Govcon Giants Podcast
Hosted by government contracting expert, 8(a) business mentor, and founder of the Govcon Giants platform, Eric Coffie. With over 250K+ podcast listens, a thriving YouTube channel of 49K+ subscribers, and a LinkedIn community of 19k+ followers, Eric has built one of the most trusted voices in federal contracting. Govcon Giants isn’t just another podcast—it ranks on the U.S. procurement leaderboard and is recognized as the #5 overall creator worldwide in procurement, cementing Eric’s role as a true authority in this space. On this podcast, you’ll discover how to win more contracts, scale your small business into a sustainable government contracting powerhouse, and learn the insider strategies that have helped countless entrepreneurs break into the $700B+ federal marketplace. Through real conversations with industry leaders, agency insiders, and successful business owners, Eric brings you the playbook for success—covering everything from 8(a) certification and set-asides to subcontracting, teaming, and beyond. Whether you’re just starting out or looking to scale, Govcon Giants is your roadmap to navigating one of the most profitable yet misunderstood markets in the world—government contracting.
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The AI “Shredder” Method for INSTANT Go/No-Go DECISIONS
01/23/2026
The AI “Shredder” Method for INSTANT Go/No-Go DECISIONS
In this episode of the Federal Help Center Podcast, Ryan Atencio breaks down a practical, AI-powered approach to opportunity shredding—the fastest way to determine whether a government contract is worth pursuing before wasting time and resources. You’ll learn how a custom AI “shredder” prompt can instantly extract the who, what, when, where, why, estimated FTEs, security clearance requirements, key personnel roles, contract structure, and even potential incumbents—without manually reading dozens of pages. The episode also covers how this summary becomes a clean internal go/no-go decision tool, why brevity matters when sending opportunities upstream, and how visual summaries (like infographics) can dramatically improve decision speed and clarity. Key Takeaways Speed wins contracts. AI-driven shredding replaces manual highlighting and cuts RFP review time from hours to minutes. Go/No-Go is the real objective. Early summaries should answer only one question: Do we pursue or walk away? Brevity beats brilliance. Decision-makers won’t read walls of text—clear summaries (or visuals) get faster approvals. If you want to learn more about the community and to join the webinars go to: Website: Connect with Encore Funding: Join 2026 Surge Bootcamp Starting January 31:
/episode/index/show/govcongiants/id/39794030
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Why You’re MISSING GovCon OPPORTUNITIES Before They Even Hit SAM.gov
01/22/2026
Why You’re MISSING GovCon OPPORTUNITIES Before They Even Hit SAM.gov
In this episode of the Federal Help Center Podcast, Ryan Atencio shares how his experience writing performance work statements, serving as a COR, and evaluating proposals inside DoD completely changed how he approaches opportunity identification and proposal strategy today. The conversation dives deep into why most contractors miss opportunities on SAM.gov and how to fix it by shifting from keyword and NAICS-only searches to PSC-based custom searches. Ryan also walks through his practical framework for shredding opportunities, extracting real objectives, and using AI the right way—section by section—to build stronger, more compliant proposals without relying on shortcuts that don’t work (yet). Key Takeaways PSC codes beat keyword searches. One PSC can capture multiple NAICS-based opportunities—saving you from missing bids before they surface. Think like the end user, not the CO. Winning proposals align directly to mission objectives, not just compliance checklists. AI is a force multiplier—not a shortcut. Strong proposals are built paragraph by paragraph, then validated with compliance checks. If you want to learn more about the community and join the webinars go to: Website: Connect with Encore Funding: Join 2026 Surge Bootcamp Starting January 31:
/episode/index/show/govcongiants/id/39793990
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311: From ER Trauma Nurse to GovCon Power Player with Melanie Patterson
01/21/2026
311: From ER Trauma Nurse to GovCon Power Player with Melanie Patterson
