Episode Details

Finding teaming partners for a sources sought opportunity doesn't start on Google, it starts at a plumbing supply house. In this episode, Eric Coffie breaks down a repeatable strategy one contractor used twice to land small business set-aside opportunities by using national distribution supply stores to source trade partners who never show up in a search.

If you're an aspiring GovCon consultant with no past performance trying to break in, this is the exact play that put a VP of construction on a Teams call.

Here's what you'll pull from this one:

• How to call a supply house like Ferguson Enterprises and get referred to four vetted trade companies, including an owner's direct cell number
• Why 30-year trade businesses with 400 employees stay out of federal work because procurement is their gap, and how you fill it
• The sources sought partnering move that works when your chosen sub is too large to pursue the set-aside themselves
• Why supply-house referrals build real trust faster than any conference, business card, or cold outreach
• The volume mindset behind closing deals: looking at more opportunities, talking to more people, and doing more reps

EPISODE CHAPTERS:
0:00 - Trade experts afraid of the federal paperwork
0:44 - Supply house strategy to find teaming partners
1:13 - Sources sought opportunity in Virginia and Ferguson Enterprises
1:41 - Small business set-aside and the too-large sub problem
2:37 - The first attempt in Georgia and the conflict of interest
3:37 - Visiting a facility three blocks long to build trust
4:34 - Consultant with no past performance finds the play
4:48 - Running the supply house exercise live on video
6:01 - Finding subs that never appear on Google
6:58 - Bypassing fakeness and earning authority fast
7:26 - How to learn contract execution the right way
8:26 - Doing more deals and the breakfast lunch dinner rule

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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