Winning your first government contract with no past performance and no capital sounds impossible, but Randy Ward did exactly that and scaled it into millions. In this episode, host Eric Coffie sits down with the President of AlchemyGov to break down how strategic partnerships and teaming let small businesses bid on contracts far bigger than they could ever chase alone. If you have been sitting on the sidelines watching the government spend more while you win nothing, this is the alternative path in.
Here is what you will learn in this episode:
- How Randy landed her first two consulting clients within a month by working local networking events instead of cold federal outreach
- The exact teaming structure she used to win a 5 million dollar design build project by connecting a client with a large prime and an AE firm
- Why set asides like 8a, SDVOSB, and woman owned let agencies sole source and how she used that to win FAA work
- How to bring value with zero past performance and zero capital by facilitating partnerships instead of performing the work yourself
- What the FAA 30 by 30 tower project reveals about how primes actually want small businesses to team with them
EPISODE CHAPTERS:
0:00 - Mindy and Encore Funding sponsor intro
2:11 - Randy Ward joins to share her partnership journey
7:00 - Recent Air Force base renovation contract win explained
12:12 - From regional sales manager to federal consulting
14:15 - Choosing the consulting route after family pivot
16:15 - Landing first two clients through local networking
19:00 - When a client refuses good contract opportunities
23:38 - Winning a five million dollar design build project
27:53 - Landing a two million dollar job order contract
30:47 - FAA 30 by 30 tower project teaming opportunity
40:00 - Why fewer small businesses win more federal money
Mindy 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.
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Connect with Encore Funding: http://govcongiants.org/funding