In this episode of the Govcon Giants Podcast, Eric Coffie sits down with Melanie Patterson, Founder & CEO of Integrity Global Logistics and Team Integrity Knowledge Center for a candid conversation on what it really takes to win government work without getting ignored, overlooked, or stuck in “bid mode.” Melanie breaks down the mindset shift from employee to entrepreneur, using a powerful metaphor: you have to “date the government”—learn their language, understand how they operate, and build trust the right way. Melanie shares her underdog story—from ER trauma nursing to entrepreneurship in transportation and logistics—where she took a bold leap, cashed out her 401(k) to fund her next chapter, built an 18-wheeler fleet, and started winning state and city contracts before stepping into federal. Along the way, she explains why niching down is the fastest path to credibility, how partnerships unlock contracts you can’t fulfill alone, and why execution (not motivation) is where most small businesses break down. The episode also tackles real-world tension business owners face—politics vs. profits—and why separating emotion from strategy is critical if you want consistent revenue, payroll stability, and long-term scale. Key Takeaways “Date the government.” Capability statements alone won’t get attention—learning their language, responding strategically, and building trust will. Niche down, then expand. Being known for one clear capability gets you in the door; strong performance opens bigger opportunities. Execution beats information. Free resources help, but pipeline, outreach, bids, and deliverables are what actually build a GovCon business. If you want to learn more about the community and to join the webinars go to: Website: Connect with Encore Funding: Join 2026 Surge Bootcamp Starting January 31:
/episode/index/show/govcongiants/id/39794225
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No NIST Score? You CAN'T Win a DOD Contract
01/20/2026
No NIST Score? You CAN'T Win a DOD Contract
In this episode of the Federal Help Center Podcast, Randie Ward breaks down what contractors must understand about CMMC, NIST scores, and SPRS before pursuing Department of Defense contracts. She explains why every DOD contractor must complete a NIST self-assessment—regardless of score—and how contracting officers are now required to enforce these cybersecurity requirements in every DOD RFP. Randie also walks through where your NIST score is housed inside SPRS through PIE, why eligibility depends on it, and how monthly expert-led CMMC webinars can help contractors stay compliant and confident as requirements continue to evolve. Key Takeaways No NIST score means no award: Positive or negative, you must have a score to be eligible for DOD contracts. SPRS is mandatory for CMMC compliance: Your self-assessment lives inside SPRS, accessed through PIE. Start with self-assessment before anything else: It reveals what protections, processes, and controls your business needs to put in place. If you want to learn more about the community and to join the webinars go to: Website: Connect with Encore Funding:
/episode/index/show/govcongiants/id/39613175
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This MISSING Registration STOPS Your Proposal Cold!
01/19/2026
This MISSING Registration STOPS Your Proposal Cold!
In this episode of the Federal Help Center Podcast, Randie Ward breaks down the systems and documentation contractors must have in place before pursuing Department of Defense opportunities. She explains why PIE registration is mandatory for DOD work, how SPRS ties directly to your NIST self-assessment and CMMC requirements, and where contractors often get stuck trying to navigate these platforms. Randie also walks through what a strong capability statement should include—clear competencies, NAICS codes, differentiators, and past performance—so contracting officers can quickly understand who you are and why you belong on their short list. Key Takeaways PIE is non-negotiable for DOD work: You cannot submit proposals, invoice, or receive awards without being registered and set up properly. SPRS and NIST scores matter early: Your self-assessment score is required and directly impacts eligibility for DOD contracts. Your capability statement must do the work for you: Clear branding, competencies, NAICS codes, and past performance make it easy for agencies to find and trust you. If you want to learn more about the community and to join the webinars go to: Website: Connect with Encore Funding:
/episode/index/show/govcongiants/id/39613130
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Missing This DOD Setup? You’re NOT Award-Ready!
01/16/2026
Missing This DOD Setup? You’re NOT Award-Ready!
