Federal Sales and Government Contracting (Neil McDonnell)
By: Neil McDonnell–GovCon Chamber
Language: en
Categories: Business, Marketing, Government
With over 25 years of hands-on government contracting experience, Neil McDonnell is a leading small business advocate in the federal marketplace. As a small business owner, he has personally won and supported government contracts for the US Army, Navy, US Air Force, HHS,VA, Transportation, Interior, Energy and the Executive Office of the White House.As president of the GovCon Chamber of Commerce, Neil hosts daily LinkedIn live training and teaches the strategies and skills required to build relationships with federal buyers and teaming partners that lead to federal revenue.Neil also brings together leading experts in federal government contracting in...
Episodes
10 FPDS Tactics Every Federal Government Contractor Should Know
Dec 12, 2025Every opportunity leaves a trail.
Every buyer has a pattern, and every prime has a history.
FPDS shows you all of it if you know where to look.
Let me show you my top 10 FPDS tips for uncovering revenue.
In this training, you'll learn:
• How FPDS searches really work; the fields, filters, and tactics most people overlook
• Discover the FPDS data that reveals buyers, primes, competitors, and expiring contracts
• Walk away with 10 actionable FPDS workflows you can use tomorrow to find revenue
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How to Pick the ONE Federal Agency That Can Grow Your GovCon Business
Dec 11, 2025If sales are lagging, it’s usually not your product, it’s your focus.
Selling to multiple federal agencies spreads you too thin, confuses buyers, and kills your pipeline.
The fastest way to grow as a small business is to pick one agency and dominate it.
Let me show you how to pick that agency.
In this training, you'll learn:
• Understand why selling to multiple agencies is killing your federal sales efforts
• Learn where to start (e.g., VA, DoD, DHS, HHS, or a sub-agency) based on your core com...
Fastest Way to Find 200 People Who Can Help You Win in the Federal Market
Dec 10, 2025My customer was feeling lost on who to call in the VA.
Here's exactly how I helped her build a list of 200 people.
These are folks from the government and industry who can help, guide, introduce or even buy.
These are the people who will get her in the door to have sales meetings.
In this training, you'll learn:
• The exact method I use to build a 200-person VA target list in under 30 minutes
• Discover where the real VA stakeholders “live”, like buyers, influencers, teammates, and partners
• W...
My 7-Step Process for Federal Revenue Success as a Small Business GovCon
Dec 09, 2025Do you ever feel lost in federal sales?
It's probably because you are not following a process.
When you follow a proven process, you'll have repeatable and predictable results.
You should expect that in your sales efforts.
In this training, you'll learn:
• The simple 7-step process that removes chaos from federal sales
• Discover which step is currently blocking your revenue, and how to fix it
• Walk away with a clear roadmap to grow federal revenue in FY2026
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Stop Selling Your Solution Before a Federal Buyer Admits There's a Problem
Dec 08, 2025You can't sell if federal agencies don't have a problem.
But YOU know they have a problem your product or service can solve.
So, you need to start by helping them ADMIT they have a problem.
In this training, you'll learn:
• Learn why federal buyers won’t care about your solution until THEY admit a problem exists
• Discover the exact questions that move a buyer from unaware, to problem aware, to ready to engage
• Walk away with a repeatable conversation flow that opens doors, builds trust, and creates demand
Searching Federal Procurement Data System (FPDS) for Government Contracts
Dec 02, 2025FPDS is one of the most valuable tools in your toolbox.
Join me in this series and become an expert at using the Federal Procurement Data System (FPDS).
This is the second of a planned series about FPDS.
In this training, you'll learn:
• Why searching FPDS is vital to your sales success as a government contractor
• Basic search techniques to find 'slam dunk' opportunities you can pursue
• Advanced search criteria to narrow your search results
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Introduction to PEO Enterprise, the Army's Leader in Digital Transformation
Dec 01, 2025Can you support Digital Transformation for the US Army?
Program Executive Office Enterprise (PEO Enterprise) is at the forefront and delivers enterprise solutions driving Army dominance.
In this training, you'll learn:
• What PEO Enterprise is and how it is organized
• Top priorities and key challenges industry can support
• How to request meetings with key leaders within PEO Enterprise
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How I Plan Out My RFI Response for Maximum Value and to Write for the Win
Nov 21, 2025I have won many contracts by responding to an RFI.
You can have similar success if you 'write for the win' during federal buyer market research.
In this training, you'll learn:
• How I my initial review of a Request for Information (RFI)
• My step-by-step process for quick planning around an outline of the page layout
• Ways I find to engage with the federal buyer before responding to an RFI or Sources Sought Notice
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👀 Fo...
Introduction to the Federal Procurement Data System (FPDS) - Part 1
Nov 20, 2025FPDS is one of the most valuable tools in your toolbox.
Join me in this series and become an expert at using the Federal Procurement Data System (FPDS).
This is the first of a planned series about FPDS.
