Teaming is the fastest way to win government contracts when you have no past performance, and in this episode Zach Golden breaks down exactly how to do it.
Zach, president of Loyal Contracting Solutions and VP of Corporate Partnerships at GovCon Giants, shares the real mistakes and relationship strategies that took him from his first week sending out sources sought responses to running a firm that handles BD, proposal writing, and grant writing.
If you have ever found a government customer with a need and wondered how to fill it without the capacity yourself, this is your playbook.
Why teaming with niche, specialized vendors (think copper thermal straps and tiny custom manufacturing) means low competition and low hanging fruit you can win fast
How to turn one found opportunity into a long term consulting relationship by marketing a vendor to the government customers you already know
The real story of Zach freezing when a $40M+ prime asked if he knew the SBIR program, and how that one lesson made it his specialty
How the SBIR program actually works: Phase 1 funding up to $250K with no punishment deliverable, and Phase 2 prototype funding up to $2M
Why you can run multiple government contracts at once as long as you have the size and capability to do the work
EPISODE CHAPTERS: 0:00 - Sources sought meeting with a $40M prime 0:31 - Building a contracting business from one client 1:50 - Teaming with niche vendors for low competition 2:52 - Long term relationships that pay off later 3:34 - Running multiple government contracts at once 5:00 - Why a team of consultants beats going alone 5:11 - The SBIR mistake that became a specialty 6:20 - Marketing a vendor to government customers you know 7:04 - Zach Golden and Loyal Contracting Solutions intro 7:54 - Turning one deal into ongoing consulting work 8:14 - How SBIR Phase 1 and Phase 2 funding works
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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