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

Meetings win government contracts. But you have to meet with the right individuals.

In this episode we go over the 2 most important people in the government that you should meet-- as well as who you should avoid!Bonus: we're going over the three questions you can ask a government official to determine if they can help get your company on contract. If you're ready to start your career in government contracting, either:

- selling to the government as a business

- starting your own consulting company

- work as an account executive

Then check out the GovClose one-year professional development program. https://www.govclose.com

Zoom is one of the top tools I use to build businesses and close clients.

Often professionals, even with a lot of experience that are new to selling, don't understand how to have a consultation over Zoom or another video conferencing tool.

In this episode, I'm going to walk you through the strategy, the 10X my business, and the top three mistakes companies and consultants make on Zoom consultations.

If you're interested in starting a career in government contracting, head on over to GovClose.com. https://www.govclose.com

Register for the LIVE GovClose Workshop! Houston TX 25 March 2025https://www.govclose.com/workshopGovClose Certification Overview: https://www.govclose.comMost companies think government funding works like a normal bank account. It does not.The federal government uses strict funding rules tied to appropriation law, fiscal year timing, and what is commonly called the “Colors of Money.” These rules determine whether a contract can legally be awarded, not just whether an agency says it has funding available.In this video, I break down the three-part framework that controls every federal dollar: purpose, time, and amount. You will learn how funding categories like Operations and Maintenance (O&M), Research Development Test and Evaluation (RDT&E), Procurement, and Military Construction (MilCon) impact contract timing, pipeline forecasting, and win probability.I also explain fallout funds and why a large percentage of federal contract obligations happen in Q4. Understanding how funding expires, when agencies identify excess funds, and how experienced contractors position early can change how you build and forecast your federal pipeline.This lesson is based on real acquisition experience and federal spending data patterns. Fall Out FundsThis video is for government contractors, federal sales teams, consultants, and companies entering the federal market who want to understand how government funding actually drives contract awards.Chapters00:00 Why Government Money Is Different From Commercial Money00:45 The Three Rules That Control Federal Spending: Purpose Time Amount02:45 Colors of Money Explained: O&M RDT&E Procurement MilCon03:45 Why Funding Type Determines If You Can Win The Contract04:30 Federal Fiscal Year Timing And Funding Obligation Windows05:45 How Funding Timelines Change Contract Award Timing07:00 Questions Smart Contractors Ask About Government Funding09:30 Why Roughly 40 Percent Of Federal Obligations Happen In Q410:00 Fallout Funds And End Of Year Federal Spending Patterns11:30 How Contractors Position Early For Fallout Funds Opportunities

Have you ever wondered if you could get paid for something you already enjoy doing?In this video, I break down real examples of hobbies that the U.S. federal government is actively spending millions of dollars on every year. Most people think government contracting is only about defense systems, IT, or construction. The reality is very different. The federal government is the single largest buyer of goods and services in the world, and that includes areas most people would never expect.We’re talking about government contracts tied to yoga instruction and wellness programs, ATV and off-road vehicle training, 3D printing and additive manufacturing, foreign language translation and interpretation, and even professional dog training services. These are not edge cases. These are recurring federal spending categories that create real opportunities for small businesses, consultants, and professionals who understand how federal procurement works.00:00 Can You Get Paid for Your Hobby? Government Contract Reality00:45 Yoga Government Contracts 02:05 ATV and Off-Road Vehicle Government Contracts 03:15 3D Printing | Additive Manufacturing 04:30 Foreign Language 06:30 Dog Training Government Contracts 09:00 How to Research Government Contracts on SAM.gov 09:30 How Government Contracting Actually Works 10:00 Three Ways to Make Money Using Government Contracting Expertise

