GOVCONJun 10, 202622:56
How to Find a GovCon Consulting Client Without Any Past Performance or Capital | EP: 328
Your host
Eric Coffie
Eric Coffie built a construction company from zero to $20M+ in federal sales, then founded GovCon Giants to teach everyday people how to win government contracts.
About this episode
Govcon consulting is the fastest path into federal contracting for people who don't have past performance, capital, or a lengthy client roster and in 2024, it may also be your fastest path to a life-changing exit. Eric Coffie breaks down exactly how aspiring consultants can identify successful small businesses that are already doing five, seven, or ten million a year but have no one focused on growing them and turn that into a full consulting practice that leads to real federal contracts, teaming opportunities, and even acquisition-level deals. What you'll take away from this episode: Why owner-operators are the ideal consulting target — Most business owners are heads-down keeping the lights on and have zero bandwidth to pursue government work, even if they're already 8(a) certified.
That gap is your opportunity.
Show notes & timestamps
- 0:00Mindy AI and Encore Funding intro
- 1:19Govcon consulting model explained for small businesses
- 2:17Working on the business vs. working in the business
- 3:16Why 8(a) companies with revenue still leave contracts untouched
- 4:15Finding your first consulting client through your own network
- 5:43How bringing the right company creates value for everyone
- 7:12Federal set-aside programs currently under legal attack
- 8:40Building capacity so programs become optional not essential
- 9:38Private equity firms paying to train and acquire GovCon businesses
- 11:04Success stories: Chris, Miguel, and Maria's consulting journeys
- 13:32Acquisitions, M&A strategy, and the bigger picture for govcon
- 17:57How to apply lessons, partner up, and plan your exit strategy