In this training, you'll learn:
• What FPDS is and why it is helpful to small business government contractors
• Major sections of FPDS and how they help you find opportunities
• Top information that can be found in FPDS
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How to Have Successful Sales Calls with Federal Buyers to Move Ops Forward
Nov 19, 2025Don't get caught in a reserch whirlpool.
At some point you must have meetings with federal buyers to have success.
In this training, you'll learn:
• Why it starts with having a clear set of objectives you want out of the meeting
• How setting a purpose gets everyone on the same page as you
• To control a meeting for your success and that of the other participants
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Understanding Department of War's New Acquisition Transformation Strategy
Nov 17, 2025President Trump ordered the Department of War to overhaul the entire defense acquisition system, and they did.
This new strategy affects every contractor, including small businesses.
If you want to stay ahead in FY2026, you need to know exactly what’s changing.
In this training, you'll learn:
• The biggest shifts in the Department of War’s FY2026 Acquisition Transformation Strategy
• Where the new opportunities will emerge first
• How to position your company to benefit from these changes
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3 Steps I Take to Turn Industry Day Slides Into Opportunities For 2026
Nov 11, 2025Federal buyers like AFLCM, use Industry Days to tell us what they need.
I use them as ways to identify opportunities that can be won.
In this training, you'll learn:
• What information is shared during industry days.
• How I 'scrub' industry day slide decks to find the most valuable information
• Steps I take to turn slides into opportunities
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70+ Staffing Opportunities in Federal Agencies for You to Pursue in FY2026
Nov 10, 2025Finding staffing contracts in federal agencies is a process
It can seem overwhelming until you know the steps… here's mine. In this training, you'll learn:
• How I identified almost 100 'staffing' contracts to pursue in FY2026
• How I determine which are the best fit for me
• What I do after identifying opportunities that look like a good fit.
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How the SBA's WOSB Certification Fails Women-Owned Small Businesses
Nov 08, 2025The WOSB Program should deliver value to WOSBs… but it does not.
This is not my opinion, it is a fact based on awarded contracts.
And this isn't a complaint, it's a recognition driving me to train WOSBs how to have success despite the certification.
In this training, you'll learn:
• The facts about the WOSB program
• How the SBA gaslights WOSBs
• What to do to win contracts as a woman-owned small business
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...
5 Tips for Writing Better Proposals to Federal Agencies in FY2026
Nov 08, 2025If you do what all your competitors do, you'll be an also ran.
Doesn't mean you won't write a decent proposal, but it does mean you won't appear any different.
But it's not that hard to stand out from your competitors by writing better proposals.
In this training, you'll learn:
• Why starting early matters most
• Being success must begin with being clear and compliant
• Compelling requires you identifying more than explicit paint points or objectives
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My Step-by-Step Guide for Picking the Best Teammates in the Federal Market
Nov 08, 2025Stop teaming with your friends!
That's bad for you and them. You both end up losing too often.
Instead, team up with the best company to help you win the contract.
Of course that might sometimes be your friends, but often it really is not.
You both deserve to win more.
In this training, you'll learn:
• How to set the criteria needed for a perfect teammate on each opportunity
• Why it is important to vet possible teammates before committing
• Establish a written agreement early on all...
How To Use SAM.Gov to Win Contracts as Small Business Government Contractor
Nov 08, 2025SAM.Gov is the foundational tool for government contracting.
By mastering it's data and how to use SAM.Gov, you will win more contracts.
It's not magic, it's just the process for how federal buyers communicate with small businesses.
SAM stands for the 'System for Award Management'.
In this training, you'll learn:
• How to find oppportunities in SAM.Gov
• What information is in each opportunity and how it can help you
• How to set up SAM.Gov to never miss an opportunity
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5 Tips for Week 5 of the Government Shutdown | Keep Moving While DC Sleeps
Nov 08, 2025I get it. It sucks that the federal government is shut down.
But we can't control that, only the actions we take.
Here are 5 tips for this week that will ensure we keep moving forward even though our customer is not.
In this training, you'll learn:
• How to keep your pipeline moving even when agencies aren’t buying
• The daily habits that separate winners from worriers
• What relationships you can (and should) build this week
• Why momentum, not funding, is your greatest advantage
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Hidden GSA Tools Every Small Business GovCon Should Be Using in 2026
Nov 08, 2025Some of the most helpful tools for GovCons are on GSA's site.
Successful small businesses master federal tools like those that GSA makes available.
In this training, you'll learn:
• How to find tools you can use
• Which tools will help you as you try to win contracts
• Where GSA is going in this 2025/2026 transition
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How to Create Win Themes That Make Federal Buyers Choose You
Nov 08, 2025Most proposals sound the same in the federal market.
Great ones stand out because of clear Win Themes.
A Win Theme ensures all of your activity leads to differentiating your company in a way buyers will value.
In this training, you'll learn:
• What are Win Themes
• How Win Themes strengthen proposals sent to federal buyers
• Simple framework you can follow to create your own Win Theme
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The #1 Follow-Up Mistake After Conferences (and How to Fix It)
Nov 08, 2025I just returned from two, back-to-back Defense focused events.
Here's how I ensure they have lasting value and how you can too.
