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This "boring" government website generates an average of $3.2 million in annual revenue for more than 56,000 small businesses — yet only 0.15% of the 36 million small businesses registered in the US ever win a federal prime contract. Instead of waiting for an RFP, I walk through a real, live sources sought notice step by step — an actual Air Force requirement — and show you how to write a response that can shape the solicitation in your favor. You'll see how SDVOSB set-asides, GSA MAS recommendations, NAICS size standards, and strategic requirement suggestions can legally eliminate your competition before the solicitation ever drops.0:00 This Boring Website Makes Small Businesses $3.2M a Year0:25 How Companies Use SAM Dot Gov to Generate Revenue0:57 Why Only 0.15% of Small Businesses Win Federal Contracts1:59 Registering Your Business in the SAM Database2:15 The #1 Mistake: Starting With the RFP2:30 The Sources Sought Strategy Explained2:54 Live Demo: How to Find Sources Sought Notices3:30 3,740 Open Sources Sought Right Now3:37 Real Example: Air Force Golf Cart Contract3:54 Sources Sought vs. Proposal (Why It's Easier to Write)4:21 The Language That Scares Companies5:15 Inside the GovClose Community6:22 Reading the Notice: Randolph AFB / Joint Base San Antonio6:46 The Contracting Officer on the Other Side7:19 SDVOSB Set-Asides: Your Unfair Advantage7:58 NAICS Codes & Small Business Size Standards Explained9:09 Filling Out the Questionnaire (What Most People Miss)9:58 Salient Characteristics: Meeting the Specs10:22 How to Shape Requirements & Eliminate Competitors11:37 Requesting a Set-Aside (and the Rule of Two)12:12 Recommending GSA MAS as the Contract Vehicle13:00 What to Do If You DON'T Have a GSA Schedule13:39 Highlighting Differentiators the Government Might Adopt14:42 How Requirements End Up in Solicitations15:02 Why Sources Sought Beat Waiting for the RFP15:50 Tell Us Your Industry (Comment Below)16:15 Learning to Sell to the Government––––––––––––––––––––––––––––––––––––––RESOURCES MENTIONED––––––––––––––––––––––––––––––––––––––GovClose Program Overview (free 20-minute training): https://www.govclose.com––––––––––––––––––––––––––––––––––––––ABOUT RICK HOWARD––––––––––––––––––––––––––––––––––––––Rick Howard is a retired USAF Lieutenant Colonel and former DoD acquisitions officer who managed over $82 billion in federal contracts. He is the founder of GovClose and the DoD Contract Academy, with 400+ graduates working as government contract consultants, federal account executives, and business owners winning federal contracts.Rick Howard expresses his opinions as a former government contracting officer and presents public data on government contracts that he analyzes. GovClose makes no guarantees whatsoever about federal spending data or government contracts.

Get the GovClose Certification: https://www.govclose.com/sales-certificationOur students learn the government contracting skills to :1. Start their own consulting business that can earn up to $400k as a "solopreneur" advising businesses that sell to the government.2. Land high paying sales executive jobs with companies in the public sector.3. Increase government contracting revenue for companies selling to the US government.Government contracting data changes constantly, and we make no claims of perfection when presenting data. All data can be looked at from different angles, and it is up to the viewer to do their own research, their own data analysis, and decide if government contracting is for them.Disclaimer: This video reflects Rick Howard's personal opinions and independent analysis of publicly available government data. It does not represent an official position, endorsement, or statement of the U.S. Air Force or the Department of Defense.

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Get the GovClose Certification: https://www.govclose.com/sales-certificationOur students learn the government contracting skills to :1. Start their own consulting business that can earn up to $400k as a "solopreneur" advising businesses that sell to the government.2. Land high paying sales executive jobs with companies in the public sector.3. Increase government contracting revenue for companies selling to the US government.

The US government spends over $600 million a year on landscaping services, and it's paying small businesses to mow lawns, trim trees, and maintain grounds on nearly every military base, VA cemetery, and federal building in the country.I pulled real, open contract awards and active solicitations from USASpending.gov and SAM.gov to show you exactly what the government is paying for landscaping right now, including a $36 million grounds maintenance contract at Fort Myer, VA, a $2.7 million mowing and trimming contract at Andrews Air Force Base, and grounds maintenance work at Riverside National Cemetery and West Point, with the average landscaping contract worth $228,000 a year.I also break down the overlooked "sources sought" strategy that lets you build a relationship with the contracting office and shape the requirements before the solicitation ever gets posted, putting you ahead of the competition before you write a single proposal.0:00 The Government Pays $700 Million a Year to Mow Lawns1:23 Where to Find the Data: USASpending.gov (NAICS 561730)1:52 Which Agencies Spend the Most: Army, Air Force, Navy2:14 Where the Landscaping Dollars Go by State2:45 How Much the Government Spends on Landscaping3:45 Why Landscaping Beats the 23% Small Business Rule5:29 The VA's Special Rule for Veteran-Owned Businesses5:45 Real Opportunity: $36 Million Contract at Fort Myer, VA6:41 Real Opportunity: Andrews AFB, Riverside Cemetery7:20 Where to Find Solicitations: SAM.gov8:03 How to Search SAM.gov by NAICS Code9:15 Real Opportunity: NOAA Landscaping Solicitation 9:59 Why You Can't Talk to the Office Once It's Posted11:52 The Secret Move: Sources Sought13:33 Real Opportunity: Army Corps of Engineers 14:33 The Rule of Two: Eliminate Competition17:26 How Much You Can Actually Make Selling Landscaping 19:30 The Pipeline Math: Why You Need $10M to Make $1M21:36 Go/No-Go, Teaming Partners, and the Email Trick That Confirms Receipt––––––––––––––––––––––––––––––––––––––RESOURCES MENTIONED––––––––––––––––––––––––––––––––––––––GovClose Program Overview (free 20-minute training): https://www.govclose.comUSASpending.gov (government contract spending data): https://www.usaspending.govSAM.gov (find contract opportunities): https://sam.gov––––––––––––––––––––––––––––––––––––––ABOUT RICK HOWARD––––––––––––––––––––––––––––––––––––––Rick Howard is a retired USAF Lieutenant Colonel and former DoD acquisitions officer who managed over $82 billion in federal contracts. He is the founder of GovClose and the DoD Contract Academy, with 400+ graduates working as government contract consultants, federal account executives, and business owners winning federal contracts.Rick Howard expresses his opinions as a former government contracting officer and presents public data on government contracts that he analyzes. GovClose makes no guarantees whatsoever about federal spending data or government contracts.Government contracting data changes constantly, and we make no claims of perfection when presenting data. All data can be looked at from different angles, and it is up to the viewer to do their own research, their own data analysis, and decide if government contracting is for them.Disclaimer: This video reflects Rick Howard's personal opinions and independent analysis of publicly available government data. It does not represent an official position, endorsement, or statement of the U.S. Air Force or the Department of Defense.

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The US military needs cheaper, more scalable unmanned systems, and it's paying small businesses and even individual engineers to build them. I pulled real, open opportunities from DIU.mil and SBIR.gov to show you exactly what the government is funding right now, including drone swarm software, counter-drone interceptors, low-cost autonomous aircraft, and a long-range listening device for human intelligence, with some contracts paying up to $300,000 just for a feasibility study. I also break down the overlooked SBIR/STTR strategy that can put you ahead of most of the competition before you ever submit a proposal.

Get the GovClose Certification: https://www.govclose.com/sales-certificationOur students learn the government contracting skills to :1. Start their own consulting business that can earn up to $400k as a "solopreneur" advising businesses that sell to the government.2. Land high paying sales executive jobs with companies in the public sector.3. Increase government contracting revenue for companies selling to the US government.Watch Next: the most profitable government contracting business you've never heard of: https://youtu.be/bsMTu_4JRy4?si=a_wgqi50_-ZDpQD20:00 The Government Will Pay You to Build Drones in Your Garage1:44 Where to Find Opportunities: diu.mil (Defense Innovation Unit)2:42 Real Opportunity: Masten Modular Aircraft4:43 Former DoD Acquisitions Officer, $82B Managed6:01 Where to Find SBIR Opportunities: sbir.gov7:04 How to Track When SBIR Topics Drop by Agency8:22 Real Opportunity: Low-Cost Kinetic Defeat for Counter-UAS9:47 SBIR Phase 1, 2, and 3 Explained10:24 Phase 1 Pays Up to $300K for a Feasibility Study11:00 Phase 2 Can Reach $2 Million (or $30-40M in Super Phase 2)11:48 The Sub-$6,000 Counter-Drone Interceptor Target12:53 Real Opportunity: GBAM — Ground-Based Affordable Mass14:15 The DIU Challenge Barrier to Entry (and How to Beat It)16:56 Real Opportunity: Long-Range Listening Device for HUMINT20:06 The Secret Sauce: SBIR vs. STTR Explained21:24 Case Study: How Bryce Landed University STTR Partners23:15 Meet Bryce: Former Google Engineer Turned GovClose Consultant24:24 Real Opportunity: Asymmetric Collaborative Counter-Swarm AI27:36 Why These R&D Programs Matter (and How to Get Started)––––––––––––––––––––––––––––––––––––––RESOURCES MENTIONED––––––––––––––––––––––––––––––––––––––GovClose Program Overview (free 20-minute training): https://www.govclose.comSTTR Partnership With Bryce: https://www.linkedin.com/in/brycessorensen/––––––––––––––––––––––––––––––––––––––ABOUT RICK HOWARD––––––––––––––––––––––––––––––––––––––Rick Howard is a retired USAF Lieutenant Colonel and former DoD acquisitions officer who managed over $82 billion in federal contracts. He is the founder of GovClose and the DoD Contract Academy, with 400+ graduates working as government contract consultants, federal account executives, and business owners winning federal contracts.Rick Howard expresses his opinions as a former government contracting officer and presents public data on government contracts that he analyzes. GovClose makes no guarantees whatsoever about federal spending data or government contracts. Government contracting data changes constantly, and we make no claims of perfection when presenting data. All data can be looked at from different angles, and it is up to the viewer to do their own research, their own data analysis, and decide if government contracting is for them.Disclaimer: This video reflects Rick Howard's personal opinions and independent analysis of publicly available government data. It does not represent an official position, endorsement, or statement of the U.S. Air Force or the Department of Defense.

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Get the GovClose Certification: https://www.govclose.com/sales-certificationOur students learn the government contracting skills to :

1. Start their own consulting business that can earn up to $400k as a "solopreneur" advising businesses that sell to the government.

2. Land high paying sales executive jobs with companies in the public sector.

3. Increase government contracting revenue for companies selling to the US government.The US government is the single biggest purchaser of goods and services in the world. They publish everything they buy, who they buy from, and how much they spend.

I pulled real federal contract awards for pressure washing and power washing services to show you exactly how one small business is making six figures a month, what specific jobs the government is paying for, and how to find opportunities like this yourself.0:00 One Man, One Pressure Washer 0:34 How to Read Federal Contract Data on USAspending.gov1:43 Real Award: $734,975 Pressure Washing Contract2:10 Why This Company's Revenue Declined After a $1.2M Year3:19 Who's Buying: Army, NIH, and DLA4:00 Real Awards — $420K Garage Job, $300K Airfield5:56 Inside the $300,000 Airfield Pressure Washing Contract7:00 How to Find the Exact Buying Office 8:13 The $163,173 Award for Buildings and Sidewalks9:42 Set-Asides vs. Just Being Great at Your Service10:04 The $4.3 Million Duct Cleaning and Solar Panel Contract12:00 Reading the FAR: Simplified Acquisition Procedures 19:19 How Small Businesses Actually Win These Contracts––––––––––––––––––––––––––––––––––––––RESOURCES MENTIONED––––––––––––––––––––––––––––––––––––––GovClose Program Overview (free 20-minute training): https://www.govclose.com––––––––––––––––––––––––––––––––––––––ABOUT RICK HOWARD––––––––––––––––––––––––––––––––––––––Rick Howard is a retired USAF Lieutenant Colonel and former DoD acquisitions officer who managed over $82 billion in federal contracts. He is the founder of GovClose and the DoD Contract Academy, with 400+ graduates working as government contract consultants, federal account executives, and business owners winning federal contracts.Rick Howard expresses his opinions as a former government contracting officer and presents public data on government contracts that he analyzes. GovClose makes no guarantees whatsoever about federal spending data or government contracts. Government contracting data changes constantly, and we make no claims of perfection when presenting data. All data can be looked at from different angles, and it is up to the viewer to do their own research, their own data analysis, and decide if government contracting is for them.Disclaimer: This video reflects Rick Howard's personal opinions and independent analysis of publicly available government data. It does not represent an official position, endorsement, or statement of the U.S. Air Force or the Department of Defense.

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The US government is the single biggest purchaser of goods and services in the world. They publish everything they buy, who they buy from, and how much they spend. I ran seven simple service categories through real federal spending data to show you market size, average contract values, competition levels, and who is buying.

One of these seven categories had 160,000 separate contracts. I saved that one for the end.

All of this data is public. You can verify every number yourself at usaspending.gov.

0:00 The Government Is Paying Small Businesses Millions for This
0:40 How to Read Federal Contract Data Yourself
1:07 Service 1: Landscaping and Groundskeeping — $5.9 Billion Market
4:27 Service 2: Vocational and Technical Training — $6.5 Billion, $3M Average Contract
5:36 Service 3: Janitorial Services — $9.1 Billion, 16,000 Contracts
6:57 Service 4: Facilities and Operations Support — $15 Billion Market
7:48 Service 5: Administrative Support Services — $1.6M Average Contract
8:54 Service 6: Guard and Security Services — $25.2 Billion Market
9:36 Service 7: Logistics and Support Services — $36.5 Billion, 160,000 Contracts
10:57 What All Seven of These Have in Common
12:18 How Small Businesses Actually Win These Contracts

Seven simple service categories. Over $115 billion in federal spending. Hundreds of thousands of contracts awarded every year. The companies winning this work are usually not bigger than you. They are just more organized and following a repeatable process.

Drop a service in the comments and I will pull the federal spending data and break it down in a future video.

Get the GovClose Certification: https://www.govclose.com/sales-certification Our students learn the government contracting skills to :1. Start their own consulting business that can earn up to $400k as a "solopreneur" advising businesses that sell to the government.2. Land high paying sales executive jobs with companies in the public sector.3. Increase government contracting revenue for companies selling to the US government.

Get the GovClose Certification: https://www.govclose.com/sales-certification Our students learn the government contracting skills to :1. Start their own consulting business that can earn up to $400k as a "solopreneur" advising businesses that sell to the government.2. Land high paying sales executive jobs with companies in the public sector.3. Increase government contracting revenue for companies selling to the US government.

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The U.S. government runs a program that will fund your company before you have a single customer — sometimes before you have a finished product at all.It's called SBIR, and in this episode John Martin breaks down exactly how he used it to go from an early-stage idea to a $1.9M U.S. Air Force funding increase, with a shot at a $30M+ award next.

If you've got innovative technology and you've ever wondered whether the government would pay you to develop it, this is the conversation to watch.John is the founder of Bundle AR, an augmented reality and XR training platform now used across the Air Force, Space Force, Army, and the commercial world. We get into how SBIR Phase I and Phase II actually work, what TACFI and STRATFI are, why relationships beat writing proposals, and the single mistake most founders make when they try to sell to the government.––––––––––––––––––––––––––––––––––––––CHAPTERS––––––––––––––––––––––––––––––––––––––00:00 The $1.9M the Government Paid Bundle AR00:42 Who Is John Martin & What Bundle AR Does03:33 How He Got His First Government Check05:57 SBIR Explained: Getting Paid for an Idea07:48 Why SBIR Funding Froze (and Just Reopened)09:14 TACFI: The $1.9M Air Force Funding Increase11:54 STRATFI & the New $30M Award for 202616:01 Why Relationships Beat Writing Proposals17:55 How to Win Before the Contract Is Posted22:09 Live Demo: AR Training for the Military28:54 The Smartest Move: Two Revenue Streams29:32 The Truth About SBIR Mills32:24 The GovClose Gauntlet: Rapid Fire37:12 John's Radio Career: Cronkite, Kiss & Taylor Swift38:57 Advice for First-Time Government Contractors41:00 New Markets: Education, Healthcare & School Security44:04 What's Next for Bundle AR––––––––––––––––––––––––––––––––––––––RESOURCES MENTIONED––––––––––––––––––––––––––––––––––––––GovClose Program Overview (free 20-minute training):https://www.govclose.comSBIR / STTR Program (official):https://www.sbir.gov––––––––––––––––––––––––––––––––––––––ABOUT THE GUEST — JOHN MARTIN, BUNDLE AR––––––––––––––––––––––––––––––––––––––John Martin is the founder of Bundle AR (BUNDLAR), a Chicago-basedoperational intelligence platform company. Over 8+ years, Bundle AR hasbuilt a no-code augmented reality and XR-wearable platform that deliverstraining and knowledge "where work happens" for both enterprise and theDepartment of Defense. The company has won SBIR Phase I and Phase II awards,a $1.9M U.S. Air Force Tactical Funding Increase (TACFI), and is nowqualified for a Strategic Funding Increase (STRATFI). Past clients andengagements include Microsoft (Xbox), Thermo Fisher, Cleveland Clinic, theU.S. Air Force, Space Force, Michigan Air National Guard, and the U.S. Army.Learn more / connect with John:Website: https://www.bundlar.comEmail: john@bundlar.comLinkedIn: [paste John's LinkedIn URL here]––––––––––––––––––––––––––––––––––––––ABOUT RICK HOWARD––––––––––––––––––––––––––––––––––––––Rick Howard is a retired USAF Lieutenant Colonel and former DoD acquisitionsofficer who managed over $82 billion in federal contracts. He is the founderof GovClose and the DoD Contract Academy, with 400+ graduates working asgovernment contract consultants, federal account executives, and businessowners winning federal contracts.Get the GovClose Certification: https://www.govclose.com/sales-certification Our students learn the government contracting skills to :1. Start their own consulting business that can earn up to $400k as a "solopreneur" advising businesses that sell to the government.2. Land high paying sales executive jobs with companies in the public sector.3. Increase government contracting revenue for companies selling to the US government.

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Get the GovClose Certification: https://www.govclose.com/sales-certification Our students learn the government contracting skills to :1. Start their own consulting business that can earn up to $400k as a "solopreneur" advising businesses that sell to the government.2. Land high paying sales executive jobs with companies in the public sector.3. Increase government contracting revenue for companies selling to the US government.Watch: The rise of solo consultants and why it pays so well https://youtu.be/rTfC3ug9XusChapters00:00 How $115K in Air Force Gear Led to Government Contracts00:36 From Air Force Special Ops to Government Contracting02:03 Landing Paid Government Contracting Consulting Clients04:31 The $115K Gear Question That Started Everything05:45 Will AI Replace Government Contracting Jobs?07:45 The Biggest Problem in Government Contracting08:33 Best Ways to Make Money in Government Contracting09:49 Why Companies Need Government Contracting Consultants11:47 Why Government Contracting Is Hard but Lucrative13:15 Building a GovCon Consulting Business14:09 RFPeasy and the Future of GovCon Software15:45 $50K a Month From Government Contracting Software?17:42 Government Contracting Scams to Avoid19:46 What Companies Should Pay GovCon Consultants For20:11 How to Spot Fake Government Contracting Experts22:12 RFP Writing and Client Transparency Problems24:21 RFPeasy Demo: AI Tools for Government Contractors27:21 What Federal Sales Teams Need to Win Contracts29:45 Building a Federal Sales Roadmap31:39 Using USAspending Data for Capture Strategy35:24 Reading Federal Market Data the Right Way36:39 Finding Top Contracting Offices in USAspending38:37 Onboarding GovCon Clients Faster39:45 Finding RFIs, RFPs, RFQs, and SBIR Opportunities41:12 Contracting Officer Search and Outreach Warnings44:21 Exporting GovCon Lead Lists45:00 Capability Statement Text for Federal Opportunities46:45 Pipeline Tracking for Government Contracts48:00 AI Proposal Writing for RFPs and RFIs49:30 Why Human Review Still Matters With AI Proposals50:33 RFPeasy Security, FAR Helper, and MVP Features51:33 How to Try RFPeasy.app52:18 GOVCLOSE50 Discount Code and Closing— — — — —RFP EASY PODCAST LISTENER OFFERUse code GOVCLOSE50 and get your first month free.Redeem at https://rfpeasy.app — offer active through July 31, 2026.— — — — —Built by Dakota Ward, U.S. Air Force Combat Controller veteran and founder of Gov Access Solutions LLC.Start now → https://rfpeasy.appABOUT RICK HOWARDRick Howard is a retired USAF Lieutenant Colonel and former DoD acquisitions officer who managed over $82 billion in federal contracts. He is the founder of GovClose and the DoD Contract Academy, with 400+ graduates working as government contract consultants, federal account executives, and business owners winning federal contracts.--Connect with Rick on LinkedIn: https://www.linkedin.com/in/govclose/

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Get the GovClose Certification: https://www.govclose.com/sales-certification Our students learn the government contracting skills to :1. Start their own consulting business that can earn up to $400k as a "solopreneur" advising businesses that sell to the government.2. Land high paying sales executive jobs with companies in the public sector.3. Increase government contracting revenue for companies selling to the US government.Watch: The rise of solo consultants and why it pays so well https://youtu.be/rTfC3ug9XusCHAPTERS0:00 Why most people get stuck on SAM.gov1:15 The hard truth about government contracting3:12 Two paths that do not require SAM.gov registration3:24 Path 1: Government contract consulting (how I made 7 figures)4:15 How to use USASpending.gov to find consulting clients7:24 How to niche down by industry and agency8:53 USASpending.gov vs SAM.gov — what the difference means for you10:13 What a government contract consultant actually does11:29 Consulting specialties: CMMC, proposal writing, GSA, post-award13:05 Why consulting opens doors beyond the hourly rate14:25 Path 2: Federal account executive roles ($200K-$346K/year)15:54 The salary data — federal AE vs medical device sales vs tech sales16:39 How consulting led me to a $320K W-2 role19:00 What most people do wrong (and what to do instead)22:50 Consulting rates: $5K-$10K per month per client23:37 Why the Air Force is now funding GovClose cohorts24:51 Who should NOT start a government contracting business--RESOURCES MENTIONEDGovClose Program Overview (free 20-minute training): https://www.govclose.comUSASpending.gov: https://www.usaspending.gov--ABOUT RICK HOWARDRick Howard is a retired USAF Lieutenant Colonel and former DoD acquisitions officer who managed over $82 billion in federal contracts. He is the founder of GovClose and the DoD Contract Academy, with 400+ graduates working as government contract consultants, federal account executives, and business owners winning federal contracts.--

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Get the GovClose Certification: https://www.govclose.com/sales-certification Our students learn the government contracting skills to :1. Start their own consulting business that can earn up to $400k as a "solopreneur" advising businesses that sell to the government.2. Land high paying sales executive jobs with companies in the public sector.3. Increase government contracting revenue for companies selling to the US government.This week I sat down with Bill Vear, founder of GovConProposals and one of the most experienced federal contractors in our network.

Bill’s been winning government contracts since 1982 — back when, as he puts it, “the dinosaurs still roamed the Earth and the internet did not exist in contracting.”

He started as an Army medic, got out, fell into commercial construction with a friend’s brothers, and then climbed his way into the federal space through some of the largest 8(a) environmental and demolition firms in the Northeast — managing multi-million dollar projects at Natick Labs, Weymouth Naval Air Station, Aberdeen Proving Grounds, and the anthrax cleanup at Social Security after 9/11.

Today Bill runs his own consulting practice in Florida, mentors small businesses, and recently won a federal construction contract for a former New England Patriots wide receiver running an SDVOSB out of Louisiana. He’s also a GovClose graduate and a core member of our Inner Circle — not because he needed the program, but because, as he says, “I’m always learning. I believe in education. I’m a bookworm.”

So I put him through something new: The GovClose Gauntlet — 10 rapid-fire questions designed to expose what really wins in government contracting. No fluff, no marketing talk, just a 30-year veteran answering the questions most contractors are too afraid to ask out loud.

Here’s what he said.0:00 Will AI Replace Government Contracting?1:25 Can AI Win Government Contracts Without You?3:24 Is DOGE Good or Bad for Small Business?4:09 Should All Federal Procurement Go Through GSA?5:00 Will CMMC Hurt Small Business Defense Contracts?5:30 Is the 8(a) Program Still Worth It?6:00 Are WOSB Set-Asides Disappearing?6:27 Why SDVOSB Is the Strongest Set-Aside Right Now7:00 The #1 Move That Wins Federal Contracts8:44 How a Former Army Medic Got Into Government Contracting9:00 The Dumbest Reason a Government Proposal Lost10:00 Why Past Performance Beats Lowest Price13:09 From Boston Construction to Federal Contracts16:00 How Contracts Were Won Before SAM.gov Existed18:30 The 8(a) Subcontracting Trap That Gets Companies Sued20:30 What Is SLED and How Is It Different From Federal?23:50 Is It Easier to Win State or Federal Contracts?25:14 Why You Can't Learn Government Contracting on the Fly26:34 Inside the "Wild West" Days of Government Bidding29:30 Why Following Proposal Instructions Wins Contracts30:54 Compliance Matrix vs. Proposal Templates33:34 When to Walk Away From a Government Contract35:30 Are Win Themes and Color Teams a Myth?37:21 When the Real Proposal Process Actually Starts39:20 Why a Real CRM Beats Salesforce for GovCon42:54 What Happens When the Government Never Sees Your Bid44:48 Why Showing Up Late to a Solicitation Means You Lose45:14 Where to Find Bill Vear Connect with Bill on LinkedIn: https://www.linkedin.com/in/bill-vear/

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This is a special episode of the GovClose podcast. We're bringing interviews people in the government contracting space that are generating real results .

This footage was shot live from the GovClose workshop and inner circle event.

If you're interested in government contracting as a career or a business, this is the episode for you.

If you want to learn more about the GovClose program and see if you're a fit, head over to govclose.com, watch the overview video, and schedule a call with our advisory team.

https://www.govclose.com

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Start Your GovCon Career: https://www.govclose.comMost government contractors are searching SAM.gov and missing the majority of opportunities.

In this session, I walk through the One Nation Innovation marketplace. Marketplaces like ONI are being used at an increasing rate, and it's good to know where to find and how to use the marketplaces that are alternatives to SAM.gov. I also cover why I no longer pay for government contracting research tools, how to use the MITRE consortium list to find the right OTA pathway for your technology, and how to talk to a contracting officer about an upcoming recompete (a question from one of our recent GovClose coaching calls with Harold).If you're selling innovative tech, prototypes, or services to the federal government — especially DoD — this is the workflow I use every day.⏱ TIMESTAMPS00:00 - Why SAM.gov isn't enough anymore00:50 - Vetting One Nation Innovation: is this marketplace real?02:53 - Inside an O&I challenge: USSF Go Coliseum & scoring rubrics05:02 - Why I stopped paying for government contracting tools06:40 - Tony's story: from Marine Corps to GovClose member08:08 - SAM.gov contract awards search (the new FPDS replacement)09:30 - Finding OTA awards by awardee — the trick most people miss10:45 - The history of OTA: from the Space Race to the Department of War13:40 - How to verify a consortium is actually awarding contracts15:21 - Tom Clancy's question: do you need a relationship to win an OTA?19:30 - Pulling all OTA awards from the past 90 days22:09 - Tom's follow-up: are O&I OTAs required to be listed on SAM?23:09 - Finding more consortiums: the MITRE list method27:07 - DIU and the three currently open OTA pathways29:13 - Project Titan Core: modular data centers for AI compute32:22 - Harold's question: how to ask a CO about an upcoming recompete35:53 - Why upselling existing customers is the best government sales play39:25 - GovClose graduate results: real outcomes from the program📊 RESOURCES MENTIONED- SAM.gov Contract Awards & Other Transactions search- onenationinnovation.org- USAspending.gov- MITRE OTA Consortium list (Google: "OTA consortium list")- DIU open solicitations- GAO reports on OTA and AI🎓 ABOUT GOVCLOSEGovClose is the certification and training program I built after 20 years as an Air Force acquisitions officer managing $82B+ in federal contracts. Our graduates land consulting clients, account executive roles, and high-ticket federal contracts.👉 Learn more: GovClose.com🤝 Match with a certified consultant: Match.GovClose.com#GovernmentContracting #SAMgov #OTA #OtherTransactionAuthority #FederalContracts #DoDContracts #SBIR #DefenseInnovation #DIU #FederalSales #GovCon #ConsultingBusiness #VeteranOwnedBusiness #SmallBusinessGovernment #DefenseTech

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SAM.gov is the new master database for federal contract research.If you're still searching for FPDS.gov, you're being redirected to SAM.gov — and honestly, it's WAY better. In this comprehensive tutorial, I'll show you exactly how to use SAM.gov to search past contract awards, find upcoming opportunities BEFORE solicitations drop, automate your searches, and discover OTA (Other Transaction Authority) awards worth billions.

