Podcasts about govcon

Over 400 episodes and a decade in, we step back and ask a big question: how has government contracting really changed, and what is coming next? In this special fireside chat, Michael LeJeune, Joshua Frank, Rich Earnest, and Tom Prokop break down the shifts that matter. We talk about rising simplified acquisition and micro-purchase thresholds, the VA and contract vehicle strategies, market maturity, and how private equity and M&A have reshaped the competitive landscape. We also dig into data driven BD with SAM.gov's Data Bank and USAspending, the higher barrier to entry for new GovCon's, and why AI is a powerful tool, not a magic proposal button. Finally, the team shares blunt advice on who should start a government contracting business, how to prepare financially, and what it will take to win over the next ten years. ----- Frustrated with your government contracting journey? Join our group coaching community here: federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contracting. Where Should I Start?" Here: https://amzn.to/4hHLPeE Book a call with me here: https://calendly.com/michaellejeune/govconstrategysession

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

Zach Terwilliger and Alex Canizares, partners with Vinson & Elkins, join Off the Shelf, for a wide-ranging discussion of the current compliance environment for government contractors.Terwilliger discusses current Department of Justice priorities relating to criminal and civil enforcement and what government contractors should be focusing on. He and Canizares also provide their insights regarding the Trump administration's approach to the False Claims Act highlighting the interplay with procurement polices like CMMC. The duo also shares their thoughts regarding the administration's Civil Rights Fraud initiative and its implications for contractors.Terwilliger and Canizares also share key FCA trends and provide their best practices for compliance. See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

FPDS is one of the most valuable tools in your toolbox.Join me in this series and become an expert at using the Federal Procurement Data System (FPDS).This is the second of a planned series about FPDS.In this training, you'll learn:• Why searching FPDS is vital to your sales success as a government contractor• Basic search techniques to find 'slam dunk' opportunities you can pursue• Advanced search criteria to narrow your search results___________________________________

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

Ep 399: Winter is Coming for Your GovCon Strategy by RSM Federal

Can you support Digital Transformation for the US Army?Program Executive Office Enterprise (PEO Enterprise) is at the forefront and delivers enterprise solutions driving Army dominance.In this training, you'll learn:• What PEO Enterprise is and how it is organized• Top priorities and key challenges industry can support• How to request meetings with key leaders within PEO Enterprise___________________________________

All Episodes are inside Skyway Central©Click here to access your Contracting Officer Podcast 2.0 License and start listening today!

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

Andy Main is a former UFC fighter, the youngest person to appear on The Ultimate Fighter -at the time, an MMA champion, a serial entrepreneur, and the CEO of ROE Defense. Rick talks to Andy about why he started a defense tech company, his amazing career in mixed martial arts, and his philosophy on business and life. Andy's a member of the GovClose certification program. If you'd like to check that out, you can do so at the following link: https://www.govclose.comWatch Next:The 15 Rules of Government Contracting. https://youtu.be/gdh8dNBT46MConnect with Rick on LinkedIn: https://www.linkedin.com/in/govclose/Connect With Andy on Linkedin: https://www.linkedin.com/in/andymain1/#ufc #mma #veteran #defensetechnology

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, we have Neil McDonnell with us to discuss his journey through the GovCon space. Neil shares his introduction to GovCon, if it was love at first sight and how he started the GovConChamber. Don't miss out on this great conversation full of insights for small businesses.  To connect with Neil find him on LinkedIn. 

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 Game Changers for Government Contractors, Michael LeJeune speaks with Alexa Tsui about the industry shift from traditional business development and capture toward disciplined go-to-market (GTM) strategies. Alexa explains why top tech entrants (Palantir, OpenAI, etc.) hire “go-to-market” leaders, not old-school BD roles, and why GovCon companies must stop piling up tools and start building a repeatable story, capability portfolio, and process. Learn the essentials: define what you sell, clarify your “why,” craft case-study-driven stories, use LinkedIn strategically, and prioritize painkillers over vitamins. If you want a focused pipeline, clearer decisions, and faster scale, this episode shows where to start. ----- Frustrated with your government contracting journey? Join our group coaching community here: federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contracting. Where Should I Start?" Here: https://amzn.to/4hHLPeE Book a call with me here: https://calendly.com/michaellejeune/govconstrategysession

