Govcon Giants

In today's Daily Windup, I sit back down with Craig Cohen, VP of Business Development at Encore Funding, to uncover the hidden ways banks quietly deny small businesses—even when you're holding multi-million-dollar government contracts. From rejecting companies for being "too liquid" to charging an "unused line" fee when you don't even borrow, Craig exposes how traditional finance prioritizes protecting themselves, not helping you grow in the federal space.

• Why banks underwrite based only on past revenue, not your new awards
• The shocking "too liquid" reason lenders deny strong credit applicants
• Hidden "unused line" fees that charge you even when you don't borrow

Learn more: https://govcongiants.org/

On today's episode of the Govcon Giants Podcast, I sit down with Andrew Hunter, former Assistant Secretary of the Air Force for Acquisition, Technology, and Logistics, to unpack the realities of how the government buys—and where opportunities exist for contractors. With nearly two decades on Capitol Hill, years in the think tank space, and direct leadership in rapid acquisition at the Department of Defense, Andrew shares firsthand stories from counter-IED programs in Iraq to drone defense and logistics modernization. We dive into the $700B+ defense budget, the slowdown of new entrants into the federal market, and why outdated Air Force systems still create massive openings for innovative contractors ready to deliver modern solutions.

Key topics covered:

• Insights from Andrew Hunter's career spanning Capitol Hill, think tanks, and DoD rapid acquisition.

• Why new entrants into government contracting have slowed—and how small businesses can still break through.

• The urgent need to modernize legacy systems and the opportunities it creates for contractors.

Learn more: https://govcongiants.org/

On today's Daily Windup, I'm addressing one of the most overlooked deal-killers in government contracting: poor follow-up and lack of preparation. My guest, with 17 years in supplier diversity and small business programs, shares behind-the-scenes insights from grueling conference days to procurement readiness training at DIA. Together, we highlight how simple actions—like sending a follow-up within 48 hours, keeping your website sharp, and answering questions confidently—can be the difference between winning attention and losing out. This episode is all about helping small businesses tighten up their processes, impress decision-makers, and position themselves as credible, ready-to-win partners.

Key topics covered:

• The importance of timely follow-up, updated websites, and clear communication in building credibility.

• Real-world examples of small firms winning next-day interviews through preparation and professionalism.

• How sloppy outreach and weak readiness instantly kill opportunities with primes and agencies.

Learn more: https://govcongiants.org/

On today's Daily Windup, I dive into how certifications can be the catalyst for massive growth in government contracting. From real-world success stories like Sarah scaling her 8A business to $30M, Marcus building his SDVOSB to $25M, and Lisa cracking $40M through combined certifications, this episode reveals why credentials aren't just paper—they're profit multipliers. I also unpack why certifications like PMP, Agile, and Lean Six have become essential in today's government contracting landscape, with over 600,000 project management roles available and the DoD increasingly requiring PMP for leadership. Whether you're a veteran translating military skills or a contractor chasing scale, you'll learn how credibility and capability must align to win.

Key topics covered:

• Real success stories of entrepreneurs scaling to $25M–$40M with certifications (8A, SDVOSB, and combined approaches).

• The rising necessity of professional certifications like PMP, Agile, and Lean Six in the government space.

• Why credibility, combined with capability and relatability, is critical for winning government contracts.

Learn more: https://govcongiants.org/

On today's Daily Windup, I'm revealing what it truly takes for small businesses to break into the supply chain of a major defense contractor like BAE Systems. With 17 years of insider experience, my guest explains why market research, industry days, and knowing the forecast are non-negotiable when 99% of contracts tie back to the DoD. We cut through the myths around teaming agreements and subcontracting plans, exposing why most fail—and how legacy small businesses thrive by coming prepared with research, mission alignment, and credibility. This episode is a playbook for showing up the right way, avoiding common pitfalls, and positioning your business to win in the defense sector.

Key topics covered:

• Why research, industry days, and forecasts are essential to succeeding with primes like BAE Systems.

• The biggest pitfalls that keep small businesses out—weak introductions, lack of mission alignment, and poor preparation.

• How to leverage FPDS data, prove past performance, and align proposals with agency missions to break in.

