GOVCONJun 8, 202614:20
Why Building Relationships Gets You Federal Contracts Before the Competition Even Knows
0:0014:20
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
Government contracting business development is about more than watching SAM.gov every day it's about positioning your company so the right opportunities find you first. In this episode, govcon BD strategist Randie Ward walks through how she helped a small business client become the prime contractor on a $5 million university construction project without ever scrambling for an RFQ. What you'll learn in this episode:
Show notes & timestamps
- 0:00Introduction and Mindy AI govcon research tool overview
- 0:30Eric Coffie introduces the Federal Help Center podcast
- 1:00Tactical vs. strategic business development in federal contracting
- 2:05Client background: local contracts, healthcare and diversifying into federal
- 3:34How finding opportunities before the bid platform begins
- 4:01Building the key relationship with the large prime program manager
- 5:38Tracking the University of North Texas construction project
- 6:20Connecting with the project manager and asking the right questions
- 7:50Assembling the teaming partners: pitching two large primes
- 8:58Bringing in Spa Glass and architect firm PGA to form the team
- 10:47RFQ drops and building the proposal submission package
- 11:37Phase one shortlisting and preparing for phase two interview
- 12:21Scripting and coaching the team for the 30-minute presentation
- 13:36Winning as the small business prime with large prime support
