308: From 90% Revenue LOSS to 2 Prime WINS: The Relationship Strategy That Worked For Christine Hopkins

In this episode of the Federal Help Center Podcast, Eric Coffie breaks down one of the most common—and costly—mistakes contractors make in proposals: restating requirements instead of demonstrating understanding. Eric explains why copy-and-paste language fails evaluators and how winning proposals clearly show why requirements matter, how work will be executed, and what impact it has on the agency's mission. Using real examples from a winning proposal, Eric walks through how to turn a PWS into operational reality—showing evaluators that you understand sequencing, mission sensitivity, quality priorities, and unstated but critical requirements buried in the solicitation. From cleaning schedules to Memorial Day staffing nuances, this episode reinforces a simple truth: details win contracts. If you're serious about improving your technical approach and avoiding proposal-killing oversights, this is a must-listen. Key Takeaways Show understanding, not repetition — explain why requirements matter and how you'll execute them Translate the PWS into real operations with sequencing, mission awareness, and specific actions Catch unstated but critical details by reading the entire solicitation multiple times 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 Coffie sits down with Christine Hopkins, the CEO behind ASCII Federal Services, a 4PL (fourth-party logistics) company that manages end-to-end supply chain—from procurement and tracking to warehousing, inventory optimization, deliveries, and disposal. Christine shares how an existential crisis during COVID wiped out nearly 90% of revenue, forcing a bold pivot into federal contracting through restructuring ownership, becoming a Woman-Owned Small Business, and leveraging commercial past performance to compete. She walks through her methodical approach: getting registered, submitting "practice bids" for feedback, winning a first prime contract in 18 months, then scaling carefully to protect performance and reputation. The biggest lesson? Relationships and networking are the real differentiator—especially for agencies that avoid risk. Christine also breaks down the conferences, CEO peer network support (Vistage), and learning resources that accelerated her growth—and closes with a reminder that sustained success requires taking care of yourself so you can show up fully. Key Takeaways Relationships are the strategy: Government (and primes) buy from people they know and trust—networking isn't optional, it's the edge. Win methodically, not emotionally: Use "practice bids" to learn, protect performance, and scale slowly so you don't overload your team or reputation. Resilience + restructuring wins: A smart ownership/size restructure plus strong commercial past performance can open the door to prime contracts fast—even after a major revenue hit. 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/  Connect with Christine:  LinkedIn account: https://www.linkedin.com/in/christineseal/ LinkedIn corporate: https://www.linkedin.com/company/advanced-supply-chain-international-llc Website: www.asciLLC.com

In this episode of the Federal Help Center Podcast, Randie Ward pulls back the curtain on one of the most frustrating barriers in GovCon: finding the right person to talk to. From leveraging tools like ZoomInfo and federal data sources to dissecting agency budgets and understanding why program managers are intentionally harder to find, this episode shows how winning contractors turn research into access. Eric also explains why relationship-building isn't about one email or one call—it's about consistent, informed follow-ups that position you as prepared, professional, and serious long before an RFP is released. Key Takeaways Finding the right contact is often harder than identifying the opportunity Agency budgets reveal priorities before solicitations exist Relationships are built through persistence, not one-time outreach 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, Randie Ward breaks down one of the most overlooked but powerful strategies in government contracting: using industry day materials to identify and connect with real decision-makers before opportunities hit the street. Randie explains how experienced contractors mine industry day PDFs for program managers, division chiefs, and project leads—and how those early relationships create warm introductions, credibility, and access that most small businesses never get. This episode reinforces a critical mindset shift: relationships are built through preparation, persistence, and professionalism—not instant replies. Key Takeaways Industry day PDFs are contact goldmines—if you actually read them Starting with the small business office increases your credibility Non-responses and rejection are part of the process—keep moving 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, Randie Ward walks newer contractors through the unsexy but critical research process most small businesses skip—how to identify the real decision makers behind a federal requirement. From tracking solicitation numbers and awards in SAM.gov to using LinkedIn, forecast lists, and small business offices, Randie shows how winning contractors play investigator long before submitting a bid. The episode reinforces a hard truth in GovCon: if you don't know who the customer is, you're not competing—you're guessing. Key Takeaways The solicitation number is your fastest path back to the real requirement Small business offices can open doors—if you show you've done your homework Finding the end user beats chasing the contracting officer every time 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, Randie Ward breaks down the critical difference between tactical and strategic contracting. Randie walks through how experienced contractors identify expiring contracts, research incumbent awards, and uncover the real people behind the requirement—before the RFP ever hits SAM.gov. The episode reinforces a core truth in federal contracting: winning isn't about reacting to opportunities, it's about positioning early through relationships with the program office and end users. Key Takeaways SAM.gov is a tool—not a strategy Contracting officers sign awards, but program offices drive decisions Expiring contracts are your best window to build relationships early 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 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/