Author: Eric Coffie

In this episode of The Eric Coffey Show, Eric reflects on why he left Florida to plant himself in the heart of federal activity—because real opportunity often sits closest to the fire. Joined by seasoned former senior executives from NIH, USDA, and major federal organizations, the conversation touches on the importance of showing up, investing in community, strengthening your credentials, and positioning yourself inside key socioeconomic and professional groups. Eric pulls back the curtain on why proximity, collaboration, and continuous self-development will determine who thrives as new coalitions and high-level industry connections are formed.

Key Takeaways

• Proximity creates opportunity: Being close to federal decision-makers accelerates relationship-building and access.

• Sharpen your credentials: Use downtime to update certifications, join associations, and stay active in professional groups.

• Engage the ecosystem: Chambers, NCMA chapters, and socioeconomic organizations open doors most small businesses never tap into.

Learn more: https://federalhelpcenter.com/ https://govcongiants.org/

Watch the full Youtube Live here: https://www.youtube.com/live/c7fV-oJd74k

In this episode of The Eric Coffey Show, Eric is joined by Danielle and Amy for a tactical breakdown on how small businesses can still win—even in a slow, uncertain GovCon climate. They share real-world strategies on how to secure meetings with federal officials (including the “red dress recognition trick”), why tenacity beats desperation every time, and how to build winning teaming partnerships by actually knowing your partners—not just swapping capability statements. From conference strategy, to LinkedIn visibility, to choosing partners you’d survive a six-hour road trip with, this conversation reveals exactly how to grow your GovCon network and pipeline even when the industry feels frozen.

Key Takeaways

• Stop chasing — start showing up: Conferences, industry days, associations, and LinkedIn circles open doors faster than cold outreach.

• Build partnerships you trust: Choose teaming partners you actually like, know deeply, and communicate with often.

• Tenacity > salesiness: Relationships that close deals take time, consistency, and authenticity — not pressure.

Learn more: https://federalhelpcenter.com/ https://govcongiants.org/

Watch the full Youtube Live here: https://www.youtube.com/live/c7fV-oJd74k

In this episode of The Eric Coffey Show, Eric sits down with Danielle, Amy, and Diane to break down the most overlooked moves small businesses should make during slow periods in GovCon. The panel shares actionable strategies on strengthening your brand visibility on LinkedIn, fixing the gaps inside your capability statement and pitch deck, refining your tech stack, and—most critically—truly understanding your customer before you send a single email. Whether it’s researching expiring contracts, aligning with agency pain points, or showing up prepared at industry events, this conversation reveals how to prepare now so you’re positioned to win the moment the government reopens.

Key Takeaways

• Know your customer before you outreach: Study expiring contracts, agency pain points, and program priorities—don’t pitch blindly.

• Fix what’s broken now: Update your capability statement, pitch deck, and internal systems while competition is slowing down.

• Stay visible and valuable: Use LinkedIn consistently, show thought leadership, and refine your brand so you’re in the room when opportunities arise.

Learn more: https://federalhelpcenter.com/ https://govcongiants.org/

Watch the full Youtube Live here: https://www.youtube.com/live/c7fV-oJd74k

In this timely episode of The Eric Coffey Show, Eric sits down with Danielle and Amy to unpack what small businesses should be doing right now as the shutdown slows federal acquisition. They break down the practical moves contractors can execute today—strategic partnerships, diversifying into state and commercial markets, staying visible online, and tightening your brand and capability positioning. The panel also stresses the importance of joining (or creating) think tanks, keeping LinkedIn current, tracking regulatory changes, and sharpening your understanding of your customer as agencies prepare for major reorganizations once the government reopens.

Key Takeaways

• Diversify & Pivot: Explore state, local, commercial, and adjacent markets to keep revenue flowing while federal spending slows.

• Stay Visible: Keep networking, update LinkedIn and capabilities, and join (or build) think tanks to expand your circle and opportunities.

• Prepare for the Reopen: Monitor regulatory changes, study agency reorganizations, and understand your customer deeply so you’re ready the moment doors open.

Learn more: https://federalhelpcenter.com/ https://govcongiants.org/

Watch the full Youtube Live here: https://www.youtube.com/live/c7fV-oJd74k

In this episode, Eric sits down with Tony Gray from the Global Business Development Association to completely reframe what business development really is—and why most companies get it wrong. Tony explains how he built the Business Development Body of Knowledge after years of struggling to “break into BD,” why traditional labels like B2B/B2C/B2G are less important than intent and trust, and how purpose, empathy, and truth literally create the brain chemistry that drives deals. He breaks down the difference between sales and true business development, shows how untrained teams cause massive revenue leakage, and shares practical tactics like open-book BD certification, community-led growth, and agile proposal methods that stop relying on overworked SMEs and start producing cleaner, clearer, more winnable bids.

Key Takeaways

• Trust is the first principle of BD – purpose, empathy, and truth drive the brain chemistry that leads to real, lasting relationships and referrals.

• Everyone in your company is a business developer – if your team can’t spot customer pain points and route them back to leadership, you’re leaking revenue.

• Community-led growth beats going solo – partnering with aligned experts and building niche communities gets you into new markets faster than cold outreach alone.

Learn more: https://federalhelpcenter.com/ https://govcongiants.org/

Encore Funding: https://www.encore-funding.com/

Tony’s Linkedin: https://www.linkedin.com/in/tony-gray-mba-bdp/

Website: https://www.gbdassociation.org/

In this episode of The Eric Coffie Show, Eric sits down with longtime student-turned-power player, Randy Ward, to unpack the real-life wins, losses, crises, and comebacks behind her remarkable GovCon journey—including how she landed $17M in contracts during COVID, survived a rogue subcontractor who tried to sabotage her, and how relationships inside federal agencies saved a major project from collapsing. Eric and Randy share unfiltered stories from the field, the mindsets that separate winners from pretenders, and why the upcoming women’s group inside the community is becoming a must-have space for rising GovCon leaders.

Key Takeaways

• Relationships beat credentials—Randy’s FAA contract survived because of agency trust, not paperwork.

• Subs can make or break you—one greedy subcontractor nearly killed a multimillion-dollar project.

• You don’t need perfect credit or bonding—Randy still won contracts worth over $17M during COVID.

Learn more: https://federalhelpcenter.com/ https://govcongiants.org/

Watch the full Youtube Live here: https://www.youtube.com/live/xEQKIP4wIrE?si=x9oU8ENE4Y74H98T

In this episode of The Eric Coffie Show, Eric challenges listeners to stop waiting for the shutdown to end and start preparing now—because when the government reopens, only the ready will win. He breaks down why agencies like DoD, CIA, FBI, and DHS are still fully funded and still awarding contracts, and shares real examples of entrepreneurs who are writing proposals, hiring staff, and securing wins during the shutdown. Eric and Randy also address community needs—including the launch of a women’s group—and emphasize the importance of staying engaged, sharing ideas, and building the confidence to step into rooms with major agencies and primes. This episode is a push to stop hesitating, start preparing, and recognize that underdogs belong at the table just as much as anyone else.

Key Takeaways

• Shutdowns don’t stop DoD, intel agencies, or funded departments—opportunities are still active.

• Winners prepare during downtime: proposals, readiness, relationships, and strategy.

• Community matters—sharing ideas, building confidence, and creating spaces (like a women’s group) accelerates growth.

Learn more: https://federalhelpcenter.com/ https://govcongiants.org/

Watch the full Youtube Live here: https://www.youtube.com/live/xEQKIP4wIrE?si=x9oU8ENE4Y74H98T

In this episode of The Eric Coffie Show, Eric reveals why so many small businesses struggle in GovCon—not because opportunities are scarce, but because most aren’t procurement-ready when it counts. He highlights how high-level relationships with major primes like SAIC, Encore Funding, Collins Aerospace, and federal agencies open doors to subcontracting opportunities even during market slowdowns, and he shares the powerful story of winning a $5M subcontract with bad credit, debt, and zero bonding by leveraging partnerships and vendor credit. Eric also breaks down the revamped Federal Help Center, now built to help beginners get foundational tools in the Starter Group while serious contractors get advanced deal-making strategy inside the Pro Hub, backed by lenders, CDFIs, and industry insiders committed to helping small businesses win.