Check out the GovClose certification program: https://www.govclose.comWhether you're a small business owner, sales executive, or government contracting consultant, mastering SAM.gov is NON-NEGOTIABLE. This is where ALL federal contract data lives — and it's 100% free.What You'll Learn:✅ How to search contract awards by product service code, NAICS code, and keywords✅ The critical difference between Contract Awards and Contract Opportunities✅ How to find Sources Sought notices (opportunities BEFORE the RFP)✅ Setting up automated searches and email notifications✅ Discovering OTA awards (including $3B+ Golden Dome contracts)✅ Competition analysis: How many offers were received on contracts✅ Small business set-aside researchStop paying for third-party tools until you master the free source. SAM.gov pulls data that powers EVERY paid government contracting platform. Learn it first.Want the GovClose Certification Program? 400+ graduates, $800K–$1M annual revenue, proven track record. Learn more: https://www.govclose.comCHAPTERS:00:00 – FPDS is Dead: SAM.gov Takes Over00:57 – What is SAM.gov? Registration, Opportunities & Awards02:24 – Why You MUST Be Logged In (Unlike FPDS)03:11 – Why Search Past Contract Awards?04:03 – Navigating to Contract Awards Section04:41 – Filtering by Date: Past Day, Week, or Month05:20 – Understanding Contract Details: Obligated vs Total Value06:09 – Competition Analysis: How Many Offers Were Received?07:13 – Product Service Codes vs NAICS Codes Explained08:08 – Searching IT & Telecom Data Center Contracts08:35 – GovClose Graduate Success Story: Harold Kwegyir15:09 – Filtering by Set-Aside Type (Small Business)16:14 – Small Business Participation Rates: The 23% Standard18:04 – Case Study: Department of Justice Contract Deep Dive20:08 – Clearing Filters to Start Fresh Searches20:55 – Keyword Search: Augmented Reality Contracts23:16 – Understanding Competition Data on Awards23:33 – Switching to Contract Opportunities (Pre-Solicitation)24:18 – Sources Sought Notices: Your Early Entry Point26:18 – Setting Up Saved Searches for Virtual Reality27:26 – Automated Email Notifications for New Opportunities28:06 – Other Transaction Authority (OTA) Awards Revealed29:35 – OTA Case Study: Golden Dome ($3B+ in Awards)30:25 – Final Takeaway: Master SAM.gov Before Paying for Tools

Connect with Rick on LinkedIn: https://www.linkedin.com/in/govclose/HASHTAGS:#SAMgov #GovernmentContracting #FPDS #SmallBusiness #FederalContracts #SBIR #OTA #DefenseContracting #GovClose #FederalSales #B2G #ContractAwards #SourcesSought #SDVOSBusiness #VeteranOwnedBusiness #FederalProcurement #USASpending #ContractResearch #SmallBusinessSetAside #GovernmentBids

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BECOME AN EXPERTThe GovClose Certification Overview: https://www.govclose.comHIRE AN EXPERThttps://match.govclose.com/The US government just reauthorized one of the most powerful small business funding programs in American history — and most people have never heard of it. In this video, I break down everything you need to know about the SBIR reauthorization, including a brand new $30 million award that has never existed before.📌 WHAT YOU'LL LEARNThe SBIR program has pumped over $81 billion into more than 34,000 small businesses since 1982, producing 70,000 patents and over 700 publicly traded companies. After a six-month freeze — the longest disruption in the program's 43-year history — Congress passed a five-year reauthorization through 2031 with major changes every small business owner needs to understand.In this video I cover exactly what changed, what the new $30 million Strategic Breakthrough Award is, who qualifies, and what you should be doing right now to position your business before the topics go live in May.THE PHASE 2 STRATEGIC BREAKTHROUGH AWARDA standard SBIR Phase Two award is up to $1.8 million over two years. This new award goes up to $30 million over 48 months. Here's what you need to qualify:- At least one prior Phase Two award- 100% matching funds from private capital or non-SBIR government funding- Demonstrated technology backed by market research- For defense applications: commitment from a Program Executive Officer or higherCHAPTERS00:00 – The SBIR Program Is Back: What Just Changed01:00 – What Is SBIR? America's Seed Fund Explained02:00 – The Companies SBIR Built: Qualcomm, iRobot, and More03:00 – How SBIR Works: Phase One, Phase Two, Phase Three04:00 – The Six-Month Freeze: What Happened and Why05:00 – The New Law: Innovation and Economic Security Act05:30 – Change #1: Foreign Security Screening Gets Stricter07:00 – Change #2: Proposal Caps and the End of SBIR Mills08:00 – Change #3: Bridging the Valley of Death10:00 – Change #4: Technical and Business Assistance Upgrade11:00 – The $30 Million Strategic Breakthrough Award12:30 – Who Can Qualify13:00 – How to Position Your Business Right NowRESOURCES & LINKS🔹 Find SBIR Topics: https://www.sbir.gov🔹 Start Your GovCon Journey: https://www.govclose.com🔹 Hire a GovClose Certified Consultant: https://match.govclose.com👤 WHO THIS CHANNEL IS FORIf you're a small business owner, startup founder, account executive, or consultant working in or trying to break into the federal market, this channel is built for you. I'm Rick — retired USAF Lt. Colonel, former DoD acquisitions officer, and founder of GovClose. I've helped hundreds of individuals learn the government contracting art form and generate real revenue from it.#sbir #smallbusiness #governmentcontracts #federalfunding #govcon #sttr #smallbusinessgrants #startupfunding #DefenseContracting #federalcontracting #InnovationFunding #businessfunding #govclose #entrepreneurship #smallbusinessowner #governmentfunding #techstartups #SBIRPhase2 #federalgrants #businessgrowth

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The GovClose Certification Program: https://www.govclose.comThe White House requested the largest military budget in the history of the United States. This budget requires approval, and no doubt will change.BUTUnderstanding the priorities of defense spending is essential if you want to position your business for public sector success. In this video I cover the the administrations defense goals and translate the small business opportunities that may emerge. Some of those areas are:1. Defense manufacturing.2. Drone technology.3. Ship building.Government contracting is difficult, and takes time. This is the long game, not a quick win. If you're dedicated, willing to learn and want to contribute to a strong US military than this video may be for you.If you want to understand government contractimg at an expert level, join a community of experts that are getting results, and generate income then GovClose may be for you. Our graduates generate income in 3 ways using their government contracting expertise:1. As a business winning prime and sub contracts2. As a Freelance Consultant helping businesses win contracts3. As a Salaried Account Executive earning top salaries and comissions.Check out our syllabus: https://www.govclose.com/govclose-certification-programSchedule a Enrollment Consultation: https://www.govclose.com/enrollment-interviewConnect with Rick on LinkedIn: https://www.linkedin.com/in/govclose/NOTE: GovClose provides information only. We do not provide legal advice, and we certainly do not guarantee results. Nobody can guarantee that you will win a government contract. In fact, it is illegal to do so. Consult a lawyer before attempting government contracting. This is a heavily regulated industry and it is incumbent upon each person that gets involved to do their due diligence. #drone #shipbuilding #manufacturing #aimilitary

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START HERE GovClose Certification: https://www.govclose.com/govclose-certification-programStartup consultants are one of the fastest growing categories of entrepreneurs right now — and the income potential is unlike almost any other business model.

In this video I break down exactly how freelance consulting works, what a real day in the life looks like, how consultants charge clients, and why government contracting is one of the highest-paying consulting niches you can build a business in.I tripled my income in my first year of consulting. I work from home. I set my own schedule. And I've helped over 400 people do the same. This isn't theory — these are the actual numbers, the actual revenue model, and the stuff nobody else talks about.If you're thinking about starting a consulting business, figuring out how consultants make money, or wondering if this is the right move for you — watch this first.0:00 Why Startup Consultants Are Taking Over1:00 What a Day in the Life of a Freelance Consultant Actually Looks Like2:00 Why Marketing Is the First Job Every Consultant Has Every Day3:00 What You Actually Do for Clients and Where Your Time Goes4:00 How to Choose the Right Consulting Niche5:00 Why Government Contracting Is One of the Best Consulting Niches in the World6:00 Less Competition Higher Fees: The GovCon Consulting Advantage7:00 The Steve Jobs Lesson Every Consultant Needs to Hear About Ownership8:00 How I Built GovClose After Retiring From the Air Force9:00 The One Thing That Separates Good Consultants From Bad Ones10:00 How to Get Results for Clients: Training Execution and Implementation11:00 Why the Best Consultants Think Like Part Owners in Their Client's Business12:00 How Consultants Land Equity Deals With the Companies They Work With13:00 Consulting Income Breakdown: What $35K to $45K Per Month Can Look LikeReady to become a certified government contracting consultant?

Visit GovClose.com to watch the program overview and schedule a call with our onboarding team.

ConsultingBusiness #HowToStartABusiness #FreelanceConsulting #MakeMoneyConsulting #GovernmentContracting #GovCon #StartupConsultant #ConsultingIncome #HowToMakeMoney #GovClose

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GovClose Certification Overview: https://www.govclose.com/govclose-certification-programHere are the questions and answers from the GovClose certification program's weekly Q&A call. From contract vehicles, the 8a program, GSA schedule optimization, and LinkedIn targeting to best practices for picking up clients as a consultant.Leave your video suggestions in our comments, as we often pick thoughtful ideas and questions from our viewers to develop new programs and videos.

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In this episode, we cover three profitable government contracting paths for veterans.

Each path has its benefits and drawbacks. We'll deep dive on each method so you can decide which path works for you

Not a veteran? That's okay. Although people with military experience are uniquely qualified for certain government contracting paths, we have people of all ages and professions that get into this through the GovClose training program.

Start your career or business in Government Contracting: https://www.govclose.com/govclose-certification-program

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GovClose Syllabus: https://www.govclose.com/govclose-certification-programMost companies believe government contracting starts with finding an RFP and writing a proposal — but that's why they fail. In this video, former Air Force acquisitions officer Richard C. Howard explains the 6–18 month federal sales cycle, the roles of program managers and contracting officers, and why winning companies engage during the market research phase long before solicitations are released. Learn how government requirements, funding, and acquisition strategy actually determine who wins federal contracts. Chapters 0:00 — Why 99% of Companies Fail at Government Contracting1:12 — The Biggest Myth About SAM.gov and Proposals1:55 — The 6–18 Month Federal Sales Cycle Explained3:07 — How the Government Actually Buys Products and Services4:00 — Program Manager vs Contracting Officer (Critical Difference)7:05 — Why the Market Research Phase Determines Contract Winners#governmentcontracting #governmentprocurement #govcon #govcontracts

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Meetings win government contracts. But you have to meet with the right individuals.

In this episode we go over the 2 most important people in the government that you should meet-- as well as who you should avoid!Bonus: we're going over the three questions you can ask a government official to determine if they can help get your company on contract. If you're ready to start your career in government contracting, either:

• selling to the government as a business

• starting your own consulting company

• work as an account executive

Then check out the GovClose one-year professional development program. https://www.govclose.com

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Zoom is one of the top tools I use to build businesses and close clients.

Often professionals, even with a lot of experience that are new to selling, don't understand how to have a consultation over Zoom or another video conferencing tool.

In this episode, I'm going to walk you through the strategy, the 10X my business, and the top three mistakes companies and consultants make on Zoom consultations.

If you're interested in starting a career in government contracting, head on over to GovClose.com. https://www.govclose.com

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Register for the LIVE GovClose Workshop! Houston TX 25 March 2025https://www.govclose.com/workshopGovClose Certification Overview: https://www.govclose.comMost companies think government funding works like a normal bank account. It does not.The federal government uses strict funding rules tied to appropriation law, fiscal year timing, and what is commonly called the “Colors of Money.” These rules determine whether a contract can legally be awarded, not just whether an agency says it has funding available.In this video, I break down the three-part framework that controls every federal dollar: purpose, time, and amount. You will learn how funding categories like Operations and Maintenance (O&M), Research Development Test and Evaluation (RDT&E), Procurement, and Military Construction (MilCon) impact contract timing, pipeline forecasting, and win probability.I also explain fallout funds and why a large percentage of federal contract obligations happen in Q4. Understanding how funding expires, when agencies identify excess funds, and how experienced contractors position early can change how you build and forecast your federal pipeline.This lesson is based on real acquisition experience and federal spending data patterns. Fall Out FundsThis video is for government contractors, federal sales teams, consultants, and companies entering the federal market who want to understand how government funding actually drives contract awards.Chapters00:00 Why Government Money Is Different From Commercial Money00:45 The Three Rules That Control Federal Spending: Purpose Time Amount02:45 Colors of Money Explained: O&M RDT&E Procurement MilCon03:45 Why Funding Type Determines If You Can Win The Contract04:30 Federal Fiscal Year Timing And Funding Obligation Windows05:45 How Funding Timelines Change Contract Award Timing07:00 Questions Smart Contractors Ask About Government Funding09:30 Why Roughly 40 Percent Of Federal Obligations Happen In Q410:00 Fallout Funds And End Of Year Federal Spending Patterns11:30 How Contractors Position Early For Fallout Funds Opportunities

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Have you ever wondered if you could get paid for something you already enjoy doing?In this video, I break down real examples of hobbies that the U.S. federal government is actively spending millions of dollars on every year. Most people think government contracting is only about defense systems, IT, or construction. The reality is very different. The federal government is the single largest buyer of goods and services in the world, and that includes areas most people would never expect.We’re talking about government contracts tied to yoga instruction and wellness programs, ATV and off-road vehicle training, 3D printing and additive manufacturing, foreign language translation and interpretation, and even professional dog training services. These are not edge cases. These are recurring federal spending categories that create real opportunities for small businesses, consultants, and professionals who understand how federal procurement works.00:00 Can You Get Paid for Your Hobby? Government Contract Reality00:45 Yoga Government Contracts 02:05 ATV and Off-Road Vehicle Government Contracts 03:15 3D Printing | Additive Manufacturing 04:30 Foreign Language 06:30 Dog Training Government Contracts 09:00 How to Research Government Contracts on SAM.gov 09:30 How Government Contracting Actually Works 10:00 Three Ways to Make Money Using Government Contracting Expertise

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GovClose Certification Overview: https://www.govclose.comFormer banker Micah Dixon reveals how he helped an 8(a)Afirm win $9 million in federal contracts within 12-18 months using mentor-protégé agreements and joint ventures. In this interview, Micah breaks down advanced government contracting strategies that most small businesses miss—including why less than 0.25% of U.S. small businesses sell to the government and how to avoid the revenue cliff that kills most eight-A companies after graduation.Micah shares insider knowledge on joint ventures, mentor-protégé programs, affiliation rules, and the strategic approach that separates winning contractors from those who struggle.CHAPTERS:0:00 Introduction - Why Government Rules Actually Help Small Business3:15 The Joint Venture Strategy 8:30 Real Results: $9 Million in Contracts Using Mentor-Protégé15:30 Why Micah Joined GovClose and What Makes It Different21:30 The Strategic Side of Government Contracting (Not Cold Calling)29:15 Helping Real People: Why Government Contracts Matter33:00 Who Should Use Mentor-Protégé and Joint VenturesCONNECT WITH MICAH DIXON:LinkedIn:https://www.linkedin.com/in/micahdickson/ABOUT GOVCLOSE:GovClose is the leading government contracting certification program for small businesses, consultants, and business development professionals. Learn the proven system to win federal contracts without paid advertising.🔗 Learn more: https://www.govclose.com#GovernmentContracting #EightA #SmallBusiness #FederalContracts #MentorProtege

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👉 Start your consulting business the right way with GovClose:
https://govclose.com

Learn how to sell high-value services, win government contracts, or land elite federal sales roles with a proven certification framework.

Most people think starting a consulting business is about packaging your expertise and selling it to companies. That’s wrong.

In this video, former U.S. Air Force acquisitions officer Rick Howard breaks down the 3-part consulting framework that separates consultants who struggle from consultants who charge premium fees—sometimes six figures or more.

You’ll learn:

• Why most consultants fail to sell their services
• The exact framework companies use to decide what they’ll pay for
• How to price consulting based on revenue impact
• Why rare expertise is the key to premium consulting rates
• Real-world examples from GovClose graduates closing high-value deals

If you want to monetize your knowledge, start a consulting business, or pivot your career into high-income consulting, this video gives you the exact blueprint.

0:00 – What consulting really is (and how people get paid for what they know)
0:45 – The common consulting mistake veterans and professionals make
1:15 – Rick Howard’s background and GovClose framework overview
2:00 – Step 1: Identify your real expertise (experience deep dive)
3:00 – Why combining skills creates premium consulting offers
3:45 – Case study: Why team-building consulting didn’t sell
5:00 – Framework Part 1: Does your service directly make money?
6:00 – Framework Part 2: How much revenue can you generate?
7:00 – Framework Part 3: How rare is your expertise?
7:45 – Real GovClose graduate example: Proposal writing consulting
11:15 – How to reposition your experience into a high-value offer

How to Get Paid for What You Know (Consulting Framework That Actually Works)⏱ Chapters

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The GovClose Certification Program is a one-year, implementation-driven system for people who want to win contracts, consult, or become elite federal sales professionals.https://www.govclose.comMost businesses don’t lose government contracts because they lack experience.They lose because they don’t build the daily habits required to win.In this video, former U.S. Air Force acquisitions officer Rick Howard breaks down the 3 habits that consistently separate companies that win federal contracts from those that stall, chase RFPs too late, or burn out.Rick managed $82B+ in government contracts and now trains business owners, consultants, and sales executives on how to build predictable federal pipelines.This video shows exactly what top performers do every single day.If you sell to the government—or want to—this is mandatory.What You’ll Learn1. Why sales—not tech—determines GovCon success2. How to find government opportunities before RFPs are released3. Why Sources Sought matter more than proposals4. The CRM discipline most GovCon teams ignore (and pay for)5. The silent habit that kills otherwise successful contractors6. How to avoid costly mistakes caused by partial knowledge7. Where smart contractors look to stay ahead of funding shiftsChapters00:00 – Why most government contractors fail01:00 – Rick Howard’s background in federal acquisitions01:30 – Why sales must come before delivery02:15 – Habit #1: Daily GovCon lead generation02:45 – Finding Sources Sought early03:45 – Going beyond SAM.gov04:45 – The most dangerous GovCon bad habit06:15 – Habit #2: Working your pipeline daily07:30 – Pipeline size vs. close rate08:45 – How opportunities should actually be tracked10:30 – Habit #3: Avoiding ignorance in GovCon11:30 – Using federal news to uncover opportunities14:15 – How people monetize GovCon expertise15:00 – GovClose overview & next stepsWatch These Instructional Videos on YouTube Next (Highly Recommended)

▶️ From Shark Tank to SAM.gov – Interview with Greg Colemanhttps://youtu.be/oIdPtgCq4PY

▶️ The Highest Paying Certification You’ve Never Heard Ofhttps://youtu.be/hPI72mtfmds

▶️ From a Job That Pays Crazy… to Government Contractinghttps://youtu.be/1SuQ215qOY0

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The Fed Two Hundred Stock Index — Inaugural Edition

Federal spending is not random. It follows rules, incentives, and long-term patterns that repeat year after year. But while government contracting is one of the largest and most structured parts of the United States economy, it is rarely examined through the lens of public markets.

In this inaugural episode of Federalytics, the team at GovClose introduces the Fed Two Hundred Stock Index, a new analytical framework designed to track how sustained federal contracting activity may — or may not — show up in publicly traded companies over time.

The Fed Two Hundred tracks two hundred and seven public companies with meaningful federal exposure, grouped into four tiers by market capitalization. Each week, the index examines historical federal contracting data from fiscal year two thousand twenty-two through fiscal year two thousand twenty-six, newly reported contract actions, daily stock prices, and index-level performance compared to the Standard and Poor’s Five Hundred.

This episode establishes the baseline.

Listeners are walked through how the index is constructed, what it measures, and—just as importantly—what it does not attempt to claim. This is not investment advice. It does not assert causation. Instead, it is a transparency tool built to observe patterns, test assumptions, and document what the data shows over time.

The episode then reviews the first week of results, covering January second through January ninth, two thousand twenty-six. During that period, the Fed Two Hundred Composite Index outperformed the Standard and Poor’s Five Hundred, with notable variation across tiers. Tier Two companies led weekly performance, while Tier Four companies led quarterly performance, reinforcing why segmentation matters.

The report also highlights weekly winners and losers across each tier, illustrating how performance diverges even among companies operating in similar federal markets. Two company spotlights—L Three Harris Technologies and C A C I International—demonstrate how stock performance and federal contracting activity can coexist without simple explanations.

Rather than drawing conclusions, this episode frames the questions that matter next. Do federal contracts influence stock performance with time delays? Do certain tiers behave differently as trends persist? Does consistency matter more than growth?

If patterns exist, they will be surfaced. If they do not, that outcome is equally valuable.

Federalytics is produced by the team at GovClose, a government contracting education and training organization founded by a former federal acquisitions officer who managed more than eighty-two billion dollars in government contracts. GovClose helps professionals learn how to sell to the United States government—whether by winning contracts for their own business, advising companies as consultants, or securing high-paying account executive roles in the public sector.

To learn more, visit govclose dot com.

This episode marks the beginning of an ongoing effort to bring clarity—not hype—to one of the most important and misunderstood markets in the economy.

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Learn how to sell to the U.S. government: https://www.govclose.comThe US government spends $700+ billion annually with small businesses, but less than 0.25% of small businesses ever win a contract - and it's because they're doing it wrong. In this video, I break down the exact subcontracting strategy that flips the script: instead of cold-emailing prime contractors begging for work, you bring them opportunities they can't ignore. As a former Air Force acquisitions officer who managed over $82 billion in contracts, I'll show you how to find early opportunities, identify the right primes, and position yourself as the subcontractor they need. Stop begging and start winning government contracts the right way.Want to join our exclusive community? See if the GovCon Certification Program is right for you. Schedule a Enrollment Consultation: https://www.govclose.com/enrollment-interviewConnect with Rick on LinkedIn: https://www.linkedin.com/in/govclose/

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GovClose Certification Overview: https://www.govclose.com/govclose-certification-programThe "Jab Jab Right Hook" Strategy for Government Contracting SuccessStop chasing contracts with proposals. Start building relationships that WIN contracts. In this coaching call, I break down how relationship-based selling works in government contracting using Gary Vaynerchuk's "Jab, Jab, Right Hook" framework.Most contractors think they need to write better proposals. Wrong. The most successful government contractors I know rarely write competitive proposals—they win through relationships. Here's how to apply the Jab-Jab-Right Hook method to build genuine connections with contracting officers and decision-makers.Who This Is For:→ Government contractors tired of losing competitive bids→ Small businesses building their first relationships with agencies→ Consultants helping clients navigate federal sales→ Anyone pursuing DOD, DOE, DHS, or civilian agency contracts→ Companies with existing contracts looking to expand within an agencyCHAPTERS:00:00 - Introduction: Why Relationships Beat Proposals00:45 - Always Take the Networking Call (Real Story)01:15 - Negotiating Between Big Companies & Egos02:00 - The Lawyer Problem: CYA vs. Making Deals Happen03:15 - Community Support & Learning from Each Other04:30 - Teaming Agreement Templates (Use & Reuse)04:45 - Product vs. Problem: Focus on THEIR Need07:00 - Market Intelligence Tools: Who Needs What14:30 - Using GovWin IQ to Track Pipeline & History18:15 - Subcontracting Strategy: Stay Focused or Diversify?21:00 - Timeline Expectations: 12 Months Is Normal22:00 - On-Site Networking: Fort Bragg Example22:30 - The Jab-Jab-Right Hook Method Explained23:00 - Every 3rd or 4th Time: When to Ask for Business23:15 - Why COs Want to Help Good CompaniesKey Timestamps:• 00:45 - How one networking call turned into a job offer• 02:30 - Why lawyers' CYA mentality kills deals• 05:15 - "Be passionate about your client's problem, not your product"• 06:00 - You're setting yourself up for failure if you don't match requirements• 22:30 - "Every single sale was never writing a proposal again"• 22:45 - "I would go there with engineers and fix it, wouldn't charge them"• 23:00 - "Every fourth or fifth time I'd ask for more business"• 23:15 - "I wanted to help companies that were honestly trying to do good work"Related Videos You Should Watch:• How to Use GovWin IQ for Pipeline Building• DOE National Labs Contracting Strategy• When to Give Up on an Agency (And Move On)• Teaming Agreements: How to Negotiate Between Big PlayersNeed a consultant? Connect with Jonathan Haines from this video. https://www.linkedin.com/in/jonathanbhaynes/Disclaimer: This content is for educational purposes. While I draw on my experience as a former USAF acquisitions officer, all advice should be adapted to your specific situation and reviewed with your legal/compliance team as appropriate.Connect with me:🌐 Website: https://www.govclose.comConnect with Rick on LinkedIn: https://www.linkedin.com/in/govclose/© 2024 GovClose. All rights reserved.

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If you've ever wondered what GSA does or if you were confused because GSA is a federal agency but also referred to as a "contract vehicle", then you're in the right place.

Whether you're a business selling to the government, or an account executive working for a company, or a consultant, you need to understand GSA's role in federal procurement.

I have my own biased opinion, but in this episode I'm going to present the facts in the history of government contracting ands how GSA ties in.

Start your government contracting career: https://www.govclose.comWatch on YouTube

A Contracting Officer's Advice on Proposal Writing:https://youtu.be/bcHPij1WnFsFREE Federal Sales Training: https://www.govclose.com#rfp #rfq #compliancematrix

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Greg Coleman’s career took a turn that almost no one expects. After helping build a venture-backed tech company and appearing on Shark Tank, he shifted into a world most founders overlook: government contracting. In this conversation, Greg explains how startups, consultants, and small businesses can position themselves to work with federal agencies, navigate complex programs like SBIR and OTAs, and understand what it actually takes to break into the government market.Greg spent years inside the Department of Defense innovation ecosystem, where he evaluated early-stage technologies, managed prototype programs, and worked directly with founders trying to sell to the government. Today he advises companies on how to approach the federal market, avoid common mistakes, and build real opportunities inside agencies.If you're exploring government contracting for the first time, wondering how companies get funding, or trying to understand what separates successful federal vendors from everyone else, this interview gives you a clear, realistic starting point.Chapters00:00 – Greg’s background and early Air Force career02:15 – Flying high-level government officials and global missions04:05 – Launching a startup and appearing on Shark Tank07:10 – Entering the government innovation ecosystem (DIU, NSIN)13:45 – How SBIR and STTR really work for small businesses18:20 – OTAs and how companies move from prototype to production25:10 – Examples of emerging tech companies building for the government31:20 – The hardest challenge: crossing the “valley of death”35:00 – Greg’s advisory work helping companies approach the federal market38:30 – Greg’s thoughts on the GovClose Certification ProgramWork With GregGreg advises early-stage and growth-stage companies (Pre-Seed through Series B) on entering the federal market, building repeatable sales strategies, and navigating SBIR, OTA, and prototype pathways.Connect: https://www.linkedin.com/in/gregorycoleman/Become a Certified Government Contracting ProfessionalLearn federal sales, pipeline building, and modern acquisition strategies inside the GovClose Certification Program:https://govclose.comHire a GovClose-Trained ConsultantCompanies can get matched with trained federal sales consultants here:https://match.govclose.com

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GovClose Certification Overview: https://www.govclose.comThere is a highly effective, results-driven certification that most people have never heard of — yet it consistently helps professionals break into six-figure federal sales careers, build multiple-six-figure consulting practices, and win meaningful government contracts for their businesses.In this video, former Department of Defense (now DOE) procurement officer Lt. Col. (Ret.) Richard C. Howard walks through the complete FY26 GovClose Certification Program syllabus, based entirely on how federal agencies actually buy. You’ll see how GovClose students:- Earn top-tier roles as public sector account executives- Build consulting practices supporting government contractors- Win contracts for their own companies through data-driven strategy- Learn a repeatable process grounded in federal spending analytics- Apply what they learn through the GovClose War Room implementation systemThis is a full breakdown of the core curriculum, the methodology behind it, the real examples of what this certification prepares you to do in the federal marketplace.CHAPTERS00:00 314 Professionals Trained and the Outcomes They’re Seeing00:15 Three Types of Results: AE Careers, Consulting Wins, Federal Contract Success00:30 Rick Howard’s Background Managing $82B in DoD Contracts01:00 What You Will Learn in This Full Syllabus Walkthrough01:15 Why GovClose Is Not a Proposal-First Program01:30 The Three Paths to Applying GovCon Expertise02:00 Path 1: Contractor Path for Existing Business Owners02:45 Case Study: David Ortiz and Federal Logistics Contracts03:00 Path 2: Consultant Path for Those Without a Business03:15 Ivan’s Path: Consulting Clients and Transition Into a Top Role03:45 Path 3: Professional Path and High-Level AE Careers04:15 What These AE Roles Look Like in Practice04:30 Jacob’s Result: Standing Out Against Experienced Applicants05:00 Phase 1: Government Contracting Fundamentals06:00 Understanding Whether the Government Buys What You Sell06:15 Phase 2: Niche Development Through Federal Spending Data07:00 Identifying Low-Competition, High-Demand Niches07:30 Student Feedback: Eliminating Blind Spots Through Strategy07:45 Phase 3: Building the Federal Sales Roadmap08:15 How Agencies Buy: Vehicles, Set-Asides, Patterns08:45 Matching Your Company Profile to the Right Vehicles09:00 Estimating Realistic Potential Using Competitor Behavior10:00 How the Roadmap Helped Jacob Win His Interview11:00 Phase 4: Pipeline Building with Early-Stage Opportunities12:00 Why Waiting for Posted Solicitations Doesn’t Work12:15 Phase 5: The Art of Winning Through Meetings and Influence12:45 Rick’s Account Executive Example: Why Meetings Drive Success13:15 Understanding the Market Research Phase14:00 Case Study: Why Sam’s Bids Were Late in the Process14:30 Phase 6: Mastering Proposals and Compliance Requirements15:00 Avoiding Disqualification Through Proper Compliance16:00 What Happens After 12 Weeks: The War Room17:00 Implementation Support: Pricing, Clients, Post-Award Guidance18:00 Access to Experts Across the GovCon Ecosystem18:30 Choosing Your Specialization After Certification19:00 Advanced Topics: Vehicles, SBIR, OTA, and Acquisition Strategy20:00 Deliverables You Leave With (Roadmap, Pipeline, Strategy, Niche)20:45 Certification Benefits: Badge, Recommendation, CRM, Community21:00 Who This Program Is Not Designed For21:45 Who This Program Is Designed For22:30 The Work Required and What True Expertise Looks Like23:00 How to Learn More or Join GovClose Recommended Videos to Watch NextThe 15 Rules of SAM.govhttps://youtu.be/gdh8dNBT46M27 Steps to Write Winning Proposals for Government Contractshttps://youtu.be/4Db9iCNlhw8The High-Paying Job Military Veterans Have Never Heard Ofhttps://youtu.be/cXGnPUaimAUConnect with Rick on LinkedIn: https://www.linkedin.com/in/govclose/Hire a GovClose Trained Consultant: https://match.govclose.com

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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

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These are the 15 rules we teach in the GovClose certification program on how to consistently win contracts with the U.S. federal government.

If you have rules or formulas that you use for government contracting that are not in this video, please share them in the comments.

Start Your GovCon Career: https://www.govclose.comGovClose Certification Overview: https://www.govclose.com/govclose-certification-programConnect with Rick on LinkedIn: https://www.linkedin.com/in/govclose/

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From 8(a) reviews and HUBZone audits to new verification standards for woman-owned and veteran-owned businesses, there’s a clear message coming from Washington: these programs are being watched more closely than ever.

That’s not necessarily a bad thing.

It’s a reminder that certifications were never meant to replace value — they were designed to highlight it.

In government contracting, the sequence matters:

1. Start with value. Build a business that solves a real problem for an agency.
2. Learn the mission. Work with the government during market research and pre-solicitation to shape requirements.
3. Position early. Once you’ve established credibility, then a certification can help move the needle — slightly.

Used the right way, certifications can still be a force multiplier.
Used too early, they can become a crutch that hides a weak value proposition.

As I mention in this week’s video, contracting officers don’t award contracts because you’re certified — they award them because you deliver results.
The businesses that focus on solving mission problems first will be the ones that benefit most from these programs in the long run.

