Winning Government Contracts

Rick Porterfield
  • 5.0 (39)
  • Entrepreneurship
  • Updated Biweekly

The government is the world's largest buyer — and the #1 growth opportunity for small businesses. But most firms struggle to understand the marketplace, write winning proposals, or get small business certifications that unlock set-aside contracts. That's where this podcast comes in. For over 20 years, I've helped hundreds of small businesses win billions of dollars in government contracts — especially minority-owned businesses (MBE), woman-owned businesses (WBE), veteran-owned businesses (VOSB), and 8(a) firms. I break down federal contracting and selling to the government into practical, actionable steps you can implement immediately. Every episode, you'll learn how to: Find contracts your company can actually winWrite proposals contracting officers approveGet certified as 8(a), MBE, WBE, or VOSB—without the confusionBuild relationships with agency buyers, not just submit cold bidsAvoid the mistakes that kill 90% of small business bidsGrow your revenue through federal contracts Want to go deeper? I've published two books for government contractors: one on proposal writing, one on leveraging certifications to win more work, and a third on marketing to federal agencies is coming soon. Visit WinningGovernmentContracts.com for free resources, templates, and tools to help you win faster. The government spends over $500 billion annually with small businesses. The only question is: What's it costing you every day you're NOT in the game? Let's start Winning Government Contracts.

  1. May 22

    Good Writing Alone Does Not Win Awards

    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. The Book — A Field Guide to Winning Proposals: Nine steps that turn proposal writing into easy "bite size" chunks that result in higher scoring proposals. A complete method — from RFP to a proposal that scores. Click here to get it on Amazon Available in Paperback and for Kindle.

    20 min

  2. May 13

    The AI Proposal Method That Actually Wins Contract Awards (Pt 3)

    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 wordAll 9 steps to proposal writing, whether you use AI or not. Why the first 6 steps happen before you write anythingThe simple evaluation loop and why skipping it loses bidsExactly where AI fits at every step Proposal Prompt Pack — $197 (Instant Download): 15 copy and paste AI prompts that build the proposal strategy, draft the proposal and evaluate it, and score your proposal before the evaluator does. Works with ChatGPT, Claude, Gemini — any AI tool you already use. Click here to get it now  The Book — A Field Guide to Winning Proposals with AI: Nine steps. Each produces a deliverable that feeds into the next step. A complete method — from RFP to a proposal that scores. Click here to get it on Amazon More resources: winninggovernmentcontracts.com Stop writing neutral proposals that lose to companies that know how to score.

    22 min

  3. Apr 28

    Why AI Generated Proposals Score Neutral — How to Fix It (Part 2)

    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 losesThe three things every paragraph must do to score well Why proposal evaluators are risk-averse — and how to use that to your advantageThree specific risk signals that lower your score on every bidThe one test to apply to every paragraph before it goes in the proposalWhy rewriting usually doesn’t improve your scoreWhere AI fits into all of thisResources: FREE Go/No-Go AI Tool:  Know whether to bid or walk away before you write a word. This free AI tool evaluates any opportunity in minutes and flags contracts you won't win, and the ones you can win! Click her for free download.   Proposal Prompt Pack — $197 (Instant Download): 15 copy and paste prompts that build the proposal strategy, draft the proposal and evaluate it, and score your proposal before the evaluator does. Works with ChatGPT, Claude, Gemini — any AI tool you already use. Click here to get it now  The Book — A Field Guide to Winning Proposals with AI: Nine steps. Each produces a deliverable that feeds into the next step. A complete method — from RFP to a proposal that scores. Click here to get it on Amazon More resources: winninggovernmentcontracts.com 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!

