This is Higgle: The B2B Sales Club Podcast, where we bring you actionable insights about sales RFPs, Sales Negotiations and difficult Procurement discussions. It's all about helping you win more deals, and hitting your sales quota. We talk to sales leaders, brand leaders and procurement leaders about lessons learnt on their journey to win more sales deals and get better negotiated outcomes. The podcast is hosted by Mike Lander, an ex procurement director and entrepreneur, talking to guests a ...
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RFPs Podcasts
Bill Caskey and Bryan Neale deliver practical, no-nonsense sales training through their signature blend of humor, real-world insights, and actionable frameworks. Each episode tackles the challenges you face daily: prospecting, overcoming buyer resistance, pricing strategies, cold calling, deal coaching, and building long-term client relationships. Whether you're a sales professional, manager, or leader, you'll discover how to shift your mindset, leverage your natural talents, and create sust ...
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Bringing you information, strategies, or resources to help you Win more business through Requests for Proposal (RFPs).
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Game Changers was designed BY government contractors FOR government contractors. The focus of every episode is to give listeners a new tip, trick, or strategy that will help them find and win more contracts. Each episode features Subject Matter Experts (SME), companies that are successfully winning contracts, or nationally recognized professional speakers and authors. The show is hosted by government experts Michael LeJeune from Federal Access and Joshua Frank from RSM Federal. Their award-w ...
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Brought to you by Ignite, the magazine for business event professionals, Ignite Your Events explores the issues facing the industry—from RFPs and price setting to ethics and negotiating—and speaks to the innovative thinkers who are working on the solutions. Your hosts, Debbie van der Beek, President and Chief Visionary Officer of Ignite and Editor, and Director of Content Innovation Laura Bickle aren’t afraid stir the pot and have the tough discussions necessary to move the industry forward. ...
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Responding To Rfps for neighborhood companies that targets potential clients AT https://www.therfpsuccesscompany.com/book Responding To Rfps helps you to communicate with your target market which is initially the ones in your local area. Those customers whom you cannot reach right away may be informed about your business through your website. You may offer discounts or promos if your company may allow it so customers may be drawn to buy from you. You also need to create an effective advertis ...
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MiCTA Radio aims to inform our Members and other nonprofit entities about today's technology issues and what you can do about them. We also feature information on our current MiCTA Vendors so you can just listen rather than read pages and pages of contract information. Nationally, MiCTA represents members from all types of non-profit entities including: education government, library, healthcare, charity,public sector and religious organizations. MiCTA produces and publishes collaborative RFP ...
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A podcast dedicated to helping higher ed marketers tell better stories and enroll more students. Hosted by video producer and storytelling coach, John Azoni, these episodes provide quick-win practical advice you can put to use in your marketing right away.
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A podcast where we speak with industry experts around solutions to the risks and challenges that exist in the energy industry. ACES is a nationwide energy management company.
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Stop chasing RFPs. Start positioning for wins. Cresco Contracting breaks the government contracting cycle that keeps small businesses stuck in reactive mode. Host, Ashley Johnson pulls back the curtain on what really works in government contracting – and calls out what doesn't. This isn't your typical business podcast full of corporate consultant speak. We're the strategic rebels who refuse to let passionate entrepreneurs waste another minute on losing proposals. Each episode delivers the co ...
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Welcome to Avero GovTech Insights, your go-to podcast for the latest trends, insights, and innovations in government technology. Each episode brings you expert analysis and discussions on a wide range of topics, from data analytics to digital transformation and public sector ERP systems. Join us as we explore the technologies shaping the future of public services and discover how you can leverage them to drive efficiency, transparency, and better outcomes for your community.
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Business Insights & Strategies From Experts: Unveiling Simple Truths Behind Success. I’m always grateful for Reviews and remember to Subscribe
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Learn about how artificial intelligence solves real business problems and provides companies with a competitive edge or adaptation to a more data-fueled world. Get into the minds of creators of AI and business leaders who aim to democratize the next generation of technology solutions for businesses worldwide.
