GovClose Syllabus: https://www.govclose.com/govclose-certification-programMost companies believe government contracting starts with finding an RFP and writing a proposal — but that's why they fail. In this video, former Air Force acquisitions officer Richard C. Howard explains the 6–18 month federal sales cycle, the roles of program managers and contracting officers, and why winning companies engage during the market research phase long before solicitations are released. Learn how government requirements, funding, and acquisition strategy actually determine who wins federal contracts. Chapters 0:00 — Why 99% of Companies Fail at Government Contracting1:12 — The Biggest Myth About SAM.gov and Proposals1:55 — The 6–18 Month Federal Sales Cycle Explained3:07 — How the Government Actually Buys Products and Services4:00 — Program Manager vs Contracting Officer (Critical Difference)7:05 — Why the Market Research Phase Determines Contract Winners#governmentcontracting #governmentprocurement #govcon #govcontracts