The Truth About the GovCon Middleman Myth
“You don’t need to do the work. Just be the middleman.”
Sound familiar?
That line has made its rounds in Facebook groups, YouTube tutorials, and so-called government contracting guides. It’s a tempting promise: win a contract, pass the work to someone else, pocket the profit.
But here’s the truth:
In real GovCon, the “middleman” approach is the fastest way to get disqualified, blacklisted, or worse — defaulted.
🚫 Myth: You Can Win Contracts Without Doing Any Work
Fact: Every federal contract is awarded based on responsibility — not just eligibility.
If you're not providing value, oversight, or legitimate performance, you’re not a vendor. You’re a liability.
Past performance
Technical capabilities
Oversight structure
Key personnel
🚫 Myth: You Can Just Sub Everything Out and Stay Invisible
Fact: Most contracts — especially set-aside ones — have performance requirements.
Think FAR clauses. Think “Limitations on Subcontracting.” Think “percentage of work” rules.
If you're a certified small business and your subcontractor is doing all the work?
You’re in violation. Period.
🚫 Myth: It’s Just Business. Everyone Does It.
Fact: Agencies are tightening down. Primes are vetting deeper.
And middlemen are the first to get cut.
You might get one contract that way.
You won’t get two.
And you’ll burn relationships with primes, subs, and government buyers along the way.
Here’s What Actually Works
✔ Build real partnerships — not ghost teams.
✔ Deliver something of value — management, strategy, expertise, performance.
✔ Use subs strategically — but always with clear oversight and contribution.
✔ Compete like a business — not a reseller without a plan.
Want to Compete at a Higher Level?
The real opportunity in GovCon isn’t passing paper. It’s building a business that knows how to deliver, scale, and win consistently.
That’s what we help you do at B2G Coach.
Explore our GovCon Mastery Program
Or Request a Private Consultation to get clarity on how to structure your next pursuit.
