In this episode of the Federal Help Center Podcast, Eric Coffey explains why winning contracts isn't about showing up when the bid is posted — it's about being discovered before the solicitation ever hits the street. Eric shares how relationship-building helped his team win a $2 million university Job Order Contract (JOC) by staying close to the project manager, showing up at events, and learning exactly what needed to be in the proposal long before submission day.

Eric also breaks down the unfair advantage of engaging early: contracting personnel can talk to you freely before the RFQ drops — but once it's released, communication stops. From maintaining long-term relationships with FAA decision-makers to leveraging forecasts and pre-solicitations, Eric reinforces the core lesson: complex contracts aren't won last-minute. They're won through upfront strategy, visibility, and consistent conversations.

Key Takeaways:

• Contractors who build relationships early get found before bids go public

• Pre-solicitations and forecasting are where the real advantage begins

• Long-term agency connections (like FAA) can open doors for years to come

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