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What if marketing was judged solely by the level of value it brings to its audience? Welcome to All Things Marketing and Education, a podcast that lives at the intersection of marketing and you guessed it, education. Each week, Elana Leoni, CEO of Leoni Consulting Group, highlights innovative social media marketing, community-building, and content marketing strategies that can significantly increase brand awareness, engagement, and revenue.
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State and local governments provide vital services to their citizens and keep them safe. They are also one of the largest employers in the country. They employ about 14 million people in the US, not including public schools and hospitals. However, they’re also wrought with antiquated systems, broken processes, paperwork overwhelm, lack of transparency, and underutilization of intelligent technologies. If you are a municipal leader, everyday citizen, or work for a state or local government ac ...
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The Modern Selling podcast, hosted by Mario Martinez, Jr., is the go-to podcast for sales leaders, sales professionals, business owners, sales enablement leaders, and anyone responsible for generating revenue. Mario's guests are practitioners in the trenches, experts in their profession and influencers who are leveraging modern selling techniques to inspire you to create more sales conversations with your target buyer!
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Hosted by government contracting expert, 8(a) business mentor, and founder of the Govcon Giants platform, Eric Coffie. With over 250K+ podcast listens, a thriving YouTube channel of 49K+ subscribers, and a LinkedIn community of 19k+ followers, Eric has built one of the most trusted voices in federal contracting. Govcon Giants isn't just another podcast—it ranks on the U.S. procurement leaderboard and is recognized as the #5 overall creator worldwide in procurement, cementing Eric's role as a ...
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RFP training is the best way to get a brilliant marketing strategy AT https://www.therfpsuccesscompany.com
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Is the field EVER LEVELED in your favor? Minority, Women, Veteran Small businesses can make millions in contracting! Unfortunately, they are challenged by the government procurement processes. Talk of leveling the playing field is the main theme, yet little is done to move us forward. The PROCUREMENT GAMES Podcast and Open Conversations brings our voices together to move us forward to changing the way the rules are set and the games are played.
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Are you a consultant, a freelancer or a vendor to nonprofits? To serve them best, you need to put their mission first. That's when you make money, and they accomplish their purpose. Our job is to give you the resources to make you successful so you can make them successful... with articles, podcasts, videos, webinars and more. Thinknp.com
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Curious how businesses grow their revenue without turning every employee into a hardcore salesperson? Hosted by Mark Drager, CEO of SalesLoop and veteran podcaster, the How to Sell More Podcast helps business owners and marketers tackle one of the biggest challenges companies face: increasing sales. Each episode features proven strategies from founders, CEOs, and industry experts to elevate your branding, marketing, and sales—helping you attract new clients, demonstrate your value, and beat ...
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The Bare Metal Cyber CCISO Audio Course is your complete, executive-level training companion for mastering the Certified Chief Information Security Officer (CCISO) certification. Built for experienced cybersecurity professionals and strategic leaders, this Audio Course delivers over seventy focused episodes covering every domain, concept, and competency area tested on the official EC-Council exam. From governance, risk, and compliance to strategic planning, vendor oversight, and technical co ...
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Most Revenue Leaders aren’t sure how to close the skill gaps across their teams. That’s why Revenue Jam brings together all different content from the team at Sales Assembly so you can learn everything from Revenue Leadership Philosophy down to tactical playbooks. With topical monthly live sessions, interviews with the Sales Assembly team, and exclusive conversations with Revenue Leaders across B2B Tech, this show is guaranteed to help you close the skill gaps across your entire GTM Team. An ...
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Welcome to The Playbook, the definitive procurement podcast hosted by Prokur.io, where we dive deep into the ever-evolving world of procurement. Each episode, we bring you the latest industry trends, best practices, and invaluable insights from a diverse lineup of procurement experts. Whether you’re a seasoned professional or new to the field, our show offers something for everyone. We explore cutting-edge strategies, tackle common challenges, and dissect emerging technologies that are shapi ...
