GovClose Certification Overview: https://www.govclose.com/govclose-certification-programThe "Jab Jab Right Hook" Strategy for Government Contracting SuccessStop chasing contracts with proposals. Start building relationships that WIN contracts. In this coaching call, I break down how relationship-based selling works in government contracting using Gary Vaynerchuk's "Jab, Jab, Right Hook" framework.Most contractors think they need to write better proposals. Wrong. The most successful government contractors I know rarely write competitive proposals—they win through relationships. Here's how to apply the Jab-Jab-Right Hook method to build genuine connections with contracting officers and decision-makers.**Who This Is For:**→ Government contractors tired of losing competitive bids→ Small businesses building their first relationships with agencies→ Consultants helping clients navigate federal sales→ Anyone pursuing DOD, DOE, DHS, or civilian agency contracts→ Companies with existing contracts looking to expand within an agency**CHAPTERS:**00:00 - Introduction: Why Relationships Beat Proposals00:45 - Always Take the Networking Call (Real Story)01:15 - Negotiating Between Big Companies & Egos02:00 - The Lawyer Problem: CYA vs. Making Deals Happen03:15 - Community Support & Learning from Each Other04:30 - Teaming Agreement Templates (Use & Reuse)04:45 - Product vs. Problem: Focus on THEIR Need07:00 - Market Intelligence Tools: Who Needs What14:30 - Using GovWin IQ to Track Pipeline & History18:15 - Subcontracting Strategy: Stay Focused or Diversify?21:00 - Timeline Expectations: 12 Months Is Normal22:00 - On-Site Networking: Fort Bragg Example22:30 - The Jab-Jab-Right Hook Method Explained23:00 - Every 3rd or 4th Time: When to Ask for Business23:15 - Why COs Want to Help Good Companies**Key Timestamps:**• 00:45 - How one networking call turned into a job offer• 02:30 - Why lawyers' CYA mentality kills deals• 05:15 - "Be passionate about your client's problem, not your product"• 06:00 - You're setting yourself up for failure if you don't match requirements• 22:30 - "Every single sale was never writing a proposal again"• 22:45 - "I would go there with engineers and fix it, wouldn't charge them"• 23:00 - "Every fourth or fifth time I'd ask for more business"• 23:15 - "I wanted to help companies that were honestly trying to do good work"**Related Videos You Should Watch:**• How to Use GovWin IQ for Pipeline Building• DOE National Labs Contracting Strategy• When to Give Up on an Agency (And Move On)• Teaming Agreements: How to Negotiate Between Big PlayersNeed a consultant? Connect with Jonathan Haines from this video. https://www.linkedin.com/in/jonathanbhaynes/**Disclaimer:** This content is for educational purposes. While I draw on my experience as a former USAF acquisitions officer, all advice should be adapted to your specific situation and reviewed with your legal/compliance team as appropriate.**Connect with me:**🌐 Website: https://www.govclose.comConnect with Rick on LinkedIn: https://www.linkedin.com/in/govclose/© 2024 GovClose. All rights reserved.
If you've ever wondered what GSA does or if you were confused because GSA is a federal agency but also referred to as a "contract vehicle", then you're in the right place.
Whether you're a business selling to the government, or an account executive working for a company, or a consultant, you need to understand GSA's role in federal procurement.
I have my own biased opinion, but in this episode I'm going to present the facts in the history of government contracting ands how GSA ties in.
