Get the GovClose Certification: https://www.govclose.com/sales-certification Free Book Download: https://www.dodcontract.com/In this video, former Air Force acquisitions officer Richard C. Howard (Lt Col Ret) breaks down a surprising new procurement trend: the Department of Defense quietly spending millions on GLP-1 weight loss drugs like Ozempic.We cover:The explosive year-over-year growth in military spending on these drugs.Why the Pentagon is buying them and which agencies are involved.The role of sole source contracting and patents in this space.Policy drivers like VA and Tricare coverage.How small businesses can position themselves for opportunities through subcontracting and partnerships.If you want to start your own consulting business in government contracting, land a high-paying public sector sales role, or scale your company’s government sales pipeline—visit https://govclose.comAnd follow me on LinkedIn for free live training and insights: https://www.linkedin.com/in/govclose/Timestamps / Chapters00:00 – Pentagon spending on GLP-1 drugs: What’s driving demand?00:30 – $123M in GLP-1 contracts: Why these numbers matter01:15 – Why average number of offers is only one (sole source explained)01:45 – Who is Rick Howard? Military acquisitions background02:15 – Ozempic and GLP-1 drugs: Why the Pentagon is buying them02:45 – How government contracting data reveals hidden trends03:00 – Who’s actually buying? DLA Troop Support in Philadelphia03:30 – Why government sales is different from B2B or B2C04:00 – Why knowing the exact buyer office is critical in federal sales04:30 – Breaking down products vs. services in GLP-1 procurement04:45 – Policy drivers: VA, Medicare, and Tricare coverage of GLP-1 drugs05:45 – Why Pentagon spending is just a “flash in the pan” compared to industry revenues06:00 – The real opportunity: growth rate + procurement structure06:15 – How contractors can find second- and third-order opportunities06:30 – Prime vs. subcontracting: positioning for success in federal contracting07:00 – Preview of next video: Cybersecurity procurement trends#GLP-1 drugs in #governmentcontracting #ozempic DOD spending, #pentagon

In the GovClose Certification Program, our students learn the government contracting skills to:

1. Start their own consulting business that can earn up to $400k as a “solopreneur” advising businesses that sell to the government.

2. Land high-paying sales executive jobs with companies selling to the government.

From Special Ops to the Pentagon: Forrest Underwood on AI, Startups, and the Future of Defense Contracting

Forrest Underwood’s career spans flying MC-130Js for Special Operations, standing up new squadrons overseas, embedding with SOCOM on urgent missions, working with Silicon Valley venture capital firms, and now serving as Chief of Joint Investment Strategies at the Office of the Secretary of Defense and the CEO of Evergreen Industries

In this conversation, Forrest explains:

• How AI, cyber, and space tech companies can break into defense contracting.

• Why “product–mission fit” is the key to winning contracts without wasting resources.

• The cultural speed gap between Special Operations and traditional acquisition.

• How the Forged Act, Speed Act, OTAs, and acquisition reform will change the landscape.

• Why the best product doesn’t always win — and how to fix it.

If you’re a founder, tech leader, or government contracting professional, this episode is packed with actionable insights to help you navigate — and win in — the defense market.

Connect with Forrest on LinkedIn: https://www.linkedin.com/in/forrestunderwood/

Timestamps / Chapters
00:00 – The calm before the storm in defense acquisitions
00:40 – AI writing proposals for AI: The growing noise problem
01:15 – Special Ops speed: Delivering tech in under 24 hours
02:00 – Forrest Underwood: From pilot to defense tech strategist
03:00 – The grocery store encounter that launched an Air Force career
04:00 – Air Force Academy prep school: Building future officers
05:00 – Pilot training pipeline and aircraft assignments
07:00 – C-130J missions in Europe and Africa
09:00 – Standing up an MC-130J squadron in Okinawa
11:00 – Transitioning to joint staff roles in Stuttgart
14:00 – SOCOM immersion in Silicon Valley venture capital
15:00 – Working with VC firms on AI, cyber, and space tech
17:00 – The cultural speed gap in acquisitions
19:00 – Overnight integration of mission-critical tech
22:00 – Moving into acquisitions leadership at OSD
23:00 – Managing $200B in annual defense investments
24:00 – Founding Evergreen Industries and product–mission fit
28:00 – Navigating the valley of death in defense innovation
29:00 – OTAs, SBIRs, DIU, and accelerating acquisition
30:00 – Forged Act, Speed Act, and acquisition reform
32:00 – Why quality beats volume in proposals
34:00 – Non-traditionals vs. primes in the new acquisition era
36:00 – Cybersecurity compliance and small business challenges
39:00 – Why the best product doesn’t always win
40:00 – Mapping capabilities to joint warfighting needs
42:00 – Accelerating serious companies into DOD contracts
45:00 – Sell it first, build it second in defense tech
46:00 – Validating demand before developing solutions
47:00 – Discovery-driven selling in the DOD
49:00 – Understanding frustrations on both sides of the process
50:00 – How acquisitions officers evaluate new tech
53:00 – Where defense tech funding is headed