Interested in selling to the US government? Watch our free training to understand how to build a government contracting business profitably: https://www.govclose.com/watch-sales-certification

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Start Your GovCon Career: https://www.govclose.com

In this special podcast episode, I go over the step-by-step process we teach in the GovClose certification program for winning government contracts. GovClose Certification Overview: https://www.govclose.com/govclose-certification-programConnect with Rick on LinkedIn: https://www.linkedin.com/in/govclose/FREE Federal Sales Training: https://www.govclose.com

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If you are a veteran or federal worker and have a security clearance, you may qualify for very high-paying job.

Companies pay a premium for people that have been through the security clearance process.

It saves time, and you're already vetted. But there's one job most people don't think about when leveraging a clearance.

This is unfortunate because it's one of the highest paying jobs that you can get.

This episode, we break down how to leverage your security clearance and look at actual job postings to compare and contrast different pathways.

Start Your GovCon Career: https://www.govclose.comGovClose Certification Overview: https://www.govclose.com/govclose-certification-programConnect with Rick on LinkedIn: https://www.linkedin.com/in/govclose/FREE Federal Sales Training: https://www.govclose.com

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GovClose Certification Overview: https://www.govclose.com/govclose-certification-programWhy are college-age kids choosing government contracting as a career path and succeeding at it? There is a big debate going on in this country about the price of a college education vs. what you actually get for it. Choosing a career can be difficult for young people, never mind paying off a huge amount of debt for an education that may not actually help you get a job! In this video, I interview a college sophomore who went through the GovClose certification program, learned government contracting, and was immediately offered a paid internship with an aerospace defense company.Next I interview Jack, a young man in his early 20s, no bachelor's degree, but went through the GovClose certification program and now has multiple high-paying clients. Government contracting is not for everybody. It's hard. Some would say it's boring (not me, of course). But there is enormous amounts of funding that the federal government spends in almost all industries each year. There are very few people that actually understand how the government buys. Because of this, salaries and consulting fees tend to be very high, and there's not a lot of competition because so few people even know about government contracting as a profession, and even less actually understand the process. I also want to make a disclaimer. I am not advising people to skip college. But, I do want to make people aware that there is an alternative. Also in Lindsey's case, you'll see combining college with government contracting can actually be a really great option as well. I hope this video helps. And if you liked it, and/or if you would like to see a program dedicated to helping college-age kids get into government contracting, let me know in the comments. Government Contracting 101: https://www.govclose.comConnect with Rick on LinkedIn: https://www.linkedin.com/in/govclose/#careeradvice #collegestudent #certification

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Here's a statistic that will shock you: According to SBA data, there are 34.7 million small businesses in the United States.

Yet only 78,677 companies—just 0.23%—won federal contracts in FY24. That's less than a quarter of one percent competing for $774 billion in annual contract opportunities.

Why is this number so low?

It's not because the opportunity is small. It's because most businesses don't understand how the system actually works.

In this episode, I'm breaking down the three rules of SAM that nobody talks about—the realities that separate the 0.23% who win from the 99.77% who struggle.

Rule #1: Don't Use SAM (Yet)

Before you even register on the System for Award Management, you need to validate that the government actually buys what you sell. I'll show you how to use USAspending to research federal buying patterns and save yourself months of wasted effort.

I'll also address a critical warning: the "middleman" or "broker" model being promoted on social media. Federal Acquisition Regulation 52.219-14 requires small business prime contractors to perform at least 50% of services work themselves. Without past performance and in-house capabilities, this model fails—both legally and practically.

Rule #2: Know Who Buys What You Sell—And How

It's not enough to know that agencies buy what you sell. You need to understand which offices, what procurement methods they use (GSA Schedules, GWACs, IDIQs), and what barriers to entry exist. Some contract vehicles take years to access.

Rule #3: Always Start with Sources Sought

Here's what most people miss: there's an entire phase of contracting that happens before the solicitation is ever published. It's called the market research phase, and this is where contracts are actually won.

When agencies post Sources Sought notices or Requests for Information, they're inviting you to shape requirements, demonstrate capabilities, and build relationships. The companies that win consistently are the ones who engage 6-8 months before the RFP drops—attending meetings, providing demonstrations, and establishing trust with program offices.

Writing "cold" proposals to solicitations you found online? That's starting at the end. Your competitors started at the beginning.

I'll explain why the system isn't rigged—it's just that most people don't know about the pre-solicitation engagement phase where the real work happens.

Industry experience suggests it takes 12-24 months to win your first federal contract, and the SBA reports that some businesses spend $80,000 to $130,000 in the process. This is a long-term strategy, not a quick win. But for businesses with proven capabilities and the patience to build properly, federal contracting provides stable, recurring revenue at scale.

Ready to Learn More?

If you want to learn how to use government contracting to win contracts, start a consulting business, or launch a career as an account executive, visit govclose.com. We offer comprehensive training and implementation programs to help you navigate the federal marketplace successfully.

Rick Howard is a former Air Force acquisition officer who managed over $82 billion in defense contracts. He founded GovClose in 2019 to help companies and consultants succeed in the federal marketplace.

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At the time of this recording, the U.S. federal government is shut down and it is affecting federal employees, contractors, and even some military.

In this video, I discuss how federal experience can be valuable to companies selling to the U.S. government. We also go over potential paths to bring on consulting clients that can help mitigate a shutdown, bring in an extra stream of income, and for some, give them a career pivot that's entrepreneurial and can be very rewarding.

Start Your Consulting Business: https://www.govclose.comGovClose Certification Overview: https://www.govclose.com/govclose-certification-program

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Discover the lucrative career field that most people have never heard of—government contracting account executives earning $120K to $400K+ annually. Former Air Force acquisitions officer Rick Howard reveals how to break into this high-paying profession without a degree.

In this episode, we explore the fundamentals of supply and demand in career earnings and why government contract sales positions offer extraordinary compensation. Learn how the US government, the world's largest purchaser at $700+ billion annually, creates massive opportunities for sales professionals who understand the public sector.

What You'll Learn:

• Why companies pay premium salaries for government contract expertise
• The supply and demand economics of high-earning careers
• How account executives generate millions in revenue for their companies
• Real success stories: From zero experience to six-figure salaries at companies like Honeywell
• The difference between regular sales jobs and public sector account executives
• Why this career field has low competition despite high pay
• Requirements to enter the field (hint: no degree needed)
• Remote work opportunities with travel to domestic and international locations

Key Topics Covered: Government contracting, defense contracts, federal sales, account executive careers, public sector sales, high-paying jobs without degrees, career transformation, military contracting, B2G sales, government procurement

Whether you're looking for a career change, seeking higher income potential, or want meaningful work supporting national defense and government services, this episode provides a roadmap to a profession where you can make a significant impact while building substantial wealth.

Ready to Transform Your Career?

If you're interested in exploring this high-paying, meaningful career path in government contracting, here's how to get started:

🔗 Visit govclose.com to access free introductory training videos and learn more about the certification program. If it's a good fit, you can apply for an advisory call to speak with one of our counselors about whether the program is right for you.

💼 Connect with Rick Howard on LinkedIn to stay updated on government contracting insights, success stories from the GovClo community, and opportunities in the public sector sales field. Join a network of professionals who are building wealth while making a difference.

Remember: This isn't the easy path—it requires dedication and hard work. But if you're willing to put in the effort, you can learn a specialized skill set that very few people possess, positioning yourself for salaries of $200K, $300K, $400K and beyond.

Don't let another year go by wondering what could have been. The US government is spending $700+ billion annually, and companies need qualified professionals like you to help them win those contracts.

• Start your journey today at govclose.com

• Connect with Rick Howard on LinkedIn

The GovClo community has over 200 members who are transforming their lives and careers. Will you be next?

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Start Your GovCon Career: https://www.govclose.com

In this episode, I walk through One of the best-paying careers for military veterans and retirees. I go step-by-step why government contracting will pay for your military service, including:

• How to position yourself correctly
• How much an account executive working for a company selling to the government can make And a lot more

Btw, if you didn't serve in the military, I would still listen to this episode because combining government contracting with any professional work experience you have - could - be a way for you to get into the high-paying career field.Check Out GovClose Certification Overview: https://www.govclose.com/govclose-certification-programConnect with Rick on LinkedIn: https://www.linkedin.com/in/govclose/FREE Federal Sales Training: https://www.govclose.com

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Read the complete breakdown on Anduril and other companies selling to the US government at: https://federalytics.substack.com

Government Contracting 101: https://www.govclose.comGovClose Certification Overview: https://www.govclose.com/govclose-certification-program

Connect with Rick on LinkedIn: https://www.linkedin.com/in/govclose/

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Government Contracting 101: https://www.govclose.comGet Free Weekly Government Contracting Business Tips: https://federalytics.substack.comGovClose Certification Overview: https://www.govclose.com/govclose-certification-programIn this video, you’ll learn the 10 biggest reasons to start your own consulting business, how to package your skills into a service people will pay for, and why AI is your ultimate growth partner.You’ll discover: - The independence & financial upside of consulting- How to start part-time (without quitting your job)- Why AI amplifies your value instead of replacing you- How to work from anywhere in the world - The hidden opportunities (equity deals, partnerships, advisory roles) that consulting unlocksAnd stick around until Reason #10, where I reveal how consulting doesn’t just create income — it can completely redefine your lifestyle, freedom, and future.Watch: Why Federal Employees Should Start a Consulting Businesshttps://youtu.be/Q34m1Qh3U_w?si=OBSx7ECSYbe2ROvVConnect with Rick on LinkedIn: https://www.linkedin.com/in/govclose/#Consulting #AIGrowth #ScaleWithAI

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Get the full DOE report on Substack: https://federalytics.substack.com/p/the-186-billion-small-business-roadmapGovernment Contracting 101: https://www.govclose.comFull DOE Intelligence Report (Federalytics): federalytics.substack.comDOE Contracts: Two Markets, One Oligopoly — Where Small Businesses (and Investors) Actually WinThe Department of Energy awarded $186B in contracts in recent years — but $79B is concentrated in a nuclear-weapons oligopoly dominated by five M&O primes.

If you’re a small business (or investing in one), the play isn’t to storm the wall — it’s to navigate the $100B+ opportunity zone where competition is lower, vehicles are direct, and outcomes are repeatable. This briefing shows: which offices to target, which NAICS to favor, why GSA MAS barely matters at DOE, how to leverage subcontracting pathways into the Big Five, and how the GAO’s $1.1B compliance finding creates a verification edge for disciplined firms.Who this is forFounders and BD leaders selling to DOE/NNSAPE/VC investors & boards pressure-testing pipeline quality, CAC to CLV, and competitive moats in federal marketsCorporate strategy teams evaluating inorganic roll-ups in R&D, engineering, and EM servicesWhat you’ll learn:

DOE’s “two-economy” reality: no-entry M&O vs. accessible direct-award ecosystem

Office-level and NAICS-level tactics to avoid high-bidder bloodbaths

How to use subcontracting to wedge into the nuclear complex supply chain

Why the GAO small-business audit (~$1.1B) signals tighter verification — and how to capitalize on itTimestamps (SEO-optimized for YouTube + AI search)00:00 DOE $186B overview00:20 Federalytics report00:40 NNSA M&O no-entry01:00 The Big Five labs01:20 $107B opportunity zone01:40 Target offices to win02:00 Competition math (offers)02:20 Vehicles that work at DOE02:40 NAICS picks to target03:00 Rule of 5 filter03:20 Subcontracting paths03:40 GAO $1.1B compliance04:00 GovClose playbook04:20 Next steps + dataLinks• Full DOE Intelligence Report (Federalytics): federalytics.substack.com• Learn to sell to government & build multiple revenue streams (GovClose): govclose.comConnect with Rick on LinkedIn: https://www.linkedin.com/in/govclose/Notes & context“Offers per award” is a proxy for competition. Lower is better for small businesses and for investors modeling win-rates and BD efficiency.Figures reflect recent DOE awards where competition data is reported; incomplete records are excluded for accuracy.This content is for market intelligence and strategy; it’s not legal advice.

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Get free training on breaking into government contracting: https://www.govclose.com

Deep dive on the analytics behind AI in this week's edition of Federalytics: https://federalytics.substack.com/p/federal-ai-contract-intelligenceEveryone’s talking about AI agents and AI assistance – and the U.S. government is listening. In this video, a former DoD acquisitions officer (managed $82 Billion in Defense contracts) reveals how AI companies and developers can sell to the government.

We break down real examples of government AI contracts already in action:Dept. of Education’s “Aiden” chatbot: navigating student loans via an AI assistant (proof-of-concept on a special contract vehicle).

VA (Veterans Affairs) AI chatbots: small contracts (under $10M) with startups to help vets access benefits – a great entry point for new players.

Navy’s office assistant GPT: a prototype AI tool the Navy aims to deploy service-wide to enhance productivity.Air Force & DARPA’s AI agents: autonomous AI pilots flew a fighter jet (X-62A) in simulated dogfights and won – AI for defense is here.

Why it matters: Federal agencies are investing in AI solutions right now. But winning these contracts means understanding how the government buys (think contract vehicles, SAM.gov, “sources sought” notices, etc.). This video shows you how to navigate the process and position your AI product for AI for defense and public sector success. Whether you’re a veteran transitioning out, a federal professional, or a tech entrepreneur, these insights will help you sell to the government and join the AI government contracting boom.

Don’t let the AI agents revolution pass you by – the Pentagon isn’t waiting on AI assistance and agents, and neither should you.

Explore the GovClose Certification – Fast-track your career with our premier GovCon training program and certification.https://www.govclose.com/govclose-certification-program

Follow on LinkedIn and stay updated with daily tips from our founder (former USAF contracting officer) https://www.linkedin.com/in/govclose/Schedule a Enrollment

Consultation: https://www.govclose.com/enrollment-interview#aiassistant #aiagent #agentsinartificialintelligence

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FREE Training: https://www.govclose.comSchedule a Enrollment Consultation: https://www.govclose.com/enrollment-interviewGovClose Certification OVERVIEW: https://www.govclose.com/govclose-certification-programHow does a small cybersecurity company land a government contract with the U.S. Army worth $1.8 million? In this interview, Harold shares how he used the GovClose strategy to identify opportunities, build relationships with the Army’s small business office, and execute a subcontracting strategy that opened the door to federal contracting success.We break down his journey from first outreach to contract award, and why help desk support and network security are some of the hottest federal spending categories right now. If you’re trying to break into government contracting, subcontracting is one of the fastest ways to win early and scale from there.Watch this interview to learn:- How Harold went from training to a $1.8M Army contract- Why small business offices can be the key to success- The subcontracting strategy that works again and again- What it takes to scale a cybersecurity company in federal salesReach out to Harold:https://www.linkedin.com/in/harold-kwigova/Follow me on LinkedIn for free live training: https://www.linkedin.com/in/govcloseWant to start your own consulting business in federal contracting? Learn more at https://govclose.comTimestamps:00:00 – Introduction: Harold’s $1.8M Army contract win01:00 – Using Army acquisition forecasts to find opportunities02:15 – How the Small Business Office opened the right doors03:00 – Harold’s cybersecurity niche: network security & Palo Alto firewalls04:15 – From college football to government contracting06:00 – The subcontracting strategy that landed the contract07:15 – Breaking into the Army help desk and IT support arena08:30 – Why few companies bid on these overlooked contracts09:30 – Building relationships with contracting officers early11:00 – Hiring staff and executing on a multi-year Army contract12:15 – Scaling a small business in the government contracting market13:45 – The power of the GovClose community for teaming & scaling15:15 – Revenue goals and building a $15M+ pipeline18:00 – Certifications (8a, SDVOSB, etc.) and when they matter20:00 – Advice for entrepreneurs entering federal contracting21:30 – Why persistence, research, and mentorship are key23:00 – Final thoughts and Harold’s vision for the future

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Get the GovClose Certification: https://www.govclose.com/sales-certificationZach Selch has been called the most interesting salesman in the world. He’s sold in 135 countries, closed deals with over 100 governments, and built global sales empires. In this interview,

Zach breaks down what it really takes to win overseas—whether you’re selling helicopters, hospital systems, or software.We dive into the hidden world of international sales—patience, persistence, politics, and the wild stories you’ll never hear in business school.If you want to understand how to break into global markets and government contracting, this is for you.Zach's information:LinkedIn: https://www.linkedin.com/in/international-sales-growth/

Global Sales Mentor: globalsalesmentor.com

Want to hire Zach as a keynote speaker? themostinterestingsalesmanintheworld.comWatch NextHow to win gov contracts in 2025: https://youtu.be/z1wl3GS5TIsChapters00:00 – The $30M deal won before the RFP02:00 – Who is Zach Selch?03:00 – Selling in 135 countries and 100 governments05:00 – Helicopters and billion-dollar defense markets07:00 – Why Brazil can beat the U.S. in sales09:00 – Waiting nine days in Nigeria’s ministry lobby12:00 – Why U.S. job titles don’t matter overseas14:30 – How the caste system shapes Indian sales17:00 – Winning a Thailand deal by refusing to leave20:00 – Selling when you don’t know the language22:00 – Why 94% of markets are outside the U.S.25:00 – Locking out rivals by writing the specs29:00 – The Reliance Telecom story: $30M order33:00 – Products that flop in U.S. but thrive abroad36:00 – How veterans can thrive in international sales41:00 – Sales training for vets and cold call fear45:00 – Turning military skills into sales leadership47:00 – Military service creates instant rapport abroad49:00 – Meeting Rwanda’s health chief in 3 hours50:00 – How to connect with Zach Selch

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Get the GovClose Certification: https://www.govclose.com/sales-certification Free Book Download: https://www.dodcontract.com/In this video, former Air Force acquisitions officer Richard C. Howard (Lt Col Ret) breaks down a surprising new procurement trend: the Department of Defense quietly spending millions on GLP-1 weight loss drugs like Ozempic.We cover:The explosive year-over-year growth in military spending on these drugs.Why the Pentagon is buying them and which agencies are involved.The role of sole source contracting and patents in this space.Policy drivers like VA and Tricare coverage.How small businesses can position themselves for opportunities through subcontracting and partnerships.If you want to start your own consulting business in government contracting, land a high-paying public sector sales role, or scale your company’s government sales pipeline—visit https://govclose.comAnd follow me on LinkedIn for free live training and insights: https://www.linkedin.com/in/govclose/Timestamps / Chapters00:00 – Pentagon spending on GLP-1 drugs: What’s driving demand?00:30 – $123M in GLP-1 contracts: Why these numbers matter01:15 – Why average number of offers is only one (sole source explained)01:45 – Who is Rick Howard? Military acquisitions background02:15 – Ozempic and GLP-1 drugs: Why the Pentagon is buying them02:45 – How government contracting data reveals hidden trends03:00 – Who’s actually buying? DLA Troop Support in Philadelphia03:30 – Why government sales is different from B2B or B2C04:00 – Why knowing the exact buyer office is critical in federal sales04:30 – Breaking down products vs. services in GLP-1 procurement04:45 – Policy drivers: VA, Medicare, and Tricare coverage of GLP-1 drugs05:45 – Why Pentagon spending is just a “flash in the pan” compared to industry revenues06:00 – The real opportunity: growth rate + procurement structure06:15 – How contractors can find second- and third-order opportunities06:30 – Prime vs. subcontracting: positioning for success in federal contracting07:00 – Preview of next video: Cybersecurity procurement trends#GLP-1 drugs in #governmentcontracting #ozempic DOD spending, #pentagon

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In the GovClose Certification Program, our students learn the government contracting skills to:

1. Start their own consulting business that can earn up to $400k as a “solopreneur” advising businesses that sell to the government.
2. Land high-paying sales executive jobs with companies selling to the government.

From Special Ops to the Pentagon: Forrest Underwood on AI, Startups, and the Future of Defense Contracting

Forrest Underwood’s career spans flying MC-130Js for Special Operations, standing up new squadrons overseas, embedding with SOCOM on urgent missions, working with Silicon Valley venture capital firms, and now serving as Chief of Joint Investment Strategies at the Office of the Secretary of Defense and the CEO of Evergreen Industries

In this conversation, Forrest explains:

• How AI, cyber, and space tech companies can break into defense contracting.
• Why “product–mission fit” is the key to winning contracts without wasting resources.
• The cultural speed gap between Special Operations and traditional acquisition.
• How the Forged Act, Speed Act, OTAs, and acquisition reform will change the landscape.
• Why the best product doesn’t always win — and how to fix it.

If you’re a founder, tech leader, or government contracting professional, this episode is packed with actionable insights to help you navigate — and win in — the defense market.

Connect with Forrest on LinkedIn: https://www.linkedin.com/in/forrestunderwood/

Timestamps / Chapters
00:00 – The calm before the storm in defense acquisitions
00:40 – AI writing proposals for AI: The growing noise problem
01:15 – Special Ops speed: Delivering tech in under 24 hours
02:00 – Forrest Underwood: From pilot to defense tech strategist
03:00 – The grocery store encounter that launched an Air Force career
04:00 – Air Force Academy prep school: Building future officers
05:00 – Pilot training pipeline and aircraft assignments
07:00 – C-130J missions in Europe and Africa
09:00 – Standing up an MC-130J squadron in Okinawa
11:00 – Transitioning to joint staff roles in Stuttgart
14:00 – SOCOM immersion in Silicon Valley venture capital
15:00 – Working with VC firms on AI, cyber, and space tech
17:00 – The cultural speed gap in acquisitions
19:00 – Overnight integration of mission-critical tech
22:00 – Moving into acquisitions leadership at OSD
23:00 – Managing $200B in annual defense investments
24:00 – Founding Evergreen Industries and product–mission fit
28:00 – Navigating the valley of death in defense innovation
29:00 – OTAs, SBIRs, DIU, and accelerating acquisition
30:00 – Forged Act, Speed Act, and acquisition reform
32:00 – Why quality beats volume in proposals
34:00 – Non-traditionals vs. primes in the new acquisition era
36:00 – Cybersecurity compliance and small business challenges
39:00 – Why the best product doesn’t always win
40:00 – Mapping capabilities to joint warfighting needs
42:00 – Accelerating serious companies into DOD contracts
45:00 – Sell it first, build it second in defense tech
46:00 – Validating demand before developing solutions
47:00 – Discovery-driven selling in the DOD
49:00 – Understanding frustrations on both sides of the process
50:00 – How acquisitions officers evaluate new tech
53:00 – Where defense tech funding is headed

JOIN the GovClose Community
Follow me on LinkedIn for our free GovClose Newsletter and real-world GovCon insights
👉 https://www.linkedin.com/in/govclose/

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The AI gold rush is real—and the federal government is pouring billions into data-center buildouts and high-performance computing infrastructure.In this live session, former government acquisitions officer, Richard Howard, shows you exactly how the government buys these types of services, products, and technology, how to sell to the U.S. government, and what's to come with this administration's investments in AI and data centers.Learn government contracting and start your own consulting business or land a six-figure salaried position as an Account Executive: https://govclose.com/We’ll use the GovClose MVP analyzer to break down:1. Which agencies and offices are spending the most on AI infrastructure2. How competitive each opportunity is (based on # of offers received)3. Which Product Service Codes (PSC) and NAICS codes are most effective for targeting this market4. And how to position yourself or your company to win in FY25Whether you're a small business, tech supplier, infrastructure builder, or consultant, this session will show you how to uncover real opportunities and get in before the next wave of spending hits.We’ll also cover Trump’s latest AI executive order and how it’s reshaping federal technology priorities—with data centers now requiring natural gas turbines, power transmission lines, and even small nuclear reactors.This is not theory. It’s a live demo using actual contract data.You’ll see how I breakdown government spending data to create true actionable insights. You’ll learn how to filter out noise and focus on high-value contracts with low competition.If you’re looking to sell or consult in AI, cloud, or data infrastructure, don’t miss this!#datacenter #federalspending #aiconsulting #ai

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In the GovClose Certification Program our students learn the government contracting skills to:1. Start their own consulting business that can earn up to $400k as a "solopreneur" advising businesses that sell to the government.2. Land high-paying sales executive jobs with companies selling to the government.3. Build predictable pipelines and win government contracts.In this video, I walk you through the tools, tech, and AI I personally use to win in government contracting — the real stack, not the gimmicks. From traditional tools that haven’t failed me in decades to emerging AI platforms and niche solutions for teaming, subcontracting, and market research, I show you what actually works and how I use it. No sponsorships. No sales pitches. Just the truth.Watch Next: How to land your first $4K a month client: https://youtu.be/ETCClaw-los📑 Chapters00:00 – Why the right tools matter in GovCon01:00 – Reviewing TeamingPro live: first impressions05:15 – GovE: unlocking hidden contract vehicles09:00 – How to actually team and win: the mindset11:45 – WhisperFlow: my unfair advantage for writing faster15:30 – Using ChatGPT properly in government contracting 20:30 – Crafting proposals they actually read (section by section)23:00 – Why CRMs make or break your pipeline25:30 – Canva: yes, Canva — and why it works30:15 – Video tools (Descript & Tradewinds pitches) you need now38:00 – Old standbys: USAspending, SAM.gov, GovWin IQ44:00 – Final thoughts: what tools to invest in nowJOIN the GovClose CommunityRING the bell 🔔 on my LinkedIn profile for real-world GovCon insights👉 https://www.linkedin.com/in/govclose/

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Start a consulting business in the federal contracting: https://govclose.com GovClose graduate Des Daniels shares how he went from running his own small government contracting business to landing high-ticket B2B clients and growing a consulting firm — while traveling the world.We talk about the challenges of selling to the government vs. selling B2B, how to win clients as a consultant, and why having a system (and community) is the key to success.Watch next:What is government contracting? https://youtu.be/NzM23bK3g8IRun a GovCon business from anywhere: https://youtu.be/9ssNjSwx8n0⏳ Chapters00:00 – Why Des joined GovClose despite already winning contracts01:00 – The cashflow struggle: loans vs. smarter revenue streams02:00 – Discovering the consulting business model in gov contracting03:00 – Verifying GovClose with past students before joining04:15 – First impressions of the program: flexibility and strategy05:30 – How the program combines federal contracting & B2B skills06:45 – Moving from training to actually closing clients09:00 – The B2B sales learning curve (and how it differs from B2G)10:15 – How Des landed his first $4k/month client11:45 – How much should you charge as a federal consulting advisor?13:15 – Learning from the War Room & GovClose community15:00 – Why the community is so powerful: diverse experts at your fingertips17:00 – Projected revenue goals: $250k+ in year one, $500k–$750k 5 years19:45 – Running a govcon consulting firm while traveling the world22:00 – The value of accountability and mentorship in growing faster25:15 – Setting up your business properly: banking, QuickBooks, VA support27:15 – How Des and his wife split responsibilities running the business28:30 – The sweet spot of what you like, what you’re good at, and what pays31:00 – Specializing in helping 8(a) and disadvantaged businesses succeed33:15 – Why most 8(a) businesses fail to leverage their certification34:15 – Where Des sees his consulting business heading next36:00 – How to contact Des and what to avoid askingJOIN the GovClose CommunityRING the bell 🔔 on my LinkedIn profile for real-world GovCon insights👉 https://www.linkedin.com/in/govclose/Want to work with Des Daniels?Des's Linkedin: https://www.linkedin.com/in/desmond-daniels-deconsulting/Des's Website: https://www.degovcon.com/#govcon #governmentcontracts #smallbusiness #govclose #federalsales #consultingbusiness

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Join me, Rick Howard (Lt Col, Ret.), as I break down everything you need to know about government contracts for small businesses, from what they are, how to find them, and the secrets to winning.

Learn how to leverage set-asides, certifications, and market research to position your business or career in this lucrative space.

Get the GovClose Certification: https://www.govclose.com/sales-certification In the GovClose Certification Program our students learn the government contracting skills to:Start their own consulting business that can earn up to $400k as a "solopreneur" advising businesses that sell to the government.Land high-paying sales executive jobs with companies selling to the government.Chapters:00:00 What Are Small Business Government Contracts?01:00 What Does The Government Buy From Small Businesses?01:45 How Does The SBA Define a Small Business?03:00 What Are Set-Asides & How Do They Work?05:00 Types of Small Business Certifications Explained06:00 Government Goals for Small Business Contracts in FY2509:00 Why So Few Small Businesses Sell To The Government?12:00 How Much Money Do Small Businesses Really Make in Government Contracts?14:00 Why Most Businesses Fail at Government Contracting17:00 How To Find Government Contracts Before Everyone Else19:00 How To Use USAspending.gov To Research Opportunities25:00 Common Mistakes Businesses Make & How To Avoid Them29:00 How Competitive Are Small Business Contracts?33:15 Competitive Research: Analyzing Successful Small Businesses37:00 Who Are The Top Buyers of Small Business Services?44:00 Example: Waste Collection — A Surprising Opportunity49:00 The Opportunity & Decline in Competition in Gov Contracting50:45 How To Register Your Business in SAM.gov54:15 How To Find & Respond to Solicitations on SAM.gov59:00 Why You Should Engage During the Market Research Phase1:02:00 Responding to Sources Sought to Influence Contracts1:07:00 Building a Pipeline & Strategy for Long-Term Success1:08:30 Final Thoughts & How To Join GovCloseKeywords:#governmentcontracts #smallbusiness #smallbusinessgovcon #businesscertifications #set-asides #governmentcontract #samgov #governmentprocurement USAspending.gov guide, how to find government contracts, sources sought explained, SBA small business goals, winning government contracts, government contracting trainingJOIN the GovClose CommunityRING the bell 🔔 on my LinkedIn profile for real-world GovCon insights👉 https://www.linkedin.com/in/govclose/#govclose #governmentcontracts #smallbusiness

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In this episode, former U.S. Air Force acquisitions officer Rick Howard walks you through a powerful strategy for uncovering pre-solicitation government contract opportunities without ever using SAM.gov. If you're relying solely on SAM, you're already behind.

Rick dives into how to use Acquisition Forecasts, navigate agency procurement portals, and leverage industry days, attendee lists, and contracting office contacts to build a government sales pipeline that extends 3+ years into the future.

🔍 Learn how to:

• Access acquisition forecasts from DoD, DOE, VA, NASA, Army Corps of Engineers, and more
• Find and filter long-range procurement forecasts that few competitors are looking at
• Use attendee lists from industry events for teaming and subcontracting leads
• Identify Sole Source and 8(a) contract opportunities hidden in agency forecasts
• Understand how to reverse engineer an agency’s buying behavior
• Avoid mistakes like submitting blind proposals with no confirmation

Whether you're a consultant, small business, veteran entrepreneur, or federal sales executive, this training will show you where the real leads are hidden—long before RFPs drop.