In this episode of the Federal Help Center Podcast, Randie Ward breaks down what real procurement readiness looks like beyond just registering in SAM. Using real client examples, Randie walks through professionally built project sheets and capability statements, explaining why clean branding, clear competencies, and visible past performance matter when agencies are evaluating vendors. She then dives into Department of Defense requirements—covering PIE registration, SPRS, and CMMC/NIST compliance—showing why contractors cannot submit proposals, receive awards, or get paid without these systems in place. The message is clear: preparation, compliance, and professionalism are no longer optional if you want to compete in GovCon. Key Takeaways Professional documentation matters: Project sheets and capability statements should be clean, branded, and easy for agencies to evaluate—no guesswork required. DOD contractors must be system-ready: PIE, SPRS, and related platforms are mandatory for submitting proposals, invoicing, and compliance. CMMC/NIST is non-negotiable: You cannot receive a DOD award without a NIST score—self-assessment or certification depending on the requirement. If you want to learn more about the community and to join the webinars go to: Website: Connect with Encore Funding:
/episode/index/show/govcongiants/id/39613075
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The Procurement MISTAKES That Make You Look UNPROFESSIONAL to the Government
01/15/2026
The Procurement MISTAKES That Make You Look UNPROFESSIONAL to the Government
In this episode of the Federal Help Center Podcast, Randie Ward breaks down one of the most overlooked—but most critical—factors in government contracting success: procurement readiness. This session is designed especially for new and growing GovCon businesses that want to avoid common early mistakes and present themselves as credible, professional, and prepared partners to government agencies. Randie walks through what “being ready” actually means long before you submit a proposal—starting with foundational assets like SAM and SBA profiles, professional branding, and internal documentation. She explains how agencies research contractors, why incomplete profiles hurt your visibility, and how small details like email domains and keyword-rich narratives influence whether you’re taken seriously or ignored. Key Takeaways Procurement readiness is a credibility signal—being overprepared helps you stand out in a crowded GovCon landscape. Your SAM/SBA profile and branding matter more than you think, including email domains, narratives, and uploaded assets. Pre-building resumes, project sheets, and capability materials makes proposal responses faster, stronger, and less chaotic. If you want to learn more about the community and to join the webinars go to: Website: Connect with Encore Funding:
/episode/index/show/govcongiants/id/39613015
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310: How to Find YOUR Fit in Federal, State, and Local Contracting with Farooq Mitha
01/14/2026
310: How to Find YOUR Fit in Federal, State, and Local Contracting with Farooq Mitha
In this episode, we kick off with a reality check: communities and companies across the country are leaving serious money on the table by skipping government contracting—not just federal, but also state, local, city, and county opportunities. The message is simple: the opportunity is huge, but it’s not a shortcut. Winning requires patience, perseverance, and a clear understanding of what your company does best, then matching that capability to a specific customer’s requirements. Then the conversation turns personal and tactical as Eric connects with Farooq Mitha, based in Washington, D.C. and previously served as Director of Small Business Programs at the Department of Defense. You’ll hear what it’s like being “in the Pentagon world” for 15 years—and a surprisingly human look at the Pentagon as a self-contained city (yes… with everyday services most people would never expect). The takeaway: GovCon is built on understanding the ecosystem, showing up with the right fit, and staying in the game long enough to win. Key Takeaways You don’t have an “opportunity problem”—you have a positioning problem. Know what you do, then map it to a real customer requirement. GovCon rewards stamina. The money is real, but so is the need for patience and perseverance. The Pentagon (and the DoD ecosystem) is a world of its own. Understanding how that world operates helps you move smarter—especially if you’re targeting defense work. If you want to learn more about the community and to join the webinars go to: Website: Connect with Encore Funding:
/episode/index/show/govcongiants/id/39638095
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How ONE LINE of Vague Language Can Cost YOU the Entire Contract!
01/13/2026
How ONE LINE of Vague Language Can Cost YOU the Entire Contract!
In this episode of the Federal Help Center Podcast, Zach Golden walks through a real proposal review to show why generalized language, vague staffing plans, and small inconsistencies quietly sink otherwise strong bids. He explains how proposal reviewers look beyond surface-level compliance to assess production rates, deployment strategies, staffing percentages, and post-award documentation—details many contractors overlook. Zach breaks down how AI-powered proposal workbenches surface these gaps, from inconsistent facility counts to missing templates, and why refining language and structure can turn a high-risk submission into a competitive one. This episode is a practical deep dive into why precision—not volume—is what wins contracts. Key Takeaways General language signals risk: Evaluators want specifics—production rates, staffing formulas, deployment methods—not broad assurances. Small inconsistencies can disqualify you: Facility counts, staffing percentages, and missing templates directly impact compliance and scoring. Iterative review saves days of work: Using structured proposal tools allows fixes in hours instead of full rewrites. If you want to learn more about the community and to join the webinars go to: Website: Connect with Encore Funding:
/episode/index/show/govcongiants/id/39610710
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Using AI the WRONG Way Can COST You the Contract!
