97% of Small GovCon Businesses Will Fail When Funding Returns — Don't Be One of Them

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 

In this power-packed conversation, Eric sits down with Sean Kingsbury, VP of Cybersecurity and Account Executive for the Department of Treasury at SAIC, to reveal exactly how small businesses can partner with one of the biggest integrators in the game. Sean breaks down when to approach primes, how SAIC vets potential partners, the role of their small business POC, and what capabilities are in highest demand—especially around cyber, AI agents, automation, and risk reduction. If you've ever wondered how to get noticed, when to reach out, or what SAIC actually looks for in a teaming partner… this episode gives you the blueprint. Key Takeaways Approach SAIC early and after RFP release—both windows matter. They actively evaluate small businesses through a dedicated intake and vetting process. Come prepared. Do your research, know SAIC's missions, and clearly articulate capabilities, past performance, and where you fit in their ecosystem. Cyber + AI are high-priority needs. SAIC is looking for innovative small businesses with solutions that reduce risk, workload, and cost through measurable outcomes. Learn more: https://federalhelpcenter.com/ https://govcongiants.org/  Join the bootcamp: https://govcongiants.org/bootcamp  Watch the full Youtube Episode here: https://youtu.be/3VdqtfH0ivw 

In this episode, Eric Coffie breaks down one of the most overlooked—but most powerful—entry points in government contracting: local vendor pool contracts. Using Miami-Dade County as an example, Eric shows how pre-qualification pools work, why they offer low competition, and how one of his students used this exact method to go from $0 to $90,000 per month in revenue. From finding underpopulated pools, to leveraging mandatory site visits, to understanding why local vendors have a massive advantage, Eric gives a step-by-step roadmap anyone can follow—even with no licenses, no certifications, and very little capital. Key Takeaways Vendor pools = small competition + long-term contracts. Many city and county pool contracts run 5–8 years and allow late entry, giving local businesses repeatable opportunities with far fewer bidders than federal work. Local vendors have built-in advantages. Proximity, mandatory site visits, and the ability to estimate real competition make these contracts ideal for beginners with limited resources. Start with low-risk, high-demand categories. Rental equipment, debris removal, installation/maintenance, and simple supply items can be fulfilled using vendor credit (Home Depot, rental companies) with minimal upfront cost. Learn more: https://federalhelpcenter.com/ https://govcongiants.org/  Join the bootcamp: https://govcongiants.org/bootcamp  Watch the full Youtube Episode here: https://youtu.be/F-FfsZyySfw 

On this episode of the GovCon Giants Podcast, Eric sits down with Mario Antwine, Yale and Howard grad, M&A strategist, and new owner of Pearl Interactive Network, to break down how a finance guy bought an eight-figure federal contractor and is now scaling it like a private equity platform. Mario shares why he targeted GovCon specifically, how he acquired Pearl sight unseen, and the operational upgrades he's made to modernize a 20-year-old business process outsourcing company serving HHS, DOD, VA, and DHS. You'll hear how he thinks about systems, advisors, and culture, why he's aggressively hunting small-business teaming partners, and why the future of GovCon belongs to companies that pair mission-driven work with tech-enabled innovation.  Key Takeaways: Buy, don't just build: Mario used acquisition—backed by strong advisors and a clear thesis—to enter GovCon and rapidly step into large, long-term federal contracts instead of starting from scratch. Teaming as a growth engine: Pearl is actively looking for small-business partners in digital transformation, cloud/ServiceNow, behavioral health, automation, and IT help desk across HHS, Defense Health, VA, and DHS. Platforms > one-off contracts: The winners in the next phase of GovCon will be those who build repeatable systems, tech-enabled delivery models, and mission-focused platforms that agencies and primes can't imagine operating without. Learn more: https://federalhelpcenter.com/ https://govcongiants.org/  Encore Funding: https://www.encore-funding.com/  Join the bootcamp: https://govcongiants.org/bootcamp  Tony's Linkedin: https://www.linkedin.com/in/tony-gray-mba-bdp/ Website: https://www.gbdassociation.org/

In this episode of The Eric Coffey Show, Eric reflects on why he left Florida to plant himself in the heart of federal activity—because real opportunity often sits closest to the fire. Joined by seasoned former senior executives from NIH, USDA, and major federal organizations, the conversation touches on the importance of showing up, investing in community, strengthening your credentials, and positioning yourself inside key socioeconomic and professional groups. Eric pulls back the curtain on why proximity, collaboration, and continuous self-development will determine who thrives as new coalitions and high-level industry connections are formed. Key Takeaways Proximity creates opportunity: Being close to federal decision-makers accelerates relationship-building and access. Sharpen your credentials: Use downtime to update certifications, join associations, and stay active in professional groups. Engage the ecosystem: Chambers, NCMA chapters, and socioeconomic organizations open doors most small businesses never tap into. Learn more: https://federalhelpcenter.com/ https://govcongiants.org/  Join the bootcamp: https://govcongiants.org/bootcamp  Watch the full Youtube Live here: https://www.youtube.com/live/c7fV-oJd74k

In this episode of The Eric Coffey Show, Eric is joined by Danielle and Amy for a tactical breakdown on how small businesses can still win—even in a slow, uncertain GovCon climate. They share real-world strategies on how to secure meetings with federal officials (including the "red dress recognition trick"), why tenacity beats desperation every time, and how to build winning teaming partnerships by actually knowing your partners—not just swapping capability statements. From conference strategy, to LinkedIn visibility, to choosing partners you'd survive a six-hour road trip with, this conversation reveals exactly how to grow your GovCon network and pipeline even when the industry feels frozen. Key Takeaways Stop chasing — start showing up: Conferences, industry days, associations, and LinkedIn circles open doors faster than cold outreach. Build partnerships you trust: Choose teaming partners you actually like, know deeply, and communicate with often. Tenacity > salesiness: Relationships that close deals take time, consistency, and authenticity — not pressure. Learn more: https://federalhelpcenter.com/ https://govcongiants.org/  Join the bootcamp: https://govcongiants.org/bootcamp  Watch the full Youtube Live here: https://www.youtube.com/live/c7fV-oJd74k