The 2025 government shutdown is on-record as the largest ever at 43 days, which means the recovery period will last well into the spring and presents a risky environment for contractors to operate in.Christine Williamson, a partner in the GovCon industry advisory practice at CohnReznick, joins for this episode to walk through five risks she and her colleague Kristen Soles identified as ones companies must watch out for and ways for responding to them.As Williamson tells our Ross Wilkers, there is much excitement across the entire ecosystem to get back to work and understanding there is a long road ahead to get government's engine back to where it was pre-shutdown.The article Williamson and Soles co-authored is below to read along during the conversation.Government shutdown FAQ for contractors: Today's risks and what's next

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 

I have won many contracts by responding to an RFI.You can have similar success if you 'write for the win' during federal buyer market research.In this training, you'll learn:• How I my initial review of a Request for Information (RFI)• My step-by-step process for quick planning around an outline of the page layout• Ways I find to engage with the federal buyer before responding to an RFI or Sources Sought Notice___________________________________

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 

FPDS is one of the most valuable tools in your toolbox.Join me in this series and become an expert at using the Federal Procurement Data System (FPDS).This is the first of a planned series about FPDS.In this training, you'll learn:• What FPDS is and why it is helpful to small business government contractors• Major sections of FPDS and how they help you find opportunities• Top information that can be found in FPDS___________________________________

Operating as a small business in government contracting is expensive and competitive. Everyone tells you to "stand out" and "differentiate," but when you're already stretched thin on resources, how do you decide where to invest?In this co-host episode, Tasha and Yas tackle the real costs and challenges of strategic differentiation. They explore how selling hardware and software products can create new revenue streams (and what compliance hurdles you'll face), examine certifications like CMMC and CMMI that can unlock contract opportunities (and whether the six-figure price tags are worth it), and discuss creative diversification strategies that don't require massive capital investments.From GSA Schedules and FedRAMP certification to strategic partnerships and niche specialization, this episode delivers an honest conversation about what it takes to compete effectively in today's GovCon market. Whether you're considering your first product line, evaluating whether a certification makes sense for your business stage, or exploring SLED and commercial opportunities, Tasha and Yas provide a practical decision framework to help you invest strategically.Key topics covered include product sales and the compliance differences between hardware and software, how to prioritize certifications like CMMC, CMMI, ISO, and FedRAMP, and alternative differentiation strategies such as geographic expansion, partnerships, IP development, and niche specialization. They also break down real cost and timeline expectations for each option, along with a clear decision-making framework that highlights green lights and red flags for smart investments. The episode even includes accessible strategies designed specifically for businesses under $5M in revenue.Whether you're new to the GovCon space or a seasoned professional looking to grow with intention, this episode provides the honest insights you need to make smarter decisions about differentiation and investment.Call(s) to Action:Interested in learning more about or leveraging Collective's services? Click here to schedule a call and learn more about how Collective can help power your business.Help spread the word about Unveiled: GovCon Stories.Do you want to be a guest or recommend a topic that you would like to learn or hear about on the podcast? Let us know through our guest feedback and registration form.Sponsors:The views and opinions expressed in this podcast are solely those of the hosts and guests, and do not reflect the views or endorsements of our sponsors.Withum – Diamond Sponsor!Withum is a forward-thinking, technology-driven advisory and accounting firm, helping clients to be in a position of strength in today's complex business environment. Go to Withum's website to learn more about how they can help your business! Hosted on Acast. See acast.com/privacy for more information.

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/ 

Don't get caught in a reserch whirlpool.At some point you must have meetings with federal buyers to have success.In this training, you'll learn:• Why it starts with having a clear set of objectives you want out of the meeting• How setting a purpose gets everyone on the same page as you• To control a meeting for your success and that of the other participants___________________________________

Shirley Collier, President and Founder of Scale2Market and Host of the Growth Masters Federal podcast is a guest of the Capital Bank's Pickup Pickup podcast. She and Jill Cochones, Vice President and Government Contracting Specialist at Capital Bank of Maryland discuss the business development and banking strategies necessary to thrive in the changing federal marketplace. These are links to the resources referenced:EO14275 “Restoring Common Sense to Federal Procurement” FARPart 19 – Small Business – New procurement rules that restricts sole sourceawards and priority for small disadvantaged businesses FAR19.104 – Rule of 2 changes TitleVIII of the 2026 NDAA – Senate Armed Forces Committee recommendations onacquisition policy. See page 143 Justificationand Approval increased thresholds – Increases the ceiling for non-competedirect awards for all sized companies to $500m AdministrativeProcedure Act – Explains the public comment period required beforeregulations become effectiveFor more information visit our website or email us at getinfo@scale2market.com.