Key Takeaways

• Most businesses lose in GovCon because they’re not procurement-ready when opportunity arrives.

• You can win major contracts as a subcontractor—even without capital, bonding, or great credit.

• The right community and prime relationships unlock opportunities no bid website ever will.

Learn more: https://federalhelpcenter.com/ https://govcongiants.org/

Watch the full Youtube Live here: https://www.youtube.com/live/xEQKIP4wIrE?si=x9oU8ENE4Y74H98T

In this episode of The Eric Coffie Show, Eric reconnects with Randy Ward, a longtime student-turned-partner who went from asking questions in 2017 to closing $22 million in PPE contracts during the 2020 shutdown. Together, they share the highs and lows of that experience — the excitement of massive wins, the painful lessons of unfilled orders, and the resilience that defines every true GovCon entrepreneur.

With another government shutdown now matching the longest in history, Eric and Randy reveal a major pivot: their upcoming GovCon Mastermind has been transformed into a two-day virtual Boot Camp—“Surviving with Certifications.” Set for November 15–16, the event will stream live for Federal Help Center Pro members, offering insider strategies to thrive when others freeze. Whether you’re intimidated, uncertain, or just not “ready” yet, this session will show how shutdowns can become your biggest growth opportunity.

Key Takeaways

• Learn how Randy turned shutdown chaos into $22M in contracts — and what went wrong.

• Why fear and inaction keep small businesses from GovCon success.

• How to join the Surviving with Certifications boot camp and turn uncertainty into opportunity.

Learn more: https://federalhelpcenter.com/ https://govcongiants.org/

Watch the full Youtube Live here: https://www.youtube.com/live/xEQKIP4wIrE?si=x9oU8ENE4Y74H98T

In this episode Eric sits down with Chris Griesedieck Jr. (GovCon counsel, Venable LLP) to unpack today’s FAR Part 19 overhaul: the Rule of Two survives but is discretionary at the task-order level, size re-representation at the task-order level is removed, and 8(a) changes aim to boost post-graduation success. They also break down the CMMC rollout—starting November 10, DoD solicitations will begin requiring Level 1/2 self-assessments, many Level 2 efforts will need third-party certification, and POA&Ms can enable conditional awards (up to 180 days to cure).

Chris shares a practical playbook for REAs and terminations—why recoveries differ under FAR Part 12 (commercial) vs Part 49 (non-commercial), what pre/post-termination and settlement costs are compensable, and why lost profits are almost never in scope absent bad faith. They cover agencies trying to insert new clauses via mods/options (when to insist on consideration or equitable adjustments), upticks in M&A/novations and inter-company work (profit limits with affiliates), and the shifting bid-protest landscape (tougher GAO pleading standards; higher DoD task-order thresholds).

Key Takeaways:

• FAR Part 19—what changed today: Rule of Two saved; discretionary at task-orders; size re-rep at task-order level removed; 8(a) tweaks aim at post-graduation success.

• CMMC timeline & stakes: Starting Nov 10, new DoD RFPs will call for Level 1/2 self-assessments; many Level 2 contracts will need 3rd-party certification; conditional awards require an approved POA&M within 180 days.

• Protect your margin under stress: Use the right REA path (Part 12 vs. Part 49), recover allowable pre-/post-termination costs, and demand consideration/equitable adjustments when agencies add clauses or condition options; track tighter GAO protest standards and higher DoD task-order thresholds.

Learn more: https://federalhelpcenter.com/ https://govcongiants.org/

Chris’ Linkedin: https://www.linkedin.com/in/chris-griesedieck-jr-4226b544

Website: https://www.venable.com/