    25 min

  4. Apr 23

    Why AI Is Failing Your Proposals — And What to Do About It (Part 1)

    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 losesWhat 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 writingWhy your technical proposal is evaluated — and what that means for how you structure itThe difference between writing a proposal and building a scoring argumentWhy AI fails without a method — and what the method actually does The Book: A Field Guide to Winning Proposals with AI by Rick Porterfield Nine steps. Each step produces a deliverable. Each deliverable feeds the next one. By the end, you don’t have a proposal that actually scores high. Built on your experience and qualifications, and aligned to what the evaluators are actually looking for. Click here to get the Book on Amazon Available as Kindle eBook. Paperback coming soon.  Click here to get my AI proposal writing prompt pack. A copy and paste Word doc that works with all AI tools (ChatGPT, Claude, Gemini, etc.)

    33 min

  5. 11/18/2025

    Marketing to The Government Part 2: Turn Your Value Proposition Into Contract Wins

    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 competitorsBuild agency relationships without or annoying themUse GAO and IG reports to find problems you can solveMake smart bid/no-bid decisions that protect your win rateLeverage mentor-protégé agreements for instant credibilityBottom 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: info@federalpcs.com Like, subscribe, and leave a five-star review to help more contractors find the show! Ready to stop guessing? Grab Writing Proposals for Government Contracts at winninggovernmentcontracts.com

    27 min

  6. 11/15/2025

    Marketing To The Government Part 1: How to Find Government Customers

    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 stepThe 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?  Ready to stop guessing? Grab Writing Proposals for Government Contracts at winninggovernmentcontracts.com  Questions: info@federalpcs.com

    22 min

  7. 06/17/2025

    Qualifications for Small Business Certifications

    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 meansWhy ownership and control matter — and what can trip you upThe role of licenses, income, and decision-makingSpecial rules for citizenship vs. green card holdersQuick intro to HUBZone requirementsRick 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. Check out our books on Amazon - click the title below. The Sole Source Advantage: How Small Businesses Can Bypass Competition to Win Federal ContractsWriting Proposals for Government Contracts: Strategies for Small and Medium Businesses

    25 min

  8. 05/29/2025

    From $0 to $1M in Two Months: A Story of Government Contracting Success

    🎧 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 daysHow to search SAM.gov for real, winnable opportunitiesHow to filter out bad bids and wired contractsA simple proposal formatting trick that boosts your chancesWhy taking smart action is better than waiting for the perfect moment 🔗 Resources & Links: ➡️ Visit: www.WinningGovernmentContracts.com   📬 Check out our books on Amazon: The Sole Source AdvantageWriting Proposals for Government Contracts📣 Support the Show: ✅ Subscribe, leave a 5-star review, and share with business owners who want to win. 🔥 Quote of the Episode: “There are no secrets to success. It is the result of preparation, hard work, and learning from failure.” — Colin Powell

    23 min
See All (20)

5
out of 5
39 Ratings

About

The government is the world's largest buyer — and the #1 growth opportunity for small businesses. But most firms struggle to understand the marketplace, write winning proposals, or get small business certifications that unlock set-aside contracts. That's where this podcast comes in. For over 20 years, I've helped hundreds of small businesses win billions of dollars in government contracts — especially minority-owned businesses (MBE), woman-owned businesses (WBE), veteran-owned businesses (VOSB), and 8(a) firms. I break down federal contracting and selling to the government into practical, actionable steps you can implement immediately. Every episode, you'll learn how to: Find contracts your company can actually winWrite proposals contracting officers approveGet certified as 8(a), MBE, WBE, or VOSB—without the confusionBuild relationships with agency buyers, not just submit cold bidsAvoid the mistakes that kill 90% of small business bidsGrow your revenue through federal contracts Want to go deeper? I've published two books for government contractors: one on proposal writing, one on leveraging certifications to win more work, and a third on marketing to federal agencies is coming soon. Visit WinningGovernmentContracts.com for free resources, templates, and tools to help you win faster. The government spends over $500 billion annually with small businesses. The only question is: What's it costing you every day you're NOT in the game? Let's start Winning Government Contracts.

Information

  • Creator
    Rick Porterfield
  • Years Active
    2020 - 2026
  • Episodes
    20
  • Rating
    Clean
  • Copyright
    © 2026 Winning Government Contracts
  • Show Website
    Winning Government Contracts

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