JOIN the GovClose Community
Follow me on LinkedIn for our free GovClose Newsletter and real-world GovCon insights
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The AI gold rush is real—and the federal government is pouring billions into data-center buildouts and high-performance computing infrastructure.In this live session, former government acquisitions officer, Richard Howard, shows you exactly how the government buys these types of services, products, and technology, how to sell to the U.S. government, and what's to come with this administration's investments in AI and data centers.Learn government contracting and start your own consulting business or land a six-figure salaried position as an Account Executive: https://govclose.com/We’ll use the GovClose MVP analyzer to break down:1. Which agencies and offices are spending the most on AI infrastructure2. How competitive each opportunity is (based on # of offers received)3. Which Product Service Codes (PSC) and NAICS codes are most effective for targeting this market4. And how to position yourself or your company to win in FY25Whether you're a small business, tech supplier, infrastructure builder, or consultant, this session will show you how to uncover real opportunities and get in before the next wave of spending hits.We’ll also cover Trump’s latest AI executive order and how it’s reshaping federal technology priorities—with data centers now requiring natural gas turbines, power transmission lines, and even small nuclear reactors.This is not theory. It’s a live demo using actual contract data.You’ll see how I breakdown government spending data to create true actionable insights. You’ll learn how to filter out noise and focus on high-value contracts with low competition.If you’re looking to sell or consult in AI, cloud, or data infrastructure, don’t miss this!#datacenter #federalspending #aiconsulting #ai

In the GovClose Certification Program our students learn the government contracting skills to:1. Start their own consulting business that can earn up to $400k as a "solopreneur" advising businesses that sell to the government.2. Land high-paying sales executive jobs with companies selling to the government.3. Build predictable pipelines and win government contracts.In this video, I walk you through the tools, tech, and AI I personally use to win in government contracting — the real stack, not the gimmicks. From traditional tools that haven’t failed me in decades to emerging AI platforms and niche solutions for teaming, subcontracting, and market research, I show you what actually works and how I use it. No sponsorships. No sales pitches. Just the truth.Watch Next: How to land your first $4K a month client: https://youtu.be/ETCClaw-los📑 Chapters00:00 – Why the right tools matter in GovCon01:00 – Reviewing TeamingPro live: first impressions05:15 – GovE: unlocking hidden contract vehicles09:00 – How to actually team and win: the mindset11:45 – WhisperFlow: my unfair advantage for writing faster15:30 – Using ChatGPT properly in government contracting 20:30 – Crafting proposals they actually read (section by section)23:00 – Why CRMs make or break your pipeline25:30 – Canva: yes, Canva — and why it works30:15 – Video tools (Descript & Tradewinds pitches) you need now38:00 – Old standbys: USAspending, SAM.gov, GovWin IQ44:00 – Final thoughts: what tools to invest in nowJOIN the GovClose CommunityRING the bell 🔔 on my LinkedIn profile for real-world GovCon insights👉 https://www.linkedin.com/in/govclose/

Start a consulting business in the federal contracting: https://govclose.com GovClose graduate Des Daniels shares how he went from running his own small government contracting business to landing high-ticket B2B clients and growing a consulting firm — while traveling the world.We talk about the challenges of selling to the government vs. selling B2B, how to win clients as a consultant, and why having a system (and community) is the key to success.Watch next:What is government contracting? https://youtu.be/NzM23bK3g8IRun a GovCon business from anywhere: https://youtu.be/9ssNjSwx8n0⏳ Chapters00:00 – Why Des joined GovClose despite already winning contracts01:00 – The cashflow struggle: loans vs. smarter revenue streams02:00 – Discovering the consulting business model in gov contracting03:00 – Verifying GovClose with past students before joining04:15 – First impressions of the program: flexibility and strategy05:30 – How the program combines federal contracting & B2B skills06:45 – Moving from training to actually closing clients09:00 – The B2B sales learning curve (and how it differs from B2G)10:15 – How Des landed his first $4k/month client11:45 – How much should you charge as a federal consulting advisor?13:15 – Learning from the War Room & GovClose community15:00 – Why the community is so powerful: diverse experts at your fingertips17:00 – Projected revenue goals: $250k+ in year one, $500k–$750k 5 years19:45 – Running a govcon consulting firm while traveling the world22:00 – The value of accountability and mentorship in growing faster25:15 – Setting up your business properly: banking, QuickBooks, VA support27:15 – How Des and his wife split responsibilities running the business28:30 – The sweet spot of what you like, what you’re good at, and what pays31:00 – Specializing in helping 8(a) and disadvantaged businesses succeed33:15 – Why most 8(a) businesses fail to leverage their certification34:15 – Where Des sees his consulting business heading next36:00 – How to contact Des and what to avoid askingJOIN the GovClose CommunityRING the bell 🔔 on my LinkedIn profile for real-world GovCon insights👉 https://www.linkedin.com/in/govclose/Want to work with Des Daniels?Des's Linkedin: https://www.linkedin.com/in/desmond-daniels-deconsulting/Des's Website: https://www.degovcon.com/#govcon #governmentcontracts #smallbusiness #govclose #federalsales #consultingbusiness

