org/  Connect with Encore Funding: https://www.encore-funding.com/  

In this episode, Eric Coffie sits down with Christine Hopkins, the CEO behind ASCII Federal Services, a 4PL (fourth-party logistics) company that manages end-to-end supply chain—from procurement and tracking to warehousing, inventory optimization, deliveries, and disposal. Christine shares how an existential crisis during COVID wiped out nearly 90% of revenue, forcing a bold pivot into federal contracting through restructuring ownership, becoming a Woman-Owned Small Business, and leveraging commercial past performance to compete. She walks through her methodical approach: getting registered, submitting "practice bids" for feedback, winning a first prime contract in 18 months, then scaling carefully to protect performance and reputation. The biggest lesson? Relationships and networking are the real differentiator—especially for agencies that avoid risk. Christine also breaks down the conferences, CEO peer network support (Vistage), and learning resources that accelerated her growth—and closes with a reminder that sustained success requires taking care of yourself so you can show up fully. Key Takeaways Relationships are the strategy: Government (and primes) buy from people they know and trust—networking isn't optional, it's the edge. Win methodically, not emotionally: Use "practice bids" to learn, protect performance, and scale slowly so you don't overload your team or reputation. Resilience + restructuring wins: A smart ownership/size restructure plus strong commercial past performance can open the door to prime contracts fast—even after a major revenue hit. If you want to learn more about the community and to join the webinars go to: https://federalhelpcenter.com/  Website: https://govcongiants.org/  Connect with Encore Funding: https://www.encore-funding.com/  Connect with Christine:  LinkedIn account: https://www.linkedin.com/in/christineseal/ LinkedIn corporate: https://www.linkedin.com/company/advanced-supply-chain-international-llc Website: www.asciLLC.com

In this episode of the Federal Help Center Podcast, Randie Ward pulls back the curtain on one of the most frustrating barriers in GovCon: finding the right person to talk to. From leveraging tools like ZoomInfo and federal data sources to dissecting agency budgets and understanding why program managers are intentionally harder to find, this episode shows how winning contractors turn research into access. Eric also explains why relationship-building isn't about one email or one call—it's about consistent, informed follow-ups that position you as prepared, professional, and serious long before an RFP is released. Key Takeaways Finding the right contact is often harder than identifying the opportunity Agency budgets reveal priorities before solicitations exist Relationships are built through persistence, not one-time outreach If you want to learn more about the community and to join the webinars go to: https://federalhelpcenter.com/  Website: https://govcongiants.org/  Connect with Encore Funding: https://www.encore-funding.com/ 

In this episode of the Federal Help Center Podcast, Randie Ward breaks down one of the most overlooked but powerful strategies in government contracting: using industry day materials to identify and connect with real decision-makers before opportunities hit the street. Randie explains how experienced contractors mine industry day PDFs for program managers, division chiefs, and project leads—and how those early relationships create warm introductions, credibility, and access that most small businesses never get. This episode reinforces a critical mindset shift: relationships are built through preparation, persistence, and professionalism—not instant replies. Key Takeaways Industry day PDFs are contact goldmines—if you actually read them Starting with the small business office increases your credibility Non-responses and rejection are part of the process—keep moving If you want to learn more about the community and to join the webinars go to: https://federalhelpcenter.com/  Website: https://govcongiants.org/  Connect with Encore Funding: https://www.encore-funding.com/ 

In this episode of the Federal Help Center Podcast, Randie Ward walks newer contractors through the unsexy but critical research process most small businesses skip—how to identify the real decision makers behind a federal requirement. From tracking solicitation numbers and awards in SAM.gov to using LinkedIn, forecast lists, and small business offices, Randie shows how winning contractors play investigator long before submitting a bid. The episode reinforces a hard truth in GovCon: if you don't know who the customer is, you're not competing—you're guessing. Key Takeaways The solicitation number is your fastest path back to the real requirement Small business offices can open doors—if you show you've done your homework Finding the end user beats chasing the contracting officer every time If you want to learn more about the community and to join the webinars go to: https://federalhelpcenter.com/ Website: https://govcongiants.org/  Connect with Encore Funding: https://www.encore-funding.com/ 

In this episode of the Federal Help Center Podcast, Randie Ward breaks down the critical difference between tactical and strategic contracting. Randie walks through how experienced contractors identify expiring contracts, research incumbent awards, and uncover the real people behind the requirement—before the RFP ever hits SAM.gov. The episode reinforces a core truth in federal contracting: winning isn't about reacting to opportunities, it's about positioning early through relationships with the program office and end users. Key Takeaways SAM.gov is a tool—not a strategy Contracting officers sign awards, but program offices drive decisions Expiring contracts are your best window to build relationships early If you want to learn more about the community and to join the webinars go to: https://federalhelpcenter.com/ Website: https://govcongiants.org/  Connect with Encore Funding: https://www.encore-funding.com/ 