In this training, you'll learn:
• How to triage all the leads you identified from the conference
• Short-term steps to take that will turn a lead into part of your network
• Long-term steps to make sure your new leads don't fade out of your network
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What Federal Buyers Really Think When They Look You and Your Company Up
Nov 08, 2025Federal buyers and teammates are stalking you online.
They're trying to find you and decide if you're worth their time.
This is called in-bound sales and counts for 99% of your business' growth.
In this training, you'll learn:
• Where federal buyers go to look you and your company up
• What signals tell a federal buyer not to select you
• Why teammates and buyers check you out before meeting
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How To Keep Selling During a Government Shutdown as a Small Business
Oct 21, 2025I know it can seem like there's nothing we can do while the government is shut down, but that's not the case.
Winners make things happen.
Others either 'watch it happen' or 'ask what happened'.
To survive the shutdown, you need to be one of the companies 'making it happen'.
In this training, you'll learn:
• What is really shutdown during the FY2026 government shutdown?
• What can small business government contractors do now?
• 5 things you can keep doing to increase your chances of coming out on top
...
Introduction to Federal Market Stakeholders - People You Will Talk To
Oct 18, 2025As a government contractor, you'll meet so many people.
We call them stakeholders when we group them like you see below.
By understanding who they are, you can create plans for meeting them.
In this training, you'll learn:
• About Federal Buyer Stakeholders
• About Teaming Partner Stakeholders
• About (free and paid) Supporting Stakeholders
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Federal Sales Success Begins with Your Core Competency - What You Sell
Oct 18, 2025If you do not specialize, you will not succeed.
This is true for athletes - they don't play every sport.
This is true for doctors - they don't specialize in every part of the body.
And this is true with government contractors.
In this training, you'll learn:
• What is a core competency
• Why buyers need you to specialize not be a generalist
• Why a lack of a clear, core competency will prevent your success
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How I Get 1st Meetings with Federal Buyers and Teammates
Oct 18, 2025Everyone says you need to meet with federal buyers and teammates?
But how? Is the most common question.
If you can land 1st meetings with a buyer, you can get a 2nd meeting.
And anyone who can have two meetings with a buyer has started and is building a strategic relationship that will lead to sales.
In this training, you'll learn:
• Why you should have 1 intro meeting per day with someone new
• How I prepare to contact a federal buyer or teammate
• My process for getting the me...
Maximize AUSA 2025 Success Without Even Attending or Paying
Oct 14, 2025AUSA 2025 is the must-attend event for anyone in the defense sector.
But what if you can't make it to DC in person?
You can still network and build relationships outside of the three days.
When you think about it, how can anyone meet even a fraction of the over 44K people expected to be there?
They can't. You and they need a plan for pre and post engagement.
In this training, you'll learn:
• How to engage with key note speakers and panelists
• How to engage with the...
How To Do Business With Navy as a Small Business Government Contractor
Oct 12, 2025The Navy is one of the largest buyers in the federal government, awarding billions in contracts every year to businesses of all sizes.
Understanding how they buy, what they buy, and how to get your company in front of the right people is critical to winning work with the US Navy.
In this training, you'll learn:
• How the Navy organizes and funds contracts
• Where to find upcoming Navy opportunities
• Key offices and points of contact to build relationships
• Best practices for outreach and capability statements tailored to US Navy
How WOSBs Can Win More Federal Contracts in FY2026 and Hit Revenue Goals
Oct 12, 2025WOSBs should not wait for federal agencies.
You can make your owns success when you understand the same process others have followed for years.
In this training, you'll learn:
• How vital a Clear, Focused Offer is to your success
• Why 'Strategic' Relationships opens doors
• Steps to take to push opportunities to WOSB set aside
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How to Get Federal Agencies to Use Your GSA Contract Vehicle for GovCons
Dec 25, 2024How to Get Federal Agencies to Use Your GSA Contract Vehicle for GovCons
During 'Capture' you have the ability to influence the contracting officer on which contract vehicle they'll use.
Join Neil and Andy Kirkpatrick of GSA as they discuss tips for making your GSA MAS work for you
✅ In this Training, GovCon Chamber president Neil McDonnell explains:Why General Services Administration (GSA) Multiple Awards Schedules (MAS) matter to federal agency contracting officersSigns an agency would be open to using you GSA MAS for their requirementSteps you...
RFI and Sources Sought How to Avoid the Black Holes
Dec 25, 2024RFI and Sources Sought How to Avoid the Black Holes
One of the biggest complaints government contractors have is that their RFI responses go into black holes.
If you've experienced this, where you submit a response but get no reply or engagement, then join Neil in this training.
✅ In this Training, GovCon Chamber president Neil McDonnell explains:Why responding to sources sought notices is a vital task for small business government contractorsHow to ‘write for the win’ to increase your chances of winning a contractWhy your response go into a...
25 Best Federal Government Contracts for 2025 - Steps to Find Your Top Opportunities
Dec 23, 202425 Best Federal Government Contracts for 2025 - Steps to Find Your Top Opportunities
Government contractors preparing for 2025 success should have a strong sales pipeline of federal opportunities.
