307: After 32 Years as a CONTRACTING OFFICER, Here's Why Most Small Businesses LOSE with Shelley Hall

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

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

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

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

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

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

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

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

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

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