Resources Mentioned:

• https://govclose.com
• Follow Rick on LinkedIn: https://www.linkedin.com/in/govclose

GovernmentContracting #GovCon #SAMgov #FederalSales #SmallBusinessGovCon #PublicSectorSales #ContractOpportunities #GovClose #AcquisitionForecasts #8aContracts #OTAs #DoDContracts #HowToSellToTheGovernment #GovContractingTraining #RickHoward #GovCloseCertification

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We're answering all the questions people are asking about GSA.

We cover: GSA Advantage, GSA rates and GSA labor rates, e-library GSA, what is GSA?

We give you the history, talk about GSA schedules, and how to apply for the schedules.

Learn from GSA government officials that I have interviewed and what the GSA catalog looks like.

Learn how to shape deals, work directly with federal agencies, and master category-driven acquisition.👉 https://www.govclose.com

But GSA is often misunderstood.Is it a federal agency, or is it a series of contracts that companies need to sell to the government?

In this live session, we'll be covering what a GSA contract is.

Who is going to need one, and how this messy process works, especially in light of recent presidential executive orders.

Want more federal government contracting tips, news, and live sessions? Follow me on LinkedIn and hit the notification bell. https://www.linkedin.com/in/govclose

gsa #governmentcontracting #gsaadvantage #gsarate

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Start a consulting business in the federal contracting: https://govclose.com GovClose graduate Des Daniels shares how he went from running his own small government contracting business to landing high-ticket B2B clients and growing a consulting firm — while traveling the world.We talk about the challenges of selling to the government vs. selling B2B, how to win clients as a consultant, and why having a system (and community) is the key to success.Watch next:What is government contracting? https://youtu.be/NzM23bK3g8IRun a GovCon business from anywhere: https://youtu.be/9ssNjSwx8n0⏳ Chapters00:00 – Why Des joined GovClose despite already winning contracts01:00 – The cashflow struggle: loans vs. smarter revenue streams02:00 – Discovering the consulting business model in gov contracting03:00 – Verifying GovClose with past students before joining04:15 – First impressions of the program: flexibility and strategy05:30 – How the program combines federal contracting & B2B skills06:45 – Moving from training to actually closing clients09:00 – The B2B sales learning curve (and how it differs from B2G)10:15 – How Des landed his first $4k/month client11:45 – How much should you charge as a federal consulting advisor?13:15 – Learning from the War Room & GovClose community15:00 – Why the community is so powerful: diverse experts at your fingertips17:00 – Projected revenue goals: $250k+ in year one, $500k–$750k 5 years19:45 – Running a govcon consulting firm while traveling the world22:00 – The value of accountability and mentorship in growing faster25:15 – Setting up your business properly: banking, QuickBooks, VA support27:15 – How Des and his wife split responsibilities running the business28:30 – The sweet spot of what you like, what you’re good at, and what pays31:00 – Specializing in helping 8(a) and disadvantaged businesses succeed33:15 – Why most 8(a) businesses fail to leverage their certification34:15 – Where Des sees his consulting business heading next36:00 – How to contact Des and what to avoid askingJOIN the GovClose CommunityRING the bell 🔔 on my LinkedIn profile for real-world GovCon insights👉 https://www.linkedin.com/in/govclose/Want to work with Des Daniels?Des's Linkedin: https://www.linkedin.com/in/desmond-daniels-deconsulting/Des's Website: https://www.degovcon.com/#govcon #governmentcontracts #smallbusiness #govclose #federalsales #consultingbusiness

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GSA just changed the game. On May 28th, a letter went out to major value-added resellers—and it wasn’t good news for the middlemen.

The government is moving toward direct deals with Original Equipment Manufacturers (OEMs), and that means major changes are coming for federal sales.Train with UsLearn how to shape deals, work directly with federal agencies, and master category-driven acquisition.👉 https://www.govclose.comIn this video, I break down:⏱ Timestamps00:00 – GSA’s New Strategy: Middlemen Under Fire01:00 – What is a VAR (Value-Added Reseller) vs. a Pretender?02:30 – GSA’s Push for Direct OEM Relationships04:00 – The Irony: Is GSA the Biggest Middleman?05:00 – What GSA Is (and Isn’t) Doing with Centralized Procurement06:30 – Implications for Sales Executives, Consultants, and OEMs08:00 – What You Should Be Doing Right NowKey Takeaways:GSA wants to cap markups and increase pricing transparency.Resellers must redefine their value—or risk becoming obsolete.Pretenders and matchmaking models? They don’t belong here.Mission-critical buys? Likely still handled by DoD internally.Consultants who know how to shape deals early are in high demand.Subscribe to the GovCon Newsletter!I unpack these shifts and more every week in my GovClose newsletter on LinkedIn.🔗 Follow me and subscribe: www.linkedin.com/in/govcloseWatch NextInterview with GSA’s Kevin Kivlin – What GSA Is Really Planning: https://youtu.be/033sUCzGgq8#GSA #governmentcontracting2025

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Want to know how real small businesses actually win government contracts?
In this live session, I’ll reverse engineer the exact moves one federal contractor made to break into the market—and how you can apply the same strategy.
We’re not just talking theory. You’ll see:
How to find and study real contract award data
The key actions that led to their first wins
What they did differently that made all the difference
If you’re serious about building a GovCon strategy that works, this is the blueprint you’ve been looking for.

Get My Free Training On How to start a GovCon Consulting Business: https://www.govclose.com/sales-certification JOIN the GovClose Community RING the bell 🔔 on my LinkedIn profile for real-world GovCon insights 👉(https://www.linkedin.com/in/govclose/)WATCH NEXT:• How David Built a $4K/Month Gov Consulting Business in 60 Days https://youtu.be/VnHTXcb01Qw

• Federal Workers Sinning In Government Contracting: https://youtu.be/6ISSp26IyWs

• How to write a proposal: https://youtu.be/GbFFYPXKnm4#secdef#governmentcontracts

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Establishing a #linkedin profile that builds credibility and trust in the government contracting community os essential!!

Former DoD Program Manager Rick Howard reveals his 3-step LinkedIn system used by 175+ GovClose students to build trust, attract federal buyers, and grow revenue—without spamming anyone.Learn more at: https://www.govclose.comFree Training & Certification Info:

https://www.govclose.com/sales-certification

Free Book: https://www.dodcontract.com/

⏱️ Timestamps00:00 – Why Most LinkedIn Strategies Fail in GovCon

01:00 – 3 Revenue Paths: Contracting, Jobs, Consulting

02:00 – The Most Important Thing Government & Companies Check First

03:00 – The "Credibility Layer" – Fix This Before Outreach

06:00 – Your Banner, Profile Photo & 500+ Rule

08:00 – The Fatal Mistake That Kills Trust Instantly

10:00 – Your About Section: It’s Not About You

13:00 – Certifications, Education & Social Proof

14:00 – LinkedIn Recommendations That Actually Convert

18:00 – Influence: How to Make People Want to Respond

21:00 – The Most Important Line on Your Profile

24:00 – Positioning Yourself as an Expert (Even Without Past Performance

28:00 – Government Buyers Will Search You – Are You Discoverable?

30:00 – Outreach: How to Build Relationships BEFORE the RFP

36:00 – How to Post & Get Found for What You Actually Sell

37:00 – How to Get Hired, Get Clients, or Get Contracts With This Strategy

JOIN the GovClose Community RING the bell 🔔 on my LinkedIn profile for real-world GovCon insights 👉(https://www.linkedin.com/in/govclose/)

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How to Win Government Contracts: Federal Sales Blueprint That Even a 10-Year-Old Can Master (My Kid Did!)"This is the blueprint for winning government contracts" - Former Air Force Lt Col Richard Howard breaks down the exact 4-step federal sales process he used to manage $82 BILLION in contracts. So simple, he taught his own 10-year-old (and his 6-year-old knows the secret too).Stop responding to RFPs blind. Learn to reverse engineer the process, influence opportunities BEFORE they go public, and build relationships that put you first in line when contracts drop.💰 $82B in managed contracts | 700+ CEOs trained | Former government procurement officer🔥 GET STARTED NOW:→ Free "Become A Government Contract Consultant" training : https://www.govclose.com/sales-certification→ Free Government Contracting Book: https://www.dodcontract.com/→ Subscribe for weekly GovCon strategies: https://www.youtube.com/@govclose/?sub_confirmation=1In the GovClose Certification Program our students learn the government contracting skills to :1. Start their own consulting business that can earn up to $400k as a "solopreneur" advising businesses that sell to the government.2. Land high paying sales executive jobs with companies in the public sector.3. Increase government contracting revenue for companies selling to the US government.Schedule Your Onboarding Call Here: https://www.govclose.com/watch-sales-certification👇 COMMENT BELOW: Are you responding to RFPs blind or do you have a roadmap?🔄 SHARE this with someone still chasing "middleman money" (spoiler: it doesn't exist)💡 Which step surprised you most? Pipeline building or the "real work starts after winning"?Chapters:0:00 Government Contracting Explained to a 10-Year-Old0:33 What Is a Government Contract? (Basics)1:00 Prime vs Subcontractor Explained (Middleman Myth Busted)1:20 Why Listen: $82B in Federal Contracts & Real Credentials2:00 Federal Sales Roadmap (Step 1)2:35 Government Contract Research: Does Government Buy Your Product?3:05 Finding Government Buyers & Procurement Methods3:30 Using Competition Data for Competitive Advantage4:00 Building Your Government Contract Pipeline (Step 2)4:40 Why Companies Fail: Reactive vs Strategic Planning5:20 Tracking Federal Sales Process (8-20 Steps)5:45 Meeting Government Buyers Early (Step 3)6:20 Influencing Opportunities Before Public Release6:50 Execute Like a Pro: Don't Quit Midway (Step 4)7:30 Why You Win Government Contracts (Others Don't)8:00 Winning Is Just the Beginning8:30 Profit From Performance, Not Just Contract Awards8:50 Fast-Track Government Contracts (Secret World)9:10 Building Scalable Government Contracting BusinessWatch Next:How To Maximize Profit on Government Contracts: https://youtu.be/-TXxGKkQG6UMiddleman Money Exposed (Don't Make This Expensive Mistake): https://youtu.be/Nhtl0G0Pwbo📱 Connect With Me:LinkedIn: @GOVCLOSEYouTube: Hit that notification bell 🔔 for weekly GovCon strategies🏆 Ready to Stop Guessing and Start Winning?Join 700+ CEOs who've mastered this exact process

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Before you spend another dollar on third-party GovCon tools, watch this.

SAM.gov has powerful built-in features that most people ignore—but they can completely change how you find and win federal contracts.

In this tutorial, I’ll walk you through 3 hidden features in SAM.gov that will:

• Automate your market research• Save your searches

• Send you real-time alerts

Get the GovClose Certification: https://www.govclose.com/sales-certification

Free Book Download: https://www.dodcontract.com/

Get the GovClose Certification: https://www.govclose.com/sales-certification Free Book Download: https://www.dodcontract.com/

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If you're submitting government proposals in 2025, this Government Contract Proposal Checklist could be the difference between winning and losing.

In this exclusive interview, GovClose graduate Desmond Daniels breaks down the 5 biggest mistakes companies make on federal RFPs — and how to avoid them.

Whether you're new to government contracting or looking to sharpen your proposal writing strategy, this checklist is your secret weapon.

#GovernmentContracts #ProposalChecklist #FederalRFP #rfp

Get My Free Training On How to start a GovCon Consulting Business: https://www.govclose.com/sales-certification

This is the exact process GovClose students use to land high-paying roles in federal sales, even with zero prior experience.

What You’ll Learn:

1. Why public sector sales jobs can outperform tech and pharma

2. The freelance-first strategy to get hired without applyingHow to reverse-engineer any company’s federal roadmap

3. The secret weapon: public federal spending dataHow to turn a small consulting call into a full-time offer

▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬

Want to follow the same roadmap?

Visit https://www.GovClose.com to learn more about the GovClose Certification Program.

Follow Me On Linkedin: https://www.linkedin.com/in/govclose/

Subscribe to our YouTube channel: https://www.youtube.com/@govclose/?sub_confirmation=1

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Most people think the only way to get a government contracting job is by applying online.

But that’s exactly why they never hear back.In this video, former DoD acquisitions officer Richard C. Howard reveals a step-by-step strategy for how to get a government contracting job in 2025 — without filling out a single application.

Get My Free Training On How to start a GovCon Consulting Business: https://www.govclose.com/sales-certification

This is the exact process GovClose students use to land high-paying roles in federal sales, even with zero prior experience.

What You’ll Learn:

1. Why public sector sales jobs can outperform tech and pharma

2. The freelance-first strategy to get hired without applyingHow to reverse-engineer any company’s federal roadmap

3. The secret weapon: public federal spending dataHow to turn a small consulting call into a full-time offer

▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬▬

Want to follow the same roadmap?

Visit https://www.GovClose.com to learn more about the GovClose Certification Program.

Follow Me On Linkedin: https://www.linkedin.com/in/govclose/

Subscribe to our YouTube channel: https://www.youtube.com/@govclose/?sub_confirmation=1

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GovClose is the fastest way to break into federal sales — or scale it.

Whether you're starting out or already selling, our certification gives you the system, tools, and training to win contracts now.Start here: ⁠https://www.govclose.com/sales-certification⁠

The federal government is about to enforce CMMC at scale, and most businesses aren't ready. In this episode, I sit down with Jacob Hill, one of the most trusted experts in CMMC, cybersecurity compliance, and federal regulations, to break down:

• What CMMC really is (and what it isn't)
• The difference between Level 1, Level 2, and Level 3
• What contractors must do now to stay compliant
• The massive opportunity for consultants in the CMMC space
• Why small businesses are at risk of losing contracts and how to get ahead

Whether you're a federal contractor, consultant, or just starting out in government sales, this episode gives you a tactical edge in a shifting compliance environment.

LINKS AND RESOURCES

GovClose Certification Program – for consultants and federal sales professionals
https://www.GovClose.com

Want to speak with Jacob Hill or get CMMC help?
Comment “CMMC” on this episode or message me directly on LinkedIn.

Connect with Richard C. Howard on LinkedIn
https://www.linkedin.com/in/richard-c-howard

Subscribe to the show and leave a review if this helped you win smarter in government contracting.

Training the top 1% of public sector consultants and sales professionals. If you’re ready to build a pipeline of federal contracts or help others do it—we’ll show you how.

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Start a remote consulting business: https://www.govclose.com/sales-certificationIn this video, we break down step-by-step how veterans and transitioning service members can build remote careers, consulting businesses, and financial freedom after leaving active duty. Learn from Marine Corps veteran and entrepreneur David Pere --he shares real lessons for creating location-independent success.SUBSCRIBE TO WATCH THE VIDEOS FIRST https://www.youtube.com/@govclose/?sub_confirmation=1Whether you want to work from anywhere, build a consulting business, or launch your next mission after service, this conversation is packed with actionable strategies.Watch this video next to learn how Ernesto went from USAF to starting a consulting career: https://youtu.be/6ISSp26IyWsFree Book Download: https://www.dodcontract.com/00:00 - Intro: How to Work Remotely After the Military01:01 - David Pere's Background: From Marine to Entrepreneur03:45 - The Mindset Shift Leaving the Military07:10 - Why Freedom, Not Just Money, Matters10:20 - Building a Remote Career: First Steps for Veterans11:15 - Quick Break: How GovClose Helps Veterans Build Remote Careers12:10 - How David Built Multiple Income Streams After Service15:25 - Common Mistakes Veterans Make Transitioning to Civilian Life18:40 - Why Veterans Are Perfectly Positioned for Remote Success21:30 - Entrepreneurship vs Employment After the Military25:10 - Lessons Learned: What David Would Do Differently28:00 - How to Find Your Next Mission After the Military31:00 - Final Advice: Building True Freedom After Service33:00 - Outro and Next Steps#WorkRemotely#VeteranEntrepreneur#MilitaryTransition#RemoteWork#VeteranBusiness

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GovClose is the fastest way to break into federal sales — or scale it.

Whether you're starting out or already selling, our certification gives you the system, tools, and training to win contracts now.
Start here: https://www.govclose.com/sales-certification

The federal government is overhauling how it buys from businesses — and GSA Schedules are becoming the new gatekeepers. In this powerful interview with former GSA senior official Kevan Kivlan, we reveal:How Trump's Executive Order accelerated federal acquisition reform

Why AI and tech are speeding up the buying process

How GSA grew by nearly 50% — and what it means for small businesses

The real reason why getting a GSA Schedule now could decide your survival

How companies without GSA access may be completely locked out

What you must do today to stay in the federal market

If you think the old ways of selling to the government still work, you’re about to get wiped out.Free Book Download: https://www.dodcontract.com/Chapters00:00 - The GSA Wave Is Already Here03:22 - Trump’s Executive Order: The Game-Changer Nobody Noticed06:45 - Why GSA Schedules Are No Longer Optional09:58 - AI Is Taking Over Federal Acquisitions (Faster Than You Think)13:12 - How GSA Grew 50% — And What It Means For You16:41 - Contractors Without GSA Access Will Be Left Behind19:55 - The Brutal Timeline To Get On GSA (12 Months or More!)23:16 - New Federal Contracting: Winners vs Losers27:40 - What Smart Companies Are Doing Right Now31:00 - Final Warning: Get GSA Ready Or Get Wiped Out#GSASchedule #GovernmentContracting #FederalContracts #GovClose #GovCon

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In this exclusive short preview, I reveal 3 secrets that top contractors know (and most businesses miss) about breaking into government sales.

Want the full breakdown?

👉 Watch the full interview with former GSA official Kevan Kivlan on YouTube: https://www.youtube.com/@govclose/?sub_confirmation=1

🎯 Or get certified now: https://www.govclose.com/sales-certification

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Get the GovClose Certification: https://www.govclose.com/sales-certification If you're submitting government proposals in 2025, this Government Contract Proposal Checklist could be the difference between winning and losing. In this exclusive interview, GovClose graduate Desmond Daniels breaks down the 5 biggest mistakes companies make on federal RFPs — and how to avoid them. Whether you're new to government contracting or looking to sharpen your proposal writing strategy, this checklist is your secret weapon. #GovernmentContracts #ProposalChecklist #FederalRFP #rfp Want Desmond to write your next proposal? Email him at: info@danielsenterprises.llcFree Book Download: https://www.dodcontract.com/00:00 Introduction: Making It Easy for the Government to Say Yes01:18 Understanding the Government's Perspective03:43 Mistake #1: Assuming the Government Knows You04:07 Mistake #2: Repeating the Scope of Work10:34 Mistake #3: Poor Formatting17:43 Mistake #4: Weak Presentation of Past Performance24:23 Mistake #5: Non-Compliance29:18 Conclusion and Final Thoughts#GovernmentContracts #ProposalChecklist #FederalRFP #GovClose #WinGovernmentContracts #ProposalWritingTips #GovernmentProposal #RFPStrategy #ContractingSuccess #DesmondDaniels #GovContracting2025 #SmallBusinessContracts #GovBidTips #FederalContracting #GovSalesStrategy

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Senator JD Vance just announced a $1 Trillion Department of Defense (DoD) investment to enhance military readiness, advanced technology, cybersecurity, software development, and manufacturing. But here’s the catch: Not everyone will benefit.The DoD is accelerating contract awards through Other Transaction Authority (OTA) and GSA Schedules—two pathways most companies are missing out on. If you’re a contractor or small business selling to the government, you need to know how to leverage these new contracting methods to win.In This Video, You’ll Learn:How to win federal contracts using the latest Other Transaction Authority (OTA) methods.Why GSA Schedules are becoming a critical part of federal procurement.How to build a dual strategy using OTA Pipelines and GSA Pipelines.What the $1 Trillion DoD funding increase means for your business.SUBSCRIBE TO WATCH THE VIDEOS FIRST https://www.youtube.com/@govclose/?sub_confirmation=1Get the GovClose Certification: https://www.govclose.com/sales-certification Free Book Download: https://www.dodcontract.com/I break down how Other Transaction Authority (OTA), GSA schedules, and executive orders are reshaping government contracting. Plus, I’ll show you the strategies you need to stay ahead and win government contracts. Timestamps:00:00 Introduction: JD Vance Announces $1 Trillion DoD Investment00:45 What the Spending Means for Contractors & Small Businesses01:15 Why Chasing Opportunities on SAM.gov Won’t Work Anymore02:00 Other Transaction Authority (OTA): The Fast-Track Secret03:00 How OTAs Benefit Innovative Companies & Tech Development04:00 GSA Schedules & Trump’s Executive Order to Consolidate Procurement05:00 GSA Schedule Pain Points & Application Process06:00 The Right Strategy: OTA vs. GSA - What’s Best for Your Business07:00 Developing a Dual Strategy: OTA Pipeline + GSA Pipeline08:00 How to Prepare Your Business for the Upcoming Spending Surge#GovernmentContracts #DefenseSpending #DoDContracts #OtherTransactionAuthority #GSAContracts #FederalContracting #DoDContractOpportunities #GovClose #GovernmentSales #WinningFederalContractsSUBSCRIBE TO WATCH THE VIDEOS FIRST https://www.youtube.com/@govclose/?sub_confirmation=1Get the GovClose Certification: https://www.govclose.com/sales-certification Free Book Download: https://www.dodcontract.com/

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Other Transaction Authority is a faster way for the US government to make purchases.

Traditionalized sparingly, SECDEF released a memo pushing OTAs and CSOs to streamline government contracting for small businesses (for certain areas)

Is this is a huge opportunity for non-traditional companies looking to break into the federal space without the hassle of traditional FAR contracts.

Start your career in government contracting here: https://www.govclose.com

Train your sales team to close government contracts here:

https://www.govclose.com/syllabus-download

In this episode, Richard C. Howard interviews Chelsea Meggitt, an expert on Other Transaction Authority (OTA) Chelsea breaks down:What OTAs are and why they matter for small businesses.

How the SECDEF memo is shifting power towards smaller, innovative companies.

What steps businesses need to take to leverage OTAs effectively.

Why OTAs are becoming the go-to option for the Department of Defense (DoD) and other agencies.

How to find and engage with consortiums to unlock massive contracting opportunities.

Connect with Chelsea Meggitt:LinkedIn: Chelsea Meggitt:https://www.linkedin.com/in/chelseameggitt Website: Collaborative Compositions: https://collaborativecompositions.com

Pre Order Chelsea's book: https://share.hsforms.com/288nO18bsRCCmdJZL66pClwbzmvGet our government contract planner for free: https://www.dodcontract.com

⏳ Timestamps:00:00 - Introduction: Why the SECDEF Memo is a Game-Changer for Small Businesses00:45 - What is Other Transaction Authority (OTA)? (Overview & Benefits)03:00 - Consortium Models Explained: How to Find the Right Fit05:15 - Why Innovation is Different in the Government's Eyes07:00 - [GovClose Commercial Break] (Positioned for Maximum Engagement)09:00 - How to Access Government Contracts Through OTAs12:00 - Real-World Example: $2 Million Award from a 4-Cell Spreadsheet Submission14:45 - Common Misconceptions About OTAs17:30 - The SECDEF Memo: Why It Matters and What It Changes20:00 - How to Develop a Winning OTA Strategy23:00 - Why OTAs Work for Non-Traditional Companies and Small Businesses26:00 - Why Now is the Best Time to Leverage OTAs30:00 - The Future of OTAs and Emerging Opportunities

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SUBSCRIBE TO WATCH THE VIDEOS FIRST https://www.youtube.com/@govclose/?sub_confirmation=1Get the GovClose Certification: https://www.govclose.com/sales-certification Our Book is FREE, But Only Here: https://www.dodcontract.com/Watch How to Find Gov Contract LeadsThis is a video about Trump’s New Executive Order: Will You Need a GSA Schedule to Sell to the Government?This video discusses a significant executive order signed by President Trump that affects how businesses sell to U.S. federal agencies. The executive order, signed on March 20th, 2025, aims to centralize federal procurement through the General Services Administration (GSA). The video details what this means for businesses, particularly those without a GSA schedule, and the implications for selling common goods and services to the government. It explains the role of the GSA, the potential impact on small businesses, and the timeline for implementation. Practical advice is given for businesses considering applying for a GSA schedule, and additional resources are offered for navigating these changes.00:00 Introduction to GSA Schedule and Executive Order00:29 Understanding GSA and Its Role01:45 Impact of the Executive Order on Businesses02:31 What is GSA and Contract Vehicles?04:22 Personal Success Stories in Government Contracting05:51 Navigating the GSA Schedule Process08:42 Conclusion and Future InsightsThis is a video about Trump’s New Executive Order: Will You Need a GSA Schedule to Sell to the Government?#Trump #GSA #govclose

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Get the GovClose Certification: https://www.govclose.com/sales-certification FREE Training: https://www.govclose.com In this episode of the Gov Close and DOD Contract Academy Podcast, Rick discusses the ongoing investments by the US government in legacy weapon systems like the B-52 and the opportunities this creates for small businesses and technology firms.

He explains where to find these opportunities, including AF Works, SBIR Innovation Portal, Vulcan, and several consortiums. Rick emphasizes the importance of staying informed about government spending and understanding the processes such as Other Transaction Authority (OTA).

He also shares insights for those interested in starting a government contracting business or pursuing a career in this field.

00:00 Introduction and Podcast Subscription Request

00:29 The B-52: A Legacy Weapon System

00:51 Opportunities for Small Businesses in Defense

02:03 Key Platforms for Government Contracting

03:08 Understanding Other Transaction Authority (OTA)

03:33 Consortiums and Their Importance

03:48 Navigating Government Contracting Opportunities

06:02 Active Solicitations and Sources Sought

07:15 Conclusion and Community Engagement

b52bomber #governmentcontracts #doge

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The federal government is slashing jobs, but that doesn’t mean opportunities are disappearing—far from it. In this episode, I sit down with Armand Curet, a federal jobs expert, to break down what’s really happening with government layoffs and why contractors and consultants could be the biggest winners.

We’ll cover:

00:00 Introduction to Federal Workforce Changes00:40 Impact of Workforce Reductions01:51 Current Hiring and Workforce Dynamics04:25 Opportunities in Government Contracting06:24 Navigating Federal Job Transitions08:28 Leveraging Military Experience for Federal Jobs11:34 Exploring Private Sector Opportunities16:41 Severance and Voluntary Separation Insights18:29 Strategizing Career Moves in Uncertain Times21:08 Capitalizing on Federal Job Experience23:59 Exploring Government Job Opportunities24:17 Navigating Unique Hiring Paths25:14 Resources for Veterans and Disabled Individuals26:00 Understanding Schedule A and VA Disability Letters26:41 Veteran Recruitment Act and Other Hiring Authorities28:17 Current Job Market and Hiring Trends34:01 Federal Job Application Strategies39:52 Coaching and Resources for Federal Job Seekers42:41 Optimism and Opportunities in Federal Employment

If you’ve been thinking about a federal career or want to leverage your experience to sell to the government, this episode is for you!

📌 Learn how to win government contracts & start your consulting business:
👉 GovClose Certification Program

Check out Armands You Tube Channel: https://www.youtube.com/@UCo63bxd3tZ3e0HM49HyYLTA

📌 Follow me for more expert insights on government sales & consulting:
🔹 YouTube: GovClose YouTube Channel
🔹 LinkedIn: Richard C. Howard
🔹 Website: RichardCHoward.com

🎧 Subscribe for more insider strategies on federal contracting & business growth! 🚀

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The key to maximizing your income potential with military experience is government contracting.

In this video USAF veteran Rick Howard walks through 2 paths to use their experience to land high paying account executive positions or start a profitable consulting business.Get the GovClose Certification: https://www.govclose.com/sales-certification Free Book Download: https://www.dodcontract.com/Watch these videos next:3 Ways To Make Money In GovCon: https://youtu.be/w69_xF5rZJs5 Steps To Your First Client: https://youtu.be/UCGoArfOGJwThis video provides an in-depth look at consulting for government contracting. The speaker, a former Air Force procurement officer, explains the benefits and opportunities within this niche market. He details his journey from military service to running a consulting business that helps companies sell to the government. The discussion includes key areas such as sales strategy, reverse engineering government spending patterns, proposal writing, and the necessary certifications and processes. Real-life examples are shared to illustrate common challenges and solutions. Rick touches on the benefits of consulting versus running a government contracting business, the potential for quick revenue generation, and various specialties within the consulting field.

Towards the end, the Rick addresses questions about living internationally while consulting, transitioning into the field without prior experience, and customer acquisition and relationship building. The session concludes with a look into the certification program offered, which includes training on starting and running a consulting business in the government contracting space.00:00 Introduction to Government Contracting Consulting00:54 Understanding the Needs of New Government Contractors01:19 Reverse Engineering Government Spending02:14 Consulting Services for Government Contractors02:42 Challenges and Solutions for On-Contract Companies05:06 Benefits of Consulting Over Direct Government Sales06:21 International Consulting and Remote Work07:39 Starting a Consulting Business Without Prior Experience07:59 Certification Program Overview14:24 Identifying Your Niche in Government Contracting21:53 Subcontracting in Government Contracts31:59 Tech Startups and Government Contracts34:21 Exploring Contract Administration and Subcontract Management35:03 Navigating Government Subcontracting Opportunities36:33 Building a Government Sales Team38:02 Understanding the Role of Contracting Officers and Program Managers41:21 Starting a Consulting Business in Government Contracting46:44 The Pitfalls of the Middleman Strategy52:55 Proposal Writing Tips and Best Practices01:03:45 Final Thoughts and Course Information#remotework #consultingbusiness #startabusiness

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Get the GovClose Certification: https://www.govclose.com/sales-certification Free Book Download: https://www.dodcontract.com/Watch these videos next:3 Ways To Make Money In GovCon: https://youtu.be/w69_xF5rZJs5 Steps To Your First Client: https://youtu.be/UCGoArfOGJwFree Training: https://www.govclose.com/sales-certification #federaljobs #governmentjobs #federal #layoffs Spending cuts and federal employee layoffs have many of people nervous. However, many opportunities will be emerging and nows the time to pay attention.00:00 Introduction00:30 Federal Layoffs and Government Contracting02:52 Opportunities Amidst Federal Job Cuts03:56 Historical Context and Current Administration07:37 Challenges in Government Contracting10:41 Opportunities for Federal Workers and Small Businesses14:01 Strategies for Success in Government Contracting23:53 Q&A and Final Thoughts35:14 Gov Close Certification Success Stories

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Get the GovClose Certification: https://www.govclose.com/sales-certification Free Book Download: https://www.dodcontract.com/How a Simple Niche Strategy Can Transform Your Business

In this video, Rick Howard, a former government procurement officer and founder of Gov Close, shares a powerful strategy based on his father's successful pivot in the house painting business during the 1980s. By specializing in repairing damaged ceilings and branding himself as 'The Ceiling Doctor,' his father managed to attract high-paying clients and expand his services exponentially. This specialization approach has since been applied by Rick to help hundreds of companies thrive in the government contracting market and B2B sales. Through compelling stories and practical advice, Rick outlines a step-by-step framework for identifying and exploiting niche markets, offering valuable insights into how businesses can solve specific hard problems, focus their marketing efforts, and achieve sustainable growth.00:00 Introduction: A Simple Tweak That Changed Everything00:44 The Power of Niching Down01:11 Rick Howard's Background and Expertise02:16 The Ceiling Doctor: A Case Study04:43 Framework for Specialization08:55 Testing and Refining Your Niche10:48 Conclusion: Embrace the Process

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Learn government contracting, start a business, earn what your worth: https://www.govclose.com/sales-certification Free Book Download: https://www.dodcontract.com/GovClose Certification Program: GovClose Certification: https://www.govclose.com/sales-certification Watch this video next: https://youtu.be/cwefj03He74In this episode, Mark Snakenberg shares his journey from a 25-year military career to becoming a successful consultant in government contracting through the GovClose Certification Program. Mark discusses his background as a military officer with experience in acquisitions and program management, including his transition to civilian roles and his success with NACOA Solutions. This episode offers insights for veterans considering careers in government contracting and highlights the transformative impact of specialized training programs.00:00 Introduction and Benefits of GovClose for Military Vets00:36 Mark's Military Background and Career Journey03:48 Transitioning from Military to Civilian Life06:45 GovClose Certification Program Overview09:32 Applying GovClose Training in Real-World Scenarios27:06 Advice for Veterans Entering Government Contracting33:16 Conclusion and Final Thoughts

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Small business government contract revenue has been increasing year over year. Will this continue under Trump?

