Winning your first government contract with no past performance and no capital sounds impossible, but Randy Ward did exactly that and scaled it into millions. In this episode, host Eric Coffie sits down with the President of AlchemyGov to break down how strategic partnerships and teaming let small businesses bid on contracts far bigger than they could ever chase alone. If you have been sitting on the sidelines watching the government spend more while you win nothing, this is the alternative path in.

Here is what you will learn in this episode:

How Randy landed her first two consulting clients within a month by working local networking events instead of cold federal outreach
The exact teaming structure she used to win a 5 million dollar design build project by connecting a client with a large prime and an AE firm
Why set asides like 8a, SDVOSB, and woman owned let agencies sole source and how she used that to win FAA work
How to bring value with zero past performance and zero capital by facilitating partnerships instead of performing the work yourself
What the FAA 30 by 30 tower project reveals about how primes actually want small businesses to team with them

EPISODE CHAPTERS:

0:00 - Mindy and Encore Funding sponsor intro

2:11 - Randy Ward joins to share her partnership journey

7:00 - Recent Air Force base renovation contract win explained

12:12 - From regional sales manager to federal consulting

14:15 - Choosing the consulting route after family pivot

16:15 - Landing first two clients through local networking

19:00 - When a client refuses good contract opportunities

23:38 - Winning a five million dollar design build project

27:53 - Landing a two million dollar job order contract

30:47 - FAA 30 by 30 tower project teaming opportunity

40:00 - Why fewer small businesses win more federal money

Mindy gives you the federal opportunities, agency signals, recompete intel, and pursuit briefs that tell you not just what contracts exist, but which ones to chase and how to win them.

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Connect with Encore Funding: http://govcongiants.org/funding