Get the GovClose Certification: https://www.govclose.com/sales-certificationOur students learn the government contracting skills to :

1. Start their own consulting business that can earn up to $400k as a "solopreneur" advising businesses that sell to the government.

2. Land high paying sales executive jobs with companies in the public sector.

3. Increase government contracting revenue for companies selling to the US government.The US government is the single biggest purchaser of goods and services in the world. They publish everything they buy, who they buy from, and how much they spend.

I pulled real federal contract awards for pressure washing and power washing services to show you exactly how one small business is making six figures a month, what specific jobs the government is paying for, and how to find opportunities like this yourself.0:00 One Man, One Pressure Washer 0:34 How to Read Federal Contract Data on USAspending.gov1:43 Real Award: $734,975 Pressure Washing Contract2:10 Why This Company's Revenue Declined After a $1.2M Year3:19 Who's Buying: Army, NIH, and DLA4:00 Real Awards — $420K Garage Job, $300K Airfield5:56 Inside the $300,000 Airfield Pressure Washing Contract7:00 How to Find the Exact Buying Office 8:13 The $163,173 Award for Buildings and Sidewalks9:42 Set-Asides vs. Just Being Great at Your Service10:04 The $4.3 Million Duct Cleaning and Solar Panel Contract12:00 Reading the FAR: Simplified Acquisition Procedures 19:19 How Small Businesses Actually Win These Contracts––––––––––––––––––––––––––––––––––––––RESOURCES MENTIONED––––––––––––––––––––––––––––––––––––––GovClose Program Overview (free 20-minute training): https://www.govclose.com––––––––––––––––––––––––––––––––––––––ABOUT RICK HOWARD––––––––––––––––––––––––––––––––––––––Rick Howard is a retired USAF Lieutenant Colonel and former DoD acquisitions officer who managed over $82 billion in federal contracts. He is the founder of GovClose and the DoD Contract Academy, with 400+ graduates working as government contract consultants, federal account executives, and business owners winning federal contracts.Rick Howard expresses his opinions as a former government contracting officer and presents public data on government contracts that he analyzes. GovClose makes no guarantees whatsoever about federal spending data or government contracts. Government contracting data changes constantly, and we make no claims of perfection when presenting data. All data can be looked at from different angles, and it is up to the viewer to do their own research, their own data analysis, and decide if government contracting is for them.Disclaimer: This video reflects Rick Howard's personal opinions and independent analysis of publicly available government data. It does not represent an official position, endorsement, or statement of the U.S. Air Force or the Department of Defense.

The US government is the single biggest purchaser of goods and services in the world. They publish everything they buy, who they buy from, and how much they spend. I ran seven simple service categories through real federal spending data to show you market size, average contract values, competition levels, and who is buying.

One of these seven categories had 160,000 separate contracts. I saved that one for the end.

All of this data is public. You can verify every number yourself at usaspending.gov.

0:00 The Government Is Paying Small Businesses Millions for This
0:40 How to Read Federal Contract Data Yourself
1:07 Service 1: Landscaping and Groundskeeping — $5.9 Billion Market
4:27 Service 2: Vocational and Technical Training — $6.5 Billion, $3M Average Contract
5:36 Service 3: Janitorial Services — $9.1 Billion, 16,000 Contracts
6:57 Service 4: Facilities and Operations Support — $15 Billion Market
7:48 Service 5: Administrative Support Services — $1.6M Average Contract
8:54 Service 6: Guard and Security Services — $25.2 Billion Market
9:36 Service 7: Logistics and Support Services — $36.5 Billion, 160,000 Contracts
10:57 What All Seven of These Have in Common
12:18 How Small Businesses Actually Win These Contracts

Seven simple service categories. Over $115 billion in federal spending. Hundreds of thousands of contracts awarded every year. The companies winning this work are usually not bigger than you. They are just more organized and following a repeatable process.

Drop a service in the comments and I will pull the federal spending data and break it down in a future video.

Get the GovClose Certification: https://www.govclose.com/sales-certification Our students learn the government contracting skills to :1. Start their own consulting business that can earn up to $400k as a "solopreneur" advising businesses that sell to the government.2. Land high paying sales executive jobs with companies in the public sector.3. Increase government contracting revenue for companies selling to the US government.

Get the GovClose Certification: https://www.govclose.com/sales-certification Our students learn the government contracting skills to :1. Start their own consulting business that can earn up to $400k as a "solopreneur" advising businesses that sell to the government.2. Land high paying sales executive jobs with companies in the public sector.3. Increase government contracting revenue for companies selling to the US government.

The U.S. government runs a program that will fund your company before you have a single customer — sometimes before you have a finished product at all.It's called SBIR, and in this episode John Martin breaks down exactly how he used it to go from an early-stage idea to a $1.9M U.S. Air Force funding increase, with a shot at a $30M+ award next.