In this episode former government procurement officer Rick Howard gives his predictions.

GovClose Certification: https://www.govclose.com/sales-certification

Free Book Download: https://www.dodcontract.com/

Follow me on LinkedIn: https://www.linkedin.com/in/rickychoward/

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In this video we feature a portion of the recent conversation between Joe Rogan and Joe Rogan and Dr. Bret Weinstein.

Bret asks Joe about the #govcon 8(a) program and other government contracting set asides for small business.

Many people are concerned about DOGE and how spending cuts will affect Government contracting for small businesses.

Small business set asides and certifications in particular are on the minds of many people. The bottomline is we have to be aware of what's happening but also understanding that policies and spending constantly shift in the public sector.

There's tremendous opportunity here for all of us as long as we take a reasoned long term and informed approach.
Get the GovClose Certification: https://www.govclose.com/sales-certification Free Book Download: https://www.dodcontract.com/Follow me on LinkedIn: https://www.linkedin.com/in/rickychoward/

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SUBSCRIBE TO WATCH THE VIDEOS FIRST https://www.youtube.com/@govclose/?sub_confirmation=1Mastering SAM.gov is the first step toward winning government contracts, but most people use it wrong. By the end of this video, you’ll know exactly how to spot the best opportunities and avoid wasting timeGet the GovClose Certification: https://www.govclose.com/sales-certification Free Book Download: https://www.dodcontract.com/Watch these videos next:3 Ways To Make Money In GovCon: https://youtu.be/w69_xF5rZJs5 Steps To Your First Client: https://youtu.be/UCGoArfOGJw00:00 Introduction to Government Contracting00:25 Understanding SAM.gov01:21 Registering Your Business on SAM.gov03:23 Searching for Contract Opportunities05:34 Navigating Solicitations and Proposals06:59 Importance of Market Research17:19 GovClose Certification Program21:09 Using Sources Sought Notices31:23 Conclusion and Next Steps

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The pricing structure on your government contract is VERY important. So what happens if you win the contract and your not making any profit?

Master Contracting Officer Col GovClose student Stephen through the specifics of his contract and how to negotiate for more money.
Get the GovClose Certification: https://www.govclose.com/sales-certificationOur students learn the government contracting skills to :1. Start their own consulting business that can earn up to $400k as a "solopreneur" advising businesses that sell to the government.2. Land high paying sales executive jobs with companies in the public sector.3. Increase government contracting revenue for companies selling to the US government. Free Book Download: https://www.dodcontract.com/

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In this episode former government contracting procurement officer Rick Howard gives a 6 step plan for making $378K a Year as a consultant helping companies sell to the US government.Check out the GOVCLOSE CERTIFICATION!Our students learn the government contracting skills to :1. Start their own consulting business that can earn up to $400k as a "solopreneur" advising businesses that sell to the government.2. Land high paying sales executive jobs with companies in the public sector.3. Increase government contracting revenue for companies selling to the US government. Free Book Download: https://www.dodcontract.com/

0:06 - How can you make $378K a year working with Sam.gov?

0:20 - Why is working with the government a great way for small businesses to make money?

2:12 - What are the best ways to learn government skills to earn more?

3:00 - How do you create a simple plan to win government jobs and make money?

4:00 - Why does focusing on one area help you earn more in government work?

5:27 - How do you find government work early to increase your earnings?

8:00 - Why is tracking your leads key to making money with government jobs?

10:00 - How can you turn your skills into a profitable business?

12:00 - How do you charge for your services and make steady income?

15:18 - What are the benefits of getting a high-paying job working with the government.

Connect with me on Linkedin!

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Paying commissions and contingent fee's in government contracting are not allowed in all situations. Watch former government procurement officer Rick Howard review what the Federal Acquisitions Regulations say about this, when its appropriate and when it's not!!Start A Career In Government Contracting: https://www.govclose.com/sales-certification Free Book Download: https://www.dodcontract.com/0:00 Commissions in Gov Contracting1:37 Understanding the Legal Framework03:00 Defining Key Terms and Concepts06:19 Practical Implications and Examples14:25 Best Practices for Compliance15:34 Conclusion and Final Thoughts

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Government contracting is not just for business owners.

Start A Career In Government Contracting: https://www.govclose.com/sales-certification

Former procurement officer, account executive and current owner of GovClose describes the other ways of making money in the unique industry of federal contracting. A career in either the government or company side of GovCon can be very rewarding.

We cover 3 paths to consider that do not require you to have your own business.

Free Book Download: https://www.dodcontract.com/

00:00 Introduction: Making Money in Government Contracting

00:30 High-Paying Salaried Positions

04:26 Consulting Without Owning a Business

09:18 Government Civilian Careers

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GET GovClose CERTIFIED: Earn up to $400K a year as a freelance GOVERNMENT CONTRACT CONSULTANT: https://www.govclose.com/watch-sales-certification

Get a free copy of my Government Contract Planner and dominate 2025: https://www.dodcontract.com/

Ekene (Kenny) Abana -- Connect with him on Linkedin: https://www.linkedin.com/in/ekene-abana/

00:00 Introduction to Government Contracting

00:18 Starting the Journey: Initial Steps and Research

01:01 Understanding the Market: Government as a Buyer

02:55 The GovClosed Certification Program

07:46 Navigating the Process: Registration and Set Asides

10:14 Building Partnerships and Winning Contracts

13:09 Expanding Horizons: DOD and Specialized Products

14:02 Challenges and Strategies for Success

21:07 Advice for Aspiring Contractors

28:28 Conclusion and Contact Information

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My approach to seeking rejection has not only reshaped my mindset but also helped me secure lucrative government contracts for clients, and built wealth for my family.

Discover the unconventional tactics I use, why they work, and how you can apply them to your business strategy.

Check out the GovClose Certification Program:

00:00 Introduction: Embracing Rejection

00:24 The Power of Hearing 'No'

00:56 The 'No' Strategy in Action

01:46 Government Contracting Insights

05:08 Discipline Equals Freedom by Jocko Willink

08:00 Applying 'Good' to Sales

11:30 Practical Tips for Getting Comfortable with 'No'

13:16 Conclusion: The Separator of Success

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Today you'll learn why over 100+ students in the GovClose certification are joining the elite profession of government contracting.

They are working as consultants, sales executives and selling theior own products and services to the US government (in some cases all 3)!

We'll share insights from our comprehensive certification program under GovClose, guiding you on how to start a profitable consulting business or land a high-paying sales executive job.

If you're ready to take the next step in your career, visit GovClose Certification Program to learn more and schedule a call with one of our advisors.

Have a question? Send to me directly at: Rick@GovClose.com

[00:01:14] Why Certification and Training Matter

• Title: The Importance of Certification
• Description: Explanation of why getting certified and trained in the process of selling to the US government can be highly lucrative for both consulting businesses and salaried positions.

[00:03:33] Federal Spending and Small Business Opportunities

• Title: Federal Spending Insights
• Description: A look at federal spending trends, focusing on small business opportunities and the types of goods and services the government purchases.

[00:06:33] The Certification Program: What You'll Learn

• Title: Certification Program Breakdown
• Description: Detailed overview of the certification program, including learning how the government makes purchases, building a federal sales roadmap, and developing a niche strategy.

[00:09:42] Selling to the Government vs. B2B/B2C

• Title: Government Sales vs. Commercial Sales
• Description: The differences between selling to the government and commercial sectors, and why understanding these differences is crucial.

[00:11:00] Starting Your Consulting Business

• Title: Launching a Consulting Business
• Description: How to start a consulting business focused on government contracts, including finding leads, establishing expertise, and generating recurring revenue.

[00:15:00] Building a Sustainable Client Pipeline

• Title: Client Pipeline Strategies
• Description: Strategies for building and maintaining a pipeline of clients to ensure consistent and predictable income.

[00:18:15] Effective Pitching and Proposal Writing

• Title: Mastering the Pitch
• Description: Tips on effective pitching, writing proposals, and invoicing clients for consulting services.

[00:21:30] Real-Life Success Stories

• Title: Success Stories
• Description: Case studies and testimonials from individuals who have successfully leveraged the certification program to generate significant income.

[00:23:00] Advanced Sales Strategies

• Title: Advanced Strategies
• Description: Advanced strategies for selling to the government and running a consulting business, including how to handle niche areas like cybersecurity and SBIR projects.

[00:26:00] Salaried Positions in Government Sales

• Title: Lucrative Sales Jobs
• Description: Exploring high-paying sales positions within companies selling to the government, and how certification can help secure these roles.

[00:28:00] Final Thoughts and Call to Action

• Title: Final Thoughts
• Description: Recap of the episode, the importance of investing in oneself through certification, and how to schedule an enrollment interview with an advisor.

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Get the GovClose Certification: https://www.govclose.com/sales-certification

Join us as we talk to Ekene Imbata, founder of Facility Management Supplies and People, Inc., about his journey into government contracting. Kenny shares how he transitioned from running a software solutions business to securing his first contracts with the government.

Learn about his strategic partnerships, insights into MRO products, and plans to expand into DoD and software contracts.

Ekene is just getting started and If you're looking for inspiration to break into government sales, this is the episode for you!

Timestamps:

1. [00:00:00] Introduction to Kenny Imbata and His Business Journey

   • Overview of Facility Management Supplies and People, Inc.
   • Initial motivation to pursue government contracting.

   • [00:00:45] Why Government Contracting?

   • Discovering the government as the largest buyer.

   • Importance of targeting higher-value clients.

   • [00:06:00] Starting Small: Registration and Early Challenges

   • Kenny’s first steps on SAM.gov and early difficulties with software contracts.

   • [00:08:30] Teaming Up for Success

   • Partnering with an experienced company for MRO product contracts.

   • How joint ventures and subcontracting can fast-track success.

   • [00:12:00] Fine-Tuning the GovCon Process

   • Focusing on niche markets to reduce competition.

   • Targeting specific agencies like the Navy shipyards.

   • [00:15:30] The Challenges of Pricing and Past Performance

   • Understanding the importance of supplier relationships and profit margins.

   • Strategies to secure past performance for future growth.

   • [00:18:45] Expanding into DoD and Software Contracts

   • Kenny’s exploration of custom software solutions for government needs.

   • Navigating cybersecurity requirements like FedRAMP and NIST.

   • [00:24:00] Building Relationships and Long-Term Success

   • Leveraging relationships with agencies and vendors for simplified acquisitions.

   • Kenny’s advice for aspiring GovCon professionals.

   • [00:26:00] Final Thoughts and Advice for New GovCon Entrants

   • Kenny’s top takeaways from his journey.

   • How to reach out to Kenny for advice or collaboration.

Ekene's Linkedin Profile

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FREE TRAINING: https://www.govclose.com/sales-certification

GET CERTIFIED: Earn up to $400K a year as a freelance GOVERNMENT CONTRACT CONSULTANT: https://www.govclose.com/sales-certification.

Free Book Download: https://www.dodcontract.com/

00:00 Introduction to the 8a Program

00:36 Meet Kevin Mulrennan: 8a Expert

01:53 Understanding the 8a Program

02:38 Economic and Social Disadvantages in 8a

07:16 Benefits of the 8a Program

09:17 Sole Source Contracts and Limitations

12:30 Tribal 8a and Unique Advantages

16:16 Strategies for 8a Success

26:20 Joint Ventures and Past Performance

32:54 Future of the 8a Program 3

5:19 Conclusion and Contact Information

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Get the GovClose Certification: https://www.govclose.com/sales-certification

In this video you'll learn why approaching government contracting as a consultant is in high demand.

Former government acquisitions officer Rick Howard goes in depth on the top 3 skills required and gives a sneak peek at how much you can expect to make your first year.

00:00 Introduction to Government Contracting

00:41 Rick Howard's Background and Expertise

01:22 Three Key Skills for Success

01:36 Developing Expertise in Government Contracting

05:06 The Importance of Training and Action

06:34 Fundamental Truths of Government Contracting

08:24 Building a Government Contracting Business

10:37 Persistence and Determination in Government Contracting

18:49 Case Study: Ivan's Success Story

19:21 Success Stories: Ivan and Deb

20:52 The Importance of Selling

23:33 Consulting Fees and Expectations

24:18 Starting with Upwork

25:34 Invoicing and Revenue

29:16 Achieving Results in Government Contracting

32:33 Final Thoughts and Program Overview

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GET CERTIFIED: Earn up to $400K a year as a freelance GOVERNMENT CONTRACT CONSULTANT: https://www.govclose.com/sales-certification

Fred Carl is a top graduate of the GovClose certification program and owner of Gears PDM.

Fred shares his extensive experience in the outdoor and military gear market, detailing his journey and valuable insights. From his stint at Gerber Gear to his specialization in ergonomic niche design and consulting, Fred explains the intricacies of getting products like automatic knives to meet rigorous military standards and win military contracts for small business.

He also discusses the GovClose program's value in understanding the complex world of government procurement, emphasizing the importance of strategic planning, NSN processes, and the benefits of networking.

Want to work with Fred? Fred's website: https://www.gearsproductmarketing.com

00:00 Introduction to Automatic Knives in Military Contracts

00:52 Fred Carl's Career Journey

02:04 Working with Gerber Gear

04:01 Insights from Field Observations

06:10 GovClose Certification Success Stories

07:31 Developing the E-Pet Effect Weapons Tool

08:56 Navigating the NSN Process

12:06 Choosing the GovClose Program

12:25 Consulting for Smaller Companies

22:05 Challenges in Government Contracting

25:00 Leveraging GovClose Network

31:46 Fred Carl's Expertise and Services

34:39 Conclusion and Contact Information

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GET CERTIFIED: Earn up to $400K a year as a freelance GOVERNMENT CONTRACT CONSULTANT: https://www.govclose.com/sales-certification

In this episode, we explore the complexities of government contracting through the lens of the Dunning-Kruger effect, as introduced by Neil deGrasse Tyson.

We discuss how a little knowledge can be dangerous, the extensive regulatory landscape, and the pitfalls faced by novices.

Hard work and perseverance are required to succeed in government contracting.

Key insights include the importance of data, understanding the government buying process, and building long-term relationships to secure high-dollar contracts.

00:00 Introduction to the Dunning Kruger Effect

00:47 Complexities of Government Contracting

01:53 Misconceptions and Realities

03:58 The Valley of Death in Government Contracting

04:55 Becoming a Government Contracting Expert

06:18 Building Sustainable Government Contracts

07:46 Conclusion and Next Steps

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In this episode we review what Elon Musk's public opinion is on government contracting and how it should be approached.

We can take some of these key insights and apply them to our own business.

Additionally, it's essential for anyone in this space to understand how the big defense contractors operate and how so very few companies have risen to compete with them!

00:00 Elon Musk comments on cost plus contracts

03:28 Elon Musk's Perspective on Government Contracts

03:54 The Role of Competition in Contracting

04:10 Sole Source Contracting Explained

05:11 GovClose: Helping Businesses with Government Contracts

05:42 The Reality of Government Contracting

06:19 Elon Musk's Success in Government Contracts

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GET "GovClose" CERTIFIED: Earn up to $400K a year as a freelance GOVERNMENT CONTRACT CONSULTANT: https://www.govclose.com/sales-certification

Hire A Trained Government Conrtracting Expert: https://govclose.com/contracts-training

FREE BOOK: Download the "Government Contract Planner" For Free at https://www.dodcontract.com

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This episode explores Gavin's journey to securing government contracts including cold calling, and his strategies for early engagement and rigorous market research.

This episode offers practical advice and real-life examples of businesses navigating the complexities of government contracts for significant cost savings.

00:00 Introduction to Government Contracting Success

00:13 Meet Gavin Tice: From Sales Coach to GovClose Advisor

01:13 The Journey to Winning Government Contracts

02:42 Gavin's Background and Role in Government Contracting

04:44 Applying GovClose Learnings to Real-World Scenarios

06:48 Exploring Consulting Opportunities

07:59 Wins and Strategic Roadmaps in Government Sales

09:51 Support and Interaction in the GovClose Program

11:14 Engaging with Diverse Groups 12:00 Consulting Business Insights

12:42 The Unique Value of Government Contracting

13:05 Pricing and Expertise in Consulting

13:29 The Importance of Asking the Right Questions

13:53 Evaluating Skillsets and Competition

14:30 Navigating the Government Contracting Niche

15:24 The Value of Investing in Yourself

16:28 Practical Applications and Job Interviews

17:27 Business Development Projects

17:56 Market Research and Roadmaps

20:22 Concluding Thoughts and Next Steps

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GET "GovClose" CERTIFIED: Earn up to $400K a year as a freelance GOVERNMENT CONTRACT CONSULTANT: https://www.govclose.com/sales-certification

Hire A Trained Government Conrtracting Expert: https://govclose.com/contracts-training

FREE BOOK: Download the "Government Contract Planner" For Free at https://www.dodcontract.com

SUBSCRIBE TO OUR YOUTUBE Channel: https://www.youtube.com/@dodcontractacademy/?sub_confirmation=1

In this video, we explore how small businesses can secure lucrative contracts with the U.S. federal government by providing garbage collection services.

We review low competition in the market, the significant funds allocated by the government to small businesses, and the substantial earnings potential—highlighting two companies that have made over $58 million.

It also emphasizes the importance of finding opportunities before solicitations are released and presents two ways to enhance the chances of winning contracts: hiring a certified advisor or going through a certification program.

Essential tips for navigating government contracting are provided, alongside an invitation to watch a related tutorial on finding opportunities on sam.gov.

00:00 Introduction: Profitable Garbage Business

00:16 Why the US Government Pays for Garbage Collection

01:01 Government Spending on Small Businesses

01:27 Success Stories: Small Businesses Making Millions

02:11 Low Competition in Government Contracting

02:49 Strategies for Winning Government Contracts

03:16 Increasing Your Odds of Success 03:39 Conclusion and Next Steps

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GET "GovClose" CERTIFIED: Earn up to $400K a year as a freelance GOVERNMENT CONTRACT CONSULTANT: https://www.govclose.com/sales-certification

Hire A Trained Government Conrtracting Expert: https://govclose.com/contracts-training

FREE BOOK: Download the "Government Contract Planner" For Free at https://www.dodcontract.com

SUBSCRIBE TO OUR YOUTUBE Channel: https://www.youtube.com/@dodcontractacademy/?sub_confirmation=1

Ethan Martin: Journey from Sales Veteran to Government Contracting Consultant In this episode, Ethan Martin, a 20-year veteran in medical sales, shares his transformational journey into the world of government contracting through the GovClose certification program. Discover why Ethan chose this path, how the program provided him with valuable insights, and the steps he took to create a successful consulting LLC. Learn about the structured learning process, the importance of a supportive community, and the steps to carve out a niche in this field. Ethan discusses the advantages of having a roadmap for building a sellable asset, leveraging his medical sales expertise, and transitioning into a lucrative consulting role. Gain insights into the GovClose program's unique approach in teaching government contracting and how it prepares users to consult effectively in various industries. 00:00 Introduction to Government Contracting 00:59 Meet Ethan Martin: A Success Story 01:51 The GovClose Program Experience 04:18 Building a Consulting Business 08:57 The Value of Community and Support 11:57 Conclusion and Future Opportunities Get Certified: https://www.govclose.com

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Get CERTIFIED: Become a certified GovClose Advisor and Earn up to $400K a year as a freelance GOVERNMENT CONTRACT CONSULTANT

HIRE An Expert: Hire one of our certified advisors to optimize your approach to federal sales and win more contracts. Full, Part Time & project based options available.

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This is directkly from the GovClose Certification Program. Best viewed in video form but still very valuable!

Happy hunting!

• Rick

Former Government Procurement officer Rick Howard shows how he uses Acquisitions Forecasts to find leads before solcitations come out.

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GET CERTIFIED: Earn up to $400K a year as a freelance GOVERNMENT CONTRACT CONSULTANT: https://www.govclose.com/sales-certification

FREE BOOK: Download the "Government Contract Planner" For Free at https://www.dodcontract.com

Retired Colonel Lewis Orndorff, an expert in government contracts with over 30 years of experience walks through reading and understanding Requests for Proposal (RFPs) and Requests for Quote (RFQs) for government contracts.

Colonel Orndorff provides crucial advice on often-overlooked elements in these documents, such as FAR clauses, cost structures, and compliance requirements, that can significantly impact a company's obligations and costs.

The session includes practical examples and advice on identifying and understanding key contract details, ensuring companies make informed bidding decisions. Additionally, the episode discusses negotiation possibilities and the importance of understanding contract clauses to avoid potential pitfalls. I

Ideal for those interested in government contracting, the discussion also highlights the benefits of joining the GovClose certification program for specialized training in this field. 00:00 Introduction to Government Contracting

00:00 Introduction to Reading an RFP 00:16 Understanding the Documents: RFQ vs. RFP 00:39 Key Considerations in Proposals 01:42 Detailed Examination of Solicitation Sections 03:59 Contract Types and Their Implications 06:39 Importance of Reading Clauses 08:40 Tools and Strategies for Cost Estimation 10:26 Navigating the Proposal Submission Process 11:49 Highlighting Important Clauses 16:21 Practical Examples and Case Studies 30:02 Q&A Session

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Get CERTIFIED: Become a certified GovClose Advisor and Earn up to $400K a year as a freelance GOVERNMENT CONTRACT CONSULTANT

HIRE An Expert: Hire one of our certified advisors to optimize your approach to federal sales and win more contracts. Full, Part Time & project based options available.

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In this episode, Rick Howard of GovClose.com shares insights on how to successfully build a one-man consulting business focused on government contracting.

He discusses the importance of understanding the government contracting process, provides tips on starting a consulting business from scratch, and explains the potential for high earnings in this field.

Howard also highlights the value of his certification program, which trains individuals in government sales to help small businesses access government contracts.

Throughout the session, he responds to audience questions on various aspects of government contracting, including subcontracting, proposal writing, and navigating government buying processes.

00:00 Introduction to Building a One-Man Consulting Business

02:43 Overview of Government Contracting

06:35 Starting a Consulting Business

09:52 Generating Revenue and Finding Clients

18:01 Leveraging Real Estate Expertise in Government Contracting

23:25 Using Online Platforms for Lead Generation

25:23 Exploring Government Spending Data

29:11 Analyzing Residential Construction Spending

30:25 Opportunities for Small Businesses in Government Contracts

32:54 Navigating the Proposal Process

34:53 Consulting Course and Certification Program

38:22 Building a Federal Sales Roadmap

44:56 Leveraging Chat GPT for Proposal Writing

50:19 Starting a Government Contracting Business

53:45 Final Q&A and Closing Remarks

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SUBSCRIBE TO OUR YOUTUBE Channel!

Get CERTIFIED: Become a certified GovClose Advisor and Earn up to $400K a year as a freelance GOVERNMENT CONTRACT CONSULTANT

HIRE An Expert: Hire one of our certified advisors to optimize your approach to federal sales and win more contracts. Full, Part Time & project based options available.

Follow me on Linkedin!

American AI Logistics

In this episode of the DOD Contract Academy Podcast, we interview John Conferencesco from American AI Logistics.

The focus is on a revolutionary service that allows companies to generate numerous government contract proposals easily and cost-effectively using AI.

John shares his industry insights, starting from his civilian work with the Navy to his entrepreneurial achievements.

The discussion covers the intricacies of government contracting, ranging from products like toilet paper to high-end software solutions, highlighting strategies like 'bid to lose' for market entry.

Tune in to learn about this innovative tool that can transform how businesses approach government contracting.

00:00 Introduction and Special Interview Announcement

01:00 Introducing John and His Background

01:52 John's Early Career with the Navy

02:43 Transition to the Private Sector

07:24 Experiences at Lockheed Martin and Booz Allen

12:43 Building a Business with Active Navigation

14:11 Sales Strategies and Client Relationships

23:11 Success with Cybersecurity and Starting a New Company

24:50 Understanding Bid Strategies in Government Contracting

25:59 The Concept of 'Bid to Lose'

30:40 Leveraging Technology and AI in Bidding

32:39 Challenges and Realities of Government Contracting

38:59 The Importance of Relationships and Salesmanship

42:05 Exploring the Future of Bidding with AI

48:59 Getting Started with AI-Driven Bidding

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SUBSCRIBE TO OUR YOUTUBE Channel!

Get CERTIFIED: Become a certified GovClose Advisor and Earn up to $400K a year as a freelance GOVERNMENT CONTRACT CONSULTANT

HIRE An Expert: Hire one of our certified advisors to optimize your approach to federal sales and win more contracts. Full, Part Time & project based options available.

Follow me on Linkedin!

In this special episode of the DOD Contract Academy podcast, we provide a comprehensive Q&A session originally aired live on YouTube. The episode addresses key questions and strategies for navigating government contracts, particularly for those new to the field or considering a consulting career in the government space. Topics include using USAspending.gov for market research, understanding the importance of NAICS codes, finding out if the government buys what you sell, and initial steps for small businesses looking to enter government contracting. A Additional advice is given on finding niches, understanding competition, and the timeline for securing government contracts. 00:00 Introduction and Overview 00:45 Starting with Government Contracting 01:30 Understanding Government Spending 02:12 Using USA Spending and NAICS Codes 04:10 Registering Your Business 04:49 Exploring Government Contracting Careers 05:46 Finding Your Niche

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Learn the realities of selling to the government and why it often takes longer than expected. Discover effective strategies to expedite the process, such as leveraging existing government customers, understanding the Small Business Innovation Research (SBIR) program, and exploring the Other Transaction Authority (OTA) framework. The discussion also covers traditional contracting timelines, the importance of building a robust sales pipeline, and the benefits of early involvement. Rick Howard offers practical advice on navigating funding delays and making the most out of fallout funds to secure significant government contracts. 00:00 Introduction to Government Contracting 00:41 Understanding the Sales Timeline 01:32 Strategies for Fast Government Sales 03:31 Leveraging SBIR for Quick Wins 04:22 Exploring Other Transaction Authority (OTA) 06:07 Traditional Government Contracting Methods 12:25 Building a Successful Government Sales Pipeline 15:13 Conclusion and Resources SUBSCRIBE TO OUR YOUTUBE Chanel! https://www.youtube.com/@dodcontractacademy/?sub_confirmation=1

GET CERTIFIED: Earn up to $400K a year as a freelance GOVERNMENT CONTRACT CONSULTANT: https://www.govclose.com/sales-certification

SCHEDULE A BUSINESS GROWTH COACHING SESSION WITH Lt Col (Ret) Howard https://www.dodcontract.com/offers/icoUFuC2/checkout

Order Today "The Government Contract Planner" https://a.co/d/7HCQFHy

WATCH NEXT: The GovClose Certification https://youtu.be/S2UwMq6933Y

How To Write Proposals: https://youtu.be/5GoJFzFrsSk 2024

Sam.gov Registration https://youtu.be/ahOJCDV4Q-E?si=e_fZxBuIrwkQaOtQ

Follow me on Linkedin: https://www.linkedin.com/in/rickychoward/

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SUBSCRIBE TO OUR YOUTUBE Chanel! https://www.youtube.com/@dodcontractacademy/?sub_confirmation=1

GET CERTIFIED: Earn up to $400K a year as a freelance GOVERNMENT CONTRACT CONSULTANT: https://www.govclose.com/sales-certification

SCHEDULE A BUSINESS GROWTH COACHING SESSION WITH Lt Col (Ret) Howard https://www.dodcontract.com/offers/icoUFuC2/checkout

Order Today "The Government Contract Planner" https://a.co/d/7HCQFHy

WATCH NEXT: The GovClose Certification https://youtu.be/S2UwMq6933Y

How To Write Proposals: https://youtu.be/5GoJFzFrsSk 2024

Sam.gov Registration https://youtu.be/ahOJCDV4Q-E?si=e_fZxBuIrwkQaOtQ

Follow me on Linkedin: https://www.linkedin.com/in/rickychoward/

In this episode, Ricky Howard, a former government procurement officer, shares critical insights on how to approach government contracting. Ricky guides viewers through the three key questions they need to ask during meetings with government officials to determine if they have a legitimate opportunity to win a contract. He emphasizes the importance of engaging with the government before solicitations are published and understanding the funding, timeline, and contract methodology. Additionally, the video offers tips on managing expectations and potential strategies if your business lacks required qualifications. Ricky also promotes govclose.com for further training and consultancy support.

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Get the GovClose Certification: https://www.govclose.com/sales-certif...

Our students learn the government contracting skills to :

1. Start their own consulting business that can earn up to $400k as a "solopreneur" advising businesses that sell to the government.
2. Land high paying sales executive jobs with companies in the public sector.
3. Increase government contracting revenue for companies selling to the US government.

Learn more at GovClose.com

Subscribe to our YOUTUBE channel!

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Get the GovClose Certification: https://www.govclose.com/sales-certif...

Our students learn the government contracting skills to :

1. Start their own consulting business that can earn up to $400k as a "solopreneur" advising businesses that sell to the government.
2. Land high paying sales executive jobs with companies in the public sector.
3. Increase government contracting revenue for companies selling to the US government.