Start your government contracting career: https://www.govclose.comWatch on YouTube
A Contracting Officer's Advice on Proposal Writing:https://youtu.be/bcHPij1WnFsFREE Federal Sales Training: https://www.govclose.com#rfp #rfq #compliancematrix
Greg Coleman’s career took a turn that almost no one expects. After helping build a venture-backed tech company and appearing on Shark Tank, he shifted into a world most founders overlook: government contracting. In this conversation, Greg explains how startups, consultants, and small businesses can position themselves to work with federal agencies, navigate complex programs like SBIR and OTAs, and understand what it actually takes to break into the government market.Greg spent years inside the Department of Defense innovation ecosystem, where he evaluated early-stage technologies, managed prototype programs, and worked directly with founders trying to sell to the government. Today he advises companies on how to approach the federal market, avoid common mistakes, and build real opportunities inside agencies.If you're exploring government contracting for the first time, wondering how companies get funding, or trying to understand what separates successful federal vendors from everyone else, this interview gives you a clear, realistic starting point.Chapters00:00 – Greg’s background and early Air Force career02:15 – Flying high-level government officials and global missions04:05 – Launching a startup and appearing on Shark Tank07:10 – Entering the government innovation ecosystem (DIU, NSIN)13:45 – How SBIR and STTR really work for small businesses18:20 – OTAs and how companies move from prototype to production25:10 – Examples of emerging tech companies building for the government31:20 – The hardest challenge: crossing the “valley of death”35:00 – Greg’s advisory work helping companies approach the federal market38:30 – Greg’s thoughts on the GovClose Certification ProgramWork With GregGreg advises early-stage and growth-stage companies (Pre-Seed through Series B) on entering the federal market, building repeatable sales strategies, and navigating SBIR, OTA, and prototype pathways.Connect: https://www.linkedin.com/in/gregorycoleman/Become a Certified Government Contracting ProfessionalLearn federal sales, pipeline building, and modern acquisition strategies inside the GovClose Certification Program:https://govclose.comHire a GovClose-Trained ConsultantCompanies can get matched with trained federal sales consultants here:https://match.govclose.com
GovClose Certification Overview: https://www.govclose.comThere is a highly effective, results-driven certification that most people have never heard of — yet it consistently helps professionals break into six-figure federal sales careers, build multiple-six-figure consulting practices, and win meaningful government contracts for their businesses.In this video, former Department of Defense (now DOE) procurement officer Lt. Col. (Ret.) Richard C. Howard walks through the complete FY26 GovClose Certification Program syllabus, based entirely on how federal agencies actually buy. You’ll see how GovClose students:- Earn top-tier roles as public sector account executives- Build consulting practices supporting government contractors- Win contracts for their own companies through data-driven strategy- Learn a repeatable process grounded in federal spending analytics- Apply what they learn through the GovClose War Room implementation systemThis is a full breakdown of the core curriculum, the methodology behind it, the real examples of what this certification prepares you to do in the federal marketplace.CHAPTERS00:00 314 Professionals Trained and the Outcomes They’re Seeing00:15 Three Types of Results: AE Careers, Consulting Wins, Federal Contract Success00:30 Rick Howard’s Background Managing $82B in DoD Contracts01:00 What You Will Learn in This Full Syllabus Walkthrough01:15 Why GovClose Is Not a Proposal-First Program01:30 The Three Paths to Applying GovCon Expertise02:00 Path 1: Contractor Path for Existing Business Owners02:45 Case Study: David Ortiz and Federal Logistics Contracts03:00 Path 2: Consultant Path for Those Without a Business03:15 Ivan’s Path: Consulting Clients and Transition Into a Top Role03:45 Path 3: Professional Path and High-Level AE Careers04:15 What These AE Roles Look Like in Practice04:30 Jacob’s Result: Standing Out Against Experienced Applicants05:00 Phase 1: Government Contracting Fundamentals06:00 Understanding Whether the Government Buys What You Sell06:15 Phase 2: Niche Development Through Federal Spending Data07:00 Identifying Low-Competition, High-Demand Niches07:30 Student Feedback: Eliminating Blind Spots Through Strategy07:45 Phase 3: Building the Federal Sales Roadmap08:15 How Agencies Buy: Vehicles, Set-Asides, Patterns08:45 Matching Your Company Profile to the Right Vehicles09:00 Estimating Realistic Potential Using Competitor Behavior10:00 How the Roadmap Helped