If you've got innovative technology and you've ever wondered whether the government would pay you to develop it, this is the conversation to watch.John is the founder of Bundle AR, an augmented reality and XR training platform now used across the Air Force, Space Force, Army, and the commercial world. We get into how SBIR Phase I and Phase II actually work, what TACFI and STRATFI are, why relationships beat writing proposals, and the single mistake most founders make when they try to sell to the government.––––––––––––––––––––––––––––––––––––––CHAPTERS––––––––––––––––––––––––––––––––––––––00:00 The $1.9M the Government Paid Bundle AR00:42 Who Is John Martin & What Bundle AR Does03:33 How He Got His First Government Check05:57 SBIR Explained: Getting Paid for an Idea07:48 Why SBIR Funding Froze (and Just Reopened)09:14 TACFI: The $1.9M Air Force Funding Increase11:54 STRATFI & the New $30M Award for 202616:01 Why Relationships Beat Writing Proposals17:55 How to Win Before the Contract Is Posted22:09 Live Demo: AR Training for the Military28:54 The Smartest Move: Two Revenue Streams29:32 The Truth About SBIR Mills32:24 The GovClose Gauntlet: Rapid Fire37:12 John's Radio Career: Cronkite, Kiss & Taylor Swift38:57 Advice for First-Time Government Contractors41:00 New Markets: Education, Healthcare & School Security44:04 What's Next for Bundle AR––––––––––––––––––––––––––––––––––––––RESOURCES MENTIONED––––––––––––––––––––––––––––––––––––––GovClose Program Overview (free 20-minute training):https://www.govclose.comSBIR / STTR Program (official):https://www.sbir.gov––––––––––––––––––––––––––––––––––––––ABOUT THE GUEST — JOHN MARTIN, BUNDLE AR––––––––––––––––––––––––––––––––––––––John Martin is the founder of Bundle AR (BUNDLAR), a Chicago-basedoperational intelligence platform company. Over 8+ years, Bundle AR hasbuilt a no-code augmented reality and XR-wearable platform that deliverstraining and knowledge "where work happens" for both enterprise and theDepartment of Defense. The company has won SBIR Phase I and Phase II awards,a $1.9M U.S. Air Force Tactical Funding Increase (TACFI), and is nowqualified for a Strategic Funding Increase (STRATFI). Past clients andengagements include Microsoft (Xbox), Thermo Fisher, Cleveland Clinic, theU.S. Air Force, Space Force, Michigan Air National Guard, and the U.S. Army.Learn more / connect with John:Website: https://www.bundlar.comEmail: john@bundlar.comLinkedIn: [paste John's LinkedIn URL here]––––––––––––––––––––––––––––––––––––––ABOUT RICK HOWARD––––––––––––––––––––––––––––––––––––––Rick Howard is a retired USAF Lieutenant Colonel and former DoD acquisitionsofficer who managed over $82 billion in federal contracts. He is the founderof GovClose and the DoD Contract Academy, with 400+ graduates working asgovernment contract consultants, federal account executives, and businessowners winning federal contracts.Get the GovClose Certification: https://www.govclose.com/sales-certification Our students learn the government contracting skills to :1. Start their own consulting business that can earn up to $400k as a "solopreneur" advising businesses that sell to the government.2. Land high paying sales executive jobs with companies in the public sector.3. Increase government contracting revenue for companies selling to the US government.

