How to Find a GovCon Consulting Client Without Any Past Performance or Capital EP: 328

Govcon consulting is the fastest path into federal contracting for people who don't have past performance, capital, or a lengthy client roster and in 2024, it may also be your fastest path to a life-changing exit. Eric Coffie breaks down exactly how aspiring consultants can identify successful small businesses that are already doing five, seven, or ten million a year but have no one focused on growing them and turn that into a full consulting practice that leads to real federal contracts, teaming opportunities, and even acquisition-level deals. What you'll take away from this episode: Why owner-operators are the ideal consulting target — Most business owners are heads-down keeping the lights on and have zero bandwidth to pursue government work, even if they're already 8(a) certified. That gap is your opportunity. How to leverage other people's past performance and capabilities — You don't need your own contracts to get in the game. Find a capable company, represent them, bring them to the table, and build from there. The HVAC friend example that changes how you think about your network — Eric walks through a real webinar moment where one attendee realized his best friend's 22-location HVAC company operating in eight states was a ready-made consulting client. What private equity firms are paying Eric to do right now — With over $2.5 trillion in dry powder and a 35% decline in global deal values, PE firms are actively seeking GovCon businesses to acquire — and they want Eric to help build the pipeline. How David Stewart used the 8(a) program to go from $17M to $17B — The WWT Worldwide Technologies case study is the blueprint for why capacity-building inside these programs still creates generational wealth, even as the programs face legal challenges. EPISODE CHAPTERS: 0:00 - Mindy AI and Encore Funding intro 1:19 - Govcon consulting model explained for small businesses 2:17 - Working on the business vs. working in the business 3:16 - Why 8(a) companies with revenue still leave contracts untouched 4:15 - Finding your first consulting client through your own network 5:43 - How bringing the right company creates value for everyone 7:12 - Federal set-aside programs currently under legal attack 8:40 - Building capacity so programs become optional not essential 9:38 - Private equity firms paying to train and acquire GovCon businesses 11:04 - Success stories: Chris, Miguel, and Maria's consulting journeys 13:32 - Acquisitions, M&A strategy, and the bigger picture for govcon 17:57 - How to apply lessons, partner up, and plan your exit strategy 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. Sign up for free Daily Alerts and get opportunities delivered to your inbox before the day starts. 👉 Get your free Daily Alerts here 🔗 Website: Connect with Encore Funding:

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How to Find a GovCon Consulting Client Without Any Past Performance or Capital EP: 328 is an episode from Govcon Giants by Eric Coffie.

This episode is 22:56 long.

This episode was published on Jun 10, 2026.

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