Join Neil as he shows you how he identifies the best opportunities for him and his clients.
✅ In this Training, GovCon Chamber president Neil McDonnell explains:
What are the best contracts for your small businessWhere you can find the best contractsWhen you should add these opportunities into your sales pipeline✅ Join us on LinkedIn to build your network and engag...
How to Get a Second Meeting with Federal Buyers for Small Businesses
Dec 22, 2024How to Get a Second Meeting with Federal Buyers for Small Businesses
One of the most frustrating things in government contracting is not being invited back for a second meeting.
✅ In this Training, GovCon Chamber president Neil McDonnell explains:
Why you're not getting a second meeting with federal buyersWhat you can do in the first meeting to guarantee the second meetingWhat you can do after the first meeting to land a second meeting✅ Join us on LinkedIn to build your network and engaging other in the largest Gove...
7 Easy Steps to Land Federal Buyer Meetings for Government Contractors
Dec 21, 20247 Easy Steps to Land Federal Buyer Meetings for Government Contractors
If you struggle to get meetings with federal buyers, then this training will be for you. Join Neil as he teaches you what he teaches his clients in order for them to land more meetings with federal buyers.
✅ In this Training, GovCon Chamber president Neil McDonnell discusses:
Why it is important to have meetings with key stakeholders before submitting responses to RFPsWhere meetings fall into my 7-Step Process for Federal Revenue SuccessWhat are the steps you can take to la...
Build Air Force Government Contracting Relationships for 2025
Dec 20, 2024Build Air Force Government Contracting Relationships for 2025
Success in sales is 10X easier when you develop relationships with your buyer and learn from them. Start planning now to build relationships with Air Force Buyers in 2025.
If you're selling to the Department Air Force (DAF), then you want to make sure you're building relationships with buyers in the best MAJCOM for you.
✅ In this Training, GovCon Chamber president Neil McDonnell discusses:
The 3 points of entry (roles) into the Air ForceBest email framework to use that will get a res...
Best Federal Agencies for GovCons in a Trump Administration in 2025
Dec 19, 2024Best Federal Agencies for GovCons in a Trump Administration in 2025
Is your small business concerned about how the incoming Trump Administration will impact government contracting opportunities? Which federal agencies will likely have the best opportunities for small business government contractors? Which agencies will lose funding?
✅ In this Training, GovCon Chamber president Neil McDonnell explains:
How anticipated policy shifts might affect projects and opportunities across federal departmentsHow to discover which agencies will be most aligned to your companyUnderstand which agencies are best positioned for contracting under the Trump Administration, particularly in...
How to Plan for 2025 Success Under a Trump Administration
Dec 18, 2024How to Plan for 2025 Success Under a Trump Administration
Small businesses can still find government contracting success under the new Trump Administration in 2025. Plan now to review and adapt your strategies and relationships. Government efficiency will be the battle cry of this administration so you need to be able to demonstrate you can be cost-efficient, time-efficient, and provide critical value at the best cost.
✅ In this Training, GovCon Chamber president Neil McDonnell discusses:
Understanding how every new administration brings changes in federal spending and priorities.Strategies for small businesses to...
Win Federal Contracts as a Subcontractor in FY2025
Dec 16, 2024Win Federal Contracts as a Subcontractor in FY2025
This will be the most important government contracting training you ever watch! Being a subcontractor is a great way to pursue opportunities you normally could not.
✅ In this Training, GovCon Chamber president Neil McDonnell discusses:Three ways to earn federal revenueWhy do billion-dollar government contractors subcontract under other large and small businessesWhat it really means to subcontractTips for increasing your chances of getting on a team to subcontract
✅ Join us on LinkedIn to build your network and engaging other in t...
What's Wrong with Your 2025 Capability Statement and How to Fix It
Dec 15, 2024What's Wrong with Your Capability Statement and How to Fix for 2025
Is your Capability Statement killing your chances of working with federal agencies? Government contractors need to analyze yours and I'll show you how to do this before 2025.
✅ In this Training, GovCon Chamber president Neil McDonnell explains:
The top mistakes small businesses make in their Capability StatementsHow to quickly fix the mistakes and get ready for 2025Steps you should take after you fix your Capability Statement that will help land meetings✅ Join us on LinkedIn to build your network and...
Difference Between an RFI vs RFP for Federal Government Contracts
Dec 15, 2024Difference Between an RFI vs RFP for Federal Government Contracts
Federal buyers follow a formal buying/acquisition process and knowing the difference between an RFI and an RFP will allow you to properly prepare to take advantage of each.
✅ In this Training, GovCon Chamber president Neil McDonnell discusses:What is an RFI-Request for InformationWhat is an RFP- Request for ProposalWhat are the differences between RFI vs RFP responsesLearn the importance of responding to Requests for Information (RFIs), Requests for Proposals (RFPs), and Sources Sought Notices and provides tips and best pr...