Jacob Win His Interview11:00 Phase 4: Pipeline Building with Early-Stage Opportunities12:00 Why Waiting for Posted Solicitations Doesn’t Work12:15 Phase 5: The Art of Winning Through Meetings and Influence12:45 Rick’s Account Executive Example: Why Meetings Drive Success13:15 Understanding the Market Research Phase14:00 Case Study: Why Sam’s Bids Were Late in the Process14:30 Phase 6: Mastering Proposals and Compliance Requirements15:00 Avoiding Disqualification Through Proper Compliance16:00 What Happens After 12 Weeks: The War Room17:00 Implementation Support: Pricing, Clients, Post-Award Guidance18:00 Access to Experts Across the GovCon Ecosystem18:30 Choosing Your Specialization After Certification19:00 Advanced Topics: Vehicles, SBIR, OTA, and Acquisition Strategy20:00 Deliverables You Leave With (Roadmap, Pipeline, Strategy, Niche)20:45 Certification Benefits: Badge, Recommendation, CRM, Community21:00 Who This Program Is Not Designed For21:45 Who This Program Is Designed For22:30 The Work Required and What True Expertise Looks Like23:00 How to Learn More or Join GovClose Recommended Videos to Watch NextThe 15 Rules of SAM.govhttps://youtu.be/gdh8dNBT46M27 Steps to Write Winning Proposals for Government Contractshttps://youtu.be/4Db9iCNlhw8The High-Paying Job Military Veterans Have Never Heard Ofhttps://youtu.be/cXGnPUaimAUConnect with Rick on LinkedIn: https://www.linkedin.com/in/govclose/Hire a GovClose Trained Consultant: https://match.govclose.com
Andy Main is a former UFC fighter, the youngest person to appear on The Ultimate Fighter -at the time, an MMA champion, a serial entrepreneur, and the CEO of ROE Defense. Rick talks to Andy about why he started a defense tech company, his amazing career in mixed martial arts, and his philosophy on business and life. Andy's a member of the GovClose certification program. If you'd like to check that out, you can do so at the following link: https://www.govclose.comWatch Next:The 15 Rules of Government Contracting. https://youtu.be/gdh8dNBT46MConnect with Rick on LinkedIn: https://www.linkedin.com/in/govclose/Connect With Andy on Linkedin: https://www.linkedin.com/in/andymain1/#ufc #mma #veteran #defensetechnology
These are the 15 rules we teach in the GovClose certification program on how to consistently win contracts with the U.S. federal government.
If you have rules or formulas that you use for government contracting that are not in this video, please share them in the comments.
Start Your GovCon Career: https://www.govclose.comGovClose Certification Overview: https://www.govclose.com/govclose-certification-programConnect with Rick on LinkedIn: https://www.linkedin.com/in/govclose/
From 8(a) reviews and HUBZone audits to new verification standards for woman-owned and veteran-owned businesses, there’s a clear message coming from Washington: these programs are being watched more closely than ever.
That’s not necessarily a bad thing.
It’s a reminder that certifications were never meant to replace value — they were designed to highlight it.
In government contracting, the sequence matters:
Start with value. Build a business that solves a real problem for an agency.
Learn the mission. Work with the government during market research and pre-solicitation to shape requirements.
Position early. Once you’ve established credibility, then a certification can help move the needle — slightly.
Used the right way, certifications can still be a force multiplier.
Used too early, they can become a crutch that hides a weak value proposition.
As I mention in this week’s video, contracting officers don’t award contracts because you’re certified — they award them because you deliver results.
The businesses that focus on solving mission problems first will be the ones that benefit most from these programs in the long run.
Interested in selling to the US government? Watch our free training to understand how to build a government contracting business profitably: https://www.govclose.com/watch-sales-certification
Start Your GovCon Career: https://www.govclose.com
In this special podcast episode, I go over the step-by-step process we teach in the GovClose certification program for winning government contracts. GovClose Certification Overview: https://www.govclose.com/govclose-certification-programConnect with Rick on LinkedIn: https://www.linkedin.com/in/govclose/FREE Federal Sales Training: https://www.govclose.com
If you are a veteran or federal worker and have a security clearance, you may qualify for very high-paying job.
Companies pay a premium for people that have been through the security clearance process.
It saves time, and you're already vetted. But there's one job most people don't think about when leveraging a clearance.
This is unfortunate because it's one of the highest paying jobs that you can get.
This episode, we break down how to leverage your security clearance and look at actual job postings to compare and contrast different pathways.
