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[Webinar Recap] Cracking the Code: Mastering GovCon & AI Teaming Strategies

Proact (GovCon Teaming)

10 Dec 2025 • 5 min read

"Is there a smarter way to break into Government Contracting?"

We recently hosted a power-packed webinar bringing together GovCon veterans and AI tech leaders. From avoiding rookie mistakes to leveraging AI for modern teaming, the session was filled with actionable insights.

If you missed it, don’t worry. We’ve distilled 2 hours of expert advice into this comprehensive guide. whether you are a tech startup or a small business owner, here is your blueprint for GovCon success.

Thanks to everyone who joined our very first webinar. 🙌

🏛️ 1. GovCon Fundamentals: Timing is Everything

Speaker: Carrie Arredondo (C2A Defense Strategies)

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Many companies start writing proposals when the RFP (Request for Proposal) goes live. According to Carrie, "By then, it’s already too late."

💡 The Golden Window: Pre-RFP

Once an RFP is live, communication with government officials is restricted to ensure fairness. The real game is played during the Market Research and RFI (Request for Information) phase.

Action: Engage aggressively during the RFI phase. This is your chance to showcase your strengths and shape the requirements in your favor before they are set in stone.

⚠️ Compliance & Strategy

The Power of One Page: Keep your Capability Statement to exactly one page. Government POCs are busy; they won't read a brochure.
Sweat the Small Stuff: A single compliance error (like wrong font size or margins) can lead to immediate disqualification.
Pricing: Don't guess. Use GSA schedules and historical award data to set realistic, competitive pricing.

🤖 2. The New Era of AI-Powered Teaming

Speaker: Junho Cho (Cliwant/Proact)

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In the past, finding partners meant downloading massive Excel sheets from SAM.gov and making hundreds of cold calls. That era is over.

🚀 Why AI?

Data-Driven Targeting: AI analyzes which agencies buy your specific solution and identifies the Prime contractors holding those relationships.
Automated Outreach: Instead of manual emails, AI agents can outreach to hundreds of potential partners and filter for those who open and engage with your message.
Efficiency: Turn partner discovery from a daily chore into a repeatable background pipeline.

Pro Tip: "Stalk" your competitors. Understanding their buying patterns and past award amounts gives you a massive strategic edge.

Try AI-powered teaming

🎖️ 3. Winning in the VA & SDVOSB Niche

Speaker: Paul Ashby (Ashby Consulting Group)

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If you are a Service-Disabled Veteran-Owned Small Business (SDVOSB), you should look beyond the DoD and focus on the Department of Veterans Affairs (VA).

Lower Barriers: Compared to the DoD, the VA often has lower cybersecurity entry barriers.
Hot Opportunities: There is a massive demand for Facility Maintenance (HVAC, Electrical) and IT Infrastructure upgrades (e.g., transitioning old hospitals to paperless systems).

🚫 The "Consultant" Trap

Never introduce yourself as a "Consultant." To a Contracting Officer, this implies, "I do a little bit of everything, but nothing specifically well."

Instead, be specific: "I am a Cybersecurity Expert" or "I specialize in Medical Device Compliance."

🏢 4. 8(a) Strategy & Wooing Large Primes

Speaker: Alex Forti (Olympus Solutions Inc.)

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Many believe the 8(a) certification is a "magic ticket" to contracts. The reality? There are over 1,000 8(a) firms in the DC Beltway area alone. Certification gets you in the room, but value gets you the deal.

🦔 The Hedgehog Strategy

To become an attractive partner for a large Prime, focus on the intersection of three things:

What you are best at (Capability)
What you are passionate about (Drive)
What drives your economic engine (Profit)

💡 The "Natural Segue" for Expansion

Don't jump into random fields to chase money.

(Yes) Identity Management (IAM) → Log Analysis → Data Center Security
(No) Construction → Software DevelopmentExpand into areas that naturally complement your existing past performance to build trust.

❓ Top Q&A from the Session

Here are the answers to the most burning questions asked by attendees.

Q. We are a new LLC. Can we use the founder's personal past performance?

A. Yes. While having "Company Past Performance" is the gold standard, many Contracting Officers will accept the "Professional Experience" of the founders, especially for startups. However, the best strategy is to start as a Subcontractor to a Prime to build official company history.

Q. I have Commercial experience but no Federal experience. Can I win?

A. It counts, but it puts you at a disadvantage. Solicitations often require "Federal Past Performance." The solution is Teaming: Partner with a firm that has Federal experience to complement your Commercial expertise.

Q. How do I pitch patented technology (IP) to the government?

A. Two main tracks:SBIR/STTR Programs: Apply for funding to develop your tech for government use.Direct Pitch: Approach agencies with a specific mission need (e.g., DOE, DHS) and demo your solution. Always consult a patent attorney first.

🛠️ Essential Resources

Tools and links recommended by our speakers to fast-track your GovCon journey.

🤖 AI Partner Discovery Tool: Try Proact for Free
🤝 Mentor-Protégé Programs:
🌐 Networking: Join AFCEA (Armed Forces Communications & Electronics Association).

🚀 Final Thoughts: It’s All About Relationships

The recurring theme of the webinar was simple: Relationships.

Certifications and technology are important, but contracts are won by people who know people. Engage early during the RFI phase, show up at industry events, and use AI to find the right partners to build those relationships with. GovCon is a marathon, not a sprint.

Have questions about GovCon strategy or AI tools?