Meetings win government contracts. But you have to meet with the right individuals.

In this episode we go over the 2 most important people in the government that you should meet-- as well as who you should avoid!Bonus: we're going over the three questions you can ask a government official to determine if they can help get your company on contract. If you're ready to start your career in government contracting, either:

- selling to the government as a business

- starting your own consulting company

- work as an account executive

Then check out the GovClose one-year professional development program. https://www.govclose.com

Zoom is one of the top tools I use to build businesses and close clients.

Often professionals, even with a lot of experience that are new to selling, don't understand how to have a consultation over Zoom or another video conferencing tool.

In this episode, I'm going to walk you through the strategy, the 10X my business, and the top three mistakes companies and consultants make on Zoom consultations.

If you're interested in starting a career in government contracting, head on over to GovClose.com. https://www.govclose.com

Register for the LIVE GovClose Workshop! Houston TX 25 March 2025https://www.govclose.com/workshopGovClose Certification Overview: https://www.govclose.comMost companies think government funding works like a normal bank account. It does not.The federal government uses strict funding rules tied to appropriation law, fiscal year timing, and what is commonly called the “Colors of Money.” These rules determine whether a contract can legally be awarded, not just whether an agency says it has funding available.In this video, I break down the three-part framework that controls every federal dollar: purpose, time, and amount. You will learn how funding categories like Operations and Maintenance (O&M), Research Development Test and Evaluation (RDT&E), Procurement, and Military Construction (MilCon) impact contract timing, pipeline forecasting, and win probability.I also explain fallout funds and why a large percentage of federal contract obligations happen in Q4. Understanding how funding expires, when agencies identify excess funds, and how experienced contractors position early can change how you build and forecast your federal pipeline.This lesson is based on real acquisition experience and federal spending data patterns. Fall Out FundsThis video is for government contractors, federal sales teams, consultants, and companies entering the federal market who want to understand how government funding actually drives contract awards.Chapters00:00 Why Government Money Is Different From Commercial Money00:45 The Three Rules That Control Federal Spending: Purpose Time Amount02:45 Colors of Money Explained: O&M RDT&E Procurement MilCon03:45 Why Funding Type Determines If You Can Win The Contract04:30 Federal Fiscal Year Timing And Funding Obligation Windows05:45 How Funding Timelines Change Contract Award Timing07:00 Questions Smart Contractors Ask About Government Funding09:30 Why Roughly 40 Percent Of Federal Obligations Happen In Q410:00 Fallout Funds And End Of Year Federal Spending Patterns11:30 How Contractors Position Early For Fallout Funds Opportunities