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

President Trump ordered the Department of War to overhaul the entire defense acquisition system, and they did.This new strategy affects every contractor, including small businesses.If you want to stay ahead in FY2026, you need to know exactly what's changing.In this training, you'll learn:• The biggest shifts in the Department of War's FY2026 Acquisition Transformation Strategy• Where the new opportunities will emerge first• How to position your company to benefit from these changes___________________________________

All Episodes are inside Skyway Central©Click here to access your Contracting Officer Podcast 2.0 License and start listening today!

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

On this episode, we have guest Tracy Marcinowski with us to discuss where small businesses can find opportunities in GovCon. Tracy offers suggestions on how small businesses can determine where within the industry they belong, and steps to take to continue generate and create opportunities.  To connect with Tracy, find her on LinkedIn. 

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

Federal buyers like AFLCM, use Industry Days to tell us what they need.I use them as ways to identify opportunities that can be won.In this training, you'll learn:• What information is shared during industry days.• How I 'scrub' industry day slide decks to find the most valuable information• Steps I take to turn slides into opportunities___________________________________

In this episode of Game Changers for Government Contractors, Michael LeJeune is joined by Kim Koster (VP of GovCon Strategy at Unanet) and John Sisson (EVP of CRM at Unanet) to discuss the newly released 2025 GAGE Report. Built from the input of over 1,200 GovCon leaders, the report benchmarks government contracting performance across compliance, accounting, utilization, growth, and efficiency. The conversation highlights why 65% of contractors remain optimistic despite tighter competition, how 79% identify pipeline performance as their top challenge, and why firms with centralized PMOs submit 10+ more proposals annually. Kim and John also explore the rapid adoption of AI, where it's adding value, where it's overhyped, and how integration across BD, project management, and finance is becoming a true game changer. If you want to benchmark your business and sharpen your GovCon strategy, this episode is packed with actionable insights. ----- Frustrated with your government contracting journey? Join our group coaching community here: federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contracting. Where Should I Start?" Here: https://amzn.to/4hHLPeE Book a call with me here: https://calendly.com/michaellejeune/govconstrategysession

Finding staffing contracts in federal agencies is a processIt can seem overwhelming until you know the steps… here's mine. In this training, you'll learn:• How I identified almost 100 'staffing' contracts to pursue in FY2026• How I determine which are the best fit for me• What I do after identifying opportunities that look like a good fit.___________________________________

Some of the most helpful tools for GovCons are on GSA's site.Successful small businesses master federal tools like those that GSA makes available.In this training, you'll learn:• How to find tools you can use• Which tools will help you as you try to win contracts• Where GSA is going in this 2025/2026 transition___________________________________

SAM.Gov is the foundational tool for government contracting.By mastering it's data and how to use SAM.Gov, you will win more contracts.It's not magic, it's just the process for how federal buyers communicate with small businesses.SAM stands for the 'System for Award Management'.In this training, you'll learn:• How to find oppportunities in SAM.Gov• What information is in each opportunity and how it can help you• How to set up SAM.Gov to never miss an opportunity___________________________________

The WOSB Program should deliver value to WOSBs… but it does not.This is not my opinion, it is a fact based on awarded contracts.And this isn't a complaint, it's a recognition driving me to train WOSBs how to have success despite the certification.In this training, you'll learn:• The facts about the WOSB program• How the SBA gaslights WOSBs• What to do to win contracts as a woman-owned small business___________________________________

If you do what all your competitors do, you'll be an also ran.Doesn't mean you won't write a decent proposal, but it does mean you won't appear any different.But it's not that hard to stand out from your competitors by writing better proposals.In this training, you'll learn:• Why starting early matters most• Being success must begin with being clear and compliant• Compelling requires you identifying more than explicit paint points or objectives___________________________________