Join me, Rick Howard (Lt Col, Ret.), as I break down everything you need to know about government contracts for small businesses, from what they are, how to find them, and the secrets to winning.

Learn how to leverage set-asides, certifications, and market research to position your business or career in this lucrative space.

Get the GovClose Certification: https://www.govclose.com/sales-certification In the GovClose Certification Program our students learn the government contracting skills to:Start their own consulting business that can earn up to $400k as a "solopreneur" advising businesses that sell to the government.Land high-paying sales executive jobs with companies selling to the government.Chapters:00:00 What Are Small Business Government Contracts?01:00 What Does The Government Buy From Small Businesses?01:45 How Does The SBA Define a Small Business?03:00 What Are Set-Asides & How Do They Work?05:00 Types of Small Business Certifications Explained06:00 Government Goals for Small Business Contracts in FY2509:00 Why So Few Small Businesses Sell To The Government?12:00 How Much Money Do Small Businesses Really Make in Government Contracts?14:00 Why Most Businesses Fail at Government Contracting17:00 How To Find Government Contracts Before Everyone Else19:00 How To Use USAspending.gov To Research Opportunities25:00 Common Mistakes Businesses Make & How To Avoid Them29:00 How Competitive Are Small Business Contracts?33:15 Competitive Research: Analyzing Successful Small Businesses37:00 Who Are The Top Buyers of Small Business Services?44:00 Example: Waste Collection — A Surprising Opportunity49:00 The Opportunity & Decline in Competition in Gov Contracting50:45 How To Register Your Business in SAM.gov54:15 How To Find & Respond to Solicitations on SAM.gov59:00 Why You Should Engage During the Market Research Phase1:02:00 Responding to Sources Sought to Influence Contracts1:07:00 Building a Pipeline & Strategy for Long-Term Success1:08:30 Final Thoughts & How To Join GovCloseKeywords:#governmentcontracts #smallbusiness #smallbusinessgovcon #businesscertifications #set-asides #governmentcontract #samgov #governmentprocurement USAspending.gov guide, how to find government contracts, sources sought explained, SBA small business goals, winning government contracts, government contracting trainingJOIN the GovClose CommunityRING the bell 🔔 on my LinkedIn profile for real-world GovCon insights👉 https://www.linkedin.com/in/govclose/#govclose #governmentcontracts #smallbusiness

In this episode, former U.S. Air Force acquisitions officer Rick Howard walks you through a powerful strategy for uncovering pre-solicitation government contract opportunities without ever using SAM.gov. If you're relying solely on SAM, you're already behind.

Rick dives into how to use Acquisition Forecasts, navigate agency procurement portals, and leverage industry days, attendee lists, and contracting office contacts to build a government sales pipeline that extends 3+ years into the future.

🔍 Learn how to:

• Access acquisition forecasts from DoD, DOE, VA, NASA, Army Corps of Engineers, and more

• Find and filter long-range procurement forecasts that few competitors are looking at

• Use attendee lists from industry events for teaming and subcontracting leads

• Identify Sole Source and 8(a) contract opportunities hidden in agency forecasts

• Understand how to reverse engineer an agency’s buying behavior

• Avoid mistakes like submitting blind proposals with no confirmation

Whether you're a consultant, small business, veteran entrepreneur, or federal sales executive, this training will show you where the real leads are hidden—long before RFPs drop.

Resources Mentioned:

• https://govclose.com

• Follow Rick on LinkedIn: https://www.linkedin.com/in/govclose

  
  

  #GovernmentContracting #GovCon #SAMgov #FederalSales #SmallBusinessGovCon #PublicSectorSales #ContractOpportunities #GovClose #AcquisitionForecasts #8aContracts #OTAs #DoDContracts #HowToSellToTheGovernment #GovContractingTraining #RickHoward #GovCloseCertification

We're answering all the questions people are asking about GSA.