Get the GovClose Certification: https://www.govclose.com/sales-certification Our students learn the government contracting skills to :1. Start their own consulting business that can earn up to $400k as a "solopreneur" advising businesses that sell to the government.2. Land high paying sales executive jobs with companies in the public sector.3. Increase government contracting revenue for companies selling to the US government.Watch: The rise of solo consultants and why it pays so well https://youtu.be/rTfC3ug9XusChapters00:00 How $115K in Air Force Gear Led to Government Contracts00:36 From Air Force Special Ops to Government Contracting02:03 Landing Paid Government Contracting Consulting Clients04:31 The $115K Gear Question That Started Everything05:45 Will AI Replace Government Contracting Jobs?07:45 The Biggest Problem in Government Contracting08:33 Best Ways to Make Money in Government Contracting09:49 Why Companies Need Government Contracting Consultants11:47 Why Government Contracting Is Hard but Lucrative13:15 Building a GovCon Consulting Business14:09 RFPeasy and the Future of GovCon Software15:45 $50K a Month From Government Contracting Software?17:42 Government Contracting Scams to Avoid19:46 What Companies Should Pay GovCon Consultants For20:11 How to Spot Fake Government Contracting Experts22:12 RFP Writing and Client Transparency Problems24:21 RFPeasy Demo: AI Tools for Government Contractors27:21 What Federal Sales Teams Need to Win Contracts29:45 Building a Federal Sales Roadmap31:39 Using USAspending Data for Capture Strategy35:24 Reading Federal Market Data the Right Way36:39 Finding Top Contracting Offices in USAspending38:37 Onboarding GovCon Clients Faster39:45 Finding RFIs, RFPs, RFQs, and SBIR Opportunities41:12 Contracting Officer Search and Outreach Warnings44:21 Exporting GovCon Lead Lists45:00 Capability Statement Text for Federal Opportunities46:45 Pipeline Tracking for Government Contracts48:00 AI Proposal Writing for RFPs and RFIs49:30 Why Human Review Still Matters With AI Proposals50:33 RFPeasy Security, FAR Helper, and MVP Features51:33 How to Try RFPeasy.app52:18 GOVCLOSE50 Discount Code and Closing— — — — —RFP EASY PODCAST LISTENER OFFERUse code GOVCLOSE50 and get your first month free.Redeem at https://rfpeasy.app — offer active through July 31, 2026.— — — — —Built by Dakota Ward, U.S. Air Force Combat Controller veteran and founder of Gov Access Solutions LLC.Start now → https://rfpeasy.appABOUT RICK HOWARDRick Howard is a retired USAF Lieutenant Colonel and former DoD acquisitions officer who managed over $82 billion in federal contracts. He is the founder of GovClose and the DoD Contract Academy, with 400+ graduates working as government contract consultants, federal account executives, and business owners winning federal contracts.--Connect with Rick on LinkedIn: https://www.linkedin.com/in/govclose/

Get the GovClose Certification: https://www.govclose.com/sales-certification Our students learn the government contracting skills to :1. Start their own consulting business that can earn up to $400k as a "solopreneur" advising businesses that sell to the government.2. Land high paying sales executive jobs with companies in the public sector.3. Increase government contracting revenue for companies selling to the US government.Watch: The rise of solo consultants and why it pays so well https://youtu.be/rTfC3ug9XusCHAPTERS0:00 Why most people get stuck on SAM.gov1:15 The hard truth about government contracting3:12 Two paths that do not require SAM.gov registration3:24 Path 1: Government contract consulting (how I made 7 figures)4:15 How to use USASpending.gov to find consulting clients7:24 How to niche down by industry and agency8:53 USASpending.gov vs SAM.gov — what the difference means for you10:13 What a government contract consultant actually does11:29 Consulting specialties: CMMC, proposal writing, GSA, post-award13:05 Why consulting opens doors beyond the hourly rate14:25 Path 2: Federal account executive roles ($200K-$346K/year)15:54 The salary data — federal AE vs medical device sales vs tech sales16:39 How consulting led me to a $320K W-2 role19:00 What most people do wrong (and what to do instead)22:50 Consulting rates: $5K-$10K per month per client23:37 Why the Air Force is now funding GovClose cohorts24:51 Who should NOT start a government contracting business--RESOURCES MENTIONEDGovClose Program Overview (free 20-minute training): https://www.govclose.comUSASpending.gov: https://www.usaspending.gov--ABOUT RICK HOWARDRick Howard is a retired USAF Lieutenant Colonel and former DoD acquisitions officer who managed over $82 billion in federal contracts. He is the founder of GovClose and the DoD Contract Academy, with 400+ graduates working as government contract consultants, federal account executives, and business owners winning federal contracts.--

Get the GovClose Certification: https://www.govclose.com/sales-certification Our students learn the government contracting skills to :1. Start their own consulting business that can earn up to $400k as a "solopreneur" advising businesses that sell to the government.2. Land high paying sales executive jobs with companies in the public sector.3. Increase government contracting revenue for companies selling to the US government.This week I sat down with Bill Vear, founder of GovConProposals and one of the most experienced federal contractors in our network.

Bill’s been winning government contracts since 1982 — back when, as he puts it, “the dinosaurs still roamed the Earth and the internet did not exist in contracting.”

He started as an Army medic, got out, fell into commercial construction with a friend’s brothers, and then climbed his way into the federal space through some of the largest 8(a) environmental and demolition firms in the Northeast — managing multi-million dollar projects at Natick Labs, Weymouth Naval Air Station, Aberdeen Proving Grounds, and the anthrax cleanup at Social Security after 9/11.

Today Bill runs his own consulting practice in Florida, mentors small businesses, and recently won a federal construction contract for a former New England Patriots wide receiver running an SDVOSB out of Louisiana. He’s also a GovClose graduate and a core member of our Inner Circle — not because he needed the program, but because, as he says, “I’m always learning. I believe in education. I’m a bookworm.”

So I put him through something new: The GovClose Gauntlet — 10 rapid-fire questions designed to expose what really wins in government contracting. No fluff, no marketing talk, just a 30-year veteran answering the questions most contractors are too afraid to ask out loud.