Start Your GovCon Career: https://www.govclose.comGovClose Certification Overview: https://www.govclose.com/govclose-certification-programConnect with Rick on LinkedIn: https://www.linkedin.com/in/govclose/FREE Federal Sales Training: https://www.govclose.com
GovClose Certification Overview: https://www.govclose.com/govclose-certification-programWhy are college-age kids choosing government contracting as a career path and succeeding at it? There is a big debate going on in this country about the price of a college education vs. what you actually get for it. Choosing a career can be difficult for young people, never mind paying off a huge amount of debt for an education that may not actually help you get a job! In this video, I interview a college sophomore who went through the GovClose certification program, learned government contracting, and was immediately offered a paid internship with an aerospace defense company.Next I interview Jack, a young man in his early 20s, no bachelor's degree, but went through the GovClose certification program and now has multiple high-paying clients. Government contracting is not for everybody. It's hard. Some would say it's boring (not me, of course). But there is enormous amounts of funding that the federal government spends in almost all industries each year. There are very few people that actually understand how the government buys. Because of this, salaries and consulting fees tend to be very high, and there's not a lot of competition because so few people even know about government contracting as a profession, and even less actually understand the process. I also want to make a disclaimer. I am not advising people to skip college. But, I do want to make people aware that there is an alternative. Also in Lindsey's case, you'll see combining college with government contracting can actually be a really great option as well. I hope this video helps. And if you liked it, and/or if you would like to see a program dedicated to helping college-age kids get into government contracting, let me know in the comments. Government Contracting 101: https://www.govclose.comConnect with Rick on LinkedIn: https://www.linkedin.com/in/govclose/#careeradvice #collegestudent #certification
Here's a statistic that will shock you: According to SBA data, there are 34.7 million small businesses in the United States.
Yet only 78,677 companies—just 0.23%—won federal contracts in FY24. That's less than a quarter of one percent competing for $774 billion in annual contract opportunities.
Why is this number so low?
It's not because the opportunity is small. It's because most businesses don't understand how the system actually works.
In this episode, I'm breaking down the three rules of SAM that nobody talks about—the realities that separate the 0.23% who win from the 99.77% who struggle.
Rule #1: Don't Use SAM (Yet)
Before you even register on the System for Award Management, you need to validate that the government actually buys what you sell. I'll show you how to use USAspending to research federal buying patterns and save yourself months of wasted effort.
I'll also address a critical warning: the "middleman" or "broker" model being promoted on social media. Federal Acquisition Regulation 52.219-14 requires small business prime contractors to perform at least 50% of services work themselves. Without past performance and in-house capabilities, this model fails—both legally and practically.
Rule #2: Know Who Buys What You Sell—And How
It's not enough to know that agencies buy what you sell. You need to understand which offices, what procurement methods they use (GSA Schedules, GWACs, IDIQs), and what barriers to entry exist. Some contract vehicles take years to access.
Rule #3: Always Start with Sources Sought
Here's what most people miss: there's an entire phase of contracting that happens before the solicitation is ever published. It's called the market research phase, and this is where contracts are actually won.
When agencies post Sources Sought notices or Requests for Information, they're inviting you to shape requirements, demonstrate capabilities, and build relationships. The companies that win consistently are the ones who engage 6-8 months before the RFP drops—attending meetings, providing demonstrations, and establishing trust with program offices.
Writing "cold" proposals to solicitations you found online? That's starting at the end. Your competitors started at the beginning.
I'll explain why the system isn't rigged—it's just that most people don't know about the pre-solicitation engagement phase where the real work happens.
Industry experience suggests it takes 12-24 months to win your first federal contract, and the SBA reports that some businesses spend $80,000 to $130,000 in the process. This is a long-term strategy, not a quick win. But for businesses with proven capabilities and the patience to build properly, federal contracting provides stable, recurring revenue at scale.
Ready to Learn More?
If you want to learn how to use government contracting to win contracts, start a consulting business, or launch a career as an account executive, visit govclose.com. We offer comprehensive training and implementation programs to help you navigate the federal marketplace successfully.
Rick Howard is a former Air Force acquisition officer who managed over $82 billion in defense contracts. He founded GovClose in 2019 to help companies and consultants succeed in the federal marketplace.