In this episode of the Govcon Giants Podcast, Eric Coffie sits down with Shelley Hall, a former warranted contracting officer with 32 years inside the federal government and now VP of Client Services at Skyway Acquisition Solutions. Shelly shares a rare behind-the-desk perspective—from her time supporting Air Force and Space Force missions to helping contractors navigate today's chaotic procurement landscape. She explains why not all agencies shut down, where opportunities still exist, and why contractors who stay flexible and informed continue to win—even when others panic. The conversation goes deep into real contractor mistakes that quietly kill opportunities: overestimating capabilities, chasing everything instead of focusing, abusing NAICS codes, and misunderstanding how FAR rules actually apply across agencies. Shelly also breaks down how small businesses can influence outcomes before the RFP drops—through market research, RFIs, and smart engagement with small business liaisons. Her message is clear: success in GovCon isn't about bidding harder—it's about showing up earlier, sharper, and more strategically. Key Takeaways Stay in your lane: Overstretching capabilities is one of the fastest ways to lose credibility with contracting officers. NAICS overload is a red flag: Too many NAICS codes signals confusion, not versatility. Market research wins contracts: RFIs and early engagement shape requirements long before proposals are due. If you want to learn more about the community and to join the webinars go to: https://federalhelpcenter.com/  Website: https://govcongiants.org/  Connect with Encore Funding: https://www.encore-funding.com/  Shelley's Linkedin:  https://www.linkedin.com/in/shelley-hall-1674a688/

Not every RFP on SAM.gov is worth chasing—and bidding the wrong ones can drain your time, money, and momentum. In this Federal Help Center episode, Ryan Atencio breaks down how to spot "pre-wired" solicitations, why ultra-specific requirements are often a warning sign, and how smart contractors win by understanding the end user, not just the contracting office. From badge flipping strategies to targeting the real technical decision-makers, this episode pulls back the curtain on how contracts actually get awarded—and how small businesses can position themselves to win without burning out. Key Takeaways Most RFPs are already shaped for someone—learn when to walk away instead of forcing a bid Highly specific personnel and past performance requirements are major red flags Winning often starts with the end user, not the contracting officer If you want to learn more about the community and to join the webinars go to: https://federalhelpcenter.com/ Website: https://govcongiants.org/  Connect with Encore Funding: https://www.encore-funding.com/ 

Federal contracts aren't won by chasing contracting officers or blindly responding to solicitations—they're captured by getting to the customer first. In this episode, Ryan Atencio explains how large integrators lock in work by identifying key stakeholders, shaping requirements early, and turning services and supplies into unbeatable solutions. From becoming an "unbeatable incumbent" to using custom kits, access control strategies, and technical point-of-contact leverage, this episode reveals how contracts are quietly secured long before competition ever begins. Key Takeaways Contracting officers process paperwork—the customer shapes the outcome If you win a contract and lose the recompete, something went wrong Getting the requirement first lets you control the competition If you want to learn more about the community and to join the webinars go to: https://federalhelpcenter.com/ Website: https://govcongiants.org/  Connect with Encore Funding: https://www.encore-funding.com/ 

Professional services may get you in the door—but supplies are often how you scale faster inside federal agencies. In this episode, Ryan Atencio breaks down why selling services as supplies can dramatically reduce friction, shorten buying cycles, and unlock easier revenue. From packaging services into supply contracts to exploiting the government's preference for fast, low-complexity buys, this conversation exposes the gray-area strategies experienced contractors use to move millions while others stay stuck in slow, painful service procurements. Key Takeaways Service contracts are slow—supplies move fast Packaging services as supplies keeps opportunities alive The "boring" contracts create the most consistent revenue If you want to learn more about the community and to join the webinars go to: https://federalhelpcenter.com/ Website: https://govcongiants.org/  Connect with Encore Funding: https://www.encore-funding.com/ 

In this episode of the Federal Help Center Podcast, we have Ryan Atencio, a former Army Special Operations veteran turned government contracting insider, to break down how federal contracts actually get created, evaluated, and awarded. Drawing from years spent as the end user, COR, and technical evaluator, Ryan pulls back the curtain on why supplies move faster than services, why construction is the most dangerous lane for small businesses, and how contractors can win by understanding how customers think—not how solicitations are written. Key Takeaways Supplies are the fastest, lowest-friction path to federal revenue Professional services offer scale without construction risk You don't need product expertise—just access to the customer If you want to learn more about the community and to join the webinars go to: https://federalhelpcenter.com/  Website: https://govcongiants.org/  Connect with Encore Funding: https://www.encore-funding.com/ 

In this episode, Eric sits down with David Pere, a veteran entrepreneur and real estate investor, for a brutally honest conversation about the real price of trying to do business alone. David breaks down how skipping mentorship led to six-figure losses, failed flips, lawsuits, and years of unnecessary stress—mistakes that could have been avoided by simply having the right people to pressure-test decisions. The discussion expands beyond real estate into VA benefits, VA loans, disability claims, business acquisitions, SBA pitfalls, and why so many veterans and entrepreneurs leave massive opportunities on the table. At its core, this episode is about environment: why the people you surround yourself with matter more than the tactics you learn, and how community, accountability, and experienced feedback shorten the path to success while protecting you from avoidable failure. Key Takeaways Mentorship is cheaper than mistakes: one bad deal can cost more than a decade of guidance. Most people don't lack opportunity—they lack the right environment. Don't take advice from people you wouldn't trade places with. Learn more: https://federalhelpcenter.com/ https://govcongiants.org/  Connect with Encore Funding: https://www.encore-funding.com/