Build Relationships with SMALL Prime Contractors
Dec 14, 2024Build Relationships with SMALL Prime Contractors
Working with small business winners in your target agency is one of the easiest ways to land opportunities.
You can build relationships that will lead to future teaming, or perhaps even lead to supporting current contracts they have.
✅ In this Training, GovCon Chamber president Neil McDonnell explains:Why it is important to build relationships with small business prime contractors in your target agencyHow those relationships can get you onto existing contractsWhen is the right time to build these relationshipsHow to identify the rig...
2025 Capability Statements that Will Land Meetings with Federal Buyers
Dec 13, 2024Write the Best GovCon Capability Statement to Get Meetings in 2025
Are you a small business struggling to win government contracts? Let’s unlock the secret to a winning capability statement!
Remember – the primary purpose for a Capability Statement is to land meetings with federal buyers. Use our framework to create a capability statement that will help you stand out from the competition.
✅ In this training, GovCon Chamber president Neil McDonnell explains:
How to communicate successfully with just a single page Capability StatementWhat are the critical elements to include (and leave...
Federal contract spending in the new Trump Administration
Dec 13, 2024Federal Contract Spending in the New Trump Administration
As a Government Contractor, you'll want to gain an understanding of how shifts in administration impact federal spending and contract opportunities. This session will explore the possible directions of federal spending priorities in 2025 under the Trump Administration and what they mean for government contractors.
✅ In this Training, GovCon Chamber president Neil McDonnell discusses:
How changes in executive priorities may shape agency budgets and contract opportunitiesWhich sectors are likely to see increases or decreases in spendingHow to research agency priorities and spending to see ho...
How a Trump Presidency Could Impact Government Contracting
Dec 13, 2024How a Trump Presidency Could Impact Government Contracting
There will be significant changes to government contracting and federal spending priorities in 2025 under the new Trump Administration.
The proposed DOGE idea, a Department of Government Efficiency, indicates that everything will be under review. How will the new Trump Presidency impact government contracting? What does the evidence tell us?
✅ In this Training, GovCon Chamber president Neil McDonnell discusses:
How executive priorities shape agency budgets and contract opportunitiesWhich sectors are likely to see increases or decreases in spendingHow to research age...
How Federal Buyers Search for Small Business Government Contractors
Dec 09, 2024How Federal Buyers Search for Small Business Government Contractors
Federal buyers want to find small business government contractors to support their needs. But if they can't find you, then how can they buy from you?
✅ In this Training, GovCon Chamber president Neil McDonnell explains:
What is market research and why do federal buyers do itWhere federal buyers look for small businesses like yoursHow federal buyers decide whether to meet with you✅ Join us on LinkedIn to build your network and engaging other in the largest Government Contracting comm...
USAF has $1B for Small Business Innovators Ready to Change the World
Nov 18, 2024USAF has $1B for Small Business Innovators Ready to Change the World
Join me in a fireside chat with Daniel Carroll as he tells us how to get access to $1B in USAF innovation funding. Daniel is the SBIR / STTR Division Chief for the US Air Force (USAF) and the US Space Force (USSF), as well as a champion for small business innovation.
Connect with others in the live LinkedIn event here: / 7236911122577076224
✅ In this Training, GovCon Chamber president Neil McDonnell and Daniel Carol discuss:What 'innovation' the...
Missile Defense Agency SBIR has $114M for SB Innovators
Nov 17, 2024Missile Defense Agency SBIR has $114M for SB Innovators
The US Missile Defense Agency has a $114M fund for small business innovation funding.Today Neil McDonnell chats with Candace Wright, Director of the SBIR / STTR Program Office for the Missile Defense Agency (MDA), and a champion for small business innovation.
✅ In this Training, GovCon Chamber president Neil McDonnell and Candace Wright, Director of the SBIR/STTR Program Office for the Missile Defense Agency (MDA) discuss:What kind of ‘innovation’ MDA is looking forHow to access MDA’s non-dilutive funds for...
How to Uncover a Federal Agency Pain Points and Challenges During Capture
Nov 16, 2024How to Uncover a Federal Agency Pain Points and Challenges During Capture
Why would a customer buy from you if they don't have the problems your products or services address. Uncovering the pain points helps you align their problems to your offerings, increasing the chances they'll buy from you.
This is a vital part of Capture.
✅ In this Training, GovCon Chamber president Neil McDonnell discuss:What are the challenges and pain poionts, and why should you careHow to identify pain points (criteria)How to learn about a cu...
DSBS - Primary Market Research Tool Used by Federal Buyers
Nov 15, 2024DSBS - Primary Market Research Tool Used by Federal Buyers
Are you struggling to get noticed by federal buyers? In today's training, we’ll uncover how the Dynamic Small Business Search tool can be your game-changer in 2025! Discover the top strategies that will put your business front and center where it matters most! Over 60% of small businesses are invisible to federal buyers in DSBS when they search for small businesses like yours.
✅ In this Training, GovCon Chamber president Neil McDonnell discuss:Why DSBS is the top marketing tool for f...