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Want to learn how to create exceptional B2B events that leave a lasting impression and deliver real results? Whether you’re tackling event planning, AV production, or the finer details of event management, we’ve got you covered. Brought to you by Byrne Production Services, Production Value Matters: The Business Event Podcast dives into the world of B2B events with candid conversations and insights from top industry experts. From event trends and planning tips to behind-the-scenes stories, we ...
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Bulletproof RFPs: How to Turn Procurement From Opinion Into Math
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Most government RFPs aren’t vague because teams are careless — they’re vague because people are trying to be “fair.” Broad language feels safe. In reality, it’s exactly what gets agencies sued, protested, and stalled for years. In this episode of Untangled, we break down why subjective RFP language turns procurement into a beauty contest — and how …
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RFPs and AI: Modernizing Software Procurement in Government
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Traditional RFP processes—long timelines, outdated requirements, and rigid training mandates—are no longer serving today’s government agencies. This episode explores how artificial intelligence, outcomes-based requirements, and pilot-first approaches are reshaping procurement. From smarter reporting to modern training models, agencies now have oppo…
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Why Most SAM.gov RFPs Are TRAPS (And How to Avoid Them!)
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Not every RFP on SAM.gov is worth chasing—and bidding the wrong ones can drain your time, money, and momentum. In this Federal Help Center episode, Ryan Atencio breaks down how to spot "pre-wired" solicitations, why ultra-specific requirements are often a warning sign, and how smart contractors win by understanding the end user, not just the contra…
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This ONE Proposal Habit Is QUIETLY DISQUALIFYING You!
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In this episode of the Federal Help Center Podcast, Eric Coffie breaks down one of the most common—and costly—mistakes contractors make in proposals: restating requirements instead of demonstrating understanding. Eric explains why copy-and-paste language fails evaluators and how winning proposals clearly show why requirements matter, how work will …
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308: From 90% Revenue LOSS to 2 Prime WINS: The Relationship Strategy That Worked For Christine Hopkins
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In this episode, Eric Coffie sits down with Christine Hopkins, the CEO behind ASCII Federal Services, a 4PL (fourth-party logistics) company that manages end-to-end supply chain—from procurement and tracking to warehousing, inventory optimization, deliveries, and disposal. Christine shares how an existential crisis during COVID wiped out nearly 90%…
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The Quiet Tools Smart Contractors Use to Uncover Locked Doors
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In this episode of the Federal Help Center Podcast, Randie Ward pulls back the curtain on one of the most frustrating barriers in GovCon: finding the right person to talk to. From leveraging tools like ZoomInfo and federal data sources to dissecting agency budgets and understanding why program managers are intentionally harder to find, this episode…
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Ep 403: The Invisible Cage: Why Most Government Contractors Never Break Through
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Most government contractors aren’t limited by the market, certifications, or competition. They’re limited by an invisible cage they’ve built around their business.In this episode, inspired by a powerful moment from The Equalizer, Michael breaks down the mindset shift that separates reactive contractors from strategic builders. You’ll learn the four…
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Why Program Managers Don't Respond—And What to Do Anyway
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In this episode of the Federal Help Center Podcast, Randie Ward breaks down one of the most overlooked but powerful strategies in government contracting: using industry day materials to identify and connect with real decision-makers before opportunities hit the street. Randie explains how experienced contractors mine industry day PDFs for program m…
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How Intentional Follow-Up Drives High-Value Deals with Evelyn Oluwole
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What if the biggest sales opportunities you're missing could be unlocked simply by changing how you follow up? We're talking with Evelyn Oluwole today, AKA "The Follow-Up Queen," digging into the experiences that shaped her journey to leading major global accounts. Evelyn, who is the Senior Sales Director at WeTransfer, challenges the assumptions m…
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Why "Just Submitting the Bid" Is a Losing Government Contracting Strategy
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In this episode of the Federal Help Center Podcast, Randie Ward walks newer contractors through the unsexy but critical research process most small businesses skip—how to identify the real decision makers behind a federal requirement. From tracking solicitation numbers and awards in SAM.gov to using LinkedIn, forecast lists, and small business offi…
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Why Contracting Officers Aren't the Real Decision Makers
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In this episode of the Federal Help Center Podcast, Randie Ward breaks down the critical difference between tactical and strategic contracting. Randie walks through how experienced contractors identify expiring contracts, research incumbent awards, and uncover the real people behind the requirement—before the RFP ever hits SAM.gov. The episode rein…
