How to Land Your First $4K/Month Government Contracting Client

From Small Business Contractor to High-Ticket Consultant: Des’s Journey with GovClose

One of the best parts of what we do at GovClose is seeing how our clients evolve—not just professionally, but personally and financially. I recently sat down with Des Daniels, a former small business government contractor who made a bold pivot. He took his experience and turned it into a scalable, high-ticket consulting firm focused on helping disadvantaged businesses—especially 8(a)-certified firms—succeed in the federal space.

What started as a one-man shop bidding on contracts has become something much bigger. Dez is now running a lean, flexible business that’s not just profitable but purpose-driven. And I had the chance to talk to him about exactly how that happened.

Why Des Joined GovClose

Des came into our program with a solid background in government contracting. He’d done the work, written proposals, and even landed contracts. But like many small business owners, he hit a wall. There were only so many contracts he could chase with a small team. Scaling under the traditional model just wasn’t realistic.

That’s when he found GovClose. What stood out to him—and to a lot of folks we work with—is that we don’t just give you training. We give you a proven framework, weekly coaching, and a network of experts who help you get unstuck and move faster.

Making the Pivot to Consulting

Des realized that his real strength wasn’t just in winning contracts—it was in helping other companies do the same. Many 8(a)-certified firms get their designation but don’t know how to use it. That’s where Des stepped in. He began offering consulting services to help these businesses strategically leverage their certifications and position themselves to win.

But pivoting to B2B consulting is no small shift. Government contracting and consulting sales are completely different games. Des had to learn everything from cold outreach and lead generation to how to package and price a premium offer.

He dove into our sales accountability program, got real-time coaching on his outreach and sales calls, and began testing different pitches and offers until he found the right fit.

The First Win: A $4,000/Month Consulting Client

After completing the program, Des landed his first high-ticket client: $4,000/month for a three-month engagement. That moment proved the model worked—and that he could deliver results.

He’s now on track to generate $250K–$350K in the next 12 months and is projecting $500K–$750K in revenue over the next 3–5 years—all while keeping his operation small and nimble.

How His Business Is Set Up

Des and his wife run the business together, working remotely and using AI tools and virtual assistants to automate admin tasks like follow-ups, scheduling, and presentation building. This lets them focus on high-value work—like strategy and client coaching—without growing a massive team.

Their model is built for freedom and scalability. They travel, work from anywhere, and run everything lean. And they’re doing it while creating real results for their clients.

Here are some of the most important lessons that came out of our conversation—and ones I think every aspiring government consultant or small business owner can learn from:

🔍 1. Find the Market Gaps

Des saw that many 8(a) businesses had no real plan for using their certification. That became his niche. Instead of competing for contracts, he now supports those who are, filling a real need in the market.

💼 2. Create Multiple Revenue Streams

Federal contracting has long sales cycles. Des added a B2B consulting arm for faster cash flow and long-term stability. Two income streams = less stress and more opportunity.

🎯 3. B2B Sales Requires New Skills

Even with years of federal experience, Des had to start from scratch with cold calling and sales conversations. The program helped him build confidence and master this new skill set quickly.

🧠 4. Training and Mentorship Accelerate Growth

This wasn’t just about watching videos. Des used live coaching, group calls, and our peer network to test strategies, get feedback, and level up fast.

🧩 5. Specialization Makes You Stand Out

By focusing on 8(a)-certified firms, Des became the go-to guy for a specific type of client. That clarity made his marketing and sales process way more effective.

🤖 6. Use Tech to Stay Lean

With the help of AI tools and VAs, Des automates everything that doesn’t need his direct attention. This lets him scale smart—without sacrificing lifestyle or burning out.

📈 7. Set Clear, Realistic Revenue Goals

Des’s first-year goal of $250K–$350K is ambitious but doable. His long-term plan? Grow to $500K–$750K without building a bloated business. That kind of intentional growth plan is what sets our clients apart.

🧑‍🤝‍🧑 8. Community Is Everything

GovClose is filled with high-level professionals: lawyers, officers, feds, consultants. That community helped Des get perspective, solve problems faster, and stay motivated.

📞 9. Sales Is a Contact Sport

Des stays available to his prospects, makes direct offers, and listens more than he talks. That kind of presence builds trust—and converts.

🔮 10. Keep Evolving

What’s next for Des? He’s refining his offers, increasing his pricing, and doubling down on what works. He’s also documenting his wins and learning how to use those stories to land even more ideal clients.

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What I love most about Des’s journey is how strategic it is. He didn’t just hustle harder—he got smarter, leaner, and clearer on who he helps and how.

If you’re stuck chasing contracts or trying to grow a business that feels like a grind, Des’s story is proof that there’s another way. One that gives you more control, better clients, and a business that actually works for you—not the other way around.

If you're serious about stepping into the federal space or scaling your consulting business, let's talk. 

Follow me on LinkedIn for more GovCon insights: Richard C. Howard, Lt Col (Ret) | LinkedIn

Want to work with Des Daniels?

Des's LinkedIn: Des Daniels | LinkedIn

Des's Website: https://www.degovcon.com/