In this episode, Eric breaks down how fast your situation can change in government contracting when you stop letting your current circumstances define your future. He shares the real story of going from financial desperation to landing a multi-million-dollar subcontract by taking responsibility, showing up consistently, and positioning himself where opportunity lives. Eric also introduces one of the most overlooked strategies in GovCon: proximity. Whether it's working from Starbucks, being on base, or simply showing up in the same places every day, relationships are built through presence. You don't need money, certifications, or a perfect plan — you need to leave the house and put yourself in rooms where decisions are being made. Key Takeaways Where you are today does not determine where you'll be tomorrow Proximity to decision-makers beats online networking every time Real relationships are built through consistency and showing up Learn more: https://federalhelpcenter.com/ https://govcongiants.org/ 

In this power-packed conversation, Eric sits down with Shawn Kingsberry, VP of Cybersecurity & Treasury Account Executive at SAIC, one of the largest integrators in federal contracting. Sean explains exactly when small businesses should approach primes, how their small business intake process works, and what capabilities large primes are actively looking to partner with right now — especially around cybersecurity, AI, and innovative tech solutions. He breaks down how SAIC selects partners, what small firms often lack when approaching primes, and how to stand out in a crowded environment by bringing real insight and problem awareness from within agencies. If you want to get into SAIC's ecosystem, start here. Key Takeaways: • Do your homework — know SAIC's work & come prepared with capabilities + value. • Cyber, AI, automation & agentic AI solutions are actively needed — bring new ideas. • Relationships + insights matter — if you know agency pain points, you have leverage. Learn more: https://federalhelpcenter.com/ https://govcongiants.org/  Watch the full Youtube episode here: https://youtu.be/3VdqtfH0ivw 

If you're a small business tired of losing to the same primes, submitting proposals into a black hole, or waiting for 8(a) magic that never arrives—this episode is your wake-up call. Eric sits down with four real former federal contracting officers who awarded contracts for AI weapon systems, billion-dollar construction, and tech transformation programs—and they openly share what agencies really look for, why small businesses get ignored, and the strategies that actually work when government spending spikes again. From how they're stalking your LinkedIn before reading your email, to why capability beats certification, to the power of relationships, partnerships, and diversifying into state/local/commercial pipelines—this conversation unlocks the playbook that will separate the 3% of winners from the 97% about to get shut out. Key Takeaways Certifications ≠ contracts—relationships, capability & visibility win. Know your customer deeply: agency needs, expiring contracts & program managers. Diversify now—state/local/commercial work keeps you alive when federal slows. Learn more: https://federalhelpcenter.com/ https://govcongiants.org/  Join the bootcamp: https://govcongiants.org/bootcamp  Watch the full Youtube episode here: https://youtu.be/KIeyIRLL2sI 

In today's episode, Eric sits down with Venus Quates, President & CEO of LaunchTech, to unpack the real truth about certifications—how they open doors, how they fail you when you rely on them alone, and why hunger and capability win long-term. Venus shares how she landed her very first state contract by responding overnight, expanded the work, underpriced herself, lost money, and still used the opportunity as a launchpad to scale. She also breaks down why certs don't equal contracts, the danger of relying on 8(a)/SDVOSB status without capability, and how partnerships, pricing strategy, and operational readiness matter far more than a badge on paper. Key Takeaways Certifications open the door — capability, hunger & execution keep you inside. Underpricing kills margins — learn pricing, back-office operations & contract math early. 8(a) ≠ automatic revenue; partnerships & performance create real opportunity. Learn more: https://federalhelpcenter.com/ https://govcongiants.org/  Join the bootcamp: https://govcongiants.org/bootcamp  Watch the full Youtube Episode here: https://youtu.be/wlLfhx0XbuM 

In this episode of Govcon Giants, Eric sits down with Justin Vianello, CEO and equity partner at SkillStorm, to unpack how federal agencies and large integrators can stop recycling the same expensive talent and start building net-new cleared technologists. Justin shares his global journey from chartered accountant at PwC to scaling multiple companies and exiting, and how that experience led him to a "hire, train, deploy" model that develops new talent instead of bidding up the same résumés. He breaks down why traditional degree requirements are outdated, how certifications and apprenticeships are creating better ROI, and where the real opportunities are in cybersecurity, AI, cloud, and platform-specific roles like Salesforce, AWS, and Palantir. You'll hear Justin's take on why big consulting firms and government need to rethink workforce strategy, how SkillStorm pays people during training to focus on learning, and why soft skills—communication, leadership, and presentation—are the real differentiators in an AI-powered world. Eric and Justin also explore the gap between college promises and reality, the power of apprenticeships and military "cool"/GI Bill pathways, and what agency heads must do now if they want lower costs, better teams, and faster delivery on critical missions. Key Takeaways: Upskilling & reskilling are the real moat: certifications + platform skills (cloud, cyber, AI) + soft skills beat generic degrees in today's federal tech market. Custom-built teams > resume recycling: Skillstorm's "hire, train, deploy" model creates new cleared talent, reduces costs, and gets billable teams productive on day one. College is optional, not mandatory: for many roles, apprenticeships, technical certs, and on-the-job training now offer better ROI, especially for veterans and career changers. Learn more: https://federalhelpcenter.com/ https://govcongiants.org/  Encore Funding: https://www.encore-funding.com/  Join the bootcamp: https://govcongiants.org/bootcamp  Justin's LinkedIn: https://www.linkedin.com/in/justin-vianello/  Justin's Twitter/X: https://x.com/justinvianello

