SAM.gov Is a Dumpster Fire

Most new government contractors rely solely on SAM.gov to find opportunities—but that’s just one piece of the puzzle. In this video, Rick Howard, a former federal acquisitions officer and program manager, breaks down smarter ways to uncover high-value contracts before they hit the public portals.

The big idea? If you want a competitive edge in federal contracting, you need to look upstream—months or even years before solicitations go live.

SAM.gov Is Not Enough—Here’s Where to Look Instead

Rick introduces Acquisition.gov and agency-specific procurement sites as goldmines for early information. These platforms often publish acquisition forecasts—essentially, roadmaps of what government agencies plan to buy and when.

Smart contractors use these forecasts to:

• Identify upcoming contracts

• Learn who the decision-makers are

• Build relationships early

• Shape their sales strategy long before proposals are written

Some agencies (like the Army Corps of Engineers, NASA, and Veterans Affairs) provide detailed, up-to-date spreadsheets showing projected contract values, acquisition strategies, deadlines, and even contracting officer contacts.

Others? Not so much. Agencies like the Department of Justice or Transportation may lag in keeping this info current. That’s why it's critical to know which agencies align with your business and consistently publish useful data.

Think Long-Term: Build a 3+ Year Pipeline

Rick is clear: Government contracting is a marathon, not a sprint. Chasing every posted opportunity on SAM.gov is a fast track to burnout. Instead, build a targeted pipeline 3+ years out by tracking agencies’ spending plans, attending industry days, and maintaining regular contact with key government buyers.

Engagement should start before the solicitation—by the time it's public, it's often too late to influence the requirements or scope.

Looking for a Faster Path? Consider OTA Opportunities

For businesses with innovative tech—think AI, cybersecurity, robotics, or advanced manufacturing—Rick recommends exploring Other Transaction Authority (OTA) programs.

OTA allows certain agencies, like the Defense Innovation Unit (DIU) or consortiums such as MITER, to bypass traditional procurement red tape. Instead of writing lengthy proposals, companies often just need to submit a short white paper or slide deck. If there's interest, you’ll be invited to pitch.

This model is especially appealing for startups or tech companies who:

• Want to avoid FAR complexity

• Need quick feedback from agencies

• Are building cutting-edge solutions

Why Relationships (Still) Win in Government Contracting

The most successful contractors aren’t just proposal writers—they’re relationship builders. Rick emphasizes that government buyers are real people. They’re busy. They need solutions, but they also need trust.

Here’s what works:

• Find the right contacts (contracting officers, program managers)

• Reach out with relevant insight, not a sales pitch

• Join Q&A sessions, webinars, and industry events

• Follow up respectfully and consistently

What doesn’t work? Sending cold proposals or mass emails. The government rarely awards contracts to companies they’ve never engaged with.

Use Acquisition Forecasts as Real Sales Tools

Forecast spreadsheets are more than planning documents—they’re sales blueprints. Inside, you’ll find:

• Projected contract values

• Set-aside statuses (e.g., 8(a), SDVOSB)

• Timelines and NAICS codes

• Incumbent info (who currently holds the contract)

With this data, you can:
✅ Filter opportunities that fit your capabilities
✅ Build relationships with the right buyers
✅ Position your company as a prime or subcontractor

Specialized Consortia Offer Hidden Opportunities

Many emerging tech contracts are now run through consortiums—groups that connect government needs with private-sector solutions under OTA rules. By joining one (often for a modest fee), companies gain access to curated opportunities that never make it to SAM.gov.

Examples include:

• Command, Control & Cyber Consortia (C5)

• Medical and Bio-Defense Consortiums

• Energy and Environmental Tech Collectives

These are ideal paths for companies developing innovative technologies who want to work with agencies like DoD, DOE, and HHS.

Certifications Matter (If You Know Where to Use Them)

Not all certifications carry the same weight across agencies. For example, the VA heavily prioritizes service-disabled veteran-owned businesses (SDVOSBs), while others may favor 8(a) or HUBZone businesses.

Rick recommends aligning your certifications with agency priorities—and watching acquisition forecasts for set-asides that match your business profile.

The GovClose Certification: A Fast Track to Mastery

Finally, Rick shares how the GovClose Certification Program has helped dozens of professionals land consulting gigs, secure contracts, and step into high-paying sales roles in the federal space.

What makes it work?

• Step-by-step training on pipeline building

• Live coaching and practical application

• Support from a network of government sales experts

Whether you're launching a solo consulting business or leading a sales team at a federal-facing company, the GovClose system gives you the tools to get results faster—without guesswork.

➡️ Ready to start or scale your government contracting business? Visit GovClose.com to learn more.

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