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:

• Why companies pay premium salaries for government contract expertise
• The supply and demand economics of high-earning careers
• How account executives generate millions in revenue for their companies
• Real success stories: From zero experience to six-figure salaries at companies like Honeywell
• The difference between regular sales jobs and public sector account executives
• Why this career field has low competition despite high pay
• Requirements to enter the field (hint: no degree needed)
• Remote work opportunities with travel to domestic and international locations

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