The #1 Mistake New Government Contractors Make

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In this episode, cybersecurity expert and government contracting veteran Edward Tuorinsky shares his journey from military service to building a multi-million-dollar federal contracting business. He reveals the #1 mistake new contractors make (chasing "shiny object" contracts instead of specializing) and how to avoid it.

Edward Tuorinsky breaks down:
How he started with zero contracts (and how subcontracting got him in).
Why cybersecurity is a golden opportunity for small businesses.
Government vs. commercial contracting: Sales cycles, contract sizes, and key differences.
Pitfalls to avoid (e.g., low-price bidding traps, unrealistic growth).
The power of past performance—even if you’re new.
Veteran resources like the National Veteran Small Business Coalition.

He also shares hard-earned lessons on hiring, leadership, and resilience—including why people are both a company’s greatest asset and biggest challenge. Whether you’re a veteran, IT professional, or entrepreneur, this interview is packed with actionable advice to win government contracts and scale strategically.

Ready to Break into Government Contracting? Join our FREE GovCon Course to get started.
👉 https://www.freegovconcourse.com/

⏰Time Stamps:
(00:00) - Introduction: How small businesses can solve government problems
(00:30) - The power of subcontracting to enter government contracting
(01:03) - Overview of DTS (federal vs. commercial cybersecurity work)
(02:18) - Ed’s military background & transition into IT/logistics
(05:20) - Early career: Building tracking systems for the military
(07:45) - How cybersecurity became his expertise
(12:17) - Why he started his own company (mistakes & lessons)
(17:12) - What is government contracting? ($500B+ opportunity)
(20:10) - Key differences: Government vs. commercial contracts
(25:29) - How to get your first contract (subcontracting strategy)
(28:39) - Biggest pitfalls in bidding (shiny object syndrome, pricing)
(36:40) - The #1 challenge in business: People management
(45:54) - National Veteran Small Business Coalition (resources for vets)
(57:26) - How Ed refuels his energy by giving back
(00:00) - How to make a million dollars

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👉 https://federalhelpcenter.com

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#govcon, #wingovernmentcontracts, #governmentcontract #governmentcontracting #federalgovernment #governmentcontracts,

Book Recommendations:
📖Launch your Government Contracting business: https://govconeric.com/launchbook
📖Suggested Reading: https://govconeric.com/books

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The #1 Mistake New Government Contractors Make