At the time of this recording, the U.S. federal government is shut down and it is affecting federal employees, contractors, and even some military.
In this video, I discuss how federal experience can be valuable to companies selling to the U.S. government. We also go over potential paths to bring on consulting clients that can help mitigate a shutdown, bring in an extra stream of income, and for some, give them a career pivot that's entrepreneurial and can be very rewarding.
Start Your Consulting Business: https://www.govclose.comGovClose Certification Overview: https://www.govclose.com/govclose-certification-program
Discover the lucrative career field that most people have never heard of—government contracting account executives earning $120K to $400K+ annually. Former Air Force acquisitions officer Rick Howard reveals how to break into this high-paying profession without a degree.
In this episode, we explore the fundamentals of supply and demand in career earnings and why government contract sales positions offer extraordinary compensation. Learn how the US government, the world's largest purchaser at $700+ billion annually, creates massive opportunities for sales professionals who understand the public sector.
What You'll Learn:
Key Topics Covered: Government contracting, defense contracts, federal sales, account executive careers, public sector sales, high-paying jobs without degrees, career transformation, military contracting, B2G sales, government procurement
Whether you're looking for a career change, seeking higher income potential, or want meaningful work supporting national defense and government services, this episode provides a roadmap to a profession where you can make a significant impact while building substantial wealth.
Ready to Transform Your Career?
If you're interested in exploring this high-paying, meaningful career path in government contracting, here's how to get started:
🔗 Visit govclose.com to access free introductory training videos and learn more about the certification program. If it's a good fit, you can apply for an advisory call to speak with one of our counselors about whether the program is right for you.
💼 Connect with Rick Howard on LinkedIn to stay updated on government contracting insights, success stories from the GovClo community, and opportunities in the public sector sales field. Join a network of professionals who are building wealth while making a difference.
Remember: This isn't the easy path—it requires dedication and hard work. But if you're willing to put in the effort, you can learn a specialized skill set that very few people possess, positioning yourself for salaries of $200K, $300K, $400K and beyond.
Don't let another year go by wondering what could have been. The US government is spending $700+ billion annually, and companies need qualified professionals like you to help them win those contracts.
- Start your journey today at govclose.com
- Connect with Rick Howard on LinkedIn
The GovClo community has over 200 members who are transforming their lives and careers. Will you be next?
Start Your GovCon Career: https://www.govclose.com
In this episode, I walk through One of the best-paying careers for military veterans and retirees. I go step-by-step why government contracting will pay for your military service, including:
And a lot more
Btw, if you didn't serve in the military, I would still listen to this episode because combining government contracting with any professional work experience you have - could - be a way for you to get into the high-paying career field.Check Out GovClose Certification Overview: https://www.govclose.com/govclose-certification-programConnect with Rick on LinkedIn: https://www.linkedin.com/in/govclose/FREE Federal Sales Training: https://www.govclose.com
Read the complete breakdown on Anduril and other companies selling to the US government at: https://federalytics.substack.com
Government Contracting 101: https://www.govclose.comGovClose Certification Overview: https://www.govclose.com/govclose-certification-program
Connect with Rick on LinkedIn: https://www.linkedin.com/in/govclose/
Government Contracting 101: https://www.govclose.comGet Free Weekly Government Contracting Business Tips: https://federalytics.substack.comGovClose Certification Overview: https://www.govclose.com/govclose-certification-programIn this video, you’ll learn the 10 biggest reasons to start your own consulting business, how to package your skills into a service people will pay for, and why AI is your ultimate growth partner.You’ll discover: - The independence & financial upside of consulting- How to start part-time (without quitting your job)- Why AI amplifies your value instead of replacing you- How to work from anywhere in the world - The hidden opportunities (equity deals, partnerships, advisory roles) that consulting unlocksAnd stick around until Reason #10, where I reveal how consulting doesn’t just create income — it can completely redefine your lifestyle, freedom, and future.Watch: Why Federal Employees Should Start a Consulting Businesshttps://youtu.be/Q34m1Qh3U_w?si=OBSx7ECSYbe2ROvVConnect with Rick on LinkedIn: https://www.linkedin.com/in/govclose/#Consulting #AIGrowth #ScaleWithAI
Get the full DOE report on Substack: https://federalytics.substack.com/p/the-186-billion-small-business-roadmapGovernment Contracting 101: https://www.govclose.comFull DOE Intelligence Report (Federalytics): federalytics.substack.comDOE Contracts: Two Markets, One Oligopoly — Where Small Businesses (and Investors) Actually WinThe Department of Energy awarded $186B in contracts in recent years — but $79B is concentrated in a nuclear-weapons oligopoly dominated by five M&O primes.
