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Richard C. Howard

The single biggest purchaser of goods and services in the world is the US government. Learn the step by step process of winning government contracts from former procurement officer Lt Col (ret) Richard C. Howard. We cover: sam.gov, Other Transaction Authority (OTA), GSA, government contracting leads, small business, subcontracts, GWACS, sole source contracts, federal certifications including: 8(a), SDVOSB The GovClose Training Program: https://www.govclose.com Get the Government Contract Planner Free at: https://www.dodcontract.com Connect on LinkedIn: https://www.linkedin.com/in/govclose/

  1. 1D AGO

    How Much Is Your Brain Worth?

    👉 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 make1:15 – Rick Howard’s background and GovClose framework overview2:00 – Step 1: Identify your real expertise (experience deep dive)3:00 – Why combining skills creates premium consulting offers3:45 – Case study: Why team-building consulting didn’t sell5:00 – 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 consulting11:15 – How to reposition your experience into a high-value offer How to Get Paid for What You Know (Consulting Framework That Actually Works)⏱ Chapters

    15 min

  2. JAN 19

    3 Habits That Win Government Contracts (And Build Wealth)

    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

    18 min
  3. Do Government Contracts Move Stock Prices?

    JAN 12

    Do Government Contracts Move Stock Prices?

    The Fed Two Hundred Stock Index — Inaugural Edition Federal spending is not random. It follows rules, incentives, and long-term patterns that repeat year after year. But while government contracting is one of the largest and most structured parts of the United States economy, it is rarely examined through the lens of public markets. In this inaugural episode of Federalytics, the team at GovClose introduces the Fed Two Hundred Stock Index, a new analytical framework designed to track how sustained federal contracting activity may — or may not — show up in publicly traded companies over time. The Fed Two Hundred tracks two hundred and seven public companies with meaningful federal exposure, grouped into four tiers by market capitalization. Each week, the index examines historical federal contracting data from fiscal year two thousand twenty-two through fiscal year two thousand twenty-six, newly reported contract actions, daily stock prices, and index-level performance compared to the Standard and Poor’s Five Hundred. This episode establishes the baseline. Listeners are walked through how the index is constructed, what it measures, and—just as importantly—what it does not attempt to claim. This is not investment advice. It does not assert causation. Instead, it is a transparency tool built to observe patterns, test assumptions, and document what the data shows over time. The episode then reviews the first week of results, covering January second through January ninth, two thousand twenty-six. During that period, the Fed Two Hundred Composite Index outperformed the Standard and Poor’s Five Hundred, with notable variation across tiers. Tier Two companies led weekly performance, while Tier Four companies led quarterly performance, reinforcing why segmentation matters. The report also highlights weekly winners and losers across each tier, illustrating how performance diverges even among companies operating in similar federal markets. Two company spotlights—L Three Harris Technologies and C A C I International—demonstrate how stock performance and federal contracting activity can coexist without simple explanations. Rather than drawing conclusions, this episode frames the questions that matter next. Do federal contracts influence stock performance with time delays? Do certain tiers behave differently as trends persist? Does consistency matter more than growth? If patterns exist, they will be surfaced. If they do not, that outcome is equally valuable. Federalytics is produced by the team at GovClose, a government contracting education and training organization founded by a former federal acquisitions officer who managed more than eighty-two billion dollars in government contracts. GovClose helps professionals learn how to sell to the United States government—whether by winning contracts for their own business, advising companies as consultants, or securing high-paying account executive roles in the public sector. To learn more, visit govclose dot com. This episode marks the beginning of an ongoing effort to bring clarity—not hype—to one of the most important and misunderstood markets in the economy.

    9 min

  4. JAN 5

    Which Government Contract is Right For You?

    Learn how to sell to the U.S. government: https://www.govclose.comThe US government spends $700+ billion annually with small businesses, but less than 0.25% of small businesses ever win a contract - and it's because they're doing it wrong. In this video, I break down the exact subcontracting strategy that flips the script: instead of cold-emailing prime contractors begging for work, you bring them opportunities they can't ignore. As a former Air Force acquisitions officer who managed over $82 billion in contracts, I'll show you how to find early opportunities, identify the right primes, and position yourself as the subcontractor they need. Stop begging and start winning government contracts the right way.Want to join our exclusive community? See if the GovCon Certification Program is right for you. Schedule a Enrollment Consultation: https://www.govclose.com/enrollment-interviewConnect with Rick on LinkedIn: https://www.linkedin.com/in/govclose/

    31 min

  5. 12/23/2025

    How to Actually Grow Your Business With Government Contracts in 2026 | GovClose Q&A