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307: After 32 Years as a CONTRACTING OFFICER, Here's Why Most Small Businesses LOSE with Shelley Hall
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In this episode of the Govcon Giants Podcast, Eric Coffie sits down with Shelley Hall, a former warranted contracting officer with 32 years inside the federal government and now VP of Client Services at Skyway Acquisition Solutions. Shelly shares a rare behind-the-desk perspective—from her time supporting Air Force and Space Force missions to helpi…
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Ep 402: Rebranding for Growth How to Attract Commercial Clients Without Destroying Your GovCon Brand
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If you think rebranding means “new logo, new website, done”… this episode will convince you otherwise. Michael sits down with Erica Dobbs, CEO of Dobson Solutions, to break down why a company with a strong reputation chose to rebrand and why timing matters when your business matures. Erica shares how her team shifted from speaking pure DoD language…
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The Federal Contracting Mistake That Keeps You INVISIBLE!
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Federal contracts aren't won by chasing contracting officers or blindly responding to solicitations—they're captured by getting to the customer first. In this episode, Ryan Atencio explains how large integrators lock in work by identifying key stakeholders, shaping requirements early, and turning services and supplies into unbeatable solutions. Fro…
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Software Contracts: How to Negotiate With Confidence and Clarity
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Once you sign a software contract, your leverage is gone. In this GovTech episode, Megan and Billie break down what public-sector teams must understand before finalizing a software agreement—especially when implementation timelines, payment terms, and post-go-live support are on the line. You’ll learn: Why you should define “go-live” and every majo…
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Why You Need Awareness, Attention, and Action to Power Up Your Pitches with Kevin Kelly
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What if the key to closing more sales lies in understanding body language and reading the room effectively? Kevin Kelly, an international keynote speaker and author, takes us through his Three A's framework (awareness, attention, and action) in this episode. We explore the secrets to forming genuine connections with clients, where likability and tr…
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Why the "BORING" Government Contracts Quietly Make the MOST Money
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Professional services may get you in the door—but supplies are often how you scale faster inside federal agencies. In this episode, Ryan Atencio breaks down why selling services as supplies can dramatically reduce friction, shorten buying cycles, and unlock easier revenue. From packaging services into supply contracts to exploiting the government's…
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Vaporware Traps: Why Government Keeps Falling for Software Demos
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Software demos are built to sell you a story — not to show you what a product can actually do. And in government, that story can cost millions. Vendors walk in with polished screens, AI “prototypes,” and roadmap features presented as if they’re ready to deploy. But once the contract is signed, the reality looks very different. In this episode, we u…
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The SIMPLEST Government Contracting STRATEGY Most Contractors Overcomplicate
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In this episode of the Federal Help Center Podcast, we have Ryan Atencio, a former Army Special Operations veteran turned government contracting insider, to break down how federal contracts actually get created, evaluated, and awarded. Drawing from years spent as the end user, COR, and technical evaluator, Ryan pulls back the curtain on why supplie…
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#100 - Reddit for Higher Ed 101: Why Every College Needs a Subreddit (AI Search, SEO, and Enrollment Strategy) w/ Ross Simmonds
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In this episode, Ross Simmonds, CEO of Foundation Marketing and Distribution.ai, unpacks why Reddit has become one of the most influential platforms in the student decision-making process—shaping search rankings, AI responses, and campus reputation in ways most institutions aren’t tracking. He explains how universities can strategically participate…
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306: Veteran Entrepreneur Strategies: Why Doing It Alone Cost Him $100K with David Pere
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In this episode, Eric sits down with David Pere, a veteran entrepreneur and real estate investor, for a brutally honest conversation about the real price of trying to do business alone. David breaks down how skipping mentorship led to six-figure losses, failed flips, lawsuits, and years of unnecessary stress—mistakes that could have been avoided by…
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Most People Fail in GovCon Because They Never Leave the House
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In this episode, Eric breaks down how fast your situation can change in government contracting when you stop letting your current circumstances define your future. He shares the real story of going from financial desperation to landing a multi-million-dollar subcontract by taking responsibility, showing up consistently, and positioning himself wher…
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The 9-Block Business Planning Framework for 2026
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Send us a text Bill Caskey breaks down the exact business planning framework from the recent ASP Insider workshop. If you haven't done your 2026 planning yet, this episode walks you through nine critical building blocks that will set you up for sustainable sales success. From defining your vision to finding the right accountability partner, Bill co…