If you’re a small business (or investing in one), the play isn’t to storm the wall — it’s to navigate the $100B+ opportunity zone where competition is lower, vehicles are direct, and outcomes are repeatable. This briefing shows: which offices to target, which NAICS to favor, why GSA MAS barely matters at DOE, how to leverage subcontracting pathways into the Big Five, and how the GAO’s $1.1B compliance finding creates a verification edge for disciplined firms.Who this is forFounders and BD leaders selling to DOE/NNSAPE/VC investors & boards pressure-testing pipeline quality, CAC to CLV, and competitive moats in federal marketsCorporate strategy teams evaluating inorganic roll-ups in R&D, engineering, and EM servicesWhat you’ll learn:
DOE’s “two-economy” reality: no-entry M&O vs. accessible direct-award ecosystem
Office-level and NAICS-level tactics to avoid high-bidder bloodbaths
How to use subcontracting to wedge into the nuclear complex supply chain
Why the GAO small-business audit (~$1.1B) signals tighter verification — and how to capitalize on itTimestamps (SEO-optimized for YouTube + AI search)00:00 DOE $186B overview00:20 Federalytics report00:40 NNSA M&O no-entry01:00 The Big Five labs01:20 $107B opportunity zone01:40 Target offices to win02:00 Competition math (offers)02:20 Vehicles that work at DOE02:40 NAICS picks to target03:00 Rule of 5 filter03:20 Subcontracting paths03:40 GAO $1.1B compliance04:00 GovClose playbook04:20 Next steps + dataLinks• Full DOE Intelligence Report (Federalytics): federalytics.substack.com• Learn to sell to government & build multiple revenue streams (GovClose): govclose.comConnect with Rick on LinkedIn: https://www.linkedin.com/in/govclose/Notes & context“Offers per award” is a proxy for competition. Lower is better for small businesses and for investors modeling win-rates and BD efficiency.Figures reflect recent DOE awards where competition data is reported; incomplete records are excluded for accuracy.This content is for market intelligence and strategy; it’s not legal advice.
Get free training on breaking into government contracting: https://www.govclose.com
Deep dive on the analytics behind AI in this week's edition of Federalytics: https://federalytics.substack.com/p/federal-ai-contract-intelligenceEveryone’s talking about AI agents and AI assistance – and the U.S. government is listening. In this video, a former DoD acquisitions officer (managed $82 Billion in Defense contracts) reveals how AI companies and developers can sell to the government.
We break down real examples of government AI contracts already in action:Dept. of Education’s “Aiden” chatbot: navigating student loans via an AI assistant (proof-of-concept on a special contract vehicle).
VA (Veterans Affairs) AI chatbots: small contracts (under $10M) with startups to help vets access benefits – a great entry point for new players.
Navy’s office assistant GPT: a prototype AI tool the Navy aims to deploy service-wide to enhance productivity.Air Force & DARPA’s AI agents: autonomous AI pilots flew a fighter jet (X-62A) in simulated dogfights and won – AI for defense is here.
Why it matters: Federal agencies are investing in AI solutions right now. But winning these contracts means understanding how the government buys (think contract vehicles, SAM.gov, “sources sought” notices, etc.). This video shows you how to navigate the process and position your AI product for AI for defense and public sector success. Whether you’re a veteran transitioning out, a federal professional, or a tech entrepreneur, these insights will help you sell to the government and join the AI government contracting boom.
Don’t let the AI agents revolution pass you by – the Pentagon isn’t waiting on AI assistance and agents, and neither should you.