Here’s what he said.0:00 Will AI Replace Government Contracting?1:25 Can AI Win Government Contracts Without You?3:24 Is DOGE Good or Bad for Small Business?4:09 Should All Federal Procurement Go Through GSA?5:00 Will CMMC Hurt Small Business Defense Contracts?5:30 Is the 8(a) Program Still Worth It?6:00 Are WOSB Set-Asides Disappearing?6:27 Why SDVOSB Is the Strongest Set-Aside Right Now7:00 The #1 Move That Wins Federal Contracts8:44 How a Former Army Medic Got Into Government Contracting9:00 The Dumbest Reason a Government Proposal Lost10:00 Why Past Performance Beats Lowest Price13:09 From Boston Construction to Federal Contracts16:00 How Contracts Were Won Before SAM.gov Existed18:30 The 8(a) Subcontracting Trap That Gets Companies Sued20:30 What Is SLED and How Is It Different From Federal?23:50 Is It Easier to Win State or Federal Contracts?25:14 Why You Can't Learn Government Contracting on the Fly26:34 Inside the "Wild West" Days of Government Bidding29:30 Why Following Proposal Instructions Wins Contracts30:54 Compliance Matrix vs. Proposal Templates33:34 When to Walk Away From a Government Contract35:30 Are Win Themes and Color Teams a Myth?37:21 When the Real Proposal Process Actually Starts39:20 Why a Real CRM Beats Salesforce for GovCon42:54 What Happens When the Government Never Sees Your Bid44:48 Why Showing Up Late to a Solicitation Means You Lose45:14 Where to Find Bill Vear Connect with Bill on LinkedIn: https://www.linkedin.com/in/bill-vear/

This is a special episode of the GovClose podcast. We're bringing interviews people in the government contracting space that are generating real results .

This footage was shot live from the GovClose workshop and inner circle event.

If you're interested in government contracting as a career or a business, this is the episode for you.

If you want to learn more about the GovClose program and see if you're a fit, head over to govclose.com, watch the overview video, and schedule a call with our advisory team.

https://www.govclose.com

Start Your GovCon Career: https://www.govclose.comMost government contractors are searching SAM.gov and missing the majority of opportunities.

In this session, I walk through the One Nation Innovation marketplace. Marketplaces like ONI are being used at an increasing rate, and it's good to know where to find and how to use the marketplaces that are alternatives to SAM.gov. I also cover why I no longer pay for government contracting research tools, how to use the MITRE consortium list to find the right OTA pathway for your technology, and how to talk to a contracting officer about an upcoming recompete (a question from one of our recent GovClose coaching calls with Harold).If you're selling innovative tech, prototypes, or services to the federal government — especially DoD — this is the workflow I use every day.⏱ TIMESTAMPS00:00 - Why SAM.gov isn't enough anymore00:50 - Vetting One Nation Innovation: is this marketplace real?02:53 - Inside an O&I challenge: USSF Go Coliseum & scoring rubrics05:02 - Why I stopped paying for government contracting tools06:40 - Tony's story: from Marine Corps to GovClose member08:08 - SAM.gov contract awards search (the new FPDS replacement)09:30 - Finding OTA awards by awardee — the trick most people miss10:45 - The history of OTA: from the Space Race to the Department of War13:40 - How to verify a consortium is actually awarding contracts15:21 - Tom Clancy's question: do you need a relationship to win an OTA?19:30 - Pulling all OTA awards from the past 90 days22:09 - Tom's follow-up: are O&I OTAs required to be listed on SAM?23:09 - Finding more consortiums: the MITRE list method27:07 - DIU and the three currently open OTA pathways29:13 - Project Titan Core: modular data centers for AI compute32:22 - Harold's question: how to ask a CO about an upcoming recompete35:53 - Why upselling existing customers is the best government sales play39:25 - GovClose graduate results: real outcomes from the program📊 RESOURCES MENTIONED- SAM.gov Contract Awards & Other Transactions search- onenationinnovation.org- USAspending.gov- MITRE OTA Consortium list (Google: "OTA consortium list")- DIU open solicitations- GAO reports on OTA and AI🎓 ABOUT GOVCLOSEGovClose is the certification and training program I built after 20 years as an Air Force acquisitions officer managing $82B+ in federal contracts. Our graduates land consulting clients, account executive roles, and high-ticket federal contracts.👉 Learn more: GovClose.com🤝 Match with a certified consultant: Match.GovClose.com#GovernmentContracting #SAMgov #OTA #OtherTransactionAuthority #FederalContracts #DoDContracts #SBIR #DefenseInnovation #DIU #FederalSales #GovCon #ConsultingBusiness #VeteranOwnedBusiness #SmallBusinessGovernment #DefenseTech