GOVCONApr 18, 202608:07
How to Win Federal Contracts When You Have No Past Performance Yet
0:0008:07
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
Breaking into federal contracting as a prime contractor means confronting the brutal truth about past performance — agencies won't give you a shot without it, and you can't get it without a shot. This episode features a raw, real conversation with a seasoned 8(a) contractor who spent years traveling the country doing capability presentations with no takers, until one contracting officer changed everything. In this episode you'll learn:
Show notes & timestamps
- 0:00Welcome to the Federal Help Center podcast
- 0:27Transitioning from subcontractor to prime contractor reality
- 0:56Understanding the 12 to 18 month federal sales cycle
- 1:54Staying mentally resilient when revenue is not coming in
- 2:22Why building your why keeps you from quitting
- 3:48Getting the 8a certification and hitting the past performance wall
- 4:42Traveling the country doing capability presentations with no wins
- 5:39The moment he pushed back and demanded an opportunity
- 6:07The $43,000 Homestead Florida contract that started everything
- 6:35Why he said yes to a job with no profit margin
- 7:04How one yes turned into a six-figure local follow-on contract
- 7:34The mindset that carries you through six years of no's If you want to learn more about the community and to join the webinars go to:
