How Debra Smith Turned a Fake Check Into a Real $300K Contract

If you are a government contractor, especially a new one, you can be a victim to a scam targeting small businesses trying to break into government contracting.

Scammers often pose as government agencies or prime contractors and send fraudulent award notifications or checks to make the business believe they’ve won a contract. These scams typically aim to extract sensitive information, upfront payments, or create false hope to manipulate the victim.

Debra Smith, the owner of Dee Dee Logistics LLC encountered this challenge early in her transition into the government contracting space. While the experience was unsettling, she chose to see it differently. Holding that fake $300,000 check, she didn’t just recognize a scam—she saw a glimpse of her future. What felt like a cruel trick became a powerful motivator, and that vision turned real when she eventually secured a legitimate government contract worth the same amount of money.

We’ll revisit that topic later, as she has already shared valuable insights on government contracting in an episode of Kizzy Parks’ podcast. For now, let’s explore how Debra Smith began her journey into the government contracting arena.

Debra Smith and Her Pivot into Government Contracting

Debra Smith’s journey began in 2019 when she launched her logistics company during a time of extreme market volatility. Despite the chaos of COVID-19, the trucking industry was booming, with rates hitting $5–$6 per mile. As a freight broker, her profit margins were strong, and the business flourished.

However, by 2022–2023, the landscape changed dramatically. Rates plummeted to $1.50–$2 per mile, and the industry entered a recession. Despite having reliable clients and drivers, the shrinking margins made it difficult to stay afloat. Determined not to join the wave of companies closing down, Debra—whose passion for trucking ran deep through her family’s legacy—began exploring new options.

She had already registered on SAM.gov but had let it sit dormant for two years. Inspired by content from Ky and the Truck N’ Hustle platform, she recognized a potential pivot into government contracting. Though logistics was a male-dominated field—90% men—Debra had always thrived in it, and she believed she could succeed in this new space too.

While working the night shift from 11:00 p.m. to 7:00 a.m., Debra used her daytime hours to research and bid on contracts. She knew traditional work hours would limit her chances of managing her business effectively, so she carved out a schedule that supported her goals.

Frustrated by the recession and motivated by a deep desire to keep her company alive, Debra finally committed. In 2024, she went all in on government contracting.

“And then 2024 comes around, and I’m like, Okay, I’m going to jump into this fully. I’m not going to play any games,’” she recalled.

Debra dove into government contracting by watching countless YouTube videos, especially one on putting together a proposal. She was fully immersed—watching on TV, her phone, and laptop—and even talking about bids in her sleep. She credits the content and coaching for helping her quickly get up to speed.

She began bidding in June 2024 and submitted 18 bids within her first year. Her first attempt was a large federal contract in California, which she didn’t win—but the detailed debrief taught her a lot. By the fourth bid, she finally won a local RFQ in Erie County for a 20ft container. Even though containers weren’t her specialty—she focused on food transport with 53 ft dry vans and reefers—she called 11 subcontractors to make it happen.

“I didn’t have container connections. I had to pick up the phone and call some subcontractors—11 to be exact—to be able to get a price on this container and make it doable so that I could add a margin and be successful,” said Debra.

From Fake Check to Reality

Her journey into government contracting wasn’t without obstacles—and one of the first she encountered was a scam. Like many new business owners trying to get their footing in the federal space, Debra Smith was bombarded with third-party loan vendors sending what looked like official checks in the mail.

One day, she opened an envelope containing a fake check for $362,000. It had a forged signature, tape on the back, and all the markings of a scam. Most people would have thrown it away. But Debra saw something different.

“But I would touch this check, I would close my eyes, and I would vision that I won this amount of money. And every single day, I looked at this check—and then I hit a contract for $320,000. The check is not real, but in my mind, it was. It was real to me. That’s all that mattered,” she expressed.

For 90 days straight, Debra focused on that image. She didn’t just hope—she did the work. She studied government contracting late into the night, submitted proposals, learned from every loss, and adjusted her approach each time. But the vision of that check remained her anchor.

Then, it happened. She landed a real contract with New York State—for $320,000. Just $42,000 short of the fake check she’d pinned up months earlier. That was the moment it all came full circle. The check had never been real—but the dream, the effort, and the outcome absolutely were.

“I looked at it every day, and I wanted to tell this story because it really came true. I wanted to quit so many times. I was blaming everybody. I was blaming the IRS. I was blaming the county. Anybody that I could blame, I was trying to put blame on—for not winning. When I had the power all along. It was me. I had to switch my mind frame. I had to learn, apply, adjust. And then the win that came with New York State,” she reflected.

Against all Odds! – How Did She Manage to Secure and Execute the Contract?

Manifestation is not enough when it comes to government contracts, winning this contract deeply reflects the efforts that Debra has been pouring in order to make her dream come true, not to mention the challenges that she has to deal with in this major contract.

Safety – You Have to Offer a Solution!

In this contract, the New York State opportunity to provide large tents for the upcoming football season at a local Buffalo college. From the moment she submitted her interest on December 31st, 2024, until the proposal was due on April 21st, 2025, Debra was all in.

