GovCon Losers Don't Know Who Wins The Game

If you want to break into government contracting—or scale what you’ve started—you need more than a product or service. You need the right federal sales team.

In this session, Rick Howard, a former government acquisitions officer with experience managing over $82 billion in DoD contracts, breaks down exactly how to build, train, and manage a federal sales operation that actually wins.

The First and Most Important Hire: Your Federal Sales Executive

Federal sales isn’t like traditional B2B sales. It’s highly regulated, relationship-driven, and incredibly strategic. That’s why your first real investment should be a federal sales executive—someone who understands how government buyers think, or who’s been trained in the process (military or federal backgrounds are a huge plus).

This person owns your pipeline, builds early relationships with buyers, and knows how to navigate the long, complex buying cycle.

Supporting Roles That Drive Results (Not Overhead)

Here’s who else you’ll need—either in-house or as contractors—as you grow:

• Proposal Writer – Essential for submitting compliant, persuasive bids and freeing your sales execs to focus on selling.

• Legal Adviser – Someone fluent in FAR and federal clauses to protect you from costly mistakes.

• Sales Leader – Ideally your lead sales exec, running weekly pipeline meetings and keeping things on track.

• Business Developer & Capture Manager – These can start as 1099s and later become full-time as your opportunities grow.

• Pricing Analyst – Helpful for strategic bids but typically a later hire.

• Teaming Manager – A great asset for companies expanding into partner-based growth, especially when targeting larger contracts.

Howard also recommends virtual assistants to support executives and help manage scheduling, follow-ups, and documentation—especially in the early stages.

Process Is Everything

Weekly pipeline reviews, clear opportunity stages, and accountability help keep your team focused and your forecast realistic. Without this structure, even good teams waste time chasing the wrong opportunities.

When Proposals Matter, Get It Right

Government proposals are complex and evaluated in pieces—each section might be scored by a different person. That’s why clarity, formatting, and structure matter as much as the content. A dedicated proposal writer increases your win rate significantly.

Legal Can Save (or Slow) the Deal

You need legal eyes on every deal, but they should also understand the pace and nature of government sales. The goal is to stay compliant and move forward—so find counsel that gets the balance.

Relationships Win Contracts

Rick says it plainly: “If you’re only showing up when the RFP drops, you’re too late.”
Start building relationships early. Attend industry days. Talk to program managers. Know the agency's mission and budget cycle. These touches build trust—and trust wins.

Want to Go Faster? Learn from the Best

Rick’s GovClose training program is built for professionals and companies who want to break into federal sales the right way. From proposal strategies to pipeline building to live coaching, it’s a proven path to success—especially if you’re starting from scratch or transitioning into government markets.

Final Takeaways

✅ Hire a trained federal sales exec as your first sales investment
✅ Build your team with a mix of full-time roles and contractors
✅ Prioritize proposal quality, legal protection, and process discipline
✅ Focus on long-term pipeline development—not just quick wins
✅ Relationships drive revenue in this space—engage early and often
✅ Get help. A program like GovClose can shorten your learning curve

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If you're ready to build a serious government contracting business, check out the GovClose program. It's built for people who want real results—not just another certification.

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