We cover: GSA Advantage, GSA rates and GSA labor rates, e-library GSA, what is GSA?

We give you the history, talk about GSA schedules, and how to apply for the schedules.

Learn from GSA government officials that I have interviewed and what the GSA catalog looks like.

Learn how to shape deals, work directly with federal agencies, and master category-driven acquisition.👉 https://www.govclose.com

But GSA is often misunderstood.Is it a federal agency, or is it a series of contracts that companies need to sell to the government?

In this live session, we'll be covering what a GSA contract is.

Who is going to need one, and how this messy process works, especially in light of recent presidential executive orders.

Want more federal government contracting tips, news, and live sessions? Follow me on LinkedIn and hit the notification bell. https://www.linkedin.com/in/govclose

#gsa #governmentcontracting #gsaadvantage #gsarate

Start a consulting business in the federal contracting: https://govclose.com GovClose graduate Des Daniels shares how he went from running his own small government contracting business to landing high-ticket B2B clients and growing a consulting firm — while traveling the world.We talk about the challenges of selling to the government vs. selling B2B, how to win clients as a consultant, and why having a system (and community) is the key to success.Watch next:What is government contracting? https://youtu.be/NzM23bK3g8IRun a GovCon business from anywhere: https://youtu.be/9ssNjSwx8n0⏳ Chapters00:00 – Why Des joined GovClose despite already winning contracts01:00 – The cashflow struggle: loans vs. smarter revenue streams02:00 – Discovering the consulting business model in gov contracting03:00 – Verifying GovClose with past students before joining04:15 – First impressions of the program: flexibility and strategy05:30 – How the program combines federal contracting & B2B skills06:45 – Moving from training to actually closing clients09:00 – The B2B sales learning curve (and how it differs from B2G)10:15 – How Des landed his first $4k/month client11:45 – How much should you charge as a federal consulting advisor?13:15 – Learning from the War Room & GovClose community15:00 – Why the community is so powerful: diverse experts at your fingertips17:00 – Projected revenue goals: $250k+ in year one, $500k–$750k 5 years19:45 – Running a govcon consulting firm while traveling the world22:00 – The value of accountability and mentorship in growing faster25:15 – Setting up your business properly: banking, QuickBooks, VA support27:15 – How Des and his wife split responsibilities running the business28:30 – The sweet spot of what you like, what you’re good at, and what pays31:00 – Specializing in helping 8(a) and disadvantaged businesses succeed33:15 – Why most 8(a) businesses fail to leverage their certification34:15 – Where Des sees his consulting business heading next36:00 – How to contact Des and what to avoid askingJOIN the GovClose CommunityRING the bell 🔔 on my LinkedIn profile for real-world GovCon insights👉 https://www.linkedin.com/in/govclose/Want to work with Des Daniels?Des's Linkedin: https://www.linkedin.com/in/desmond-daniels-deconsulting/Des's Website: https://www.degovcon.com/#govcon #governmentcontracts #smallbusiness #govclose #federalsales #consultingbusiness

GSA just changed the game. On May 28th, a letter went out to major value-added resellers—and it wasn’t good news for the middlemen.

The government is moving toward direct deals with Original Equipment Manufacturers (OEMs), and that means major changes are coming for federal sales.Train with UsLearn how to shape deals, work directly with federal agencies, and master category-driven acquisition.👉 https://www.govclose.comIn this video, I break down:⏱ Timestamps00:00 – GSA’s New Strategy: Middlemen Under Fire01:00 – What is a VAR (Value-Added Reseller) vs. a Pretender?02:30 – GSA’s Push for Direct OEM Relationships04:00 – The Irony: Is GSA the Biggest Middleman?05:00 – What GSA Is (and Isn’t) Doing with Centralized Procurement06:30 – Implications for Sales Executives, Consultants, and OEMs08:00 – What You Should Be Doing Right NowKey Takeaways:GSA wants to cap markups and increase pricing transparency.Resellers must redefine their value—or risk becoming obsolete.Pretenders and matchmaking models? They don’t belong here.Mission-critical buys? Likely still handled by DoD internally.Consultants who know how to shape deals early are in high demand.Subscribe to the GovCon Newsletter!I unpack these shifts and more every week in my GovClose newsletter on LinkedIn.🔗 Follow me and subscribe: www.linkedin.com/in/govcloseWatch NextInterview with GSA’s Kevin Kivlin – What GSA Is Really Planning: https://youtu.be/033sUCzGgq8#GSA #governmentcontracting2025