Episode Details

Winning government contracts starts long before the bid, and in this episode Zach Golden breaks down the exact sources sought strategy he used to sign and keep paying GovCon consulting clients.

He walks through how he built a target market list, ran outreach that actually got responses, and took one engineering client from relationship-only referrals to roughly seven million a year in 2024.

If you want a repeatable system for finding clients and opportunities without big teams or deep experience, this one is for you.

In this episode you will learn:

• How to turn a single sources sought notice into a signed consulting client, step by step from outreach to retainer
• Why a bloated target market list of almost 200 government offices is a beginner mistake, and how Zach now starts every client at 20 or fewer
• How LinkedIn and simply putting your work out there brought inbound government contracting opportunities with zero cold calls
• The retainer plus percentage pricing model Zach used, and how he decides between front-end retainer money and back-end contract fees
• Why the first three to four months with any new client are meeting-heavy, and how the work shifts to low-effort maintenance after that

EPISODE CHAPTERS:
0:00 - Government contractor grows to seven million a year
0:30 - Procurement value offering over industry expertise
1:14 - Building a target market list of 200 offices
2:05 - Signing the first client through LinkedIn outreach
3:05 - Sources sought strategy that landed a lasting client
4:45 - Principal engineer with no time for new growth
5:16 - Repeating the system for a janitorial client
6:40 - First few months are meeting-heavy then maintenance
7:55 - Retainer plus percentage pricing model explained
8:42 - Moving a client to cruise control then scaling

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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