Author: Eric Coffie

In this episode of The Daily Windup, we explore why project management skills—not just certifications—can make or break your success in business and government contracting. From PMP to Agile to Lean Six Sigma, today’s guest explains how learning the language of project management changes the way veterans and small businesses enter the civilian market, build credibility, and drive profitability.

• Why PMP certification creates instant credibility for veterans and small businesses

• How Lean and Six Sigma directly improve customer satisfaction and profitability

• The belt system explained—white, yellow, green, black, and master black belt, karate style

Learn more: https://govcongiants.org/ 

On this Daily Windup, Craig Cohen returns to break down one of the biggest landmines in government contracting finance: the “up to” trap. That line on your term sheet might sound generous, but it’s designed to keep you jumping through hoops while banks nickel-and-dime you with endless hidden fees. Eric shares his airline analogy that makes the whole scam click instantly.

• The danger behind “up to” language in loan agreements
• How teaser rates + fees end up costing more than transparent pricing
• Why real lenders should give you one clear list of all charges

Learn more: https://govcongiants.org/ 

On today’s episode of The Daily Windup, we dive into the costly mistakes small businesses make when jumping into government contracting too soon. Our guest breaks down why rushing to bid without preparation backfires, the importance of aligning opportunities with your long-term strategy, and how proper market analysis and patience can make or break your success.

• Why bidding too early leads to terminations, cure notices, and damaged reputations

• How to use tools like USASpending.gov to identify real customers and opportunities

• The importance of building foundational excellence—legit setup, compliance, and CRM basics

Learn more: https://govcongiants.org/ 

In today’s Daily Windup, I sit back down with Craig Cohen, VP of Business Development at Encore Funding, to uncover the hidden ways banks quietly deny small businesses—even when you’re holding multi-million-dollar government contracts. From rejecting companies for being “too liquid” to charging an “unused line” fee when you don’t even borrow, Craig exposes how traditional finance prioritizes protecting themselves, not helping you grow in the federal space.

• Why banks underwrite based only on past revenue, not your new awards
• The shocking “too liquid” reason lenders deny strong credit applicants
• Hidden “unused line” fees that charge you even when you don’t borrow

Learn more: https://govcongiants.org/ 

On today’s episode of the Govcon Giants Podcast, I sit down with Andrew Hunter, former Assistant Secretary of the Air Force for Acquisition, Technology, and Logistics, to unpack the realities of how the government buys—and where opportunities exist for contractors. With nearly two decades on Capitol Hill, years in the think tank space, and direct leadership in rapid acquisition at the Department of Defense, Andrew shares firsthand stories from counter-IED programs in Iraq to drone defense and logistics modernization. We dive into the $700B+ defense budget, the slowdown of new entrants into the federal market, and why outdated Air Force systems still create massive openings for innovative contractors ready to deliver modern solutions.

Key topics covered:

• Insights from Andrew Hunter’s career spanning Capitol Hill, think tanks, and DoD rapid acquisition.

• Why new entrants into government contracting have slowed—and how small businesses can still break through.

• The urgent need to modernize legacy systems and the opportunities it creates for contractors.

Learn more: https://govcongiants.org/

On today’s Daily Windup, I’m addressing one of the most overlooked deal-killers in government contracting: poor follow-up and lack of preparation. My guest, with 17 years in supplier diversity and small business programs, shares behind-the-scenes insights from grueling conference days to procurement readiness training at DIA. Together, we highlight how simple actions—like sending a follow-up within 48 hours, keeping your website sharp, and answering questions confidently—can be the difference between winning attention and losing out. This episode is all about helping small businesses tighten up their processes, impress decision-makers, and position themselves as credible, ready-to-win partners.

Key topics covered:

• The importance of timely follow-up, updated websites, and clear communication in building credibility.

• Real-world examples of small firms winning next-day interviews through preparation and professionalism.

• How sloppy outreach and weak readiness instantly kill opportunities with primes and agencies.