    GovClose Certification Overview: https://www.govclose.com/govclose-certification-programThe "Jab Jab Right Hook" Strategy for Government Contracting SuccessStop chasing contracts with proposals. Start building relationships that WIN contracts. In this coaching call, I break down how relationship-based selling works in government contracting using Gary Vaynerchuk's "Jab, Jab, Right Hook" framework.Most contractors think they need to write better proposals. Wrong. The most successful government contractors I know rarely write competitive proposals—they win through relationships. Here's how to apply the Jab-Jab-Right Hook method to build genuine connections with contracting officers and decision-makers.**Who This Is For:**→ Government contractors tired of losing competitive bids→ Small businesses building their first relationships with agencies→ Consultants helping clients navigate federal sales→ Anyone pursuing DOD, DOE, DHS, or civilian agency contracts→ Companies with existing contracts looking to expand within an agency**CHAPTERS:**00:00 - Introduction: Why Relationships Beat Proposals00:45 - Always Take the Networking Call (Real Story)01:15 - Negotiating Between Big Companies & Egos02:00 - The Lawyer Problem: CYA vs. Making Deals Happen03:15 - Community Support & Learning from Each Other04:30 - Teaming Agreement Templates (Use & Reuse)04:45 - Product vs. Problem: Focus on THEIR Need07:00 - Market Intelligence Tools: Who Needs What14:30 - Using GovWin IQ to Track Pipeline & History18:15 - Subcontracting Strategy: Stay Focused or Diversify?21:00 - Timeline Expectations: 12 Months Is Normal22:00 - On-Site Networking: Fort Bragg Example22:30 - The Jab-Jab-Right Hook Method Explained23:00 - Every 3rd or 4th Time: When to Ask for Business23:15 - Why COs Want to Help Good Companies**Key Timestamps:**• 00:45 - How one networking call turned into a job offer• 02:30 - Why lawyers' CYA mentality kills deals• 05:15 - "Be passionate about your client's problem, not your product"• 06:00 - You're setting yourself up for failure if you don't match requirements• 22:30 - "Every single sale was never writing a proposal again"• 22:45 - "I would go there with engineers and fix it, wouldn't charge them"• 23:00 - "Every fourth or fifth time I'd ask for more business"• 23:15 - "I wanted to help companies that were honestly trying to do good work"**Related Videos You Should Watch:**• How to Use GovWin IQ for Pipeline Building• DOE National Labs Contracting Strategy• When to Give Up on an Agency (And Move On)• Teaming Agreements: How to Negotiate Between Big PlayersNeed a consultant? Connect with Jonathan Haines from this video. https://www.linkedin.com/in/jonathanbhaynes/**Disclaimer:** This content is for educational purposes. While I draw on my experience as a former USAF acquisitions officer, all advice should be adapted to your specific situation and reviewed with your legal/compliance team as appropriate.**Connect with me:**🌐 Website: https://www.govclose.comConnect with Rick on LinkedIn: https://www.linkedin.com/in/govclose/© 2024 GovClose. All rights reserved.

    24 min

  6. 12/17/2025

    What is GSA & Should it even exist?

    If you've ever wondered what GSA does or if you were confused because GSA is a federal agency but also referred to as a "contract vehicle", then you're in the right place. Whether you're a business selling to the government, or an account executive working for a company, or a consultant, you need to understand GSA's role in federal procurement. I have my own biased opinion, but in this episode I'm going to present the facts in the history of government contracting ands how GSA ties in. Start your government contracting career: https://www.govclose.comWatch on YouTube A Contracting Officer's Advice on Proposal Writing:https://youtu.be/bcHPij1WnFsFREE Federal Sales Training: https://www.govclose.com#rfp #rfq #compliancematrix

    39 min

  7. 12/11/2025

    Shark Tank to GovClose - How Greg Coleman Helps Companies Win Big Contracts

    Greg Coleman’s career took a turn that almost no one expects. After helping build a venture-backed tech company and appearing on Shark Tank, he shifted into a world most founders overlook: government contracting. In this conversation, Greg explains how startups, consultants, and small businesses can position themselves to work with federal agencies, navigate complex programs like SBIR and OTAs, and understand what it actually takes to break into the government market.Greg spent years inside the Department of Defense innovation ecosystem, where he evaluated early-stage technologies, managed prototype programs, and worked directly with founders trying to sell to the government. Today he advises companies on how to approach the federal market, avoid common mistakes, and build real opportunities inside agencies.If you're exploring government contracting for the first time, wondering how companies get funding, or trying to understand what separates successful federal vendors from everyone else, this interview gives you a clear, realistic starting point.Chapters00:00 – Greg’s background and early Air Force career02:15 – Flying high-level government officials and global missions04:05 – Launching a startup and appearing on Shark Tank07:10 – Entering the government innovation ecosystem (DIU, NSIN)13:45 – How SBIR and STTR really work for small businesses18:20 – OTAs and how companies move from prototype to production25:10 – Examples of emerging tech companies building for the government31:20 – The hardest challenge: crossing the “valley of death”35:00 – Greg’s advisory work helping companies approach the federal market38:30 – Greg’s thoughts on the GovClose Certification ProgramWork With GregGreg advises early-stage and growth-stage companies (Pre-Seed through Series B) on entering the federal market, building repeatable sales strategies, and navigating SBIR, OTA, and prototype pathways.Connect: https://www.linkedin.com/in/gregorycoleman/Become a Certified Government Contracting ProfessionalLearn federal sales, pipeline building, and modern acquisition strategies inside the GovClose Certification Program:https://govclose.comHire a GovClose-Trained ConsultantCompanies can get matched with trained federal sales consultants here:https://match.govclose.com

