No Past Performance? Here's How You Still Win Federal Contracts | EP: 317

If you want to know how to start government contracting without past performance or capital, this episode breaks down a powerful consulting-first strategy that can fast-track your entry into GovCon. Instead of struggling to win contracts from scratch, you'll learn how to partner with established businesses and leverage their existing capabilities to unlock opportunities. In this episode, we explore why most business owners are stuck working in their business instead of growing it—and how that creates a massive opportunity for you. By stepping in as a consultant, you can help these companies expand into federal contracting while positioning yourself for bigger deals, partnerships, and even acquisitions. Key takeaways include: Why consulting is the fastest way to break into government contracting How to find and partner with established businesses lacking GovCon expertise The long-term opportunity of scaling companies for contracts and potential exits This episode also dives into the shifting landscape of small business programs and why building capacity now is more important than ever. 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: http://govcongiants.org/funding

Ever wondered why no new 8(a) companies are being approved—and what that means for your government contracting strategy? In this episode, we break down the current 8(a) program freeze and what it means for small businesses trying to break into federal contracting. Despite the slowdown in approvals, opportunities are still flowing—and in some cases, increasing. We dive into how experienced contractors are navigating this challenge, including creative strategies like joint ventures, partnerships, and even transferring ownership of existing 8(a) companies to stay competitive. You'll learn: Why 8(a) approvals have stalled and what the data actually shows How to leverage existing 8(a) companies to access sole-source contracts Why attending industry events and networking is still the fastest path to opportunities If you're serious about winning government contracts, this episode will help you pivot, adapt, and stay ahead—no matter what changes happen in the program. 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: http://govcongiants.org/funding

If you want to know how to break into government contracting without experience, this episode reveals a powerful mindset and strategy that can change everything. Learn how to set clear targets, focus your efforts, and take strategic action to turn rejection into real opportunities. In this episode, Eric Coffey shares a personal story about landing his first job despite having zero qualifications—and how that same "target-based" approach applies directly to winning contracts and growing a business in the federal space. You'll discover how to: Break big goals into smaller, achievable steps that build momentum Use focus, persistence, and resourcefulness to stand out from competitors Turn rejection into opportunity by positioning yourself strategically Whether you're just starting out or struggling to gain traction, this episode gives you a practical framework for winning in government contracting and beyond. 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: http://govcongiants.org/funding

If you want to know how to choose the right NAICS code for government contracts, this episode breaks it down in a simple, practical way. Selecting the wrong NAICS code can limit your growth, reduce opportunities, or push you out of small business status faster than expected. In this episode, we cover how NAICS codes work, how size standards impact your eligibility, and why choosing the right primary code matters for long-term success in government contracting. You'll also learn how to use PSC (Product Service Codes) to better define your services and improve how agencies find you. Key takeaways include: How NAICS size standards affect your small business status When to choose broader vs. niche NAICS codes Why PSC codes help you stand out and win more contracts If you're new to GovCon or refining your strategy, this episode gives you a strong foundation to make smarter decisions and avoid common mistakes. 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: http://govcongiants.org/funding

If you want to know how to get ahead of your competition in federal contracting, you need to understand the difference between Business Development (BD) and Capture Management. Are you just building relationships, or are you strategically positioning your company to win contracts years before they are even posted? In this episode of the Federal Help Center podcast, host Eric Coffey breaks down these two critical but often confused concepts. He explains that while BD is about identifying immediate opportunities—like responding to a Sources Sought notice and introducing your company to a new office—Capture Management is the long game. It's about identifying major projects years in advance, building deep relationships with key decision-makers, and helping shape the requirements to give your company a competitive edge. Eric shares real-world examples, including a $22 million construction project his team tracked for three years before it went to bid, and a robotics client who landed a project after two and a half years of consistent, patient engagement. Learn how to shift your mindset from short-term transactions to long-term strategic wins, and why explaining this distinction is crucial, especially if you're a consultant. Stop just networking and start capturing. 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: http://govcongiants.org/funding

If you want to know how to win government contracts before the RFP is even released, this episode breaks down one of the most powerful (and overlooked) strategies in federal contracting: shaping the requirement during the pre-solicitation phase. You'll learn how to leverage sources sought notices and RFIs to position your business for success by influencing contract requirements early. Instead of competing blindly when the solicitation drops, discover how to align opportunities with your strengths from the start. In this episode, we cover: How to respond strategically to sources sought and RFIs Ways to recommend set-asides (WOSB, SDVOSB, small business) How to analyze statements of work (SOW/PWS) quickly using AI Tips to make your proposal stand out visually and strategically This is a must-know government contracting strategy for small business owners looking to gain a competitive edge and increase win rates. 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: http://govcongiants.org/funding