Learn more: https://govcongiants.org/

On today's Daily Windup, I dive into the Community Care Network (CCN) and how it transformed the way the VA delivers care to veterans nationwide. My guest Lori Smith shares her journey from stepping in to support Region 4—spanning 14 Western states—to managing a staggering $128 billion healthcare contract portfolio that covers everything from IVF and dental to home health services. Today, through her work with AccuEligent, Lori is on a mission to help small, minority-owned, and women-owned businesses not only win contracts but also survive and thrive by understanding compliance, navigating payment delays, and preparing the right way. This episode unpacks what it really takes to serve the VA while avoiding the costly pitfalls that sink unprepared firms.

Key topics covered:

• How the VA's Community Care Network reshaped veteran healthcare with a $128B contract portfolio.

• Lori Smith's transition from managing CCN Region 4 to educating and supporting small businesses through AccuEligent.

• Common pitfalls contractors face—payment delays, compliance hurdles, and proposal fine print—and how to avoid them.

Learn more: https://govcongiants.org/

On today's episode, I sit down with Rachael Lee—my pick for the "Queen of FEMA"—to pull back the curtain on how small businesses can truly break into FEMA contracting. From her 8 years in the Army and roles with KBR to helping clients land multi-billion-dollar contracts, Rachael brings unmatched clarity on what it really takes to succeed. We cover why readiness trumps rushing to a disaster site, the step-by-step process to get FEMA-ready (from SAM registration to capability statements), and the reality that most firms must start as subcontractors on vehicles like LOGCAP or WEXMAC before scaling. Packed with war stories, insider tips, and billion-dollar context, this episode is your roadmap to positioning for FEMA work the right way.

Key topics covered:

• Exact first steps to win FEMA work: SAM registration, vendor portal, tuned NAICS codes, and capability statements.

• Why readiness and speed (mobilizing in 24–48 hours) matter more than rushing to disaster sites.

• How to break in through subcontracting on vehicles like WEXMAC and LOGCAP, then scale with primes for billion-dollar opportunities.

Learn more: https://govcongiants.org/

Connect with Rachael:

LinkedIn: https://www.linkedin.com/company/rachael-consulting-llc/ Facebook: https://www.facebook.com/profile.php?id=100090054228009 Twitter: Rachael's Consulting (@RachaelsCo81056) Tiktok: https://www.tiktok.com/@rachaelconsulting

In today's episode of The Daily Windup, I break down how the consultant approach in government contracting can put $50,000 to $250,000 in your pocket per deal—without waiting five to seven years to "grow organically." Instead of grinding it out on small projects, I show you how to partner with established companies that already have bonding, teams, and supplier credit in place. When you step into the federal arena this way, you're playing in the million-dollar league right from the start.

I share real examples, including how I made $200,000 in my very first year by teaming up with a $20 million client. This strategy is all about win-win partnerships: if your client makes an extra $1.5 million, they're happy to cut you a $500,000 check. It's the same paperwork, the same government forms, but the paydays are exponentially bigger. If you've been spinning your wheels chasing scraps, this episode will show you why the consultant approach is the fastest, smartest way to scale in government contracting.

On today's episode of The Daily Windup, I sit down with an entrepreneur who launched a blue-collar oil company in Boston with nothing more than grit, sacrifice, and a risky SBA loan. Starting with just $7,000 in cash and a $25,000 SBA loan, he went all-in during the worst possible timing—the 2007 financial downturn—when everyone thought he was crazy to get into the unstable oil markets. He shares how word-of-mouth, community support, and his background as a firefighter and veteran helped him grow from a one-man side hustle to nearly 50 employees supporting their families today.

We also talk about the sacrifices required to get a business off the ground, how he used discounts to reward public servants, and why his military background gave him the discipline to survive in a cutthroat industry. His story is a powerful reminder that hard work and persistence can outlast market crashes, bank rejections, and doubt from others. This is one of those raw, unfiltered success stories that every aspiring government contracting or small business entrepreneur needs to hear.

On today's Daily Windup, I hammer home one of the most powerful—and most misunderstood—concepts in government contracting: the Rule of Two. If there's a reasonable expectation that at least two small businesses can bid at fair market prices, agencies are required to set contracts aside. Yet too often, agencies sidestep this by funneling work into IDIQs awarded to large firms. That's why the SBA is preparing a rule change to codify and expand the Rule of Two into law—closing loopholes and creating more set-aside opportunities for small businesses.

I break down what this means for you: how small firms can shape requirements before solicitations are finalized, why teaming with competitors in logistics or IT is smarter than fighting each other, and why most small businesses are losing out simply because they're not responding. With 55 people on our call, I stressed this isn't theory—it's your chance to protect opportunities from being swallowed by the big players. Learn the Rule of Two, use it, and stop letting contracts slip away.