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Ep 401: Tell Me the Rules and I Will Find a Way to Win
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In this episode, Michael calls out a growing problem in the government contracting space, too many people are whining about FAR changes, small business rules, and politics, and not enough people are focused on winning. He breaks down why winners do not obsess over whether the rules are fair, they simply ask, “What is the new play, coach” and adapt.…
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SAIC VP Exposes How Small Businesses Actually Get In the Door
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In this power-packed conversation, Eric sits down with Shawn Kingsberry, VP of Cybersecurity & Treasury Account Executive at SAIC, one of the largest integrators in federal contracting. Sean explains exactly when small businesses should approach primes, how their small business intake process works, and what capabilities large primes are actively l…
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ERP Contract Negotiation: Protect Your Project Before You Sign
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An ERP contract isn’t just paperwork—it’s your leverage, timeline, and future wrapped into one document. In this GovTech episode, Megan sits down with Avero Project Manager Billie to unpack everything public-sector leaders need to consider before signing an ERP implementation contract. From vendor pressure to hidden risks, they share firsthand insi…
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Master Persuasive Sales Presentations Through Authenticity and Active Listening with Tom Martin
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Could the power of active listening and effective questioning be the missing link to winning more sales? We're getting deep into the art of crafting persuasive sales presentations with the insightful Tom Martin, Founder & President of Converse Digital, in this episode. Together, we unlock the secrets of using authenticity and vulnerability to trans…
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How Tom Stearns Transformed His Consulting Business and Work-Life Balance
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In this episode, I chat with Tom Stearns, a consultant to CEOs and CROs, about how mentorship helped him redefine and scale his business. Tom shares how he gained clarity, focused on the right clients, shortened sales cycles, increased deal sizes, and walked away from boring work, all while achieving a four-day workweek. Whether you’re a founder, s…
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97% of Small GovCon Businesses Will Fail When Funding Returns — Don't Be One of Them
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If you're a small business tired of losing to the same primes, submitting proposals into a black hole, or waiting for 8(a) magic that never arrives—this episode is your wake-up call. Eric sits down with four real former federal contracting officers who awarded contracts for AI weapon systems, billion-dollar construction, and tech transformation pro…
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From Practitioner to CIO: The Leadership Evolution No One Talks About
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A lot of government CIOs step into the role carrying years of technical experience — but almost no preparation for the executive expectations that come with it. The shift from practitioner to CIO is bigger than most people realize, and it has very little to do with technology. In this Untangled episode, AV and former CIO Robert Kornovich unpack wha…
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You Got 8(a)... Now What? Why No Contracts Are Coming
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In today's episode, Eric sits down with Venus Quates, President & CEO of LaunchTech, to unpack the real truth about certifications—how they open doors, how they fail you when you rely on them alone, and why hunger and capability win long-term. Venus shares how she landed her very first state contract by responding overnight, expanded the work, unde…
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305: AI Is Coming for Your Job: Why Most Workers Won't Survive Without New Skills with Justin Vianello
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In this episode of Govcon Giants, Eric sits down with Justin Vianello, CEO and equity partner at SkillStorm, to unpack how federal agencies and large integrators can stop recycling the same expensive talent and start building net-new cleared technologists. Justin shares his global journey from chartered accountant at PwC to scaling multiple compani…
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Send us a text Most business planning workshops start with vision statements and call quotas. But Bill argues there's a critical block missing from that equation: personal development. In this solo episode, he breaks down Block 8 from his 2026 Business Planning Strategy—the piece that asks not just what you need to do, but who you need to become to…
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Stop Wasting Your 20s: The 7 Skills That Actually Make You Rich
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In this reflective and brutally practical episode, Eric reveals the seven lessons that turned his messy, uncertain 20s into the foundation for multiple million-dollar businesses. From mastering high-value skills to buying back his time, building quietly, learning real money math, and valuing relationships, Eric walks through the decisions, mentors,…
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Ep 400: A Look Back at the Last Decade in GovCon and a Look Ahead
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Over 400 episodes and a decade in, we step back and ask a big question: how has government contracting really changed, and what is coming next? In this special fireside chat, Michael LeJeune, Joshua Frank, Rich Earnest, and Tom Prokop break down the shifts that matter. We talk about rising simplified acquisition and micro-purchase thresholds, the V…
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The Government Doesn't Care About Your Small Business—Here's How You Win Anyway!