Are Myths and Misinformation Blocking Your Government Contracting Success in 2024
Nov 14, 2024Are Myths and Misinformation Blocking Your Government Contracting Success in 2024
Don't let government contracting myths and misinformation be a barrier to your success.
✅ In this Training, GovCon Chamber president Neil McDonnell discuss:The classic myths that are just not really trueFederal agencies must meet small business goalsWOSB certification is valuable or helpfulGovernment contracting is too complexSmall businesses should start in local or commercial firstFederal agencies don’t like working with small businesses8(a) certification is a golden ticket to success
✅ Join us on LinkedIn to buil...
7-Step Process for Federal Revenue Success as a Small Business GovCon
Nov 13, 20247-Step Process for Federal Revenue Success as a Small Business GovCon
If you follow my 7 Step Process for Federal Revenue Success, you’ll have a clear action plan you can implement in just 30 minutes to kickstart your journey!
Over the last 8 years, we have taught thousands of small businesses that government contracting is not a secret, just a process. My "7 Step Process for Federal Revenue Success" works whether you are a small or large government contractor.
✅ In this Training, GovCon Chamber president Neil McDonnell explain:
Why is...
Main Differences Between RFP and RFQ for Federal Government Contracts
Nov 12, 2024Main Differences Between RFP and RFQ for Federal Government Contracts
When do federal buyers use an RFP vs RFQ when buying products or services? Knowing this will help you understand whether your response is more about price or technical approach.
✅ In this Training, GovCon Chamber president Neil McDonnell discuss:
How the federal government buys products and servicesKey differences between an RFP vs RFQHow to find RFP vs RFQ opportunities
✅ Join us on LinkedIn to build your network and engaging other in the largest Government Contr...
The Easiest government contracts to Win in FY 2025
Nov 11, 2024The Easiest government contracts to Win in FY 2025
With FY2025 just around the corner, now is the time to position your small business for success in government contracting! Let's talk about the easiest government contracts to win for your company.
✅ In this Training, GovCon Chamber president Neil McDonnell explain:
Identify the best contract vehicles for your businessLeverage expiring contracts to your advantageTarget opportunities with the highest chance of success Effectively compete against other contractors for the easiest government contracts to win
✅ Join us on LinkedIn to b...
Talking Law with Steve Koprince and Neil McDonnell
Oct 09, 2024Talking Law with Steve Koprince and Neil McDonnell
Today Neil McDonnell welcomed Steven J. Koprince, retired founder of Koprince McCall Pottroff LLC, to talk about the value of lawyers to your government contracting business.
✅ In this training, GovCon Chamber president Neil McDonnell and Steven J. Koprince to discuss:Informal/ Formal Relationships like teaming, JV, MPP, etc.Why small businesses turn to lawyers as their company maturesLessons learned from contract protests
✅ Join us on LinkedIn to build your network and engaging others in the large...
How To Write Emails That Federal Buyers and Large Firms Open for GovCons
Oct 08, 2024How To Write Emails That Federal Buyers and Large Firms Open for GovCons
There is a fine art to sending emails that help you get a meeting with federal buyers. When you master this skill, you'll start having more meetings that lead to contract success.
✅ In this training, GovCon Chamber president Neil McDonnell explains:The framework of a perfect emailHow to get your email noticedWhat goes into the email body to drive a response
✅ Join us on LinkedIn to build your network and engaging other in th...
How To Use FPDS To Follow the Money Being Spent by Federal Agencies
Oct 07, 2024How To Use FPDS To Follow the Money Being Spent by Federal Agencies
Every dollar spent by the federal government is tracked in FPDS. Mastering this tool is vital to your company's success.
✅ In this training, GovCon Chamber president Neil McDonnell discusses:How FPDS data reveals the spending priorities of federal agenciesWhat information in FPDS is most helpful to meHow can you trace a task order similar to what you sell, back to the contract vehicles used✅ Join us on LinkedIn to build your network and engag...
How to Perform Incumbent Research for Federal Government Contractors
Oct 06, 2024How to Perform Incumbent Research for Federal Government Contractors
When it comes to federal government contracting, understanding the incumbent is crucial for potential bidders. Today I'll show you how to do strategic incumbent research during the Capture management phase of your sales process.
✅ In this training, GovCon Chamber president Neil McDonnell explains:What is ‘Incumbent Research’ and ‘Incumbent Capture’How to research an incumbent and its employeesHow to find people who can give you insight into the incumbent
✅ Join us on LinkedIn to build your network and e...
How to Find Contract Opportunities for Your 2025 Federal Sales Pipeline
Oct 05, 2024How to Find Contract Opportunities for Your 2025 Federal Sales Pipeline
If you want success in 2025 as a government contractor, then you must have opportunities in your sales pipeline that you can win. One of the easiest ways to fill your pipeline is with contracts that have been awarded before and that you can absolutely support. This is a vital part of Business Development.
✅ In this training, GovCon Chamber president Neil McDonnell discusses:
Find opportunities you wish you had wonWhy you should look for opportunities expiring in 6+ mon...
