303: The Hard Truth: Your Market Doesn't Know You (or Trust You) with Tony Gray

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

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

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

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

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

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

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

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

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

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