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In this brutally honest episode, Eric tears down the myths that keep small businesses broke and frustrated in government contracting. He breaks down why the system was never designed with small businesses in mind, how weighted goals inflate the government's success numbers, and why relying on SAM.gov or SBA programs alone will keep you invisible. E…
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AI in Government: Transparency, Compliance & the Human Element
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AI isn’t just another tool—it’s a turning point in how governments operate, share data, and serve the public. In this GovTech episode, the Avero team explores the real-world role of AI in public-sector operations—from modernizing compliance to enabling data transparency and navigating vendor overload. Inside the conversation: What the Financial Dat…
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Rethinking Procurement's Impact on Agency Success with Michelle Cleary
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What are the often-overlooked red flags and chemistry factors that can make or break your agency's success in the RFP process? I'm thrilled to welcome Michelle Cleary, a seasoned marketing procurement professional with Anywhere Real Estate, to unravel the myths and unlock the potential of procurement in agency collaborations. Michelle shares her un…
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You're Approaching Primes Wrong—SAIC VP Reveals What Actually Works!
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In this power-packed conversation, Eric sits down with Sean Kingsbury, VP of Cybersecurity and Account Executive for the Department of Treasury at SAIC, to reveal exactly how small businesses can partner with one of the biggest integrators in the game. Sean breaks down when to approach primes, how SAIC vets potential partners, the role of their sma…
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You Can't Spell Dairyland without AI: A Conversation with Dairyland CIO Nate Melby
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In this episode of the ACES Power Hour, host Mike Bodnar and Courtney Stooksbury Parker talk with Nate Melby, Dairyland Power Cooperative’s CIO, about Dairyland’s multi-year AI journey. They discuss building Voltwrite (a private generative AI), use cases from retrieval-augmented generation and agentic applications to augmented reality and workforce…
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Why Avero Isn’t a “Tech Firm” — And What Modernization Actually Requires
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Avero gets labeled a “tech firm” all the time — but that’s exactly what we are not. In this episode, we break down why being vendor-agnostic matters, why we refuse to sell software, and why true modernization has far more to do with vision, culture, governance, and sustainability than technology alone. We revisit what organizations miss when they r…
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December Playbook: Support Teachers, Reach Leaders, and Get January Ready
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December in K-12 is two weeks of chaos wrapped in out-of-office replies. Teachers are hanging on until winter break, district leaders are buried in celebrations and strategy, and your carefully crafted sales push is not getting the response your dashboard hoped for. If you are still banking on December to hit revenue targets, this episode is a real…
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If You Don't Know About Vendor Pools, You're Losing Money Every Month
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In this episode, Eric Coffie breaks down one of the most overlooked—but most powerful—entry points in government contracting: local vendor pool contracts. Using Miami-Dade County as an example, Eric shows how pre-qualification pools work, why they offer low competition, and how one of his students used this exact method to go from $0 to $90,000 per…
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