7 Questions Government Contractors Should Ask in 4th Quarter FY24 2024-06-24
Oct 04, 20247 Questions to Ask in 4th Quarter FY24 as Government Contractors
End-of-year federal spending creates huge opportunities for small business government contractors. In this training, Neil McDonnell walks through the 7 Most Important Questions your company should ask to evaluate your sales readiness.
✅ In this training, GovCon Chamber president Neil McDonnell explains:What is Our 2025 Revenue Goal?What is Our 2024 Sales Goal?What is Our Win Rate?How Many Proposals Do We Need to Submit?Do We Have Enough In Our Pipeline?Do We Have 16 Strategic Relationships?Are We Measuring Thi...
DARPA has $112M for Small Business Innovators Ready to Change the World
Oct 03, 2024DARPA has $112M for Small Business Innovators Ready to Change the World
Join GovCon Chamber president Neil McDonnell in a fireside chat with Jennifer Thabet, Small Business Program Office Director for DARPA – the Defense Advanced Research Projects Agency and a champion for small business innovation.
✅ In this live interview, GovCon Chamber president Neil McDonnell and Jennifer Thabet discuss:What kind of 'innovation' DARPA needs from Small BusinessesHow Small Businesses apply to get access to over $112M DARPA fundingDARPA’s non-dilutive funds for traditional government contractors and those not yet supporting federal...
Mastering Federal Agency Org Charts in Just 15 minutes a day
Oct 02, 2024Mastering Federal Agency Org Charts in Just 15 minutes a Day
Federal Agency Org Charts help you pursue the offices most likely to buy from you. Org charts can guide you 10 levels down to the people with the actual need for the products you sell.
✅ In this training, GovCon Chamber president Neil McDonnell explains
Helps You Navigate the AgencySpeak Their Language / TermsUnderstand Operational WorkflowExpand Research Possibilities (Office Names)
✅ Join us on LinkedIn to build your network and engaging other in the largest Government Contracting community online.
How to Network with Government Buyers at Conferences like Navy Gold Coast 2024
Oct 01, 2024To get the highest ROI from government contracting events including the 36th Annual Navy Gold Coast Small Business Exposition in San Diego August 19 - 21, 2024, you need to have a focused strategic plan.
✅ In this training, GovCon Chamber president Neil McDonnell explains:
5 Actions to take 2 weeks before any conferenceHow to maximize your time at the eventWhat to do when you can't attend an in-person eventDetermine Your Purpose / GoalPrioritize the Sessions and Exhibitors
READ the GovCon Success Newsletter for more details: https://www.linkedin.com/pulse/how-guarantee-success-navy-gold-coast-other-govcon-neil-mcdonnell-baq9e/
✅ Join us on LinkedIn to build your...
How to Find Federal Buyer Contact Information for Government Contractors
Sep 30, 2024One of the hardest things for small businesses to do is get in federal agency doors. This is most often because they don't know which door or which person to talk with.
✅ In this training, GovCon Chamber president Neil McDonnell explains
How to search agency websites for namesWhich agency documents provide key points of contactTop government-owned tools that provide information about buyers.✅ Join us on LinkedIn to build your network and engaging other in the largest Government Contracting community online.
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HOST | Neil McDonnell
president GovCon Chamber of Commerce and co-founder of...
FedRAMP 101: The Adoption of Secure Cloud Services for Federal Agencies
Sep 29, 2024If you provide (or want to provide) innovative cloud products or services to federal agencies, then you'll need to consider FedRAMP.
Today, Neil McDonnell interviews Zyad Nabbus, Principal of DataLock Consulting Group to share his lessons learned as a FedRAMP accredited Third Party Assessment Organization (3PAO).
✅ In this training, GovCon Chamber president Neil McDonnell explains
What is FedRAMP and what are the various roles involvedWho should care about FedRAMPHow to make the FedRAMP process easier to speed your product to productionWHAT IS FEDRAMP?
The Federal Risk and Authorization Ma...
How to Find the Keywords Federal Buyers Use to Find Your Small Business
Sep 27, 2024Federal buyers search for companies like you’re the same way you might look for a plumber. They may use DSBS, internal databases or other tools but the process is the same. They use keywords and other methods to find you.
✅ In this training, GovCon Chamber president Neil McDonnell explains
Why you must know the keywords buyers are using How to identify top keywords used in federal agenciesHow keywords work like SEO in DSBS, LinkedIn, website Where to put keywords (branding, marketing, content) How the right keywords lead to more RFIs, RFQs & RFPs✅ Join us on Lin...
Dept of Defense Wants to Give $2.5B for Small Business Innovators (#sbir)
Sep 26, 2024DoD has $2.5B for Small Business Innovators ready to change the world.
Join GovCon Chamber president Neil McDonnell in a fireside chat with Gina Sims, Director of SBIR / STTR Program Office for the US Department of Defense.
✅ In this live interview, GovCon Chamber president Neil McDonnell and Gina Sims discuss:
What kind of 'innovation' is DoD is looking for from Small BusinessesHow Small Businesses apply to get access to $2.5B in DoD #innovation fundingDoD's non-dilutive funds for traditional government contractors and those not yet supporting federal agenciesWhy #SBIR dollars should be part of gov...