01/12/2026
Using AI the WRONG Way Can COST You the Contract!
In this episode of the Federal Help Center Podcast, Zach Golden pulls back the curtain on how proposal reviews actually work when using AI—and why most contractors misunderstand its role. Walking through a real proposal review using a purpose-built proposal manager, Zach explains how outlines, compliance matrices, and structured drafts prevent critical gaps that generic AI tools often miss. He breaks down the difference between raw AI models and trained proposal agents, why feeding AI winning proposals matters, and how relying on basic tools like ChatGPT alone can create a false sense of confidence. This episode is a must-listen for contractors using AI in proposals who want real compliance—not surface-level feedback. Key Takeaways AI is only as effective as what it’s trained on: Generic models don’t understand winning proposals unless taught with real examples. Compliance gaps kill proposals silently: Missing forms, vague past performance, and unverified requirements often end bids before pricing. Proposal tools beat raw AI: Structured proposal managers outperform standalone AI by enforcing compliance and evaluation logic. If you want to learn more about the community and to join the webinars go to: Website: Connect with Encore Funding:
/episode/index/show/govcongiants/id/39610675
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Why COMPLEX Proposals FAIL Before Pricing Is Even Reviewed
01/09/2026
Why COMPLEX Proposals FAIL Before Pricing Is Even Reviewed
In this episode of the Federal Help Center Podcast, Zach Golden walks listeners through a real county-level proposal from Union County, North Carolina to expose why complex scopes overwhelm even experienced contractors. Using a 70-page janitorial solicitation as an example, Zach explains how multi-site coordination, security requirements, staffing plans, schedules, and logistics quickly turn proposals into operational puzzles. He breaks down why these contracts can’t be treated casually, how missing small details can derail an otherwise solid submission, and why contractors must think beyond cleaning tasks to include movement, supplies, access, and timing. This episode is a must-listen for contractors expanding into state, local, or large multi-facility projects. Key Takeaways Complex scopes require operational thinking: Multi-site projects are logistics problems, not just service descriptions. Restating requirements isn’t enough: Proposals must show how work will be executed across buildings, schedules, and staff. You can’t reach pricing without technical compliance: Even strong pricing means nothing if the technical approach falls short. If you want to learn more about the community and to join the webinars go to: Website: Connect with Encore Funding:
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Why YOUR Proposal LOST! (And It Wasn’t the Price)
01/08/2026
Why YOUR Proposal LOST! (And It Wasn’t the Price)
In this episode of the Federal Help Center Podcast, Zach Golden breaks down one of the most painful losses contractors can experience—a technical loss. Using a real $29M janitorial proposal as a case study, Zach explains how proposals fail not because of price, but because they miss small, easily overlooked requirements buried in the scope. He walks through how a single missing detail—documentation of staff training—prevented pricing from even being evaluated, despite weeks of preparation. This episode dives deep into the difference between checklist-style responses and truly tailored solutions, why janitorial and service contracts are more complex than most people realize, and how contractors can avoid repeating costly technical mistakes that never give them a chance to compete. Key Takeaways Technical losses are avoidable—but brutal: If you miss one requirement, your price may never be evaluated. Checklists don’t win contracts: Simply restating the scope doesn’t demonstrate understanding or execution. Details buried in the PWS matter: Documentation, tracking, and “how” you manage requirements can make or break a proposal. If you want to learn more about the community and to join the webinars go to: Website: Connect with Encore Funding:
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309: The BRUTAL TRUTH About Teaming, Lawsuits, and Survival in GovCon with RJ Blake
01/07/2026
309: The BRUTAL TRUTH About Teaming, Lawsuits, and Survival in GovCon with RJ Blake
In this episode, Eric Coffie sits down with RJ Blake, Founder & CEO of Blake Wilson Group, for a real conversation about what it actually takes to build a GovCon business—from the first dollar of revenue to growing into prime contracts. RJ shares how his early “arena mindset” (trying, failing, refining) shaped his entrepreneurial journey, why most founders get stuck in analysis paralysis, and how he built revenue early by solving a painful problem for large primes: hard-to-fill talent with clearances and deep domain expertise. They also get honest about the realities nobody glamorizes—lawsuits as a business tactic, shutdowns slowing productivity, why cash and credit lines keep you alive, and why relationships are the one thing AI will never replace. Bottom line: if you want longevity in this game, you need preparation, community, and a plan you’re willing to evolve. Key Takeaways “Luck” favors prepared contractors: You don’t win sitting on the couch—you win by being in the arena, iterating, and staying ready. Sub-first can be the smartest move: RJ spent ~5 years building as a subcontractor, stacking cash, and systemizing before pushing hard into prime work. Targeted strategy beats chasing everything: Go where revenue is closest, understand your real value proposition, and treat relationships as your unfair advantage—because AI can’t build trust for you. If you want to learn more about the community and to join the webinars go to: Website: Connect with Encore Funding:
/episode/index/show/govcongiants/id/39638065
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Why GENERIC Proposals Quietly Kill Your CHANCES
01/06/2026
Why GENERIC Proposals Quietly Kill Your CHANCES
In this episode of the Federal Help Center Podcast, Eric Coffie breaks down why technically correct proposals still lose when they ignore mission context and agency culture. He explains how over-engineering proposals, relying on generic buzzwords, or treating mission-driven environments like standard corporate facilities can quietly disqualify otherwise strong bids. Using real examples, Eric shows how understanding dignity, sequencing, staffing continuity, and unspoken expectations—especially around high-visibility moments like Memorial Day—creates powerful differentiators that evaluators notice immediately. Key Takeaways Generic language kills differentiation: Buzzwords signal a lack of real mission understanding. Mission context matters as much as compliance: Agencies want to see why the work matters, not just that you’ll do it. Small details win contracts: Staffing continuity, cultural awareness, and timing often separate winners from everyone else. If you want to learn more about the community and to join the webinars go to: Website: Connect with Encore Funding:
/episode/index/show/govcongiants/id/39551410
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INSIDE the Federal Help Center: How Members Actually WIN Contracts
01/05/2026
INSIDE the Federal Help Center: How Members Actually WIN Contracts
In this episode of the Federal Help Center Podcast, Eric Coffie breaks down how contractors can leverage the Federal Help Center community to access opportunities, education, and strategic connections—without relying heavily on cold outreach. He explains the difference between Starter and Pro memberships, how webinars and trainings are structured, and why many successful contractors grow through referrals, partnerships, and relationship-based deal flow. The conversation also highlights how to reverse-engineer opportunities at the local, state, and federal levels by identifying incumbents, understanding contract ownership, and asking the right questions early—reinforcing that no contractor wins alone. Key Takeaways Access matters: Starter members see foundational content, while Pro members unlock advanced trainings, live sessions, and deeper strategy. Relationships outperform cold outreach: Many opportunities come from referrals, partnerships, and shared client ecosystems. Reverse-engineer opportunities: Identify current contract holders, ask who oversees the work, and work backward to position yourself early. If you want to learn more about the community and to join the webinars go to: Website: Connect with Encore Funding:
/episode/index/show/govcongiants/id/39551400
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The FASTEST Way to LOSE a Government Contract After You Win It
01/02/2026
The FASTEST Way to LOSE a Government Contract After You Win It
In this episode of the Federal Help Center Podcast, Eric Coffie breaks down one of the most dangerous mistakes contractors make when bidding on government work: overpromising what they can’t realistically deliver. From unrealistic response times and staffing promises to inflated delivery schedules and “state-of-the-art” claims that don’t yet exist, Eric explains how desperation to win can quietly sabotage performance after award. He also unpacks how this behavior raises red flags for evaluators—especially in Lowest Price Technically Acceptable (LPTA) procurements—where honesty and compliance matter far more than flashy narratives. The conversation also dives into a second critical issue: misunderstanding the evaluation method. Eric explains why contractors often waste time and money submitting bloated, over-engineered proposals for LPTA contracts—only to lose to a lean, compliant bid with a lower price. If you want to protect your reputation, avoid performance failures, and bid smarter, this episode is a must-listen. Key Takeaways Overpromising creates performance risk — Unrealistic staffing, response times, or delivery schedules can lead to COR issues, contract discrepancies, or termination for default. Honesty beats hype in LPTA bids — Inflated claims don’t earn extra credit; evaluators only care if you meet requirements at the lowest acceptable price. Match your proposal to the evaluation method — In LPTA, “acceptable is acceptable.” A shorter compliant proposal will beat a bloated one every time if the price is lower. If you want to learn more about the community and to join the webinars go to: Website: Connect with Encore Funding:
/episode/index/show/govcongiants/id/39551365
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This ONE Proposal Habit Is QUIETLY DISQUALIFYING You!
