GovClose | Start Winning Government Contracts

Richard C. Howard
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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/

  1. 2D AGO

    How to Win Government Contracts Without Chasing Every Lead

    GovClose Certification Overview: https://www.govclose.com/govclose-certification-programHere are the questions and answers from the GovClose certification program's weekly Q&A call. From contract vehicles, the 8a program, GSA schedule optimization, and LinkedIn targeting to best practices for picking up clients as a consultant.Leave your video suggestions in our comments, as we often pick thoughtful ideas and questions from our viewers to develop new programs and videos.

    9 min

  2. MAR 18

    3 Ways Veterans Profit From Government Contracts

    In this episode, we cover three profitable government contracting paths for veterans. Each path has its benefits and drawbacks. We'll deep dive on each method so you can decide which path works for you Not a veteran? That's okay. Although people with military experience are uniquely qualified for certain government contracting paths, we have people of all ages and professions that get into this through the GovClose training program. Start your career or business in Government Contracting: https://www.govclose.com/govclose-certification-program

    13 min

  3. MAR 12

    Why Most Proposals Don't Win Government Contracts (and what you can do about it)

    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

    9 min

  4. MAR 4

    Government Meetings That Win Contracts: 2 Key Offices to Target

    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

    7 min

  5. FEB 27

    How To Close Contracts on ZOOM

    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

    11 min

  6. FEB 18

    How Government Contract Funding Works (and how to make it work for you)

    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

    13 min

  7. FEB 11

    The Hobby That Earns $200M in Government Contracts

    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

    11 min

  8. FEB 3

    No One Says 'I Want to be a Government Contractor'

    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

    35 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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