Explore the GovClose Certification – Fast-track your career with our premier GovCon training program and certification.https://www.govclose.com/govclose-certification-program
Follow on LinkedIn and stay updated with daily tips from our founder (former USAF contracting officer) https://www.linkedin.com/in/govclose/Schedule a Enrollment
Consultation: https://www.govclose.com/enrollment-interview#aiassistant #aiagent #agentsinartificialintelligence
FREE Training: https://www.govclose.comSchedule a Enrollment Consultation: https://www.govclose.com/enrollment-interviewGovClose Certification OVERVIEW: https://www.govclose.com/govclose-certification-programHow does a small cybersecurity company land a government contract with the U.S. Army worth $1.8 million? In this interview, Harold shares how he used the GovClose strategy to identify opportunities, build relationships with the Army’s small business office, and execute a subcontracting strategy that opened the door to federal contracting success.We break down his journey from first outreach to contract award, and why help desk support and network security are some of the hottest federal spending categories right now. If you’re trying to break into government contracting, subcontracting is one of the fastest ways to win early and scale from there.Watch this interview to learn:- How Harold went from training to a $1.8M Army contract- Why small business offices can be the key to success- The subcontracting strategy that works again and again- What it takes to scale a cybersecurity company in federal salesReach out to Harold:https://www.linkedin.com/in/harold-kwigova/Follow me on LinkedIn for free live training: https://www.linkedin.com/in/govcloseWant to start your own consulting business in federal contracting? Learn more at https://govclose.comTimestamps:00:00 – Introduction: Harold’s $1.8M Army contract win01:00 – Using Army acquisition forecasts to find opportunities02:15 – How the Small Business Office opened the right doors03:00 – Harold’s cybersecurity niche: network security & Palo Alto firewalls04:15 – From college football to government contracting06:00 – The subcontracting strategy that landed the contract07:15 – Breaking into the Army help desk and IT support arena08:30 – Why few companies bid on these overlooked contracts09:30 – Building relationships with contracting officers early11:00 – Hiring staff and executing on a multi-year Army contract12:15 – Scaling a small business in the government contracting market13:45 – The power of the GovClose community for teaming & scaling15:15 – Revenue goals and building a $15M+ pipeline18:00 – Certifications (8a, SDVOSB, etc.) and when they matter20:00 – Advice for entrepreneurs entering federal contracting21:30 – Why persistence, research, and mentorship are key23:00 – Final thoughts and Harold’s vision for the future
Get the GovClose Certification: https://www.govclose.com/sales-certificationZach Selch has been called the most interesting salesman in the world. He’s sold in 135 countries, closed deals with over 100 governments, and built global sales empires. In this interview,
Zach breaks down what it really takes to win overseas—whether you’re selling helicopters, hospital systems, or software.We dive into the hidden world of international sales—patience, persistence, politics, and the wild stories you’ll never hear in business school.If you want to understand how to break into global markets and government contracting, this is for you.Zach's information:LinkedIn: https://www.linkedin.com/in/international-sales-growth/
Global Sales Mentor: globalsalesmentor.com
Want to hire Zach as a keynote speaker? themostinterestingsalesmanintheworld.comWatch NextHow to win gov contracts in 2025: https://youtu.be/z1wl3GS5TIsChapters00:00 – The $30M deal won before the RFP02:00 – Who is Zach Selch?03:00 – Selling in 135 countries and 100 governments05:00 – Helicopters and billion-dollar defense markets07:00 – Why Brazil can beat the U.S. in sales09:00 – Waiting nine days in Nigeria’s ministry lobby12:00 – Why U.S. job titles don’t matter overseas14:30 – How the caste system shapes Indian sales17:00 – Winning a Thailand deal by refusing to leave20:00 – Selling when you don’t know the language22:00 – Why 94% of markets are outside the U.S.25:00 – Locking out rivals by writing the specs29:00 – The Reliance Telecom story: $30M order33:00 – Products that flop in U.S. but thrive abroad36:00 – How veterans can thrive in international sales41:00 – Sales training for vets and cold call fear45:00 – Turning military skills into sales leadership47:00 – Military service creates instant rapport abroad49:00 – Meeting Rwanda’s health chief in 3 hours50:00 – How to connect with Zach Selch