Stop teaming with your friends!That's bad for you and them. You both end up losing too often.Instead, team up with the best company to help you win the contract.Of course that might sometimes be your friends, but often it really is not.You both deserve to win more.In this training, you'll learn:• How to set the criteria needed for a perfect teammate on each opportunity• Why it is important to vet possible teammates before committing• Establish a written agreement early on all key points___________________________________

Most proposals sound the same in the federal market.Great ones stand out because of clear Win Themes.A Win Theme ensures all of your activity leads to differentiating your company in a way buyers will value.In this training, you'll learn:• What are Win Themes• How Win Themes strengthen proposals sent to federal buyers• Simple framework you can follow to create your own Win Theme___________________________________

I get it. It sucks that the federal government is shut down.But we can't control that, only the actions we take.Here are 5 tips for this week that will ensure we keep moving forward even though our customer is not.In this training, you'll learn:• How to keep your pipeline moving even when agencies aren't buying• The daily habits that separate winners from worriers• What relationships you can (and should) build this week• Why momentum, not funding, is your greatest advantage___________________________________

I just returned from two, back-to-back Defense focused events.Here's how I ensure they have lasting value and how you can too.In this training, you'll learn:• How to triage all the leads you identified from the conference• Short-term steps to take that will turn a lead into part of your network• Long-term steps to make sure your new leads don't fade out of your network___________________________________

Federal buyers and teammates are stalking you online.They're trying to find you and decide if you're worth their time.This is called in-bound sales and counts for 99% of your business' growth.In this training, you'll learn:• Where federal buyers go to look you and your company up• What signals tell a federal buyer not to select you• Why teammates and buyers check you out before meeting___________________________________

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In this episode of The Eric Coffie Show, Eric breaks down how small business owners can stay proactive and profitable—even during a government shutdown. He exposes the dangerous mindset of self-doubt that keeps entrepreneurs from acting and shows why focusing on funded agencies, tracking real contract data, and calling award winners are game-changing moves. Eric shares real examples from his own experience proving that contracts are still being awarded every day — and how persistence separates those who win from those who watch others win. Key Takeaways: Focus where the money flows: Target agencies that are still funded and awarding contracts despite shutdowns. Call award winners: Don't assume doors are closed — real outreach creates new opportunities. Fix your mindset: Stop telling yourself "they already have someone." Winners stay hungry, persistent, and visible. 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

Today's guest, Robert Miller, brings a rare 360° GovCon perspective—15 years in government (Peace Corps → Capitol Hill → White House → CIA) followed by eight years in defense tech and AI sales. Rob led federal sales at Hawkeye 360 and CrowdAI (acquired in 2023) and now oversees $75M ARR across three divisions at a major defense contractor. In this episode, we break down how startups can truly win in federal: navigating product-market fit, cost-to-close, and working with large primes; using tools like SAM.gov, ARC, and Vulcan; and building mission-driven teams and Hill relationships. Rob also shares insights from his book Startup Statesmanship, a hands-on guide for founders entering GovCon. Key Takeaways Focus your ICP and go deep. Pick a tight segment + ideal customer profile and build depth (relationships, use-cases) before expanding. Master the economics. Rigor on cost-to-close and delivery—especially on firm-fixed-price R&D—wins or loses your margin in scoping. Protect your IP with primes. Use NDAs and teaming terms (workshare/rev-share), and share only what's necessary to win—not to be cloned. Join the Bootcamp: https://govcongiants.org/bootcamp Learn more: https://federalhelpcenter.com/ https://govcongiants.org/  Encore Funding: https://www.encore-funding.com/ 

