GOVCONMay 16, 202613:39
What It Really Takes to Win a Government Contract When You Have No Past Performance
0:0013:39
Featured guest
Randie Ward
Randie Ward joined Eric Coffie on this episode.
About this episode
Government contracting business development is not about luck, it is about following a repeatable process, and in this episode Randie Ward breaks down exactly how she won her very first client contract using the same BD framework she learned from the govcon community. From cold introductions at non-GovCon events to teaming with a $685 million prime, this is a real case study that every aspiring consultant and new contractor needs to hear. In this episode you will learn:
Show notes & timestamps
- 0:00Welcome to the Federal Help Center Podcast
- 0:27Why Randie is sharing his very first client win today
- 1:24His background in sales and learning govcon BD as a student
- 2:21Taking on healthcare higher ed and GovCon for a construction client
- 3:19Getting introduced to a CMARS program manager at a live event
- 4:16Following up relentlessly and finally getting the meeting
- 5:15How large primes were forced to partner with small businesses
- 5:42Finding the pre-solicitation and building the end client relationship
- 6:40Approaching two large primes and selecting the right teaming partner
- 7:35Adding a design build partner with strong past performance to the team
- 9:23Using the pre-solicitation to build key personnel and write the proposal
- 10:19Getting shortlisted and preparing the team for the interview
- 11:43Winning the contract and lessons on showing up strong in BD Market Intelligence gives you the federal opportunities, agency signals, recompete intel, and pursuit briefs that tell you not just what contracts exist, but which ones to chase and how to win them.
