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Winning Government Contracts

Winning Government Contracts

Written by: Rick Porterfield
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About this listen

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 win
  • Write proposals contracting officers approve
  • Get certified as 8(a), MBE, WBE, or VOSB—without the confusion
  • Build relationships with agency buyers, not just submit cold bids
  • Avoid the mistakes that kill 90% of small business bids
  • Grow 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.

© 2025 Winning Government Contracts Economics Leadership Management Management & Leadership Marketing Marketing & Sales
Episodes
  • Marketing to The Government Part 2: Turn Your Value Proposition Into Contract Wins

    Marketing to The Government Part 2: Turn Your Value Proposition Into Contract Wins
    Nov 18 2025

    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: 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

    Show More Show Less
    27 mins
  • Marketing To The Government Part 1: How to Find Government Customers

    Marketing To The Government Part 1: How to Find Government Customers
    Nov 15 2025

    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?

    Ready to stop guessing? Grab Writing Proposals for Government Contracts at winninggovernmentcontracts.com

    Questions: info@federalpcs.com
    Show More Show Less
    22 mins
  • Qualifications for Small Business Certifications

    Qualifications for Small Business Certifications
    Jun 17 2025

    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.

    Check out our books on Amazon - click the title below.

    • The Sole Source Advantage: How Small Businesses Can Bypass Competition to Win Federal Contracts
    • Writing Proposals for Government Contracts: Strategies for Small and Medium Businesses
    Show More Show Less
    25 mins
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