In this reflective and brutally practical episode, Eric reveals the seven lessons that turned his messy, uncertain 20s into the foundation for multiple million-dollar businesses. From mastering high-value skills to buying back his time, building quietly, learning real money math, and valuing relationships, Eric walks through the decisions, mentors, and mindset shifts that created his construction, real estate, and digital-product success. He shares vulnerable stories—like missing his aunt's final moments due to work—that reshaped his priorities and led him to build a life centered on freedom, not just income. This episode is a blueprint for anyone who wants to avoid wasted years, build wealth intentionally, and design a life that actually feels good. Key Takeaways Skills outlive job titles—sales, persuasion, and leverage are the $10M skill sets that pay forever. Buy back your time early: outsource, document, delegate, and focus on high-value work. Freedom is the real finish line—build income that supports your life, not a life that serves your income. Learn more: https://federalhelpcenter.com/ https://govcongiants.org/  Join the bootcamp: https://govcongiants.org/bootcamp  Watch the full Youtube Episode here: https://youtu.be/12MN6KEQmAg 

In this brutally honest episode, Eric tears down the myths that keep small businesses broke and frustrated in government contracting. He breaks down why the system was never designed with small businesses in mind, how weighted goals inflate the government's success numbers, and why relying on SAM.gov or SBA programs alone will keep you invisible. Eric exposes how top primes and politically connected companies dominate the market—and shares what small businesses must do right now to compete despite the odds. If you're ready to stop complaining and start winning, this episode is the wake-up call. Key Takeaways The system isn't broken—it's working exactly as designed, and small businesses are not the priority. Relying on SAM.gov, set-asides, or "fairness" guarantees failure—real winners learn the full landscape of 90+ opportunity portals and power relationships. You can still win big, but only once you accept the reality, stop waiting for help, and actively learn how the game truly works. Learn more: https://federalhelpcenter.com/ https://govcongiants.org/  Watch the full Youtube Episode here: https://youtu.be/TXlJztOZQH8 

In this power-packed conversation, Eric sits down with Sean Kingsbury, VP of Cybersecurity and Account Executive for the Department of Treasury at SAIC, to reveal exactly how small businesses can partner with one of the biggest integrators in the game. Sean breaks down when to approach primes, how SAIC vets potential partners, the role of their small business POC, and what capabilities are in highest demand—especially around cyber, AI agents, automation, and risk reduction. If you've ever wondered how to get noticed, when to reach out, or what SAIC actually looks for in a teaming partner… this episode gives you the blueprint. Key Takeaways Approach SAIC early and after RFP release—both windows matter. They actively evaluate small businesses through a dedicated intake and vetting process. Come prepared. Do your research, know SAIC's missions, and clearly articulate capabilities, past performance, and where you fit in their ecosystem. Cyber + AI are high-priority needs. SAIC is looking for innovative small businesses with solutions that reduce risk, workload, and cost through measurable outcomes. Learn more: https://federalhelpcenter.com/ https://govcongiants.org/  Watch the full Youtube Episode here: https://youtu.be/3VdqtfH0ivw 

In this episode, Eric Coffie breaks down one of the most overlooked—but most powerful—entry points in government contracting: local vendor pool contracts. Using Miami-Dade County as an example, Eric shows how pre-qualification pools work, why they offer low competition, and how one of his students used this exact method to go from $0 to $90,000 per month in revenue. From finding underpopulated pools, to leveraging mandatory site visits, to understanding why local vendors have a massive advantage, Eric gives a step-by-step roadmap anyone can follow—even with no licenses, no certifications, and very little capital. Key Takeaways Vendor pools = small competition + long-term contracts. Many city and county pool contracts run 5–8 years and allow late entry, giving local businesses repeatable opportunities with far fewer bidders than federal work. Local vendors have built-in advantages. Proximity, mandatory site visits, and the ability to estimate real competition make these contracts ideal for beginners with limited resources. Start with low-risk, high-demand categories. Rental equipment, debris removal, installation/maintenance, and simple supply items can be fulfilled using vendor credit (Home Depot, rental companies) with minimal upfront cost. Learn more: https://federalhelpcenter.com/ https://govcongiants.org/  Watch the full Youtube Episode here: https://youtu.be/F-FfsZyySfw 