01/01/2026
This ONE Proposal Habit Is QUIETLY DISQUALIFYING You!
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: Website: Connect with Encore Funding:
/episode/index/show/govcongiants/id/39551335
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308: From 90% Revenue LOSS to 2 Prime WINS: The Relationship Strategy That Worked For Christine Hopkins
12/31/2025
308: From 90% Revenue LOSS to 2 Prime WINS: The Relationship Strategy That Worked For Christine Hopkins
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: Website: Connect with Encore Funding: Connect with Christine: LinkedIn account: LinkedIn corporate: Website:
/episode/index/show/govcongiants/id/39562230
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The Quiet Tools Smart Contractors Use to Uncover Locked Doors
12/30/2025
The Quiet Tools Smart Contractors Use to Uncover Locked Doors
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: Website: Connect with Encore Funding:
/episode/index/show/govcongiants/id/39490610
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Why Program Managers Don’t Respond—And What to Do Anyway
12/29/2025
Why Program Managers Don’t Respond—And What to Do Anyway
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: Website: Connect with Encore Funding:
/episode/index/show/govcongiants/id/39490590
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Why “Just Submitting the Bid” Is a Losing Government Contracting Strategy
12/26/2025
Why “Just Submitting the Bid” Is a Losing Government Contracting Strategy
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: Website: Connect with Encore Funding:
/episode/index/show/govcongiants/id/39490550
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Why Contracting Officers Aren’t the Real Decision Makers
12/25/2025
Why Contracting Officers Aren’t the Real Decision Makers
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: Website: Connect with Encore Funding:
/episode/index/show/govcongiants/id/39490580
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307: After 32 Years as a CONTRACTING OFFICER, Here’s Why Most Small Businesses LOSE with Shelley Hall
12/24/2025
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: Website: Connect with Encore Funding: Shelley's Linkedin:
/episode/index/show/govcongiants/id/39525155
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Why Most SAM.gov RFPs Are TRAPS (And How to Avoid Them!)
12/23/2025
Why Most SAM.gov RFPs Are TRAPS (And How to Avoid Them!)
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: Website: Connect with Encore Funding:
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The Federal Contracting Mistake That Keeps You INVISIBLE!
12/22/2025
The Federal Contracting Mistake That Keeps You INVISIBLE!
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: Website: Connect with Encore Funding:
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Why the “BORING” Government Contracts Quietly Make the MOST Money
12/19/2025
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: Website: Connect with Encore Funding:
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The SIMPLEST Government Contracting STRATEGY Most Contractors Overcomplicate
12/18/2025
The SIMPLEST Government Contracting STRATEGY Most Contractors Overcomplicate
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: Website: Connect with Encore Funding:
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306: Veteran Entrepreneur Strategies: Why Doing It Alone Cost Him $100K with David Pere
12/17/2025
306: Veteran Entrepreneur Strategies: Why Doing It Alone Cost Him $100K with David Pere
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: Connect with Encore Funding:
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Most People Fail in GovCon Because They Never Leave the House
12/16/2025
Most People Fail in GovCon Because They Never Leave the House
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:
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SAIC VP Exposes How Small Businesses Actually Get In the Door
12/15/2025
SAIC VP Exposes How Small Businesses Actually Get In the Door
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: Watch the full Youtube episode here:
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