Learn more at GovClose.com

Subscribe to our YOUTUBE channel!

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Get Certified as a GovClose Advisor at govclose.com

Check out Govly at govly.com

Join the 3 Day Lead Challenge 6-8 Aug 2024!

I talked to the CEO of Govly and he shows you all of the advances they've made with their system and how they are matching hundreds of primes and subcontractors and helping them win big contracts.

If you've ever wondered whether or not you're seeing all of the contract opportunities available on sam.gov then you're about to learn that..... you're absolutely not seeing them!

That's because they do not all come out I'm sam.gov. This could be a game changer for your business. Hope you enjoy!

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Get the GovClose Certification https://www.govclose.com/sales-certification

In this interview I talk with John Martin, CEO of BUNDLAR. John's augmented reality tech company has claimed multiple contracts with the DoD and things are really taking off for them!

In this episode you can learn how a small team can win big government contracts using a step-by-step strategy, positive attitude, and most importantly --an amazing solution!

00:39 How does investment from the U.S. government through programs like the SBIR benefit technology startups?

01:15 Why are conferences valuable for understanding military needs and networking with prime contractors?

24:45 - What strategies are effective for finding and responding to government contract opportunities on sam.gov?

29:17 Why meeting with the government is so important to win contracts.

39:54 What is a winning sales philosophy, especially in terms of government contracting

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Welcome to this week's episode of the DoD Contract Academy! Today, we're diving into the world of government contracting, exploring why getting certified and trained in this field can open up incredibly lucrative opportunities. We'll share insights from our comprehensive certification program under GovClose, guiding you on how to start a profitable consulting business or land a high-paying sales executive job. If you're ready to take the next step in your career, visit GovClose Certification Program to learn more and schedule a call with one of our advisors.

[00:01:14] Why Certification and Training Matter

• Title: The Importance of Certification
• Description: Explanation of why getting certified and trained in the process of selling to the US government can be highly lucrative for both consulting businesses and salaried positions.

[00:03:33] Federal Spending and Small Business Opportunities

• Title: Federal Spending Insights
• Description: A look at federal spending trends, focusing on small business opportunities and the types of goods and services the government purchases.

[00:06:33] The Certification Program: What You'll Learn

• Title: Certification Program Breakdown
• Description: Detailed overview of the certification program, including learning how the government makes purchases, building a federal sales roadmap, and developing a niche strategy.

[00:09:42] Selling to the Government vs. B2B/B2C

• Title: Government Sales vs. Commercial Sales
• Description: The differences between selling to the government and commercial sectors, and why understanding these differences is crucial.

[00:11:00] Starting Your Consulting Business

• Title: Launching a Consulting Business
• Description: How to start a consulting business focused on government contracts, including finding leads, establishing expertise, and generating recurring revenue.

[00:15:00] Building a Sustainable Client Pipeline

• Title: Client Pipeline Strategies
• Description: Strategies for building and maintaining a pipeline of clients to ensure consistent and predictable income.

[00:18:15] Effective Pitching and Proposal Writing

• Title: Mastering the Pitch
• Description: Tips on effective pitching, writing proposals, and invoicing clients for consulting services.

[00:21:30] Real-Life Success Stories

• Title: Success Stories
• Description: Case studies and testimonials from individuals who have successfully leveraged the certification program to generate significant income.

[00:23:00] Advanced Sales Strategies

• Title: Advanced Strategies
• Description: Advanced strategies for selling to the government and running a consulting business, including how to handle niche areas like cybersecurity and SBIR projects.

[00:26:00] Salaried Positions in Government Sales

• Title: Lucrative Sales Jobs
• Description: Exploring high-paying sales positions within companies selling to the government, and how certification can help secure these roles.

[00:28:00] Final Thoughts and Call to Action

• Title: Final Thoughts
• Description: Recap of the episode, the importance of investing in oneself through certification, and how to schedule an enrollment interview with an advisor.

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Imagine you had the chance to win a $20 million government contract by winning a race. But there's a catch: the race isn't just about speed; it's about wisdom and strategy. In this episode of the DoD Contract Academy Podcast, we dive into a parable about three brothers, each representing a different approach to winning government contracts.

• The youngest brother symbolizes companies that dive into government contracting unprepared, rushing off without a clear plan.
• The middle brother represents firms that have some direction but lack detailed understanding, leading to wasted time and resources.
• The oldest brother embodies the strategic approach, gathering all necessary information, coordinating resources, and executing a well-thought-out plan.

Through this story, you'll learn the importance of preparation, strategic planning, and leveraging available resources to successfully navigate the complexities of government contracting.

Don't miss out on the wisdom shared in this episode. For more insights and personalized guidance, visit govclose.com and schedule a free advisory session and training for government contracting.

#GovernmentContracts #StrategicPlanning #DoDContracting #GovClose #Entrepreneurship #SmallBusiness #Podcast

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Free Government Contract Training at: https://www.govclose.com

In this episode of the DoD Contract Academy podcast, host Richard C. Howard, a former government procurement officer, discusses the timelines and strategies for securing government contracts. Richard provides practical advice on how to navigate the process, emphasizing ways to expedite winning government contracts. This episode is particularly useful for businesses aiming to enhance their government contracting efforts.

Time-Stamped Focus Areas:

• [00:42] Explanation of OTA (Other Transaction Authority) and how it can facilitate faster government contracting.
• [03:27] Overview of the expected timelines for different government contracts, ranging from quick 30-day turnarounds to longer 18-month processes.
• [08:15] Strategies for leveraging the SBIR (Small Business Innovation Research) program to secure government investment for innovative projects.
• [10:33] Best practices for selling to existing government customers to secure repeat business.
• [15:24] Introduction to fallout funds and strategies for accessing these end-of-fiscal-year resources.
• [17:00] Discussion on how to use existing customer relationships to gain referrals within government agencies.

Call to Action: Register for our free training session at GovClose.com to learn more about the government contracting process. This session is designed to provide you with practical steps and guidance to enhance your approach to securing government contracts.

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In this episode of the DOD contract Academy podcast we go over some recent listener questions.

included topics touch on how to develop relationships, why RFPs don't win contracts, specific questions about user industries even whether or not you need the latest AI tools to help write a proposal!

00:12 How important are relationships in winning government contracts?

02:10 RFPs don't win contracts, here's why?

03:30 Do you need a contractor's license to do government work?

04:00 How to write a proposal?

06:25 Can 8(a) certification help in winning more government contracts?

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Join The Gov Close Wait List

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FREE GIFT: https://www.dodcontract.com

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What you’ll learn:

• How to use SAM.gov to find and attend industry days and other key events.
• Strategies for identifying opportunities well before solicitations are issued.
• Tips on managing your government contracting opportunities using tools like Gov Close.

Watch now: Watch the Episode on YouTube

If you want to check out the GovClose sales management system I'm using in the video you can do so here:

https://www.govclose.com/

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Join Ricky, a seasoned expert with a wealth of experience both as a former government procurement officer and now a consultant helping businesses secure government contracts, in a deep dive into the intricacies of SAM.GOV. With over $82 billion in contracts managed and a successful coaching business under his belt, Ricky offers listeners an insider's perspective on leveraging SAM.GOV to win government contracts. Unlike the typical advice found on social media, this podcast episode unveils the truths and strategies that deviate from the mainstream, guiding listeners through the often-overlooked opportunities and methodologies that can make all the difference.

In this episode, Ricky demystifies the process of using SAM.GOV, highlighting how to search for and identify opportunities that many competitors miss. He explains the significance of "sources sought" notices over traditional solicitations like RFPs and RFQs, emphasizing the importance of early engagement and relationship building with government officials. Ricky shares actionable advice on how to position your business as a front runner by assisting in the solicitation writing process, thereby influencing the government's requirements to favor your company's strengths and capabilities.

Listeners will learn about the comprehensive steps involved in tracking and managing opportunities through SAM.GOV and the critical role of a systematized approach in navigating the government contracting landscape. From initial opportunity identification to proposal submission and follow-up, Ricky covers the marathon nature of selling to the government and how to strategically position your business for success.

Whether you're a small business owner, an entrepreneur eyeing government contracts, or a seasoned contractor looking to refine your approach, this episode is packed with invaluable insights and tips on how to leverage SAM.GOV effectively. Get ready to transform your strategy and approach to government contracts with expert guidance from someone who's mastered both sides of the process.

Website: dodcontract.com

For More Tools and Resources: govClose.com

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Join us on the DOD Contract Academy Podcast as we delve into an inspiring journey with Forces Horizon, a revolutionary company transforming the way veterans transition into the civilian workforce.

In this special episode, Forces Horizon's CEOs, Devon Smith (US) and Ben Robb (UK), share the powerful impact of their AI-driven platform designed to seamlessly translate military experience into valuable civilian job opportunities. Discover how Forces Horizon is not only facilitating a smoother transition for veterans but also empowering businesses to recognize and harness the unmatched potential of veteran talent.

If you're a veteran looking to navigate the job market, a company eager to tap into skilled veteran candidates, or simply interested in the intersection of technology and veteran support, this episode is for you.

Dive into our conversation and explore how Forces Horizon is reshaping the future of veteran employment.

For more information on Forces Horizon and to start your journey, visit Forces Horizon's website.

To learn more about selling to the government and to enhance your team with dedicated training and tools, visit DOD Contract Academy.

This episode is a must-listen for anyone passionate about supporting our veterans' transitions, leveraging cutting-edge AI for social good, and understanding the valuable skills veterans bring to the civilian job market. Tune in now to explore the pivotal role of technology in empowering our heroes' transitions and how your business can benefit from veteran expertise.

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Podcast Description: After exploring the crucial role of early lead identification in Part 1, this episode shifts focus to the most critical step in the government contracting process: converting those leads into meetings.

Discover actionable strategies for setting up impactful discussions with government officials, including how to leverage sources sought responses, optimize relationships with existing government clients, and make the most of acquisitions forecasts.

Plus, uncover the key questions you should be asking in every meeting to enhance your competitiveness and make informed decisions about pursuing opportunities.

Timestamped Sections: * [00:00:00] Introduction to converting leads into meetings * [00:01:00] Strategy 1: Setting up meetings from sources sought responses * [00:04:20] Strategy 2: Upselling and maintaining communication with existing clients * [00:06:50] Strategy 3: Engaging with acquisitions forecasts and securing meetings * [00:08:00] The importance of scheduling meetings and leveraging LinkedIn for connections * [00:08:50] Essential questions to ask in government meetings to gauge opportunity viability * [00:14:30] Evaluating whether to pursue the opportunity based on meeting insights * [00:15:20] Conclusion and how to leverage DODContract.com for further resources

For help with your business go to www.dodcontract.com

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Dive into the first episode of our three-part series, based on "The Government Contract Planner," where we explore the critical first steps for businesses aiming to win government contracts.

This episode focuses on the significance of lead generation and provides a roadmap for identifying and pursuing viable government contracting opportunities.

Learn how to sidestep common errors, understand RFI and acquisition forecasts, and develop a systematic approach to convert leads into contracts.

For businesses looking to either break into or optimize their government contracting efforts, this episode is packed with practical advice.

Enhance your strategy by visiting DODContract.com for academy membership and further guidance.

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In this episode I work with an Academy student on devloping his niche. Learn the fundamentals of doing the research that will set you up for success!

If you want personalized assistance from my team and I to help you start selling to the US government, increase the number of contracts you are winning or optimize the contracts you currently have please reach out to us at: https://www.dodcontract.com/

If you have comments or would like to reach me personally you can do so at richard@richardchoward.com

You can also connect with me on LinkedIn at: https://www.linkedin.com/in/rickychoward/

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Contrary to the belief that one can commence their venture by merely assembling existing technologies or services, the most successful "middlemen" in government contracting have a foundational story rooted in delivering unique, specialized solutions. These companies have demonstrated deep expertise and innovative capabilities that address specific government challenges, setting the stage for their evolution into roles where they integrate broader solutions.

Highlighting the Giants and Their Beginnings

We explore the origins and evolutions of the giants in the government contracting realm, emphasizing that their success as "middlemen" was predicated on their initial, distinct offerings.

A Message to Aspiring "Middlemen"

For small businesses looking to make their mark in government contracting, remember: the most impactful "middlemen" began their journey with a focus on solving unique challenges through specialized solutions. Your path to becoming a trusted government partner is paved with the innovation and expertise you bring to the table from day one.

The transition from offering a specific technology or service to becoming a successful "middleman" entails not just assembling solutions but integrating them with a level of expertise and innovation that transforms the government's operational capabilities. As you navigate your venture in government contracting, consider how your unique solution can lay the groundwork for broader opportunities and redefine your role as a valuable "middleman" in this competitive space.

Let's champion the specialized beginnings that fuel the evolution into trusted government "middlemen," shaping the future of government operations with innovation and expertise.

https://www.dodcontract.com

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We don't talk State & Local on this podcast very often. It's all about Federal right??

The good news is I have Lisa from the RFP success company on this episode and she is absolutely the expert that can answer our questions!

Some of topics covered:

1. Differences in Federal dn State contracting.
2. Timelines.
3. Certifications and if they are important.
4. Differences between States.

You can contact Lisa directly at Lisa@RFPsuccess.com

Need help selling to the US government? Head on over to dodcontract.com and learn about our coaching program!

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A client of mine recently won a 9 figure government contract, as a subcontractor! This is how we did it... Note: I recommend NOT overlooking the power of subcontracting in hashtag#govcon. You might be surprised how many big companies hold both prime and sub-contracts with the US government. Some focus exclusively on subcontracting, but that's a post for a different day! Now the steak... First, I always ensure our coaching clients do not make the biggest mistake of hashtag#subcontracting , which is blindly reaching out to primes and begging for work! Begging for work, does NOT work. At least, not usually. You might get lucky, but I believe in creating my own luck. Your time will be much better spent doing the following: 1. Find a pre-RFP opportunity in samgov (or whatever platform you use for gov hashtag#leads). This will give you enough time to form a teaming agreement and influence the opportunity. 2. Next, reach out to the program office with any question you have about answering the sources sought. You are now in "communication" with the gov program office. This is important, see step 3. 3. Finally, research small to medium size companies with past performance as PRIME contractors selling to the agency your sources sought is with. You can do this for free on USA Spending. 4. Reach out to 5 of these companies (provided they can provide part of the solution the government is after, better if they do NOT provide the solution that YOU specialize in). a. Tell the company you are communicating with the specific agency office, (ex: Army Corps of Engineers) on an upcoming opportunity. b. Tell them you are looking for a prime that can do the part of the work that your company does not specialize in. c. Ask to set up a call if they are interested.

DO NOT 1. Send them a link to the opportunity 2. Tell them what the opportunity is, except in generalities. Save the specifics for when you meet with the potential prime. If you are doing this correctly you should be setting up 2-3 meetings for every 5 companies you reach out to. They will want to talk with you because: 1. You did the work of finding an early opportunity in the market research phase. 2. You are engaging with the program office. Obviously, there's quite a bit more to this. However, this is how my client formed her partnership and teaming agreement with the prime they are on contract with.

Also, we are excited to announce that our book "The Government Contract Planner" is now available on Amazon!!

Don't forget to follow the DoD Contract Academy podcast and leave a review!!

If you want personalized assistance from my team and I to help you start selling to the US government, increase the number of contracts you are winning or optimize the contracts you currently have please reach out to us at: https://www.dodcontract.com/

If you have comments or would like to reach me personally you can do so at Rick@dodcontract.com

You can also connect with me on LinkedIn at: https://www.linkedin.com/in/rickychoward/

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In this episode I share a presentation I gave on the 3 steps business leaders need to take in order to win government contracts.

Also, we are excited to announce that our book "The Government Contract Planner" is now available on Amazon!!

Don't forget to follow the DoD Contract Academy podcast and leave a review!!

If you want personalized assistance from my team and I to help you start selling to the US government, increase the number of contracts you are winning or optimize the contracts you currently have please reach out to us at: https://www.dodcontract.com/

If you have comments or would like to reach me personally you can do so at richRick@dodcontract.com

You can also connect with me on LinkedIn at: https://www.linkedin.com/in/rickychoward/

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In this episode we talk with a good friend and former member of the DoD Contract Academy Koren Wise! Koren is the owner of Wise Technical Innovations and covers the latest news regarding CMMC and what every gov contractor is goung to need to be prepared for.

This is one of those episodes that can make a critical difference in your business. I highly recommend listening tio this entore episode whether you are just starting or have been in the public sector for a while.

You can learn more about Koren at: http://www.wtinetworks.com/

Don't forget to follow the DoD Contract Academy podcast and leave a review!!

If you want personalized assistance from my team and I to help you start selling to the US government, increase the number of contracts you are winning or optimize the contracts you currently have please reach out to us at: https://www.dodcontract.com/

If you have comments or would like to reach me personally you can do so at richard@richardchoward.com

You can also connect with me on LinkedIn at: https://www.linkedin.com/in/rickychoward/

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Welcome to the DoD Contract Academy Podcast! In this exclusive episode, we dive into the world of government contracts with the exceptional Michael LeJeune, a best-selling author, renowned speaker, and esteemed government contract expert.

🌟 Join us as Michael shares invaluable insights on establishing trust with the government, a crucial step in accessing the treasure trove of inbound leads.

Get all of the DoD Contract Academy Training and Episodes at DoDContract.com

Make sure to grab your copy of The Government Contract Planner, now available on Amazon: https://a.co/d/0rrzkpa

🌐 Connect with Michael LeJeune:

🔗 Website: http://michaellejeune.com

🔗 LinkedIn: https://www.linkedin.com/in/michaeljlejeune/

00:00 - Introduction to the episode and Michael LeJeune.

06:18 - $60K Toilet Paper Contract 10:40 Why Michael Got Into Government Contracting & Federal Access

11:48 - The 3 Levels of Government Contracting & Working with Tony Robins

14:45 - Veterans and engineers make great sales executives

19:40 - The VOSB is worthless, you need SDVOSB

26:00 - The history of GovCon 30:00 Capabilities Statement

37:30 You Build Your Brand By Doing The Work

40:50 Public Speaking

41:30 Inbound Leads

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Welcome to DoD Contract Academy,

In this episode, we delve into what it really takes to get government contracts. Ricky hops on a flight to Europe days after identifying a Foreign Military Sales opportunity.

We'll give you the first hand the ins and outs of going after an FMS contract, experiencing the real hustle it demands.

0:00 A Crazy Journey

0:19 Identified A Sources Sought Opportunity

0:35 What is A Foreign Military Sale

1:10 Engaging the Contracting Officer

1:54 Small Victory 2:14 An Epic Journey

2:54 The Briefing

3:20 The Return

6:04 A Surprise To help You Win Government Contracts

Explore courses and consulting services at DoDContract.com for invaluable insights and guidance from Ricky Howard and the DoD Contract Academy team. Also, don't miss out on the engaging discussions in our podcast, DoD Contract Academy!

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In this episode, you're going to learn why it is absolutely essential to attend government conferences to win contracts.

Learn why you need to get a booth, as well as critical factors that will make conferencing successful for your business!

0:00 Introduction

1:40 Conferences

3:20 Picking a Government Conference

4:05 Leads

5:41 Meetings

Go to dodcontract.com if you would like help selling to the US government!

Check out this episode on our youtube channel as well as a companion interview with our clients that attended a recent defense conference!

https://youtube.com/@dodcontractacademy

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In this episode of the DOD Contract Academy Podcast, join us as Lt Col (ret) Ricky Howard, a seasoned government procurement officer, takes you on a detailed journey through the essential process of registering your business on SAM.gov. ✨ What to Expect:

• 🛣️ Step-by-Step Guidance: Lt Col (ret) Ricky Howard breaks down the SAM.gov registration process into simple, manageable steps, ensuring that you can confidently navigate the system on your own.
• 💡 Insider Tips: Benefit from Ricky's wealth of experience as he shares insider tips and tricks to streamline the registration process, saving you time and effort.
• 💼 Why DIY?: Discover why you don't need to pay someone to handle your SAM.gov registration. Ricky Howard demystifies the process, empowering you to take control of this crucial aspect of government contracting.

📈 Unlock Your Business Potential: Did you know that the average small business selling to the US government earns a staggering $2.34 million annually? Learn how SAM.gov registration can be a game-changer for your business, opening up opportunities for lucrative government contracts.

🎓 Who is Lt Col (ret) Ricky Howard? Lt Col (ret) Ricky Howard brings decades of experience in government procurement to the table. His mission is to simplify the complex world of government contracts, making it accessible to businesses of all sizes.

🎧 Tune In and Transform Your Business: Don't miss out on this invaluable episode that could propel your business to new heights! Subscribe to the DOD Contract Academy Podcast now and gain the knowledge you need to succeed in the world of government contracting.

🔔 Subscribe, Like, and Share! Hit that subscribe button, give us a thumbs up, and share this episode with fellow entrepreneurs looking to expand their horizons in government contracting.

📌 Connect with Us: Follow us on [Social Media Handles] for the latest updates, exclusive content, and more insights into the world of government contracts.

🚀 Ready to take your business to the next level? Let's dive into SAM.gov together!

Learn More at www.dodcontract.com

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In this episode I'm going to share with you the first steps I take with business owners and sales executives to expand their foot print in the public sector, get some "quick" wins and even new government customers!

Selling to the government should not be confusing! Our weekly episodes are designed to give you clarity on finding and winning US Federal Government Contracts.

Don't forget to check out our growing youtube chanel @DodContractAcademy

You can learn more about selling to the US government and start using our system at: https://www.dodcontract.com

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Michelle LaBrosse is a bonafide Rocket Scientist.

In this interview we walk through Michelle's amazing story: She started as a engineer in the USAF then started a business at 25 where retired General officers were working for her!

She is a graduate of the Harvard Business School’s Owner President Managers (OPM) program and also holds an Aerospace Engineering Degree from Syracuse University and a Mechanical Engineering Degree from the University of Dayton.

Michelle is the founder and CEO of Cheetah Learning, and is also the author of Cheetah Negotiations, Cheetah Project Management, and Cheetah Know How. Michelle grew Cheetah Learning to the global leader in Project Management education to serve over 100,000 students worldwide.

You can learn more about Cheetah Learning at: https://www.cheetahlearning.com/wp/

You can learn more about selling to the US government and start using our system at: https://www.dodcontract.com

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Today I interviewed Jeffrey Feldberg CEO of Deep Wealth, host of the Deep Wealth Podcast and hands down expert at the process of selling your business.

You'll learn why Jeffrey actually refers to this as a "liquidity event" and how he had the courage to turn down an initial 7 figure offer for his business.

Through a process of learning and talking to the right people, Jeffrey added 2 zeros to that 7 figure offer and now pays it forward by helping you (and me) grow your business and start planning for a future sale or "liquidity event". Check out Jeffrey's 90-day Deep Wealth Mastery program at: https://podcast.deepwealth.com You can learn more about selling to the US government and start using our system at: https://www.dodcontract.com

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In this episode we revisit the incredible success story of Matos Builders, a small construction company that has not only secured lucrative federal government contracts but has also nurtured a thriving 60-member team. Joined by Matos Builders' founders, we explore the crucial aspects of their journey that can inspire and guide small businesses aiming to venture into the world of government contracts.

Discover the intricacies of Joint Ventures, a strategy that Matos Builders is using to bid for and win substantial government projects. Dive deep into the art of building a formidable team, learning from their experience in selecting, training, and retaining top talents.

Explore the concept of "battle rhythm for meetings," a unique approach employed by Matos Builders, ensuring that every interaction is purposeful and productive. Understand the nuances of government financing, unraveling the complexities and demystifying the process for businesses seeking financial support for their federal endeavors.

Additionally, gain insights into gow Cybersecurity Maturity Model Certification (CMMC) is being handled by Matos as well as a variety of other topics!

Whether you're a budding entrepreneur or a seasoned business owner, this episode equips you with the knowledge and motivation to embark on your own successful journey into government contracting. Tune in and be inspired to reach new horizons in the world of federal opportunities.

Matos Builders on LinkedIn: matos-builders-llc

Matos Website: https://www.matosbuilders.com/

Check out the new GovClose CRM and Pipeline System at: https://govclose.com/

DoD Contract Academy: https://www.dodcontract.com/

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What are the exact steps your business needs to take in order to win government contracts? If you've ever ask yourself that question, then this is the episode for you.

Our team is very excited to announce that the software tool we've been designing for selling to the government has finally been released.

GovClose is a integration of CRM, Pipeline, Government Contract Strategies and Training.

In this podcast episode, we're covering the pipelines that you can choose from in GovClose and how each one is built on a specific strategy that will walk you step by step from identifying opportunities to closing government contracts.

So whether you're a reseller, an integrator, a subcontractor or if you're selling software as a service or hunting for SBIR contracts, there is a pipeline for each one of those strategies and many more.

This is a great episode, and I think you'll gain a lot of insight as to the specific steps it takes to sell to the government and what a tool like a GovClose can do for you.

Check out GovClose at: https://govclose.com/

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This episode could literally save your business!!

The federal government always pays, but it can take them 30-90 days. Teresa Moon of Parabilis walks you through the steps you can take to ensure that you are set up financially to deliver amazing results to the government.

This is critical information that many businesses don't think through until they win their first few contracts!

Get in touch with Lisa:

Linkedin: https://www.linkedin.com/in/teresa-moon-060b9611b

Parabilis: https://parabilis.com/

If you're ready to take your business to the next level and secure government contracts, don't miss this episode! Join the DoD Contract Academy today to turbocharge your growth.

🌟 Want to see your revenue soar? Here's your chance!

Join DoD Contract Academy today!

Most entrepreneurs play it safe with revenue goals. But what if you could set aggressive goals and create a plan to achieve them? Discover how to make meaningful revenue strides with government contracts in this episode with Richard Howard.

Don't stay stuck at the same revenue level year after year. Tune in and transform your business! Join DoD Contract Academy at https://www.dodcontract.com/

🔗 Connect with us:

• Explore our resources at https://www.dodcontract.com
• Contact Richard personally at richard@richardchoward.com
• LinkedIn: https://www.linkedin.com/in/rickychoward/

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Creatively expressing your companies value to the US government is essential if you want to win contracts.

In this episode we investigate the creative process and see how some of the worlds most creative people can help us think differently and improve our government response writing.

Check out the Creative Act By Rick Rubin: https://www.amazon.com/Creative-Act-Way-Being/dp/0593652886

https://www.megadeth.com/

Whether you're a seasoned entrepreneur or just starting, this episode is your roadmap to success. Don't miss out on the opportunity to skyrocket your business growth with government contracts. Tune in now

If you're ready to take your business to the next level and secure government contracts, don't miss this episode! Join the DoD Contract Academy today to turbocharge your growth.

🌟 Want to see your revenue soar? Here's your chance!

🚀 Double your revenue with government contracts - Join DoD Contract Academy today!

Most entrepreneurs play it safe with revenue goals. But what if you could set aggressive goals and create a plan to achieve them? Discover how to make meaningful revenue strides with government contracts in this episode with Richard Howard.

Don't stay stuck at the same revenue level year after year. Tune in and transform your business! Join DoD Contract Academy at https://www.dodcontract.com/

🔗 Connect with us:

• LinkedIn: @dodcontractacademy
• Explore our resources at https://www.dodcontract.com
• Contact Richard personally at richard@richardchoward.com
• LinkedIn: https://www.linkedin.com/in/rickychoward/

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In our previous episodes, we discussed the foundation of building your government contract pipeline and dug into the strategies for uncovering the most promising opportunities to populate your CRM.

So now what do you do with those opportunities?

In this episode we show you step by step how to:

🔑 Gain a Competitive Edge: Explore the exact steps to submit official responses to government RFI's and Sources Sought.

🤝 Master the Art of Meetings: Learn how to set up critical meetings with key decision-makers.

💡 Insider Strategies: Get ahead of the competition with expert insights on winning government contracts.

Whether you're a seasoned entrepreneur or just starting, this episode is your roadmap to success. Don't miss out on the opportunity to skyrocket your business growth with government contracts. Tune in now

If you're ready to take your business to the next level and secure government contracts, don't miss this episode! Join the DoD Contract Academy today to turbocharge your growth.

🌟 Want to see your revenue soar? Here's your chance!

🚀 Double your revenue with government contracts - Join DoD Contract Academy today!

Most entrepreneurs play it safe with revenue goals. But what if you could set aggressive goals and create a plan to achieve them? Discover how to make meaningful revenue strides with government contracts in this episode with Richard Howard.

Don't stay stuck at the same revenue level year after year. Tune in and transform your business! Join DoD Contract Academy at https://www.dodcontract.com/

🔗 Connect with us:

• LinkedIn: @dodcontractacademy
• Explore our resources at https://www.dodcontract.com
• Contact Richard personally at richard@richardchoward.com
• LinkedIn: https://www.linkedin.com/in/rickychoward/

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In this episode, we talk with Dr. Bhaskar Dutta of DM3D Technology.

DM3D got their federal contracting start with the SBIR program and went on to win government contracts in multiple agencies.

Bhaskar discusses the future of additive manufacturing and how DM3D is making those visions a reality today.

Although DM3D is literally building critical parts for NASA, government contracting DOES NOT have to be rocket science!

Learn more about DM3D at:https://www.dm3dtech.com/

If you want to learn how to win government contracts, heead on over to DoD Contract.com

Check out the DoD Contract Academy today to turbocharge your growth or get started selling to the government. 🚀

Most entrepreneurs play it safe with revenue goals. But what if you could set aggressive goals and create a plan to achieve them? Discover how to make meaningful revenue strides with government contracts in this episode with Richard Howard. Don't stay stuck at the same revenue level year after year. Tune in and transform your business!

Join DoD Contract Academy at www.DoDcontract.com.

🔗 Connect with us: LinkedIn: @dodcontractacademy

Explore our resources at https://www.dodcontract.com

Contact Richard personally at richard@richardchoward.com LinkedIn: https://www.linkedin.com/in/rickychoward/

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This is what no one tells you when starting to sell to the government!

In the last episode we went over a general format for building your pipeline of government contract opportunities, now we go over how to find the opportunities that will populate your CRM or pipeline.

Step oine is finding contract opps before the soliciation comes out using SAM.gov and NAICS codes.

If any of these terms are new to you don't worry because we explain exactly what they are, where you need to go and the exact steps you can taketo start building a 7 figure pipeline of government contract opportunities.

If you want to implement a plan to win governmemt contracts and double your current revenue, this is your time!

Sure, you could keep doing what you’re doing and hopefully grow your revenue at a decent pace.

OR… you could join DoD Contract Academy where we’ll help you implement a plan to start or expand sales with the federal government and double your revenue.