On this episode of the GovCon Giants Podcast, Eric sits down with Mario Antwine, Yale and Howard grad, M&A strategist, and new owner of Pearl Interactive Network, to break down how a finance guy bought an eight-figure federal contractor and is now scaling it like a private equity platform. Mario shares why he targeted GovCon specifically, how he acquired Pearl sight unseen, and the operational upgrades he's made to modernize a 20-year-old business process outsourcing company serving HHS, DOD, VA, and DHS. You'll hear how he thinks about systems, advisors, and culture, why he's aggressively hunting small-business teaming partners, and why the future of GovCon belongs to companies that pair mission-driven work with tech-enabled innovation.  Key Takeaways: Buy, don't just build: Mario used acquisition—backed by strong advisors and a clear thesis—to enter GovCon and rapidly step into large, long-term federal contracts instead of starting from scratch. Teaming as a growth engine: Pearl is actively looking for small-business partners in digital transformation, cloud/ServiceNow, behavioral health, automation, and IT help desk across HHS, Defense Health, VA, and DHS. Platforms > one-off contracts: The winners in the next phase of GovCon will be those who build repeatable systems, tech-enabled delivery models, and mission-focused platforms that agencies and primes can't imagine operating without. Learn more: https://federalhelpcenter.com/ https://govcongiants.org/  Encore Funding: https://www.encore-funding.com/  Tony's Linkedin: https://www.linkedin.com/in/tony-gray-mba-bdp/ Website: https://www.gbdassociation.org/

In this episode of The Eric Coffey Show, Eric reflects on why he left Florida to plant himself in the heart of federal activity—because real opportunity often sits closest to the fire. Joined by seasoned former senior executives from NIH, USDA, and major federal organizations, the conversation touches on the importance of showing up, investing in community, strengthening your credentials, and positioning yourself inside key socioeconomic and professional groups. Eric pulls back the curtain on why proximity, collaboration, and continuous self-development will determine who thrives as new coalitions and high-level industry connections are formed. Key Takeaways Proximity creates opportunity: Being close to federal decision-makers accelerates relationship-building and access. Sharpen your credentials: Use downtime to update certifications, join associations, and stay active in professional groups. Engage the ecosystem: Chambers, NCMA chapters, and socioeconomic organizations open doors most small businesses never tap into. Learn more: https://federalhelpcenter.com/ https://govcongiants.org/  Watch the full Youtube Live here: https://www.youtube.com/live/c7fV-oJd74k

In this episode of The Eric Coffey Show, Eric is joined by Danielle and Amy for a tactical breakdown on how small businesses can still win—even in a slow, uncertain GovCon climate. They share real-world strategies on how to secure meetings with federal officials (including the "red dress recognition trick"), why tenacity beats desperation every time, and how to build winning teaming partnerships by actually knowing your partners—not just swapping capability statements. From conference strategy, to LinkedIn visibility, to choosing partners you'd survive a six-hour road trip with, this conversation reveals exactly how to grow your GovCon network and pipeline even when the industry feels frozen. Key Takeaways Stop chasing — start showing up: Conferences, industry days, associations, and LinkedIn circles open doors faster than cold outreach. Build partnerships you trust: Choose teaming partners you actually like, know deeply, and communicate with often. Tenacity > salesiness: Relationships that close deals take time, consistency, and authenticity — not pressure. Learn more: https://federalhelpcenter.com/ https://govcongiants.org/  Watch the full Youtube Live here: https://www.youtube.com/live/c7fV-oJd74k

In this episode of The Eric Coffey Show, Eric sits down with Danielle, Amy, and Diane to break down the most overlooked moves small businesses should make during slow periods in GovCon. The panel shares actionable strategies on strengthening your brand visibility on LinkedIn, fixing the gaps inside your capability statement and pitch deck, refining your tech stack, and—most critically—truly understanding your customer before you send a single email. Whether it's researching expiring contracts, aligning with agency pain points, or showing up prepared at industry events, this conversation reveals how to prepare now so you're positioned to win the moment the government reopens. Key Takeaways Know your customer before you outreach: Study expiring contracts, agency pain points, and program priorities—don't pitch blindly. Fix what's broken now: Update your capability statement, pitch deck, and internal systems while competition is slowing down. Stay visible and valuable: Use LinkedIn consistently, show thought leadership, and refine your brand so you're in the room when opportunities arise. Learn more: https://federalhelpcenter.com/ https://govcongiants.org/  Watch the full Youtube Live here: https://www.youtube.com/live/c7fV-oJd74k

In this timely episode of The Eric Coffey Show, Eric sits down with Danielle and Amy to unpack what small businesses should be doing right now as the shutdown slows federal acquisition. They break down the practical moves contractors can execute today—strategic partnerships, diversifying into state and commercial markets, staying visible online, and tightening your brand and capability positioning. The panel also stresses the importance of joining (or creating) think tanks, keeping LinkedIn current, tracking regulatory changes, and sharpening your understanding of your customer as agencies prepare for major reorganizations once the government reopens. Key Takeaways Diversify & Pivot: Explore state, local, commercial, and adjacent markets to keep revenue flowing while federal spending slows. Stay Visible: Keep networking, update LinkedIn and capabilities, and join (or build) think tanks to expand your circle and opportunities. Prepare for the Reopen: Monitor regulatory changes, study agency reorganizations, and understand your customer deeply so you're ready the moment doors open. Learn more: https://federalhelpcenter.com/ https://govcongiants.org/  Watch the full Youtube Live here: https://www.youtube.com/live/c7fV-oJd74k