A one-person business is still a business, and in government contracting, that statement needs to be said louder. You can be GovCon ready as a business of one.Solopreneurs in government contracting face a unique set of challenges. They bring deep expertise, agility, and commitment to mission, but are often overlooked, under supported, and misjudged. You'll hear the phrase “small business” everywhere—but when you're a team of one, you're often navigating the same requirements, with fewer tools, less time, and almost no tailored support.And yet, these solo operators are making real contributions to federal work, supporting national priorities, shaping policy, and delivering results.This episode is about operational legitimacy, what it takes to not just survive but position yourself for scale, even if growth isn't the goal today. Because your compliance posture, your financial infrastructure, and your back-office operations should support your vision, not limit it.Whether you plan to stay solo or scale when the time is right, you need systems that support growth, compliance, and credibility in the eyes of the markets you serve.Today we're talking strategy, legitimacy, and infrastructure for solopreneurs in GovCon and what it really means to build a one-person business that's built to last.Guest Bio:Marissa Achanzar, the Strategic, Content & Education Lead @ Collective, has over eight years in public accounting and has worked closely with small business owners to navigate tax strategy and compliance. At Collective, she translates complex tax concepts for self-employed individuals into clear, practical content – supporting them on their tax journey so they feel informed, confident, and empowered to make decisions for their business.Call(s) to Action:Interested in learning more about or leveraging Collective's services? Click here to schedule a call and learn more about how Collective can help power your business.Help spread the word about Unveiled: GovCon Stories: https://shows.acast.com/unveiled-govcon-storiesDo you want to be a guest or recommend a topic that you would like to learn or hear about on the podcast? Let us know through our guest feedback and registration form.Sponsors:The views and opinions expressed in this podcast are solely those of the hosts and guests, and do not reflect the views or endorsements of our sponsors.Withum – Diamond Sponsor!Withum is a forward-thinking, technology-driven advisory and accounting firm, helping clients to be in a position of strength in today's complex business environment. Go to Withum's website to learn more about how they can help your business! Hosted on Acast. See acast.com/privacy for more information.

Struggling to hire elite, often-cleared technical talent in GovCon? In this episode, Jessica Oliver shares practical ways to source beyond the usual platforms and cut through the noise. Learn where top engineers actually hang out online, how to personalize outreach with transparent offers and real-life perks, and how to assess both technical skill and culture fit. We also cover managing remote teams, using employee-driven branding on LinkedIn, keeping momentum in the interview process, and when to leverage niche recruiting agencies. If you need a faster, smarter hiring engine for government contracting, this playbook will help you land the right people, faster. ----- Frustrated with your government contracting journey? Join our group coaching community here: federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contracting. Where Should I Start?" Here: https://amzn.to/4hHLPeE Book a call with me here: https://calendly.com/michaellejeune/govconstrategysession

Get MORE JackQuisitions HEREShould you stay sector-agnostic in ETA (entrepreneurship through acquisition) or plant a flag with a clear buy box brokers, CPAs, and attorneys can remember? After a month sidelined by a home flood, searcher Chris Barr returns to his acquisition entrepreneurship journey—refining a small-business acquisition thesis around B2B services, GovCon janitorial contracts, and Florida/Palm Beach deal sourcing. We dig into search fund tactics, on-market and off-market pipelines, broker outreach, list scraping, AI-assisted follow-ups, and how to position for SBA 7(a) financing, LOIs, diligence, and close.From tier-1 vs. tier-2/3 service models to residential vs. commercial focus, Jack and Chris get tactical about building a repeatable deal flow engine in a tight geo, crafting a memorable buy box (ticket size, customer type, contract length), and using light automation without sounding like spam. If you're refining your acquisition criteria—B2B/government contracting, janitorial cleaning services, niche add-ons (e.g., AeroSeal), high-margin home services, or local trades—this episode hits playbooks for valuation, negotiation, seasonality, staffing, and lender selection so you can source better deals, faster.

In this episode of Game Changers for Government Contractors, host Michael LeJeune welcomes back legal expert Steven Koprince to dissect the latest wave of proposed federal contracting changes. From GSA's push to raise thresholds and alter the “Rule of Two,” to the potential expansion of veteran-owned small business opportunities under the NDAA, this conversation dives deep into what these changes could mean for small businesses. Michael and Steven debate the risks, share strategies to adapt, and highlight how innovative contractors can still thrive, even as giants like Amazon enter the competition. Whether you're a seasoned prime or a newcomer navigating subcontracting, this episode gives you the insight you need to prepare for 2025 and beyond. ----- Frustrated with your government contracting journey? Join our group coaching community here: federal-access.com/gamechangers Grab my #1 bestselling book, "I'm New to Government Contracting. Where Should I Start?" Here: https://amzn.to/4hHLPeE Book a call with me here: https://calendly.com/michaellejeune/govconstrategysession