    42 min

  8. 12/05/2025

    The Highest Paying Certification You've Never Heard Of (And Why It's So Rare)

    GovClose Certification Overview: https://www.govclose.comThere is a highly effective, results-driven certification that most people have never heard of — yet it consistently helps professionals break into six-figure federal sales careers, build multiple-six-figure consulting practices, and win meaningful government contracts for their businesses.In this video, former Department of Defense (now DOE) procurement officer Lt. Col. (Ret.) Richard C. Howard walks through the complete FY26 GovClose Certification Program syllabus, based entirely on how federal agencies actually buy. You’ll see how GovClose students:- Earn top-tier roles as public sector account executives- Build consulting practices supporting government contractors- Win contracts for their own companies through data-driven strategy- Learn a repeatable process grounded in federal spending analytics- Apply what they learn through the GovClose War Room implementation systemThis is a full breakdown of the core curriculum, the methodology behind it, the real examples of what this certification prepares you to do in the federal marketplace.CHAPTERS00:00 314 Professionals Trained and the Outcomes They’re Seeing00:15 Three Types of Results: AE Careers, Consulting Wins, Federal Contract Success00:30 Rick Howard’s Background Managing $82B in DoD Contracts01:00 What You Will Learn in This Full Syllabus Walkthrough01:15 Why GovClose Is Not a Proposal-First Program01:30 The Three Paths to Applying GovCon Expertise02:00 Path 1: Contractor Path for Existing Business Owners02:45 Case Study: David Ortiz and Federal Logistics Contracts03:00 Path 2: Consultant Path for Those Without a Business03:15 Ivan’s Path: Consulting Clients and Transition Into a Top Role03:45 Path 3: Professional Path and High-Level AE Careers04:15 What These AE Roles Look Like in Practice04:30 Jacob’s Result: Standing Out Against Experienced Applicants05:00 Phase 1: Government Contracting Fundamentals06:00 Understanding Whether the Government Buys What You Sell06:15 Phase 2: Niche Development Through Federal Spending Data07:00 Identifying Low-Competition, High-Demand Niches07:30 Student Feedback: Eliminating Blind Spots Through Strategy07:45 Phase 3: Building the Federal Sales Roadmap08:15 How Agencies Buy: Vehicles, Set-Asides, Patterns08:45 Matching Your Company Profile to the Right Vehicles09:00 Estimating Realistic Potential Using Competitor Behavior10:00 How the Roadmap Helped Jacob Win His Interview11:00 Phase 4: Pipeline Building with Early-Stage Opportunities12:00 Why Waiting for Posted Solicitations Doesn’t Work12:15 Phase 5: The Art of Winning Through Meetings and Influence12:45 Rick’s Account Executive Example: Why Meetings Drive Success13:15 Understanding the Market Research Phase14:00 Case Study: Why Sam’s Bids Were Late in the Process14:30 Phase 6: Mastering Proposals and Compliance Requirements15:00 Avoiding Disqualification Through Proper Compliance16:00 What Happens After 12 Weeks: The War Room17:00 Implementation Support: Pricing, Clients, Post-Award Guidance18:00 Access to Experts Across the GovCon Ecosystem18:30 Choosing Your Specialization After Certification19:00 Advanced Topics: Vehicles, SBIR, OTA, and Acquisition Strategy20:00 Deliverables You Leave With (Roadmap, Pipeline, Strategy, Niche)20:45 Certification Benefits: Badge, Recommendation, CRM, Community21:00 Who This Program Is Not Designed For21:45 Who This Program Is Designed For22:30 The Work Required and What True Expertise Looks Like23:00 How to Learn More or Join GovClose Recommended Videos to Watch NextThe 15 Rules of SAM.govhttps://youtu.be/gdh8dNBT46M27 Steps to Write Winning Proposals for Government Contractshttps://youtu.be/4Db9iCNlhw8The High-Paying Job Military Veterans Have Never Heard Ofhttps://youtu.be/cXGnPUaimAUConnect with Rick on LinkedIn: https://www.linkedin.com/in/govclose/Hire a GovClose Trained Consultant: https://match.govclose.com

    24 min
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The single biggest purchaser of goods and services in the world is the US government. Learn the step by step process of winning government contracts from former procurement officer Lt Col (ret) Richard C. Howard. We cover: sam.gov, Other Transaction Authority (OTA), GSA, government contracting leads, small business, subcontracts, GWACS, sole source contracts, federal certifications including: 8(a), SDVOSB The GovClose Training Program: https://www.govclose.com Get the Government Contract Planner Free at: https://www.dodcontract.com Connect on LinkedIn: https://www.linkedin.com/in/govclose/

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