In this episode, Eric sits down with Tony Gray from the Global Business Development Association to completely reframe what business development really is—and why most companies get it wrong. Tony explains how he built the Business Development Body of Knowledge after years of struggling to "break into BD," why traditional labels like B2B/B2C/B2G are less important than intent and trust, and how purpose, empathy, and truth literally create the brain chemistry that drives deals. He breaks down the difference between sales and true business development, shows how untrained teams cause massive revenue leakage, and shares practical tactics like open-book BD certification, community-led growth, and agile proposal methods that stop relying on overworked SMEs and start producing cleaner, clearer, more winnable bids. Key Takeaways Trust is the first principle of BD – purpose, empathy, and truth drive the brain chemistry that leads to real, lasting relationships and referrals. Everyone in your company is a business developer – if your team can't spot customer pain points and route them back to leadership, you're leaking revenue. Community-led growth beats going solo – partnering with aligned experts and building niche communities gets you into new markets faster than cold outreach alone. Learn more: https://federalhelpcenter.com/ https://govcongiants.org/  Encore Funding: https://www.encore-funding.com/  Tony's Linkedin: https://www.linkedin.com/in/tony-gray-mba-bdp/ Website: https://www.gbdassociation.org/  

In this episode of The Eric Coffie Show, Eric sits down with longtime student-turned-power player, Randy Ward, to unpack the real-life wins, losses, crises, and comebacks behind her remarkable GovCon journey—including how she landed $17M in contracts during COVID, survived a rogue subcontractor who tried to sabotage her, and how relationships inside federal agencies saved a major project from collapsing. Eric and Randy share unfiltered stories from the field, the mindsets that separate winners from pretenders, and why the upcoming women's group inside the community is becoming a must-have space for rising GovCon leaders. Key Takeaways Relationships beat credentials—Randy's FAA contract survived because of agency trust, not paperwork. Subs can make or break you—one greedy subcontractor nearly killed a multimillion-dollar project. You don't need perfect credit or bonding—Randy still won contracts worth over $17M during COVID. Learn more: https://federalhelpcenter.com/ https://govcongiants.org/  Watch the full Youtube Live here: https://www.youtube.com/live/xEQKIP4wIrE?si=x9oU8ENE4Y74H98T 

In this episode of The Eric Coffie Show, Eric challenges listeners to stop waiting for the shutdown to end and start preparing now—because when the government reopens, only the ready will win. He breaks down why agencies like DoD, CIA, FBI, and DHS are still fully funded and still awarding contracts, and shares real examples of entrepreneurs who are writing proposals, hiring staff, and securing wins during the shutdown. Eric and Randy also address community needs—including the launch of a women's group—and emphasize the importance of staying engaged, sharing ideas, and building the confidence to step into rooms with major agencies and primes. This episode is a push to stop hesitating, start preparing, and recognize that underdogs belong at the table just as much as anyone else. Key Takeaways Shutdowns don't stop DoD, intel agencies, or funded departments—opportunities are still active. Winners prepare during downtime: proposals, readiness, relationships, and strategy. Community matters—sharing ideas, building confidence, and creating spaces (like a women's group) accelerates growth. Learn more: https://federalhelpcenter.com/ https://govcongiants.org/  Watch the full Youtube Live here: https://www.youtube.com/live/xEQKIP4wIrE?si=x9oU8ENE4Y74H98T 

In this episode of The Eric Coffie Show, Eric reveals why so many small businesses struggle in GovCon—not because opportunities are scarce, but because most aren't procurement-ready when it counts. He highlights how high-level relationships with major primes like SAIC, Encore Funding, Collins Aerospace, and federal agencies open doors to subcontracting opportunities even during market slowdowns, and he shares the powerful story of winning a $5M subcontract with bad credit, debt, and zero bonding by leveraging partnerships and vendor credit. Eric also breaks down the revamped Federal Help Center, now built to help beginners get foundational tools in the Starter Group while serious contractors get advanced deal-making strategy inside the Pro Hub, backed by lenders, CDFIs, and industry insiders committed to helping small businesses win. Key Takeaways Most businesses lose in GovCon because they're not procurement-ready when opportunity arrives. You can win major contracts as a subcontractor—even without capital, bonding, or great credit. The right community and prime relationships unlock opportunities no bid website ever will. Learn more: https://federalhelpcenter.com/ https://govcongiants.org/  Watch the full Youtube Live here: https://www.youtube.com/live/xEQKIP4wIrE?si=x9oU8ENE4Y74H98T 

In this episode of The Eric Coffie Show, Eric reconnects with Randy Ward, a longtime student-turned-partner who went from asking questions in 2017 to closing $22 million in PPE contracts during the 2020 shutdown. Together, they share the highs and lows of that experience — the excitement of massive wins, the painful lessons of unfilled orders, and the resilience that defines every true GovCon entrepreneur. With another government shutdown now matching the longest in history, Eric and Randy reveal a major pivot: their upcoming GovCon Mastermind has been transformed into a two-day virtual Boot Camp—"Surviving with Certifications." Set for November 15–16, the event will stream live for Federal Help Center Pro members, offering insider strategies to thrive when others freeze. Whether you're intimidated, uncertain, or just not "ready" yet, this session will show how shutdowns can become your biggest growth opportunity. Key Takeaways Learn how Randy turned shutdown chaos into $22M in contracts — and what went wrong. Why fear and inaction keep small businesses from GovCon success. How to join the Surviving with Certifications boot camp and turn uncertainty into opportunity. Learn more: https://federalhelpcenter.com/ https://govcongiants.org/  Watch the full Youtube Live here: https://www.youtube.com/live/xEQKIP4wIrE?si=x9oU8ENE4Y74H98T 