If you’re serious about implementing a plan to grow your business and revenue, DoD Contract Academy is for you!

Most business owners play it safe when it comes to revenue goals. If you want to see growth, you need to set aggressive goals and reverse-engineer a plan to get there. But how can you know what’s going to actually move the needle? If you’re not careful, you could end up wasting a lot of time and energy that don’t make a significant impact on your bottom line.

In today’s episode, Richard Howard walks you through a practical exercise that will help you reverse-engineer a plan to add revenue with government contracts.

If you’re tired of being stuck at the same revenue year after year, this episode is for you! -- Join DoD Contract Academy at www.DoDcontract.com

Connect on Linkedin: https://www.linkedin.com/in/rickychoward/

Follow our YouTube Channel: @dodcontractacademy

You can reach Kizzy at:

Email: kparks@kpcinc.com

Linkedin: https://www.linkedin.com/in/kizzy/

If you need help starting, building, and growing a defense contracting business, check out all of the support and resources at https://www.dodcontract.com

If you have comments or would like to reach me personally you can do so at richard@richardchoward.com

You can also connect with me on LinkedIn at: https://www.linkedin.com/in/rickychoward/

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Beleive it or not, I've worked with companies closing 8 figures a year in federal contracts that are using spreadsheets to manage their pipeline!

Even though some Customer Relationship Management tools claim to have a capability that will work for public sector I've never used one that didnt require significant manipulation in order to be useful in managing the steps involed in government contracting.

Often, even big companies, resort to using spreadsheets. I've build so many of these spreadsheets and edited so many existing CRM suites that we finally trhrough our hands up and decided to design the first CRM exclusively focused on selling to the US federal government.

What does this have to do with todays episode? In this episode I walk you through assembling a rudimentary spreadsheet that you can use to start building a pipeline. If you are looking for a place to start, this is it.

This is the first in a 6 part series where we weill go over what you can do right now to get the ball rolling and start seeing results.

Check out www.dodcontract.com when you are ready to learn about the DoD Contract Academy and launch your government contracting business!

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In this episode I interview Dr. Kizzy Parks, CEO of K. Parks Consulting and GovConWinners.

Kizzy has captured over $70M in Federal Government Contracts and focuses on providing services to the federal government. She has some advice your not going to hear anywhere else so I recommend taking notes as she talks abouts her journey in government contracting!

If you want to implement a plan to win governmemt contracts and double your current revenue, this is your time!

Sure, you could keep doing what you’re doing and hopefully grow your revenue at a decent pace.

OR… you could join DoD Contract Academy where we’ll help you implement a plan to start or expand sales with the federal government and double your revenue.

If you’re serious about implementing a plan to grow your business and revenue, DoD Contract Academy is for you!

Most business owners play it safe when it comes to revenue goals. If you want to see growth, you need to set aggressive goals and reverse-engineer a plan to get there. But how can you know what’s going to actually move the needle? If you’re not careful, you could end up wasting a lot of time and energy that don’t make a significant impact on your bottom line.

In today’s episode, Richard Howard walks you through a practical exercise that will help you reverse-engineer a plan to add revenue with government contracts.

If you’re tired of being stuck at the same revenue year after year, this episode is for you! -- Join DoD Contract Academy at www.DoDcontract.com

Connect on Linkedin: https://www.linkedin.com/in/rickychoward/

Follow our YouTube Channel: @dodcontractacademy

You can reach Kizzy at:

Email: kparks@kpcinc.com

Linkedin: https://www.linkedin.com/in/kizzy/

If you need help starting, building, and growing a defense contracting business, check out all of the support and resources at https://www.dodcontract.com

If you have comments or would like to reach me personally you can do so at richard@richardchoward.com

You can also connect with me on LinkedIn at: https://www.linkedin.com/in/rickychoward/

--This episode originally aired on 21 September 2021--

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Last years spending is in! In this episode we review the federal small business spending for FY2022.

Bottom line is the US government is spending more money on small business contracts and has some new initiatives to incentivize your involvement.

If you want to implement a plan to win governmemt contracts and double your current revenue, this is your time!

Sure, you could keep doing what you’re doing and hopefully grow your revenue at a decent pace.

OR… you could join DoD Contract Academy where we’ll help you implement a plan to start or expand sales with the federal government and double your revenue.

If you’re serious about implementing a plan to grow your business and revenue, DoD Contract Academy is for you!

Most business owners play it safe when it comes to revenue goals. If you want to see growth, you need to set aggressive goals and reverse-engineer a plan to get there. But how can you know what’s going to actually move the needle? If you’re not careful, you could end up wasting a lot of time and energy that don’t make a significant impact on your bottom line.

In today’s episode, Richard Howard walks you through a practical exercise that will help you reverse-engineer a plan to add revenue with government contracts.

If you’re tired of being stuck at the same revenue year after year, this episode is for you! -- Join DoD Contract Academy at www.DoDcontract.com

Connect on Linkedin: https://www.linkedin.com/in/rickychoward/

Follow our YouTube Channel: @dodcontractacademy

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If you are interested in government funding and SBIR contracts than this is the episode for you!!

Fraser Kitchell is the co-founder and CEO of KEF Robotics and in this discussion he walks us through the innovative technology he and his co founders developed that is on the cutting edge of autonomous flight.

We've had quite a few small businesses on the podcast that have done well with SBIR contracts but none of them have offered the 3 steps Fraser recommends that will 5X your chances of winning a phase 2 award.

Your going to want to listen to this entire episode as it's packed with helpful tips that you can use in your own business.

If you want to implement a plan to win governmemt contracts and double your current revenue, this is your time!

Sure, you could keep doing what you’re doing and hopefully grow your revenue at a decent pace.

OR… you could join DoD Contract Academy where we’ll help you implement a plan to start or expand sales with the federal government and double your revenue.

If you’re serious about implementing a plan to grow your business and revenue, DoD Contract Academy is for you!

Most business owners play it safe when it comes to revenue goals. If you want to see growth, you need to set aggressive goals and reverse-engineer a plan to get there. But how can you know what’s going to actually move the needle? If you’re not careful, you could end up wasting a lot of time and energy that don’t make a significant impact on your bottom line.

In today’s episode, Richard Howard walks you through a practical exercise that will help you reverse-engineer a plan to add revenue with government contracts.

If you’re tired of being stuck at the same revenue year after year, this episode is for you! -- Join DoD Contract Academy at www.DoDcontract.com

Connect on Linkedin: https://www.linkedin.com/in/rickychoward/

Follow our YouTube Channel: @dodcontractacademy

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If you want to implement a plan to win government contracts and double your current revenue, this is your time!

Sure, you could keep doing what you’re doing and hopefully grow your revenue at a decent pace.

OR… you could join DoD Contract Academy where we’ll help you implement a plan to start or expand sales with the federal government and double your revenue.

If you’re serious about implementing a plan to grow your business and revenue, DoD Contract Academy is for you!

Most business owners play it safe when it comes to revenue goals. If you want to see growth, you need to set aggressive goals and reverse-engineer a plan to get there. But how can you know what’s going to actually move the needle? If you’re not careful, you could end up wasting a lot of time and energy that don’t make a significant impact on your bottom line.

In today’s episode, Richard Howard walks you through a practical exercise that will help you reverse-engineer a plan to add revenue with government contracts.

If you’re tired of being stuck at the same revenue year after year, this episode is for you! -- Join DoD Contract Academy at www.DoDcontract.com

If you are interested in Use Rogue go to the following link for incentives they are offering to our listeners: USE ROGUE

Today's episode is all about how to conduct a meeting with the US government.

There's a specific flow a gov procurement office expects when you show up for a demo or presentation.

In this episode we show you the framework for a holding a successful meeting with your government lead.

More importantly we go over a few things that yoyu NEVER want to do.

Even MORE important, we give you some questions that you have to ask in order to close deals and gain the advantage.

This is a great show, dont miss it!

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Freeman is a student in DoD Contract Academy, but he's not trying to sell to the government...

Instead, his goal is to use what he's learning as a DoD Contract Academy member to advise small companies on government contracting and broker deals.

After just a few weeks in the Academy he's already landed 5 Clients!! This is a great success story and a different angle then we typically discuss.

Now If you want an intersting Niche for coaching or consulting then this is the episode for you.

If you want to implement a plan to win governmemt contracts or advise others to do so then this is your time!

Simply join DoD Contract Academy and we'll teach you what you need to know with our weekly coaching and on demand training.

If you’re serious about implementing a plan to grow your business and revenue, DoD Contract Academy is for you!

Most business owners play it safe when it comes to revenue goals. If you want to see growth, you need to set aggressive goals and reverse-engineer a plan to get there. But how can you know what’s going to actually move the needle? If you’re not careful, you could end up wasting a lot of time and energy that don’t make a significant impact on your bottom line.

In today’s episode, Richard Howard walks you through a practical exercise that will help you reverse-engineer a plan to add revenue with government contracts.

If you’re tired of being stuck at the same revenue year after year, this episode is for you! -- Join DoD Contract Academy at www.DoDcontract.com

Connect on Linkedin: https://www.linkedin.com/in/rickychoward/

Follow our YouTube Channel: @dodcontractacademy

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Craig has a long history of B2B and B2C sales. The problem, is that his new job is asking him to build a pipeline of government contract opportunities and he has not had to do this before.

In this episode we help Craig go from overwhelmed to focused and motivated.

I walk Craig through our DoD Contract Academy framework for building a pipeline of government contract opportunities. We work backwards from his quota with a step by step process that will help him to achieve his government revenue target.

I use a few free tools and government websites during this coaching call so I recommend watching on youtube for those demonstrations.

If you want to implement a plan to win governmemt contracts and double your current revenue, this is your time!

Sure, you could keep doing what you’re doing and hopefully grow your revenue at a decent pace.

OR… you could join DoD Contract Academy where we’ll help you implement a plan to start or expand sales with the federal government and double your revenue.

If you’re serious about implementing a plan to grow your business and revenue, DoD Contract Academy is for you!

Most business owners play it safe when it comes to revenue goals. If you want to see growth, you need to set aggressive goals and reverse-engineer a plan to get there. But how can you know what’s going to actually move the needle? If you’re not careful, you could end up wasting a lot of time and energy that don’t make a significant impact on your bottom line.

In today’s episode, Richard Howard walks you through a practical exercise that will help you reverse-engineer a plan to add revenue with government contracts.

If you’re tired of being stuck at the same revenue year after year, this episode is for you! -- Join DoD Contract Academy at www.DoDcontract.com

Connect on Linkedin: https://www.linkedin.com/in/rickychoward/

Follow our YouTube Channel: @dodcontractacademy

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DoD Contract Academy launches TODAY!

Join now at DODContract.com

If you want to implement a plan to win governmemt contracts and double your current revenue, this is your time!

Sure, you could keep doing what you’re doing and hopefully grow your revenue at a decent pace.

OR… you could join DoD Contract Academy where we’ll help you implement a plan to start or expand sales with the federal government and double your revenue.

If you’re serious about implementing a plan to grow your business and revenue, DoD Contract Academy is for you! Join now at DoDContract.com.
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Most business owners play it safe when it comes to revenue goals. If you want to see growth, you need to set aggressive goals and reverse-engineer a plan to get there. But how can you know what’s going to actually move the needle? If you’re not careful, you could end up wasting a lot of time and energy that don’t make a significant impact on your bottom line.

In today’s episode, Richard Howardwalks you through a practical exercise that will help you reverse-engineer a plan to double your revenue with government contracts. You’ll learn how to determine which products you should focus on selling more of and get buy-in from the rest of your team to accomplish the goal. If you’re tired of being stuck at the same revenue year after year, this episode is for you!
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Join DoD Contract Academy at www.DoDcontract.com

Connect on Linkedin: https://www.linkedin.com/in/rickychoward/

Follow our YouTube Channel:
@dodcontractacademy

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If you are trying to figure out what FedRAMP and CMMC actually is and if it applies to your business than this is the episode for you.

Frankly, Jeff Farr of Sera-Brynn gave us one of the most easy to understand and straight forward explanations of what small businesses need regarding federal contracting and how FedRAMP and CMMC will affect your company.

We discuss the levels of FedRamp certification, how to get certified, the cost of certification as well as FedRAMP equivelency certs.

Jeff discusses how embracing these topics can give your business the competitive edge.

You can reach out to Jeff at https://serabrynn.com/

Trying to Sell To The US Government Is Overwhelming If you don't have a plan... 1. You waste time chasing ideas that don’t move the needle

2. You guess instead of following a process

And that leads to sleepless nights and feeling constantly overwhelmed. We don’t want that for you. DoD Contract Academy has given thousands of business owners a plan for growing revenue. Our plan will work for you too.

Get a 6-step plan to win government contracts through on-demand courses, weekly coaching, and an exclusive community. Join DoD Contract Academy today and start your governent contracting journey!

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John Ferry is back to discuss new features available on the Use Rogue platform.

Speaking from peresonel experience, I can tell you this is a game changer. It's not only saving time assembling responses to the government but is now able to ingest a federal RFP and produce a usable outline with poulated information.

Listen to John explain the latest features and how companies are able to engage on more opportunities because of this amazing technology.

If you are interested in Use Rogue go to the following link for incentives they are offering to our listeners: USE ROGUE

Reserve a copy of Richard's upcoming book: https://www.dodcontract.com/100meetings

Schedule a 60 minute deep dive on your business and get your questions answered: https://www.dodcontract.com/DefenseContractAssessment

Need someone to set up your government sales process? Richard's team is trained and closely managed to deliver results for our clients. Apply to see if your existing business is a good fit for our Done For You services: https://www.dodcontract.com/done-with-you-and-done-for-you-defense-contract-assessment-1

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Great Scott! In this mind-boggling episode of "The DoD Contract Academy," we're going to embark on an extraordinary journey of setting goals and working backward to conquer the realm of government contracts. Get ready for a flux capacitor-powered adventure that'll leave you exclaiming, "1.21 gigawatts!"

We unveil a not so remarkable tool (but it's free) that allows you to peer into the past, uncovering the contracting information of your competitors. You'll discover how they obtained their first government contracts which can save you time and give insight on where to start.

So hop aboard this temporal podcast adventure, as we embark on an awe-inspiring expedition through the annals of government sales. Together, we'll transform the future by learning from the past. Remember, the power of reverse engineering is in your hands, and with it, you can shape a destiny that's 1.21 gigawatts of success!

Don't be a slacker, come visit us at https://www.dodcontract.com/ and learn the art of government contracting!

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On this weeks episode I interview Dr. Hai Lin, owner & President of hai Technologies.

Dr. Lin describes his amazing life journey. His amazing determination and intelect took him from a student in China to completing his PhD in the United States, becoming a US citizen and starting a technology business that's successful in both the commercial and government marketplace.

Dr. Lin provides insight into his success winning US Small Business Innovative Research contracts and imparts his wisdom to both students and business owners on what it takes to succeed.

You can connect with Dr. Lin on LinkedIn at: https://www.linkedin.com/in/hai-lin-90b0478/

Website: https://www.haltechnologies.com/?post_type=product

If your interested in learning how you can succeed in government contracting head over to our website: https://www.dodcontract.com/

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If you considder selling to the US government listen to this podcast episode first!

You can quickly deteremine if the government buys what you sell, how much they are spending and what other businesses are making selling the exact same product or service that you specialize in.

I walk through the steps and free tools I use to deteremine this. Listen to the podcast episode and also check out our youtube channel if you want to see me using the recommended websites and conducting the research I describe in the podcast.

YouTube Channel: https://www.youtube.com/@dodcontractacademy/featured

Website: https://www.dodcontract.com/

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  In this episode I walk you through how I identify and engage on RFI and Sources Sought Responses.

Responding to RFIs and sources sought notices is crucial for identifying potential contracts even before official solicitations are released. To streamline this process, I leverage freelance platforms like Upwork, where you can hire talented individuals to handle various tasks such as opportunity research, RFI response generation, and more.

Additionally, I'll show you (and describe) what it looks like to use AI tools like USERogue to help with the effort. By utilizing these freelance and AI tools effectively, you can maximize your efficiency, broaden your government engagement, and stay ahead in the competitive world of government contracting.

To learn more about leveraging freelance tools and AI solutions to save time and engage with government opportunities, listen to the full podcast episode at www.dodcontract.com.

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I was recently interviewed by Marc Bautis on the Agent of Wealth Podcast.

In this episode I'm reposting that interview. We covered everything from strategy to the opportunity for small businesses and I know you'll enjoy the conversation!

The Agent of Wealth Podcast covers many topics that DoD Contract Academy listeners can benefit from and you can learn more about Marc and get the full transcript for this episode here: https://bautisfinancial.com/episode-157-how-to-leverage-government-contracts-for-small-business-growth-with-richard-c-howard/

Have we connected on LinkedIn? If you enjoy the podcast please connect with us here:

Rick Howard LinkedIn

DoD Contract Academy Linkedin

Finally you can find out more about our services and how we help business owners win federal contracts at:

https://www.dodcontract.com/

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In this enlightening conversation, we dive deep into the world of government contracts with Louis Orndorff, a former US government contracting officer. Join us as we uncover the essential details that often go unnoticed when executing government contracts.

Selling to the US government can be a lucrative opportunity for businesses, but the devil is truly in the details. While many companies focus on securing contracts, they often overlook the crucial aspects that govern their success once they've won the bid. Louis Orndorff, with his extensive experience and knowledge, shares invaluable insights on the important intricacies that demand attention throughout the contract execution process.

Throughout the episode, we explore various topics essential for any organization venturing into government contracting. From understanding and meeting contract requirements to ensuring compliance with intricate regulations and standards, Louis sheds light on the critical elements that can make or break a government contract.

Whether you're a seasoned player in government contracting or just exploring this realm, this episode offers a wealth of knowledge to help you navigate the complexities of executing government contracts successfully. Don't miss out on this opportunity to gain crucial insights from Louis Orndorff, a seasoned expert in the field.

This episode first aired in June 2021

----------------------------------------------------------------------------------------------- If you want personalized assistance from my team and I to help you start selling to the US government, increase the number of contracts you are winning or optimize the contracts you currently have please reach out to us at: https://www.dodcontract.com/

If you have comments or would like to reach me personally you can do so at richard@richardchoward.com

You can also connect with me on LinkedIn at: https://www.linkedin.com/in/rickychoward/

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Welcome to the DoD Contract Academy podcast, your gateway to unraveling the intricacies of government contracting. In this episode, we focus on the fundamental principles that small businesses must grasp to achieve triumph in the realm of government contracts. Join us as we dive into the core elements that pave the way for contracting success, with an emphasis on demystifying the process and providing essential strategies that every business owner can understand at a bachelor's degree level.

Thorough research serves as the foundation of your journey. Gain a deep understanding of how the government procures your products or services through comprehensive market analysis. Aligning your offerings with government needs is crucial for success. Our expert insights and strategies help you identify lucrative niches and strategically position your business for optimal results.

Delving into researching the government agencies or departments that serve as potential buyers is a vital step. Understand your target audience within the government, allowing you to tailor your approach, forge strategic connections, and establish your business as a reliable solution provider. Our analysis equips you with the knowledge to engage with precision and clarity.

Investigate the primary contracting mechanisms employed by the government, focusing on the specific processes relevant to your solution. By understanding these simplified processes, you can proactively identify opportunities before they evolve into formal solicitations. This proactive approach positions your business ahead of competitors and enables effective engagement with government agencies.

Throughout this episode, we emphasize the significance of understanding how the government buys your solution without the need to master the entire federal acquisitions process. We break down complex concepts into accessible strategies that every bachelor's degree holder can comprehend. By following our expert advice, you can enforce each opportunity properly and position your business as the ideal choice for the US government. We provide practical insights, real-world examples, and straightforward strategies to guide your journey towards contracting success.

Tune in to the DoD Contract Academy podcast and demystify government contracting. Master the essential principles and strategies at a bachelor's degree level, empowering your small business to achieve unparalleled success in the government contracting landscape.

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In this episode of the "DoD Contract Academy" podcast, we have the privilege of speaking with John Ferry, a highly accomplished business owner with a deep understanding of government contracts. As the co-founder of Use Rogue, an AI-powered tool revolutionizing proposal writing for government contracts, John brings a unique perspective to our conversation.

Drawing from his firsthand experience as a business owner successfully operating within the government contracting space, John sheds light on the intricacies and challenges that organizations face when vying for lucrative contracts with the Department of Defense. His expertise and insights make this interview all the more valuable for our listeners.

We delve into the genesis of Use Rogue and how it was born out of the need to streamline and enhance the proposal writing process. John explains how his extensive knowledge of the industry, coupled with the power of AI, led to the development of a game-changing tool. By leveraging advanced natural language processing and machine learning algorithms, Use Rogue empowers businesses to generate tailored content, optimize proposal structures, and ultimately increase their chances of winning government contracts.

Throughout the interview, John shares anecdotes from his own journey as a business owner and contractor, providing relatable examples that highlight the tangible benefits of using Use Rogue. He emphasizes the collaborative nature of the tool, combining the strengths of AI with human expertise to produce exceptional proposals.

To learn more about John's business ventures and explore the world of government contracting, we encourage you to visit his website at https://www.userogue.com/ There, you can find valuable resources, insights, and updates on the latest developments in the industry.

For those interested in connecting with me, your podcast host, you can find my LinkedIn profile at https://www.linkedin.com/in/rickychoward/. I regularly share additional content related to government contracting and engage in discussions with industry professionals.

At the DoD Contract Academy, our team is dedicated to assisting business owners in increasing their company valuation by tapping into the potential of government contracting revenue. We understand the immense value that government contracts can bring to a business, and we have developed a proven strategy to help our clients achieve remarkable results. In addition to our expertise in navigating the government contracting landscape, we have introduced a unique opportunity for select companies to work with us by offering equity as a payment option. This innovative approach allows us to align our interests with our clients' long-term success, fostering a mutually beneficial partnership. By combining our in-depth knowledge, strategic guidance, and the possibility of equity participation, we empower businesses to unlock their full potential and experience significant growth in both their contract portfolio and overall company valuation.

Check us out at www/dodcontract.com

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Welcome to the DoD Contract Academy, hosted by Ricky Howard! In this exciting episode, we dive into the world of government contracting and explore the transformative power it holds for small businesses. Join us as we uncover the secrets to acquiring government customers and how it can revolutionize your business.

Government contracting is a unique realm that demands specialized strategies for client acquisition. We'll unravel the mysteries surrounding this process and reveal the key differences you need to know when targeting government customers. From navigating complex procurement procedures to understanding the specific needs and requirements of government agencies, we leave no stone unturned.

Discover how acquiring government customers can be a game-changer for your small business. We'll explore real-life success stories, showcasing how entrepreneurs have leveraged government contracts to propel their growth and achieve unparalleled success.

To take your knowledge further, make sure to visit DoDContract.com, where you'll find a wealth of additional resources and expert guidance. Whether you're a seasoned government contractor or just starting out, this is the place to be for invaluable insights and insider tips.

As always, we encourage you to leave your questions and comments in the section below. Ricky Howard and the DoD Contract Academy team are committed to providing you with the answers you need to thrive in the government contracting landscape. Get ready to unlock the doors to new opportunities and transform your business. Tune in now and get ready to conquer the world of government contracting!

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On this episode of the podcast, we sit down with Oliver Taylor, the head of customer operations at Govly, to discuss their new artificial intelligence (AI) tool that predicts government contract release dates. This game-changing tool leverages historical data and predictive analytics to anticipate when government contracting offices are likely to release new opportunities, giving small businesses a competitive advantage in the procurement process.

Oliver walks us through how the tool works and the benefits it offers to small businesses looking to sell to the US government. We also dive into the larger context of government contracting and how Govly is working to level the playing field and provide equal access to procurement opportunities for all types of businesses.

Whether you're a small business just starting out in government contracting or a seasoned pro looking for new tools to help you succeed, this episode has something for everyone. Don't miss this exclusive interview with one of the leading experts in the government contracting industry.

To learn more about selling to the US government and capturing SBIR contracts, visit dodcontract.com today!

Link: https://dodcontract.com

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Welcome to this episode of the DoD Contract Academy podcast, hosted by Rick Howard. Today, we'll be diving into the important topic of how military veterans can be the key to business success in the defense industry.

As a veteran himself, Rick shares his insights on how the unique experiences and skills gained through military service can be translated into business success, both for veteran-owned businesses and for those hiring veterans for key roles in the defense industry.

We'll explore the advantages of hiring veterans for business development and account executive roles within defense contracting companies, and how veteran-owned businesses are breaking barriers in the industry.

Plus, we'll discuss the resources available to businesses interested in selling to the US federal government, including the support and training provided by DoD Contract Academy.

Don't miss out on this insightful discussion. Tune in to the DoD Contract Academy podcast now and learn why military veterans are the key to business success in the defense industry. And if you're interested in learning more about selling to the US federal government, visit our website at dodcontract.com for more information.

https://www.dodcontract.com/

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In this episode, former federal acquisitions officer Ricky Howard interviews Dr. Teresa Evans, Federal Sales Director for Tier1 Performance Solutions, as she shares her secrets for small business success in the federal government marketplace. Tier1 has over $53 million in government contracts won and Evans emphasizes the importance of building authentic relationships through selfless giving and seeking to understand and provide value to the government customer.

With a PhD in neuroscience, Dr. Evans brain-based federal sales strategy challenges norms and drives results. Teresa explains how authentic relationships and neuroscience principles can help small businesses form relationships with key decision-makers, influencene and win government contracts. With tips on transitioning from a small business to a large business and the positives and negatives of both, this episode is a must-listen for anyone looking to succeed in the government marketplace.

As an added bonus, companies can visit DoD Contract to have our team assemble a custom federal roadmap for your business based on the strategies discussed in this episode. Tune in to learn how authentic relationships, neuroscience, and a solid federal roadmap can help your small business make 7-8 figures a year with federal government contracts!

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This week I'm coming to you on a solo mission. Using re-sellers is not often discussed but is a highly valuable tool many small businesses are using.

Seven benefits to using this strategy are:

1. Access to Existing Contracts: Resellers often have existing contracts with the government, allowing small businesses to take advantage of those contracts and sell their products or services without having to go through the often lengthy and complex process of securing their own contract.
2. Established Relationships: Resellers also have established relationships with government agencies, which can be beneficial for small businesses that may not have the same level of familiarity or experience working with the government.
3. Lower Overhead Costs: By using a reseller, small businesses can potentially save money on overhead costs associated with selling to the government, such as marketing, sales, and administrative expenses.
4. Reduced Risk: Resellers can help small businesses reduce their risk by taking on some of the responsibilities and liabilities associated with selling to the government.
5. Increased Flexibility: Subcontracting through a reseller can give small businesses more flexibility in terms of the type of work they take on, as well as the timing and duration of their projects.
6. Assistance with Compliance: Resellers can help small businesses navigate the often complex and confusing world of government regulations and compliance requirements.
7. Potential for Growth: Finally, subcontracting through a reseller can help small businesses grow their business and increase their revenue by accessing new markets and opportunities that may have been previously out of reach.

Overall, subcontracting with a reseller can be a smart move for small businesses looking to break into the government contracting space, and can help them achieve success and profitability in this highly competitive arena.

If you want personalized assistance from my team and I to help you start selling to the US government, increase the number of contracts you are winning or optimize the contracts you currently have please reach out to us at: https://www.dodcontract.com/

If you have comments or would like to reach me personally you can do so at richard@richardchoward.com

Connect with me on LinkedIn at: https://www.linkedin.com/in/rickychoward/

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In this episode I interview Andrew Everett, owner of Everetech Management & IT Professional Services. He has a fascinating journey as a successful small business defense contractor. Learn how he used his psychology degree and passion for understanding people to help communicate the value of his business to the US government and consistently win contracts.

You can get in touch with Andrew at the below links:

https://www.everetech.com/

https://www.linkedin.com/in/andrew-everett-everetech/

If you want personlized assistance from my team and I to help you start selling to the US government, increase the number of contracts you are winning or optimize the contracts you currently have please reach out to us at: https://www.dodcontract.com/

If you have comments or would like to reach me personally you can do so at richard@richardchoward.com

Connect with me on LinkedIn at: https://www.linkedin.com/in/rickychoward/

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Jacob Hill is the founder of GRC Academy, a training and research platform for governance, risk, and compliance (GRC) professionals!

He has an amazing grasp on the cybersecurity requirements small business owners need to be aware of in order to work with the DoD and other federal agencies.

Jacob walks us through his career working both for the government as well as defense contractors. He explaines things like CMMC and NIST 800-171 in a way that is easily understood and offers a in expensive course on his website for small business owners that I highly recommend checking it out.

You can get in touch with Jacob at the below links:

https://grcacademy.io/

https://www.linkedin.com/in/jacobrhill/

If you want personlized assistance from my team and I to help you start selling to the US government, increase the number of contracts you are winning or optimize the contracts you currently have please reach out to us at: https://www.dodcontract.com/

If you have comments or would like to reach me personally you can do so at richard@richardchoward.com

Connect with me on LinkedIn at: https://www.linkedin.com/in/rickychoward/

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If you want to start selling to the US government or increase the number of contracts your winning head over to DoD Contract for a free consultation.

Welcome to the DoD Contract Academy podcast! In this episode, we sit down with Richard Skayhan and Michael Macsherry, the co-founders of Matos Builders, a construction company that specializes in building and renovating laboratories. Skayhan and Macsherry share their journey in federal contracting and how they have won over $35 million in contracts with the federal government by having a focused niche within the construction industry.

Skayhan and Macsherry talk about their high school friendship and how they started their business with a focus on construction in the laboratory space. They discuss how they listened to the government's requirements and made a smart decision to focus on a very specific area of construction, which led to their success in winning government contracts.

During the episode, Skayhan and Macsherry share insights into the federal contracting process, how to find and win government contracts, and the importance of building relationships with government agencies. They also share some of the challenges they faced in their journey and how they overcame them.

To learn more about Matos Builders and their services, visit their website at: https://www.matosbuilders.com/

You can also connect with Richard Skayhan and Michael Macsherry on LinkedIn at: https://www.linkedin.com/company/matos-builders-llc/.

Don't forget to subscribe to the DoD Contract Academy podcast and leave a review . Thanks for tuning in!

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Lisa Love is the CEO of L2 Cyber Solutions and is an amazing example of how a small business can use subcontracting to build an amazing business in the public sector.

L2 is a former client and I really admire what Lisa and the team have done with this company!

They are requested by name from government offices due to the extremely high quality of cyber and program management solutions they provide.

If you want to learn how to win at subcontracting from the master then this is the episode for you!