Learn more: https://govcongiants.org/ 

On today’s Daily Windup, I dive into how certifications can be the catalyst for massive growth in government contracting. From real-world success stories like Sarah scaling her 8A business to $30M, Marcus building his SDVOSB to $25M, and Lisa cracking $40M through combined certifications, this episode reveals why credentials aren’t just paper—they’re profit multipliers. I also unpack why certifications like PMP, Agile, and Lean Six have become essential in today’s government contracting landscape, with over 600,000 project management roles available and the DoD increasingly requiring PMP for leadership. Whether you’re a veteran translating military skills or a contractor chasing scale, you’ll learn how credibility and capability must align to win.

Key topics covered:

• Real success stories of entrepreneurs scaling to $25M–$40M with certifications (8A, SDVOSB, and combined approaches).

• The rising necessity of professional certifications like PMP, Agile, and Lean Six in the government space.

• Why credibility, combined with capability and relatability, is critical for winning government contracts.

Learn more: https://govcongiants.org/

On today’s Daily Windup, I’m revealing what it truly takes for small businesses to break into the supply chain of a major defense contractor like BAE Systems. With 17 years of insider experience, my guest explains why market research, industry days, and knowing the forecast are non-negotiable when 99% of contracts tie back to the DoD. We cut through the myths around teaming agreements and subcontracting plans, exposing why most fail—and how legacy small businesses thrive by coming prepared with research, mission alignment, and credibility. This episode is a playbook for showing up the right way, avoiding common pitfalls, and positioning your business to win in the defense sector.

Key topics covered:

• Why research, industry days, and forecasts are essential to succeeding with primes like BAE Systems.

• The biggest pitfalls that keep small businesses out—weak introductions, lack of mission alignment, and poor preparation.

• How to leverage FPDS data, prove past performance, and align proposals with agency missions to break in.

Learn more: https://govcongiants.org/ 

On today’s Daily Windup, I’m diving into the Community Care Network (CCN) and how it reshaped the way the VA provides care to veterans across the country. My guest Lori Smith shares how she stepped up to support Region 4—covering 14 Western states—only to end up helping manage a $128 billion portfolio of healthcare contracts. From IVF treatments to dental and home health visits, CCN has become the VA’s largest network of independent providers, ensuring veterans receive quality care when the VA can’t meet demand in-house.

We also talk about Lori’s mission today with AccuEligent—helping small businesses, minority-owned, and women-owned firms get educated, compliant, and truly prepared to step into the world of government contracting. Too many firms win awards but fail because they don’t understand the 60-day payment delays, the proposal fine print, or compliance requirements. This episode is packed with insight on how to avoid those costly mistakes and position your business to win and actually deliver.

Rachael Lee—aka my pick for “Queen of FEMA”—joins me to rip the curtain back on how small businesses really win FEMA work. We unpack why readiness beats rushing to a disaster site, the exact first steps (check the Disaster Recovery box in SAM, register on FEMA’s vendor portal, tune your capability statement + NAICS to the work you can perform), and how to get on the radar before the storm by plugging into primes on vehicles like LOGCAP and WEXMAC and showing up at FEMA Industry Days posted on SAM.gov. Rachael explains FEMA’s speed expectations—be able to mobilize in 24–48 hours—and shares war stories like a student who lost a tasking when she couldn’t field 35 trucks by Friday. We also bust myths (you rarely start with a direct FEMA prime), and map the real path: subcontract with primes already on the vehicle, deliver, then scale.

Rachael’s background is stacked: 8 years Army (92A supply), contracting roles with KBR, and now consulting teams that carry clients from registrations to project execution. She helped a client win a $2.8B global MAC, and breaks down the surge in FEMA-relevant vehicles—WEXMAC 2.0 ($2.8B, awarded 12/24/2024) rolling into 2.1 at $10B—plus how notices flow to primes and why being on their lists matters. If you’re serious about disaster response, this episode is your lifeboat: research your niche, verify margins on FPDS.gov, get your docs tight, register with primes, and be ready to move at a moment’s notice.

Connect with Rachael:

LinkedIn: https://www.linkedin.com/company/rachael-consulting-llc/  Facebook: https://www.facebook.com/profile.php?id=100090054228009  Twitter: Rachael’s Consulting (@RachaelsCo81056) Tiktok: https://www.tiktok.com/@rachaelconsulting