Winning Government Contracts

Getting a government small business certification can take months and cost real money—but having the certification does not mean contracts will suddenly start coming your way. The real question is not simply, “Which certification can I get?” It is: “Which certification helps the government buy what I sell?”

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📚 Government Contracting Books & Resources

Practical books, guides, worksheets, and other resources to help you win government contracts: WinningGovernmentContracts.com/podcast

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In this episode, I break down the major federal small business programs in plain English:

•  Small Business set-asides 
• 8(a)
• SDVOSB and VOSB
• WOSB and EDWOSB
• HUBZone
•  Set-asides versus sole-source contracts 
•  Why the value of a certification can change dramatically from one agency to another 
•  Why VA is such an important market for veteran-owned businesses 
•  Why you should look at what agencies are buying now, rather than relying on old advice 
•  What to do if a useful certification is one you don't personally qualify for 

The most important takeaway is simple: Start with the customer—not the certification.

Ask yourself three questions:

1. What do we sell?
2. Which federal agencies buy a lot of it?
3. How are those agencies buying it now?

A good place to start your research is USAspending.gov. Pick a target agency and look at 20–30 contracts for work similar to yours. Are they using regular small business set-asides? 8(a)? SDVOSB? WOSB? HUBZone?

Look for the pattern.

Then either pursue the certification that makes sense—or, if you don't qualify for it, consider teaming with a company that does.

Free Episode Worksheet: Use the companion worksheet to identify your target agencies, research how they buy, and determine which certification may actually help you win business.  www.winninggovernmentcontracts.com/free

The Bottom Line: The best certification isn't necessarily the one everyone tells you to get.

It's the one you can get—or access through a partner—that your customer actually uses to buy what you sell.

Follow Winning Government Contracts on Apple Podcasts, Spotify, or wherever you get your podcasts so you don't miss upcoming episodes that will help you win government contracts.

Resources to help you win government contracts including books, digital downloads, templates, checklists, and more.

Most losing proposals are not terrible. They’re just neutral. 

Polished and professional and still losing - because they gave evaluators nothing specific to score. 

In this episode, I break down the single biggest misunderstanding in proposal development: most companies treat proposals as a writing problem. They focus on sounding professional, telling their story, and making a great impression. 

But proposals are not scored on how impressive they sound. They are scored against evaluation criteria. And those are not the same thing. 

WHAT YOU WILL LEARN IN THIS EPISODE:

• Why evaluators are building a scoring record — not reading for entertainment 
• What neutral content is and why it costs you contracts you were qualified to win 
• The difference between a paragraph that describes your company and a paragraph that earns a strength 
• The one question to ask about every paragraph in your next proposal draft 
• Why winning proposals are built — not written

 SHARE THIS EPISODE: If this episode made you think about your proposals differently, share it with someone on your team who needs to hear it. There are a lot of companies working hard on proposals that are losing for reasons that are completely fixable.

 📚 Government Contracting Resources: Need more help? My books, field guides, and resources walk you through certifications, proposals, and building a successful government contracting strategy. 

→ Explore the Resources by clicking here.

Resources to help you win government contracts including books, digital downloads, templates, checklists, and more.

You know AI isn’t the problem — how you use it is. You already know that neutral proposals lose and evaluators score results, not intentions. 

Now you need the method. The steps that take an opportunity from blank page to high scoring proposal. And how to use AI as a tool to make it happen, to help you stop losing bids that you should be winning. 

In this final episode of a 3 part series — we walk through the 9-step AI proposal method. The same method used to win major contracts.  

Same AI tools as everyone else. Different method. Different outcomes. 

In this episode:

• The four things you must know before you write a single word
• All 9 steps to proposal writing, whether you use AI or not. 
• Why the first 6 steps happen before you write anything
• The simple evaluation loop and why skipping it loses bids
• Exactly where AI fits at every step  

📚 Government Contracting Resources: Need more help? My books, field guides, and resources walk you through certifications, proposals, and building a successful government contracting strategy.
→ Explore the Resources by clicking here.

Resources to help you win government contracts including books, digital downloads, templates, checklists, and more.

Your proposal sounds professional. It covers every requirement. It reads like a proposal should. 

And it’s losing to companies with the same experience, qualifications, and past performance as yours. 

The reason isn’t your writing. You’re losing because you’re neutral.  

In this episode, we break down what neutral means in proposal scoring, what it takes to earn a strength instead, and the hidden risk that’s lowering your scores even when everything looks solid. 

Rick Porterfield has 40+ years in government contracting — managing and writing proposals, winning many, losing some he should have won, and figuring out why good proposals still lose. He’s helped clients win a nationwide contracts, positions on major federal vehicles including GWACs, and improve scoring outcomes across multiple competitive bids. 

In this episode:

• What “neutral” means in proposal scoring — and why it loses
• The three things every paragraph must do to score well 
• Why proposal evaluators are risk-averse — and how to use that to your advantage
• Three specific risk signals that lower your score on every bid
• The one test to apply to every paragraph before it goes in the proposal
• Why rewriting usually doesn’t improve your score
• Where AI fits into all of this 

📚 Government Contracting Resources: Need more help? My books, field guides, and resources walk you through certifications, proposals, and building a successful government contracting strategy.
→ Explore the Resources by clicking here.
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If you don’t act: Companies that keep producing neutral proposals will keep losing to companies that know how to score.  

Don’t be the wallflower. Get on the dance floor!

Resources to help you win government contracts including books, digital downloads, templates, checklists, and more.

If you’re using AI to write proposals and still not winning — this episode is for you. You will find out how to use AI to win, not just write. 

The problem isn’t your AI tool. It isn’t your writing team. It isn’t the competition. 

