307: After 32 Years as a CONTRACTING OFFICER, Here's Why Most Small Businesses LOSE with Shelley Hall

In this episode of the Govcon Giants Podcast, Eric Coffie sits down with Shelley Hall, a former warranted contracting officer with 32 years inside the federal government and now VP of Client Services at Skyway Acquisition Solutions. Shelly shares a rare behind-the-desk perspective—from her time supporting Air Force and Space Force missions to helping contractors navigate today's chaotic procurement landscape. She explains why not all agencies shut down, where opportunities still exist, and why contractors who stay flexible and informed continue to win—even when others panic.

The conversation goes deep into real contractor mistakes that quietly kill opportunities: overestimating capabilities, chasing everything instead of focusing, abusing NAICS codes, and misunderstanding how FAR rules actually apply across agencies. Shelly also breaks down how small businesses can influence outcomes before the RFP drops—through market research, RFIs, and smart engagement with small business liaisons. Her message is clear: success in GovCon isn't about bidding harder—it's about showing up earlier, sharper, and more strategically.

Key Takeaways

• Stay in your lane: Overstretching capabilities is one of the fastest ways to lose credibility with contracting officers.

• NAICS overload is a red flag: Too many NAICS codes signals confusion, not versatility.

• Market research wins contracts: RFIs and early engagement shape requirements long before proposals are due.

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Website: https://govcongiants.org/ 

Connect with Encore Funding: https://www.encore-funding.com/ 

Shelley's Linkedin:  https://www.linkedin.com/in/shelley-hall-1674a688/