You can find Lisa at:

https://l2cyber.com/

LinkedIn: https://www.linkedin.com/in/lisa-love-890a96b/

Want to learn how to sell to the US government or get customized help for your company? Head on over to DoD Contract to learn more!

https://www.dodcontract.com/

Connect with me on Linkedin: https://www.linkedin.com/in/rickychoward/

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If you want help winning a government contract or managing your current federal contract please see our services at: https://www.dodcontract.com/

In this episode I have a fascinating conversation with Dr. Martin Ettenberg, CEO of Princeton Inrfared Technologies.

Dr. Martin is not only an engineer and researcher but a seasoned business developer in the public sector. Through trial and error Martin learned to write proposals and communicate his vision to government purchasers. Once he figured out the formula, his insight as an engineer with deep understanding of the technology gave him a huge advantage in selling to the government!

Learn about Dr. Ettenburg's company, Princeton Infared Technologies and his process of winning government contracts in this weeks episode of the DoD Contract Academy podcast!

You can reach Dr. Ettenburg on Linkedin at:https://www.linkedin.com/in/martinettenberg/

Website: https://www.princetonirtech.com/

If you want help winning a government contract or managing your current federal contract please see our services at: https://www.dodcontract.com/

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Learn my process for winning contracts before your competiion even know there's an opportunity! Head on over to: www.dodcontract.com/

In this episode I look at how much the US government is spending on small businesses selling: Information, Technology and R&D products and services.

It's truly amazing how few small businesses are capitalizing on this and today;s podcast is a quick example of the opportunity that federal contracting presents.

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If you are interested in government funding and SBIR contracts than this is the episode for you!!

Fraser Kitchell is the co-founder and CEO of KEF Robotics and in this discussion he walks us through the innovative technology he and his co founders debveloped that is on the cutting edge of autonymous flight.

We've had quite a few small businesses on the podcast that have done well with SBIR contracts but none of them have offered the 3 steps Fraser recommends that will 5X your chances of winning a phase 2 award.

Your going to want to listen to this entire episode as it's packed with helpful tips that you can use in your own business.

If you want to contact Fraser or check out KEF Robotics please use the below link:

https://www.kefrobotics.com/copy-of-technology

If you want to learn more about how you can start winning government contracts go on over to:

https://www.dodcontract.com/

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In this episode Dr. Kizzy Parks returns and we cover ALOT of ground! Learn about Kizzy's journey in government contracting, how she's crushing it in the professionals services niche, and what you can focus on to see success in the public sector.

You can learn more about Dr. Kizzy parks by visiting her youtube channel or website, links below:

YouTube Channel: https://www.youtube.com/@KizzyParks

Website: https://www.govconwinners.com

Check out DoD Contract Academy to learn more about Ricky Howard and our podcast guests!

https://www.dodcontract.com

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In this episode you'll hear part of a recent Masterclass I taught on selling products and services to the US government. We go over the opportunity, some of my backgroundand the 5 Step Formula I use to win 6-8 figure government contracts.   If you want to take an assessment to see if your idea, small business or business you work for should be selling to the government head over to:   https://www.dodcontract.com

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In this episode Col (ret) Louis Orndorff is back on the podcast to talk about his life as a contracting officer, playing bass in our rock band and how we now help businesses succeed in government contracting!

Learn more at: https://www.dodcontract.com

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In this episode I discuss how important data is to the DoD, a few of the programs that are using it and some things to be aware of if you want to connect your solution to a US government network.

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In this episode I interview Angelos Stavrou Founder of Quokka (formerly Cryptowire). Angelos describes his journey as a professor teaching engineers the business skills they need to transform ideas into reality and how one of those ideas became a massive success both in the public and private sector.

You can reach out to Angelos through LinkedIn here: https://www.linkedin.com/in/angelosstavrou

If you want to work with DoD Contract Academy on selling to the US military and other federal offices you can check us out at: https://www.dodcontract.com

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In this quick episode I discuss some of the technologies the US military is investing, why small businesses are prime for these contracts and a bit about teh history of US military contracts and how they have been responsible for some of the worlds greatest technologies!

https://www.dodcontract.com

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This episode got alot of attention! DR. Kizzy Parks knows an amazing ammount about selling to the government! Kizzy has captured over $50M in Federal Government Contracts and focuses on providing services to the federal government.

You can reach Kizzy at: Email: kparks@kpcinc.com Linkedin:https://www.linkedin.com/in/kizzy/

If you need help starting, building, and growing a defense contracting business, check out all of the support and resources at https://www.dodcontract.com

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This episode is for Military members that are transitioning or retiring as well as business owners looking for great public sector team members. US military members have a big opportunity working with businesses in the federal/defense contracting space and in this episode I discuss what I've learned, wht military members are a great fit for this type ofwork and why companies of all sizes should be looking for transitioning military for their sales and management teams.

Learn more atL: https://www.dodcontract.com

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We had an amazing year of interviews with business owners and subject matter experts and I'm serving up our top 3. This is the #2 in a 3 part series

Today you will hear from Brian Stream CEO of Vermeer. I've received more comments and excitement about this podcast episode then any other.

With no government or military background, zero federal relationships (and zero federal contracting knowledge) Brian pivoted from his Hollywood filming business to winning multiple phase 2 SBIR contracts , catapulting Vermeer into the federal marketplace.

This is a true story of determination, persistence and excellence.

If you would like to work with us to help you get started in federal contracting you can learn more at: https://www.dodcontract.com/academy

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Happy New Year and welcome to another DoD Contract Adademy podcast where our goal is to help small businesses sell products and services to the US Military and other federal agencies.

We had an amazing year of interviews with business owners and subject matter experts and I'm serving up our top 3.

Today you will hear from Oliver Noteware of Street Smart VR and their meteoric rise on the federal scene. There training system is now on over 50 DoD installations and you'll learn how the SBIR program and a "bottoms up" sales approach got them there.

Learn more at: https://www.dodcontract.com/academy

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It's almost the new year and now's the time to put your foot on the government contracting gas pedal! In this episode I discuss the upcoming round of SBIR openings, using SBIR and STTR topics to help find your niche and shamelessly plug DoD Contract Academy! 

https://www.dodcontract.com

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Sam Thevanayagam, President and CEO of Parts Life Inc., identified a US military need and used his experience in the aftermarket auto industry to build a thriving business.

Learning the constraints of federal contracting allowed Sam to anticipate government need and be creative in an area not necessarily known for creativity.

I really enjoyed talking with Sam and if you want to contact him you can find him at Sam@partslifeinc.com

If you want to learn the process small businesses use to win 6-8 figure government contracts head over to: https://www.dodcontract.com

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In this episode Sjueesh Krishnan CEO of Kinnami walks us through his amazing journey developing critical technologies for the DoD, the benefits of AFWERX and why he looks to the US military as his first source for venture capital. You can reach Sjujeesh at Sujeesh@Kinnami.com Website: www.kinnami.com If you want to learn more about selling to the federal government you can learn more at https://www.dodcontract.com

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Scott Schneider, CEO and co-founder of HTX Labs discussed how he views the Federal SBIR program as venture capital and how he's taken HTX into the DoD to help train our warfighters! Learn more about Scott and HTX labs at: https://www.htxlabs.com If you want to learn more about how you can start selling to the DoD and other federal agencies visit us at: https://www.dodcontract.com

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Jim Abercrombie is the President of Trek 10 and has won multiple phase 1 and phase 2 SBIRs! They help design, build and support cloud based solutions and Jim has an amazing government contract journey that you don't want to miss! Learn more about Trek10: https://www.trek10.com Check us out and learn how to start winning defense contracts at: https://www.dodcontract.com

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In this episode we talk with a good friend and former member of the DoD Contract Academy Koren Wise! Koren is the owner of Wise Technical Innovations and covers her own approach to federal sales as a small business owner as well as giving us an over view of CMMC and FedRAMP./ You can learn more about Koren at: http://www.wtinetworks.com/ Don't forget to follow the DoD Contract Academy podcast and leave a review!!

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If you aren't on the big contract vehicles or don't have a GSA schedule, how do you see those opportunities? Once you know about them, how do you partner with a prime that has the right vehicle? In this episode I talk with Mike from Govly to discuss how they are answering that problem and much more! Check out Govly at: https://www.govly.com Learn more at the DoD Contract Academy: https://www.dodcontract.com

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In this episode I work with Eytan to help him determine the best niche to focus his government contracting business on! https://www.dodcontract.com

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Turns out the US Army leads the charge in purchasing graphic design services for the US Government!

In this episode we go over how much the fed spends on these type of services and how to sell to them!

https://www.dodcontract.com/

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The US Government makes a huge mess and someone has to clean it up! In this episode we take some advice from #MikeRowe and look at what the Fed is spending on jobs most of us just don't want to do! Disclaimer: Mike Rowe is not on this podcast. However, he famously talks about doing hard jobs that are in high demand vs following your "passion". This episode focuses on the "Dirty Jobs" that the US government pays big bucks for!! https://www.dodcontract.com

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Dr. Joe has served this country for his entire adult life. He spent 20 years as Army officer and then transitioned his military career into a profitable government contracting business. Don't miss this episode with a servant leader who truly shows how selfless giving is the real key to a successful life and amazing business. Dr. Joe's Contact Info: Dr. Joe’s Profile linkedin.com/in/drjoetrahanaprfellowprsa Websites doctrahanmedia.com (Company) doctrahanmedia.com (Company) Phone 410-908-3036 (Work) Email joe_cajun@yahoo.com Twitter doctrahanmedia If you want to learn more about Defense & Government contracting head to: https://www.dodcontract.com

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In this episode I discuss suggesting your solution to the government, even though they may not be asking for it! https://www.dodcontract.com

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This episode is all about the US Governments program that invests in small businesses to develop technologies and solutions. We talk with 2 small businesses that have had amazing success with the SBIR program as well as one of the best defense sector businesses business developers on SBIR process! We'd love to hear from you! Head on over to https://www.dodcontract.com

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Did you know the US Military spends over $250 Million a year on instruction related services & products? In this episode we dive deep into the world of government contracts for teachers, coaches and instructors. https://www.dodcontract.com

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Learn why defense & government contracts are an untapped revenue stream for most small businesses. Learn more at www.DoDContract.com

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Learn why defense & government contracts are an untapped revenue stream for most small businesses. Learn more at www.DoDContract.com

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Financing can be incredibly important once you're on contract with the US government. Invoicing a federal agency and receiving payment can see a 60 day or more delay! It's important to have financing in place for things like payroll and product development while you're waiting for a government reimbursement. In this episode Matt walks us through how his company finances businesses of all sizes that are selling to the federal government. You can connect with Matt on Linkedin here: https://www.linkedin.com/in/matt-stavish-2156947/ Matt's business website: https://republiccapitalaccess.com You can learn more about government and defense contracting and if its right for your small business at: https://www.dodcontract.com

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Financing can be incredibly important once you're on contract with the US government. Invoicing a federal agency and receiving payment can see a 60 day or more delay! It's important to have financing in place for things like payroll and product development while you're waiting for a government reimbursement. In this episode Matt walks us through how his company finances businesses of all sizes that are selling to the federal government. You can connect with Matt on Linkedin here: https://www.linkedin.com/in/matt-stavish-2156947/ Matt's business website: https://republiccapitalaccess.com You can learn more about government and defense contracting and if its right for your small business at: https://www.dodcontract.com

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In this episode we deep dive into government contracts that are being awarded for real estate related purchases. We look at how much is being spent, which agencies are making the purchases, how they make the purchases and some tools you can use to get started. If you want to learn more head over to https://www.dodcontract.com

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In this episode we deep dive into government contracts that are being awarded for real estate related purchases. We look at how much is being spent, which agencies are making the purchases, how they make the purchases and some tools you can use to get started. If you want to learn more head over to https://www.dodcontract.com

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In this episode I go over why we changed our name from Government Sales Momentum to DoD Contract Academy. Learn More at https://www.dodcontract.com

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In this episode I go over why we changed our name from Government Sales Momentum to DoD Contract Academy. Learn More at https://www.dodcontract.com

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In this episode I interview Brian Streem CEO of Vermeer. Brian candidly discusses his strategies that won 5 direct to phase two SBIR contracts! Brian has had amazing success and I know you'll learn a lot from this great conversation. You can find Brian on LinkedIn at: https://www.linkedin.com/in/brianstreem/ If you need help starting, building, and growing a defense contracting business, check out all of the support and resources at https://www.dodcontract.com

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In this episode I interview Brian Streem CEO of Vermeer. Brian candidly discusses his strategies that won 5 direct to phase two SBIR contracts! Brian has had amazing success and I know you'll learn a lot from this great conversation. You can find Brian on LinkedIn at: https://www.linkedin.com/in/brianstreem/ If you need help starting, building, and growing a defense contracting business, check out all of the support and resources at https://www.dodcontract.com

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In this episode I talk about the logical flow of a defense sales call. Why trying to close a government official is probably the wrong idea, and what objectives actually makes sense for you to obtain a commitment on. Also I Preview our next episode with Brian Streem CEO of Vermeer and his amazing success with the SBIR program!

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I recently posted in a LinkedIn group what apparently, was a pretty controversial statement. In this episode I go over that, what the real point of defense contracting is, and where to concentrate your efforts for the best results

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I received a listener email the other day that really concerned me. In this episode I respond to that email and offer hope and inspiration top anyone who is discouraged. I want everyone to know that selling to the DoD and other federal agencies is something you can accomplish and you can do it over and over again. It takes work, but the rewards for selling quality products and services to the US military go far beyond contract value!

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In this amazing interview with the CEO of Street Smarts VR we cover how SSVR came to be, who they help and how they utilized the SBIR program to close over 50 contracts with the department of defense!

SSVR is one of almost 400 small businesses we've advised and if you want to learn step by step how to sell to the DoD, build a solid pipeline, and start closing contracts head over to https://www.dodcontract.com/academy

If you want to contact Oliver Noteware you can reach him on LinkedIn at: https://www.linkedin.com/in/olivernoteware/

Oliver's Email: oliver@streetsmartsvr.com

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In this episode I show how this management consulting company earned over $7 million in just the past three years selling to various US government agencies. Don't forget to check us out at dodcontract.com and see what we have to offer our students, small business owners and sales professionals inside of the DOD contract academy!

Check us out at www.dodcontract.com

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Evaluating your sales chain is a critical piece to your federal and department of defense sales process. If you're not waiting contract some thing is broken some link in the chain is weak and not doing what it's supposed to do. In this episode I walk through the major links in the chain so you can evaluate how your federal sales process looks. If you'd like to know more you can go to the DOD Contract Academy at www.dodcontract.com

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In this episode I talk about the importance of engaging officially on government opportunities. I talk a lot about how important it is to influence and have conversations and ensure your research is correct, but 9 times out of 10 you're not going on contract unless you're officially engaging. At the end of the day you have to take shots on goal if you want to score! For more check us out at https://www.dodcontract.com

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In this episode we have a fantastic conversation with Judy Bradt CEO of Summit Insight LLC. Judy has an amazing wealth of knowledge when it comes to federal contracting and we dive deep on GSA, when you need a GSA schedule and how to use it once you have it! You can reach Judy Bradt at growfedbiz.com If you need help starting, building, and growing a defense contracting business, check out all of the support and resources at https://www.dodcontract.com

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We had a great conversation with Arturo of Precision General Contractors LLC. Arturo owns a SDVOSB small business and goes into some of the specifics on how that helps him, what he's providing to the US government and strategies he's taking to grow his business. This is a real great episode and you will surely learn a lot from what Arturo has experienced!

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In today's podcast we talk with Ron Ben-Zeev President of World Housing Solution and discuss how his small business is doing big things in the DoD! There'a a lot to learn here from Ben and I hope you enjoy our conversation.

Time stamps:

00:45 Background on World Housing

02:00 What is World Housing

04:25 Concept of the Shelter

06:06 How World Housing presented itself to be noticed

13:40 How they established relationship within the government 15:00 Struggles they encountered

17:35 Advice for starters

23:20 Experience on DLA contract vehicle

28:10 Customization of shelter

29:45 Future plans of World Housing

33:45 Importance of constant communication

38:10 How to get in touch if email didn’t work

43:47 How company can reach out to World Housing

Ron Ben-Zeev | President, World Housing Solution, Inc.  Phone:407-545-3030 ext. 1 Mobile | 407-221-7000 Web: www.worldhousingsolution.com   Email: ronb@worldhousingsolution.com 

If you need help starting, building, and growing a defense contracting business, check out all of the support and resources at https://www.dodcontract.com 

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This Podcast is about how simple conversations can lead to new opportunities in the federal marketplace. Relationships are a critical component of winning government contracts and in this episode I discuss some recent wins that are a direct result of talking to people!

Timestamps:

0:44 Ways of finding Opportunities before it becomes a solicitation

1:24 Relevance of relationships that you already have

2:06 Importance of planning meetings in advance 4:45 Contracts thru ongoing connections

6:26 In-person meeting impacts

6:44 Clients that you are on contract with 

If you need help starting, building, and growing a defense contracting business, check out all of the support and resources at https://www.dodcontract.com 

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This Podcast is about GSA and how you can use it.

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In this podcast, Mark covers a variety of topics including the history of marketing to the federal government and how to use LinkedIn to connect with your customer. Mark Amtower contact details: LinkedIn:  www.linkedin.com/in/markamtower  Website:  https://markamtower.net/  If you would like to contact Richard C. Howard, Email: richard@richardchoward.com Website: richardchoward.com

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This Podcast is about the Woman on Small Business Certification (WOSB) as it relates to federal sales. Is it worth getting? If so, how do you apply for it? These questions and more answered in the Government Sales Momentum podcast!

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In this episode I discuss the difference in selling to the Military vs. other Federal organizations.

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In this episode we have Chelsea Meggit back on for an update on OTA's! We cover many topics in this episode to include the rebirth of live government events and how Chelsea helps her clients increase their pressence in the GovCon Universe!

You can reach Chelsea below at:

LinkedIn: https://www.linkedin.com/in/chelseameggitt/

Website: https://collaborativecompositions.com

You can reach Richard C. Howard at www.richardchoward.com

or

Richard@richardchoward.com

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Conferences & symposiums are key to federal business development. This week I discuss the recent GEOINT conference I attended and go over some key insights from a BD perspective.

www.richardchoward.com

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In this episode I interview David Rothzeid. David is the Vice President of Shield Capitol and a former USAF Program Manager.

David and I have a wide ranging discussion covering his experience in traditional and rapid acquistions processes. David held a key position at the Defense Innovation Unit (DIU) and left the USAF as the ABMS Program Element Monitor (PEM).

If you  would like to contact David yopu can find him on LinkedIn at: https://www.linkedin.com/in/david-rothzeid-7a116961/

You can find out more about Richard C. Howard at: www.richardchoward.com

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In this episode I use the AFCEA New Horizons conference as an example of how important it is to be focused with BD efforts.  If you would like assistance with proposal writing or Red Teaming a proposal you have already written you can reach out to us at:

richard@richardchoward.com

www.richardchoward.com

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We're about to start fall out fund season! In this episode I talk about what fall out funds are and how they can help fund your gov contracting efforts. Time stamps:

0:00:46 What are fall out funds
0:02:30 Working with your PM/CO on finding and claiming fall out funding
0:03:59 When fall out funds usually become available
0:05:14 How we can help you 

If you would like to contact Richard C. Howard, 
Email: richard@richardchoward.com 
Website: richardchoward.com  

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In this episode we discuss various ways the US Government can purchase products and services. This is critically important to understand when constructing your GovCon approach.  

Time stamps:

0:01:21 RFP (Request for Proposal)
0:03:41 IDIQ
0:07:44 Government Purchase Card (GPC)
0:09:23 Simplified Acquisition Procedures (SAP)
0:10:00 Advice on resources you can use for research

If you would like to contact Richard C. Howard:

Email: richard@richardchoward.com 
Website: richardchoward.com  

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Can you market to the federal government? The answer is yes, but the approach is much different than you would take in the private sector.

In this episode I go over some technoques my clients use to market themselves to govertnment agencies.

If you would like to contact Richard C. Howard

Email: richard@richardchoward.com 
Website: richardchoward.com 

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In this weeks episode I cover unsolicited proposals and why you shoud avoid this as an approach to federal government sales.

There are many viable avenues you can take with a new technology or product and I discuss a few of those in this episode.

If you have any questions or would like a free consultation please go to the below link and we would be happy to help!

www.richardchoward.com

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In this episode I interview Bill Mooney, leading subject matter expert on the Foreign Military Sales (FMS) process.

Bill gives a comprehensive overview of the FMS vs. DCS (Direct Commercial Sales) process and provides great advice for companies considering international trade.

Timestamps:
0:04:15 Overview of FMS and DCS market
0:05:10 What is DCS (Direct Commercial Sales)
0:06:23 What is FMS (Foreign Military Sales)
0:08:10 How office supplies can be marketed overseas.
0:10:10 Is there a permit needed to sell products even with an existing contract with the US government.
0:11:11 How to know if the product you're selling is appropriate for the country you want to sell to.
0:13:14 Where to look for preliminary research before talking to an expert.
0:15:00 Advantages and disadvantages of DCS
0:18:19 Advantages and disadvantages of FMS
0:21:57 How government sales work
0:26:17 Foreign Military Sales (FMS) process.
0:40:30 Summary of the Process needed for FMS
0:42:36 Help to decide which is best for your company (FMS or DCS)
0:43:23 Is there a scenario when the government would have to mandate the FMS process and not the DCS?
0:45:42 Message of Bill Mooney to interested companies considering international trade.

If you would like a free consultation: https://www.richardchoward.com/consultation\
If you would like to contact Bill Mooney:
Email: bill@mooneyintl.com
LinkedIn: linkedin.com/in/bill-mooney-9212925

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In this episode I go over what to expect on the podcast this year and offer my thoughts on how discipline is key to successful sales in the federal marketplace.

www.richardchoward.com

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Graham Plaster is the General Partner of Expeditionary Ventures and deeply involved with investing in emerging technologies that solve national security problem sets. Graham has an amazing background and offers concrete advise for companies interested in developing dual use technologies.

We cover a lot of ground on this episode from SBIR & business development to where virtual reality is headed in the DoD. If you have questions for Graham or would like links to anything we discussed in this episode please see the below links:

Graham’s LinkedIn Profile:
linkedin.com/in/grahamplaster

Website:
https://www.expeditionary.vc
calendly.com/graham-plaster

Email
graham@expeditionary.vc

Twitter:
GrahamPlaster
FAOAssociation
TheIntellcomm

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In this episode I give a little bit more about my background in defense acquisitions and how I developed the strategies we discuss in there Government Sales Momentum episodes.

Contact: Richard@richardchoward.com
Website: www.richardchoward.com

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In this episode I interview Shelley Ware, she is the owner and CEO of Pursuit to Profits and has an in depth understanding of federal contracts and how to properly understand government funding.

Business owners at all stages of the federal sales process will find benefit from Shelley's GovCon knowledge and gain insight from her description of "The Money Story".

Shelley can be reached at:

Email: Shelley.Ware@pursuittoprofits.com

Website: https://pursuittoprofits.com/

If you would like to contact Richard C. Howard:

Email: richard@richardchoward.com

Website: richardchoward.com

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In this episode we walk through a self assessment you can perform to determine:

1. Are government sales right for your business?

2. Are you approaching federal sales the right way?

3. Do you have the right people on your team performing essential duties in order to consistently win contracts in the federal marketplace.

This is a great episode for companies new to government sales as well as businesses that have been in the federal marketplace for a while.

If you would like to have a complete assessment and contract strategy assembled for your company you can reach out to us at www.richardchoward.com

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In this episode I review the details for the SPACEWERX Orbital Prime SIBR phase 1 due 3 Feb 2022.

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Project Convergence is an opportunity to explore how new technologies can integrate with the US Army's #JADC2 experimentation campaign.

In this episode I cover the different topic areas associated with Project Convergence and how to submit your technology/product for review!

If you would like to schedule a time to discuss your companies approach to the federal marketplace go to www.richardchoward.com

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In this episode we talk about why small business offices are so important and how they can help you win government contracts! Website: www.richardchoward.com

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In this episode we cover what you should do when the government terminates your contract prior to completion. The bottom line is you need to be compensated for the work that you've already done. In this episode we cover a real world scenario where the government canceled a contract and our client still received almost the entire contract value!

Website: www.richardchoward.com

Email: Richard@richardchoward.com

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In this episode I go over recent success a client of mine had at a USAF conference and how proper execution as an exhibitor can produce amazing results!

If you would like to speak to us about your approach to federal sales you can schedule a consultation through our website at: www.richardchoward.com

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In this episode I speak with Gene Moran author of "Pitching the Big Top: How to Master the Three Ring Circus of Federal Sales".

Gene's an expert in lobbying congress and engaging with the government from multiple fronts to influence federal spending and lay the foundation for successful long term federal contracts.

You can reach out to Gene directly at: gene@capitolintegration.com

Website: https://www.capitolintegration.com

If you would like to learn more about Richard C. Howard and Associates you can go to www.richardchoward.com

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This episode was recorded on 13 Oct 2021 and discusses possible implications of the current administrations COVID vaccine mandates on federal contractors.

We do not provide legal guidance and recommend consulting with an attorney on any and all legal requirements as they pertain to any contract held with the federal government.

Website: www.richardchoward.com

Email: Richard@richardchoward.com

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In this episode we review some of the basic components that make a successful government sales team!

Once you know which agencies your targeting for federal sales there are a few key skillsets you will need in order to repeatedly win contracts. These can be individual positions or shared responsibilities within your company but learning how successful teams execute and mimicking their strategy and structure is a recipe for success!

Email: Richard@richardchoward.com

Website: www.richardchoward.com

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In this episode I interview Dr. Kizzy Parks, CEO of K. Parks Consulting and GovConWinners.

Kizzy has captured over $50M in Federal Government Contracts and focuses on providing services to the federal government.

You can reach Kizzy at:

Email: kparks@kpcinc.com Linkedin:https://www.linkedin.com/in/kizzy/

If you would like a free consultation from Richard C. Howard & Associates please go to: https://www.richardchoward.com/consultation

Email: Richard@richardchoward.com

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It's critically important to have extreme focus when selling to the government. In this episode we discuss the three most important questions:

1. Does the US government buy what you sell?

2. Who in the US government buys what you sell?

3. How do those offices take purchases?

Once you know the answer to these questions you can build a successful federal sales strategy that's focused and will produce results.

Find us at: https://www.richardchoward.com

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In the episode we discuss some important points to consider for managing the government contract you already have.

It's important to know when to push back when the government makes out of scope requests. Additionally we discuss labor rates and when it is appropriate for them to increase.

Schedule a consultation with RichardC. Howard & Associates: https://www.richardchoward.com/consultation

Website: https://www.richardchoward.com

Connect on LinkedIn: https://www.linkedin.com/in/rickychoward/

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In this episode we tackle a new subject for this podcast, Other Transaction Authority (OTA) and how it's used in the federal marketplace. We interview Chelsea Meggitt, CEO of Collaborative Compositions.

Chelsea's Niche is OTA's and she offers some amazing insight in how to use them, where to find them and has a free slide deck available that contains a ton of great related information!

Chelsea's LinkedIn: https://www.linkedin.com/in/chelseameggitt Email: cmeggitt@collaborativecompositions.com

Visit Richard C. Howard & Associates at: https://www.richardchoward.com

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This is a special episode where we interview expert federal proposal writer Brandy Foster. Brandy's a Senior lecturer at Wright State University, runs a student proposal writing lab and also is a professional freelance proposal writer.

You can contact Brandy at: foster.editing@gmail.com

Connect with her on LinkedIn at: https://www.linkedin.com/in/brandy-foster/

If you would like to schedule a consultation with Richard C. Howard & Associates you can do so at: https://www.richardchoward.com/consultation

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In this episode we discuss how the government should make purchases. Specifically if they should be after: 1. Best Price 2. Best product or service or 3. Should they use their purchasing power to enforce social objectives? Website: https://www.richardchoward.com Military Sales Certification: https://www.richardchoward.com/military-sales-certification-program

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In this episode I discuss non traditional approaches to obtaining a military or government contract. I specifically go over the AFWERX Challenge and some recent success we've had with one of our clients Check out the video at our website: https://www.richardchoward.com

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In this episode I review several research tools (both free and paid for) that our team uses to identify government contract opportunities. Additionally, several of these tools can be used for government spending analytics which are critical in determining who in the government buys your products or services. Website: https://www.richardchoward.com

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In this episode we discuss why it can appear that government contracts are rigged in favor of your competitors. Website: www.richardchoward.com

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On this episode I cover the top 3 reasons to consider subcontracting. Website: https://www.richardchoward.com Email: Richard@richardchoward.com

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Selling to the government is all about who you know! Well, that's not exactly true, but relationships play a huge role in your ability to consistently sell to the US government. In this podcast & video I discuss how to use relationships to win contracts.

Website: https://www.richardchoward.com

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Former contracting officer, Col (ret) Louis Orndorff discusses a few key things you should consider when considering submitting a proposal for a government solicitation.

Website: https://www.richardchoward.com

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The devils in the details when selling to the US government! Companies often focus on finding and securing new government contracts while paying little attention to the details of the gov contracts that they actually win! In this episode I speak with Louis Orndorff, a former US government contracting officer, about the important details you need to pay attention to when executing a gov contract.

Website: https://www.richardchoward.com

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In this episode I continue our conversation with Luke Robertson. We focus on best practices for setting up meetings with government offices and how to successfully develop business in the federal marketplace.

Website: https://www.richardchoward.com

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In this podcast I interview Luke Robertson. I've worked with Luke for years both in the USAF managing Foreign Military Sales portfolios and as a consultant helping companies sell to the US government. Luke has an amazing track record of winning SBIR contracts for companies with the US government and shares some amazing insight!

Website: https://www.richardchoward.com

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In this episode we discuss the importance of identifying the specific offices that buy your product or service and why this is important!

Website: https://www.richardchoward.com

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This was originally a video we shared with clients of Richard C. Howard & Associates. However, due to the overwhelming response we decided to share this on the podcast as well. In this episode I discuss some of the big picture considerations for a business interested in government sales. This could also be helpful to a business that is registered to sell to the government but has not yet sold anything.

Website: https://www.richardchoward.com

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In this episode we discuss the importance of a capabilities statement, what it's used for and what you should include in yours!

Website: https://www.richardchoward.com

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In this episode we go over how to sell a new product to the US government. It can be a challenge to sell something to the government when there's not an existing requirement. In this episode I'll go over a few strategies you can use in order to make that sale!

Website: https://www.richardchoward.com

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This episode discusses expectations a small business should have when starting out in government sales.

Website: https://www.richardchoward.com

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Government Sales Momentum is dedicated to helping small businesses sell products and services to the US federal government!