Why the "BORING" Government Contracts Quietly Make the MOST Money

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

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

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

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

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

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

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

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

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

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