GovClose Certification Overview: https://www.govclose.comFormer banker Micah Dixon reveals how he helped an 8(a)Afirm win $9 million in federal contracts within 12-18 months using mentor-protégé agreements and joint ventures. In this interview, Micah breaks down advanced government contracting strategies that most small businesses miss—including why less than 0.25% of U.S. small businesses sell to the government and how to avoid the revenue cliff that kills most eight-A companies after graduation.Micah shares insider knowledge on joint ventures, mentor-protégé programs, affiliation rules, and the strategic approach that separates winning contractors from those who struggle.CHAPTERS:0:00 Introduction - Why Government Rules Actually Help Small Business3:15 The Joint Venture Strategy 8:30 Real Results: $9 Million in Contracts Using Mentor-Protégé15:30 Why Micah Joined GovClose and What Makes It Different21:30 The Strategic Side of Government Contracting (Not Cold Calling)29:15 Helping Real People: Why Government Contracts Matter33:00 Who Should Use Mentor-Protégé and Joint VenturesCONNECT WITH MICAH DIXON:LinkedIn:https://www.linkedin.com/in/micahdickson/ABOUT GOVCLOSE:GovClose is the leading government contracting certification program for small businesses, consultants, and business development professionals. Learn the proven system to win federal contracts without paid advertising.🔗 Learn more: https://www.govclose.com#GovernmentContracting #EightA #SmallBusiness #FederalContracts #MentorProtege

👉 Start your consulting business the right way with GovClose:
https://govclose.com

Learn how to sell high-value services, win government contracts, or land elite federal sales roles with a proven certification framework.

Most people think starting a consulting business is about packaging your expertise and selling it to companies. That’s wrong.

In this video, former U.S. Air Force acquisitions officer Rick Howard breaks down the 3-part consulting framework that separates consultants who struggle from consultants who charge premium fees—sometimes six figures or more.

You’ll learn:

• Why most consultants fail to sell their services

• The exact framework companies use to decide what they’ll pay for

• How to price consulting based on revenue impact

• Why rare expertise is the key to premium consulting rates

• Real-world examples from GovClose graduates closing high-value deals

If you want to monetize your knowledge, start a consulting business, or pivot your career into high-income consulting, this video gives you the exact blueprint.

0:00 – What consulting really is (and how people get paid for what they know)
0:45 – The common consulting mistake veterans and professionals make
1:15 – Rick Howard’s background and GovClose framework overview
2:00 – Step 1: Identify your real expertise (experience deep dive)
3:00 – Why combining skills creates premium consulting offers
3:45 – Case study: Why team-building consulting didn’t sell
5:00 – Framework Part 1: Does your service directly make money?
6:00 – Framework Part 2: How much revenue can you generate?
7:00 – Framework Part 3: How rare is your expertise?
7:45 – Real GovClose graduate example: Proposal writing consulting
11:15 – How to reposition your experience into a high-value offer

How to Get Paid for What You Know (Consulting Framework That Actually Works)⏱ Chapters

The GovClose Certification Program is a one-year, implementation-driven system for people who want to win contracts, consult, or become elite federal sales professionals.https://www.govclose.comMost businesses don’t lose government contracts because they lack experience.They lose because they don’t build the daily habits required to win.In this video, former U.S. Air Force acquisitions officer Rick Howard breaks down the 3 habits that consistently separate companies that win federal contracts from those that stall, chase RFPs too late, or burn out.Rick managed $82B+ in government contracts and now trains business owners, consultants, and sales executives on how to build predictable federal pipelines.This video shows exactly what top performers do every single day.If you sell to the government—or want to—this is mandatory.What You’ll Learn1. Why sales—not tech—determines GovCon success2. How to find government opportunities before RFPs are released3. Why Sources Sought matter more than proposals4. The CRM discipline most GovCon teams ignore (and pay for)5. The silent habit that kills otherwise successful contractors6. How to avoid costly mistakes caused by partial knowledge7. Where smart contractors look to stay ahead of funding shiftsChapters00:00 – Why most government contractors fail01:00 – Rick Howard’s background in federal acquisitions01:30 – Why sales must come before delivery02:15 – Habit #1: Daily GovCon lead generation02:45 – Finding Sources Sought early03:45 – Going beyond SAM.gov04:45 – The most dangerous GovCon bad habit06:15 – Habit #2: Working your pipeline daily07:30 – Pipeline size vs. close rate08:45 – How opportunities should actually be tracked10:30 – Habit #3: Avoiding ignorance in GovCon11:30 – Using federal news to uncover opportunities14:15 – How people monetize GovCon expertise15:00 – GovClose overview & next stepsWatch These Instructional Videos on YouTube Next (Highly Recommended)

▶️ From Shark Tank to SAM.gov – Interview with Greg Colemanhttps://youtu.be/oIdPtgCq4PY

▶️ The Highest Paying Certification You’ve Never Heard Ofhttps://youtu.be/hPI72mtfmds

▶️ From a Job That Pays Crazy… to Government Contractinghttps://youtu.be/1SuQ215qOY0