In this episode Eric sits down with Chris Griesedieck Jr. (GovCon counsel, Venable LLP) to unpack today's FAR Part 19 overhaul: the Rule of Two survives but is discretionary at the task-order level, size re-representation at the task-order level is removed, and 8(a) changes aim to boost post-graduation success. They also break down the CMMC rollout—starting November 10, DoD solicitations will begin requiring Level 1/2 self-assessments, many Level 2 efforts will need third-party certification, and POA&Ms can enable conditional awards (up to 180 days to cure). Chris shares a practical playbook for REAs and terminations—why recoveries differ under FAR Part 12 (commercial) vs Part 49 (non-commercial), what pre/post-termination and settlement costs are compensable, and why lost profits are almost never in scope absent bad faith. They cover agencies trying to insert new clauses via mods/options (when to insist on consideration or equitable adjustments), upticks in M&A/novations and inter-company work (profit limits with affiliates), and the shifting bid-protest landscape (tougher GAO pleading standards; higher DoD task-order thresholds). Key Takeaways: FAR Part 19—what changed today: Rule of Two saved; discretionary at task-orders; size re-rep at task-order level removed; 8(a) tweaks aim at post-graduation success. CMMC timeline & stakes: Starting Nov 10, new DoD RFPs will call for Level 1/2 self-assessments; many Level 2 contracts will need 3rd-party certification; conditional awards require an approved POA&M within 180 days. Protect your margin under stress: Use the right REA path (Part 12 vs. Part 49), recover allowable pre-/post-termination costs, and demand consideration/equitable adjustments when agencies add clauses or condition options; track tighter GAO protest standards and higher DoD task-order thresholds. Learn more: https://federalhelpcenter.com/ https://govcongiants.org/  Chris' Linkedin: https://www.linkedin.com/in/chris-griesedieck-jr-4226b544 Website: https://www.venable.com/ 

In this powerful wrap-up episode, Eric Coffie holds nothing back. He reminds listeners that opportunity doesn't just knock—it shows up at your event and waits for you to walk through the door. From the Department of Defense's Acting Deputy Chief Digital AI Officer to Central Command and the National Science Foundation's Cyber Infrastructure Director, Eric reveals how he brought top-tier federal decision-makers directly to his community—and most people still didn't show up. He shares a transparent look into his own network-building approach, proving that access, generosity, and opportunity are everywhere for those willing to participate. Key Takeaways: Access is earned by showing up: The DoD AI Chief, Central Command, and NSF all attended Eric's event—and only a handful of people seized the chance. Generosity builds trust: The same partners who spoke at his event sponsored the bar tab—proof that strong relationships lead to goodwill and access. Visibility beats anonymity: If you're hiding behind "LinkedIn User," no one can find or help you—visibility builds credibility. Learn more: https://federalhelpcenter.com/ https://govcongiants.org/  Listen to the FULL Youtube Live here: https://youtube.com/live/CSj43yA6vcI  All the video links discussed. https://docs.google.com/document/d/1zEcjpP-CcDTdVggNyY1qsJUGECZNGZeW9luftdAS39U/edit?usp=sharing

In this episode, Eric Coffie breaks down the real secret to getting access, opportunities, and contracts in the federal space — showing up. He shares exactly how he built relationships with $40M, $75M, and even $1.6B players simply by being intentional, proactive, and unafraid to ask. From pre-planning seven to eight networking lunches before even moving to D.C. to publicly posting "Invite me to everything" on LinkedIn, Eric reveals the mindset that puts you "in the room" where decisions are made. If you've ever wondered how to connect with top GovCon leaders like Frank Spencer (Aztec Contractors) or Anthony from Colossal, this is your roadmap. Key Takeaways: Relationships beat resumes: Getting in rooms with $1.6B firms like Colossal starts with one simple step — ask to be invited. Plan before you arrive: Eric lined up 7–8 meetings in advance before moving to D.C., proving preparation creates opportunity. Advocate for yourself: If you're too shy to talk about what you do, no one else will — confidence builds credibility. Learn more: https://federalhelpcenter.com/ https://govcongiants.org/  Listen to the FULL Youtube Live here: https://youtube.com/live/CSj43yA6vcI  All the video links discussed. https://docs.google.com/document/d/1zEcjpP-CcDTdVggNyY1qsJUGECZNGZeW9luftdAS39U/edit?usp=sharing

In this episode, Eric Coffie lays out the tough truth about why so many small businesses stay stuck after getting certified. He calls out the excuses holding entrepreneurs back and shows what separates the winners from the watchers. From GSA schedules and sources sought to consulting partnerships and funded agency strategies, Eric gives a blueprint for creating your own success — even during uncertainty. He shares real examples, like a contractor who won eight out of ten recent projects as sole-source awards, and explains how consulting can generate income without any risk. This isn't about waiting for opportunities — it's about getting in the game, leveraging relationships, and taking ownership of your results. Key Takeaways: Stop waiting for contracts — create your own opportunities through sources sought and networking. Consulting can be your zero-risk gateway to re-enter the market and build deal flow. Agencies like the VA and GSA are still funding — the money hasn't stopped; only your action has. Join the Bootcamp: https://govcongiants.org/bootcamp Learn more: https://federalhelpcenter.com/ https://govcongiants.org/  Listen to the FULL Youtube Live here: https://youtube.com/live/CSj43yA6vcI  All the video links discussed. https://docs.google.com/document/d/1zEcjpP-CcDTdVggNyY1qsJUGECZNGZeW9luftdAS39U/edit?usp=sharing