There was one catch—she didn’t know the first thing about tents. She didn’t own any, didn’t store them, and certainly had no backyard tent business. But that didn’t stop her. Like any smart logistics professional, she subcontracted the work and got to researching.

What she discovered changed everything. A subcontractor explained that, during a previous season, a tent had flipped over mid-game because it was held down with water barrels. People were underneath it when it collapsed. That detail hit home for Debra—and it instantly reframed her proposal. “This contract is really about safety,” she realized. She proposed using concrete blocks instead, building a safer solution into her pricing.

She explained, “People are underneath these tents. There is a full-on football game going on. And if I can provide a solution, the money is going to come, right? I have to prove that I can provide a solution. So, there was pricing for some concrete blocks instead. Oh—and I thought that was very helpful, because that can’t happen again, right? Water barrels are no longer in play. Now, we have these concrete blocks.”

Be Honest!

Debra Smith faced a significant challenge when the contracting officer asked if she was MWBE (Minority- and Women-Owned Business Enterprise) certified in New York State—a requirement for the upcoming contract.

At the time, she was not certified and had to admit it. Although the officer suggested she might still be eligible if she could secure the certification before the project’s September 2025 start date, Debra quickly realized this would be extremely difficult.

With the help of a consultant at a local college, she discovered that her application was missing key documentation, including the requirement for three past performance records—she only had one. W

ithout those, her application would be rejected, and the 90-day waiting period for the certification process made the timeline even tighter. Ultimately, Debra made the difficult but professional decision to be honest with the contracting officer, explaining that she likely wouldn’t meet the certification deadline.

“And then I had to be honest with the contracting officer. I said, ‘Listen, in the most professional way, I cannot get this MWBE by September. There are some documents that I’m missing, and I don’t think by September,’ and on top of that, she’s going to have to wait to award me. You’re going to have to wait all the way till that time. By then, another person is chosen for the award,” she shared.

This decision, while potentially costing her the contract, demonstrated her integrity and long-term thinking in an industry where trust and credibility matter.

Against all odds, Debra Smith was notified she had won the $300,000 tent contract while sitting in her car at her daughter’s softball practice. After weeks of answering detailed questions and clarifying her role as the logistics lead behind the scenes, she opened her email and saw the award letter—immediately breaking down in tears of joy.

Debra expressed, “But I opened my email, and the first message I see is an award letter. And I had won the contract. And I broke down. I’m talking about boo-hoo crying.”

She added, “But I was overjoyed—because I know that I can execute. From the container project, I learned: whatever you give me, I’m going to provide a solution. Learn, apply, adjust, and then execute. I know I’ve got that in the bag. But this contract—there were very specific details and directions you had to follow in order to make it right. And I did it.”

Build Relationships – Keep Yourself on the COs’ Mind

As government contractors, building a rapport with contracting officers is crucial—and Debra knows this well. She made a lasting connection with her county’s CO and nurtures it with intentional, thoughtful gestures like $10 coffee shop gift cards.

These small tokens keep her top-of-mind and show appreciation without being transactional. Beyond gifts, she follows up with quick questionnaires to gather feedback while the experience is still fresh, ensuring she stays memorable and continually improves.

“I made a connection with the contracting officer slash purchaser in my county. I send her local coffee shop gift cards. I send her whatever I feel is on my mind. Even if it’s a $10 coffee shop gift card, it is something that keeps you on their mind. They’re thinking about you,” she articulated.

Ears Open, Mouth Zipped!

“Ears open, mouth zipped”—that was Debra Smith’s strategy as she dove headfirst into the world of government contracting.

Instead of rushing to prove herself, she chose to observe, listen, and learn. Over the past year, she attended multiple networking events, training programs, and matchmaking sessions with key agencies.

“I really zipped my mouth and opened up my ears. I wanted to know what other people were teaching so that I could learn,” she stated.

Prompt Communication is Key!

In government contracting, delays in communication can cost you the contract—literally. Debra Smith learned this firsthand during an in-person marketing and contract readiness course, where a state agency insider revealed that 70% of awardees were disqualified simply because the agency couldn’t get in touch with them. Some didn’t respond for up to two weeks.

Debra took this intel seriously. When her opportunity came, she stayed laser-focused on responsiveness—answering every email promptly, confirming every call, and showing appreciation with every touchpoint.

She explained, “So I took that information, and I’m like, Okay, I’m pretty solid with communication. I know that I’m good at that. And I looked at that in the contract as well. So, when she sent that award or reached out to me four times before she awarded that contract—I was on it. I was on it. I’m like, Yes, you can call me at 2:30. Yes, we can talk tomorrow at 1. Yes, we can have a Zoom call. Thank you for the opportunity for awarding me. I was on top of her. I wanted her to know that communication is my strong point—because when the contract starts, we have to have just as much strong communication.”

Her swift, consistent replies proved to the agency that she was reliable, professional, and ready to perform. That proactive communication didn’t just help her win the award—it laid the foundation for a successful client relationship.