It’s that AI is producing proposals that look good, sound right, cover all the requirements — but score neutral. And neutral doesn’t win awards. 

In this episode, Rick Porterfield — 40+ years in government contracting, helping clients win billions in federal work — breaks down the disconnect that’s costing you contracts you should be winning. And what to do about it. 

In this episode:

• Why AI-generated proposal content scores neutral — and why neutral loses
• What government evaluators are actually doing when they read your proposal (it’s not what you think)
• The constraints that force evaluators to justify every score in writing — and how that affects your writing
• Why your technical proposal is evaluated — and what that means for how you structure it
• The difference between writing a proposal and building a scoring argument
• Why AI fails without a method — and what the method actually does  📚 Government Contracting Resources: Need more help? My books, field guides, and resources walk you through certifications, proposals, and building a successful government contracting strategy.
  → Explore the Resources by clicking here.

Resources to help you win government contracts including books, digital downloads, templates, checklists, and more.

The federal government spends $10 billion monthly with small businesses. Learn how to position your company to win your share through strategic marketing and relationship-building.

What You'll Learn:

• Craft a value proposition that makes agencies choose you over competitors
• Build agency relationships without or annoying them
• Use GAO and IG reports to find problems you can solve
• Make smart bid/no-bid decisions that protect your win rate
• Leverage mentor-protégé agreements for instant credibility

Bottom Line: Marketing to the government isn't about having a website—it's about demonstrating trust, capability, and value in ways that matter to procurement officers.

Resources: Beta.SAM.gov | GAO Reports | Questions: [email protected]

Like, subscribe, and leave a five-star review to help more contractors find the show!

 📚 Government Contracting Resources: Need more help? My books, field guides, and resources walk you through certifications, proposals, and building a successful government contracting strategy. 

→ Explore the Resources by clicking here.

Resources to help you win government contracts including books, digital downloads, templates, checklists, and more.

You're trying to win government contracts, but you're flying blind. You don't know which agencies buy what you sell, where they're buying, or who's winning the work you could be doing. 

The federal government spends $500+ billion annually. They're already buying what you sell—you just need to know where to look. 

In this episode, I'll show you the exact 5 research tools I've used for 40+ years to identify high-probability government customers—the same process that's helped small businesses win millions in federal contracts. 

You'll Learn: • Which agencies are already buying what you sell

•  How to see past contracts: who bought what, when, for how much
•  The 5 most powerful (free) market research tools
•  Why research beats networking as your first step

The Bottom Line: When you know who your customers are and where they buy, you stop guessing and start winning.

Next year, the government will spend $127 billion with small businesses. Will they spend it with you? 

 📚 Government Contracting Resources: Need more help? My books, field guides, and resources walk you through certifications, proposals, and building a successful government contracting strategy. 

→ Explore the Resources by clicking here.

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Resources to help you win government contracts including books, digital downloads, templates, checklists, and more.

Thinking about getting certified as a minority-owned, woman-owned, veteran-owned, or HUBZone business? In this episode, learn the core qualifications you need to know before you apply. Whether you're eyeing federal or state-level program certifications, this episode lays out the essentials in a clear, no-nonsense way.

• What “small business” really means
• Why ownership and control matter — and what can trip you up
• The role of licenses, income, and decision-making
• Special rules for citizenship vs. green card holders
• Quick intro to HUBZone requirements

Rick also shares a quick preview of upcoming deep dives into each certification and invites your questions to help guide future episodes.

👍 Like, share, and hit Subscribe to stay ahead of the competition. 

📚 Government Contracting Resources: Need more help? My books, field guides, and resources walk you through certifications, proposals, and building a successful government contracting strategy. 

→ Explore the Resources by clicking here.

Resources to help you win government contracts including books, digital downloads, templates, checklists, and more.

🎧 Episode Summary: 

What if you could turn a struggling business into a $1M success in just 60 days? That’s exactly what Chuck did—with no special certifications and a limited budget. In this episode, find out the step-by-step process that helped Chuck land over $1M in government contracts in just two months. From finding the right opportunities on SAM.gov to writing proposals that win, this story is packed with insights you can apply to your own business today. 

💡 What You’ll Learn:

• How Chuck went from $0 to $1M in 60 days
• How to search SAM.gov for real, winnable opportunities
• How to filter out bad bids and wired contracts
• A simple proposal formatting trick that boosts your chances
• Why taking smart action is better than waiting for the perfect moment

  📚 Government Contracting Resources: Need more help? My books, field guides, and resources walk you through certifications, proposals, and building a successful government contracting strategy. 

→ Explore the Resources by clicking here.

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Resources to help you win government contracts including books, digital downloads, templates, checklists, and more.

🎧 Episode Summary:

Just listening won’t land you contracts—action does. In this episode, Rick challenges you to step up and stop waiting. Want to grow your business? The #1 way to do it is by making the U.S. Government your customer.

Small business certifications like 8(a), WOSB, SDVOSB, and HUBZone open doors to powerful contracting opportunities. But do you qualify?

Rick breaks down the common qualifications, including ownership, control, net worth limits, citizenship, and more. He also clears up common misconceptions and gives practical tips for checking your eligibility today.

💡 What You’ll Learn:

• Why certified small businesses are 9x more likely to hit $1M in revenue
• What “small business” really means by SBA standards
• Ownership, control, and citizenship requirements
• Net worth limits—and what doesn’t count against them
• How to check if you're in a HUBZone
• Why action beats perfection—every time 

📚 Government Contracting Resources: Need more help? My books, field guides, and resources walk you through certifications, proposals, and building a successful government contracting strategy.
→ Explore the Resources by clicking here.

Resources to help you win government contracts including books, digital downloads, templates, checklists, and more.