In this episode, Eric Coffie calls out the biggest myth in GovCon—that there aren't enough opportunities. He breaks down why lawyers, accountants, and even other small business owners already have the inside track on contracts, acquisitions, and partnerships—you're just not asking. From unused GSA schedules to overflow projects from busy contractors, Eric exposes how many deals are hiding in plain sight. The problem isn't access—it's action. If you're serious about teaming, scaling, and winning, this episode is your reminder to get out of your house, get in the room, and start talking to the people who already have what you want. Key Takeaways: Relationships with lawyers, accountants, and service providers = untapped deal flow. Many GSA schedule holders aren't using them—team up and put them to work. The biggest barrier isn't opportunity; it's your willingness to show up and ask. Join the Bootcamp: https://govcongiants.org/bootcamp Learn more: https://federalhelpcenter.com/ https://govcongiants.org/  Listen to the FULL Youtube Live here: https://youtube.com/live/CSj43yA6vcI  All the video links discussed. https://docs.google.com/document/d/1zEcjpP-CcDTdVggNyY1qsJUGECZNGZeW9luftdAS39U/edit?usp=sharing

In today's episode, Eric sits down with Mark Amtower, one of the most respected voices in the government contracting (GovCon) space. With over 18 years hosting on Federal News Radio and 17 years writing for Washington Technology, Mark shares timeless insights from his decades-long career helping companies master government marketing, branding, and networking. From the days of mailed newsletters in the '80s to the LinkedIn era, Mark explains how visibility, credibility, and consistency still drive business in the federal market. He also dives deep into the state of small businesses in 2025, why consolidation and shutdowns pose new threats, and what GovCon entrepreneurs must do now to adapt, brand smarter, and thrive. Mark also offers tactical tips on LinkedIn strategy—from optimizing your profile headline and banner to building influence through content, engagement, and authentic relationships. He reveals how only 1% of LinkedIn users post weekly, and why that tiny number creates a massive opportunity for those willing to show up, share expertise, and stand out. Key Takeaways: LinkedIn remains the #1 platform for B2B and B2G visibility—with nearly 3 million feds active on the platform. Small businesses face their toughest market in years—success now requires brand credibility and proactive strategy, not just certifications. Engagement beats perfection: meaningful posts and personal follow-ups convert better than flashy marketing. Learn more: https://federalhelpcenter.com/ https://govcongiants.org/  Mark's Linkedin: www.linkedin.com/in/markamtower Website: https://markamtower.net/  Mark's Podcast: https://federalnewsnetwork.com/shows/amtower-off-center-podcast/   Resources mentioned:  I'm on LinkedIn—Now What? by Jason Alba – Amazon listing: https://www.amazon.com/Im-Linkedin-Now-What-Fourth-Linkedin/dp/1600052541 Amazon The New Rules of Marketing & PR by David Meerman Scott – Publisher's page: https://www.davidmeermanscott.com/books/the-new-rules-of-marketing-and-pr

In this episode, Eric Coffie delivers a wake-up call to small business owners chasing government contracts but skipping the rooms that create them. He lays out proof: multimillion-dollar contractors, agency insiders, and program directors from NASA, DOD, SBA, and the Department of State have all shown up to help—yet most small businesses never do. Eric breaks down how relationships with lawyers, accountants, and service providers can open doors to major opportunities and why showing up is still the most underrated growth strategy in GovCon. Key Takeaways: Stop waiting for access—you're being invited and not showing up. Relationships with service providers = insider introductions. The real ROI is in the room, not in the replay. Join the Bootcamp: https://govcongiants.org/bootcamp Learn more: https://federalhelpcenter.com/ https://govcongiants.org/  Listen to the FULL Youtube Live here: https://youtube.com/live/CSj43yA6vcI  All the video links discussed. https://docs.google.com/document/d/1zEcjpP-CcDTdVggNyY1qsJUGECZNGZeW9luftdAS39U/edit?usp=sharing

In this episode, Eric Coffie delivers a hard truth: government contracting has always been a relationship business—and the only reason most small businesses are missing out is because they're not showing up. Eric breaks down how power players build connections with decision-makers, why networking is non-negotiable, and how intentional events—not random parties—create million-dollar opportunities. He challenges listeners to stop doubting and start doing, because every contract starts with a conversation. Key Takeaways: Relationships drive results—your network is your pipeline. Show up where decisions are made; proximity creates opportunity. Doubt doesn't pay—action and visibility do. Join the Bootcamp: https://govcongiants.org/bootcamp Learn more: https://federalhelpcenter.com/ https://govcongiants.org/  Listen to the FULL Youtube Live here: https://youtube.com/live/CSj43yA6vcI  All the video links discussed. https://docs.google.com/document/d/1zEcjpP-CcDTdVggNyY1qsJUGECZNGZeW9luftdAS39U/edit?usp=sharing