If you want to know how to understand Service Contract Act (SCA) wage determinations and apply them correctly in federal contracts, this episode breaks it down in a practical, easy-to-follow way. Navigating the SCA can be confusing—especially when solicitations don't clearly state whether it applies or how to interpret wage determinations. In this conversation, we unpack how to identify whether a contract falls under SCA, where to find the right wage determinations, and what to do when information seems unclear or missing. We also touch on the differences between SCA and Davis-Bacon wages, and how these impact your pricing, compliance, and overall bid strategy. Key takeaways include: How to determine if a contract is SCA-covered Where to find and verify wage determinations When and why to submit an RFI for clarification Whether you're new to federal contracting or looking to avoid costly compliance mistakes, this episode will help you bid smarter and more confidently. Subscribe for more insights and strategies to grow your federal contracting business. 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: http://govcongiants.org/funding

Are you ready to stop dreaming about government contracts and start winning them? In this powerful Q&A session, Eric Coffie and Maria Martinez deliver the ultimate FIRST CONTRACT BLUEPRINT for 2026. Whether you're a complete beginner or have been struggling to get your foot in the door, this episode is packed with the real-world strategies you need to navigate the federal marketplace. Forget the theory. This is a live, unfiltered conversation where we tackle your biggest questions head-on. We bring actual business owners—from trucking and LED lighting to video production and printing—onto the stage to discuss their wins, their losses, and the exact steps they took to get noticed. In this episode, you'll discover: The First Step to Success: Why you must be "procurement ready" before chasing any contract and how to avoid the pitfall of overpromising. The Power of the Debrief: Learn how one business owner turned a lost proposal into a direct pipeline to a contracting officer by simply asking, "What did we do wrong?" Your Secret Weapon (It's Free): Why your Dynamic Small Business Search (DSBS) profile on SBA.gov is more important than your website and how to optimize it with the right keywords so contracting officers can find you. Trucking & Transportation Secrets: Specific strategies for finding opportunities in a massive industry, from disaster relief contracts to subcontracting with major logistics players like Crowley. The "Back Office" Myth: How important is your infrastructure when starting out? We break down what you actually need to have in place. Community is Key: Why surrounding yourself with people who understand the grind (and the language) of government contracting is essential to your success. Featured Success Stories: A brand-new LED lighting company shares how persistence and a "strategic list" led to four capability briefings in a single day. A video production owner explains how a debriefing after a loss opened a direct line of communication with the government. A printing business learns about the massive, untapped demand for marketing and creative services within federal agencies. If you want to learn more about the community and to join the webinars go to: https://federalhelpcenter.com/ https://federalhelpcenter.com/ Website: https://govcongiants.org/  Connect with Encore Funding: http://govcongiants.org/funding

Most contractors think winning in government contracting means being the biggest, loudest, or cheapest. In this episode of the Federal Help Center Podcast, Ryan Atencio explains why some of the most successful federal suppliers are companies you've never heard of—and how they quietly generate billions by staying close to the customer. You'll learn why integrators and solution providers win by being physically present, saying "yes" more often, and making it easy for government buyers to get quotes fast. From $290K supply deals at 7–8% margins to becoming the single point of contact customers rely on, this episode breaks down why sales psychology, relationships, and convenience outperform technical expertise every time. Key Takeaways Why unknown contractors win billions by staying in front of customers How low-margin ($290K) deals create long-term GovCon leverage Why being the "one they call" beats competing on price or size 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: http://govcongiants.org/funding

Most contractors are told to niche down—and then wonder why opportunities pass them by. In this episode of the Federal Help Center Podcast, Ryan Atencio explains why once you're in front of the government, a narrow scope becomes a liability, not a strength, and how contractors who position themselves as solution providers win more work. You'll learn why everything starts with a quote, how offering a wide range of high-frequency supplies and services keeps you top of mind, and why speed and convenience matter more than technical perfection. From epoxy floors and office furniture to storage systems and prefabricated buildings, this episode shows how expanding your scope makes you the "easy button" government customers rely on. Key Takeaways Why narrow niches limit your GovCon growth once you're inside How wide capability statements increase inbound opportunities Why speed, convenience, and saying "yes" win government business 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: http://govcongiants.org/funding