Be the Subject Matter Expert that Federal Agencies Need
Sep 25, 2024Federal agencies need your support to accomplish their mission today, tomorrow and into the future.
They are looking for Subject Matter Experts who can serve as their trusted advisor. They are experts at their mission, but not necessarily at what your company offers.
✅ In this training, GovCon Chamber president Neil McDonnell explains
Why it is important to be a Subject Matter Expert (SME)How to define your subject matter expertise and that of your companyWays you can demonstrate to a federal buyer that you are a SME
✅ Join us on L...
3 Foolproof Strategies to Find Federal Agencies
Sep 23, 2024How do you find Federal Agencies who buy what you sell?
✅ In this training, GovCon Chamber president Neil McDonnell explains
How to Use Your Top 3 NAICS Codes & PSC to focus your researchWhich agencies buy what you sell usingSAM.gov, FPDS.gov, USASpending.gov, Long-Range Acquisition Forecasts (LRAF), Industry Days & APBIs and GSA eBuyLet Your Competitors Teach You✅ Join us on LinkedIn to build your network and engaging other in the largest Government Contracting community online.
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HOST | Neil McDonnell
president GovCon Chamber of Commerce and co-founder of GovCon in a Box
https://www.l...
40 GovCon Acronyms Every Government Contractor Must Know
Sep 22, 2024In order to succeed as a small business contractor, you must learn the alphabet-soup of the federal government process.
In today's firehose-paced training, GovCon president Neil McDonnell introduces you to the 42 Most Important Acronyms involved in government contracting and why they might be different in different federal agencies.
✅ In this training, GovCon Chamber president Neil McDonnell explains
42 Most Important Acronyms Involved in Government ContractingDifference in different federal agencies
✅ Join us on LinkedIn to build your network and engage in the largest Government Contracting community online.
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HOST | Neil McDonnell
• president GovCon Chamber of C...
How to Diversity Your Government Contracting Revenue to Avoid Risk
Sep 21, 2024There are 3 streams of money flowing from the federal budget each year. When you chose the path that fits best with your experience, you will triple your access to opportunities. Most importantly, you want to diversify your streams of revenue to increase success and minimize risk.
✅ In this training, GovCon Chamber president Neil McDonnell explains
How and where Federal Agencies award contractsHow to subcontract under a fellow small businessWhen to chase prime contracts directlyWhy large prime contractors need subcontractors like you✅ Join us on LinkedIn to build your network and engage in the largest Gove...
Never Attend a Federal Matchmaking Event Again
Sep 20, 2024Federal agency matchmaking events can be a waste of time for small business government contractors. There are far better ways to spend your time and money.
✅ In this training, GovCon Chamber president Neil McDonnell explains
Top reasons matchmaking sessions are a waste of your timeHow to create your own goals, targets, etc. around meeting agency buyersHow to 'host' your own matchmaking event - virtual and with more of your colleagues.
✅ Join us on LinkedIn to build your network and engage in the largest Government Contracting community online.
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HOST | Neil McDonnell
• president GovCon Chamber...
7 Proven Steps to Success Federal Government Contracts
Sep 19, 2024Government contracting is not a secret, it's just a process. But the process doesn't have to be complicated. Join today's training to learn my 7-Step Process for Revenue Success and learn how to earn predictable revenue.
✅ In this training, GovCon Chamber president Neil McDonnell explains
Why it is important to seek first to understand the buyer, then to be understoodTo be proactive in finding and building relationshipsHow to find, shape, and respond to 'slam dunk' opportunities
7-STEP PROCESS FOR REVENUE SUCCESS
1. Research.
2. Targeting
3. Outreach
4. Relationships
5. Opport...
How to Get Meetings with Federal Buyers
Feb 20, 2024Trying to catch the attention of federal buyers who decide on contracts can feel like trying to get invited to a super popular party. You want them to notice you and say, "Yes, let's meet!"
✅ In this training, GovCon Chamber president Neil McDonnell explains
How to find out who the federal buyers are and what role they play in the acquisition processHow to write email messages that make them want to meet youHow to identify the appropriate individuals to contact within federal agencies or potential teaming partnersWhy it is important to keep trying until a prospective buyer sa...
Know Your Value Proposition as a Government Contractor in 2024
Feb 19, 2024Your Value Proposition is your unique selling point, that thing that sets you apart from your competition.
Learn to write a strong value proposition that tells federal buyers and prospective teaming partners why your small business should be their preferred vendor.
✅ Today's topics:
What is a Value Proposition for government sales?How your Value Proposition helps buyers and teammates see you as a SME How to create different value propositions for different audiences (buyers vs teammates)
✅ Join us on Linkedin to onnect with other small business owners talking about Value Propositons.
WATCH...
Unlocking Federal Set-Aside Opportunities for Small Business Contractors
Feb 19, 2024The federal government prefers to contract with small businesses whenever possible. Contracting officials can use federal set-aside opportunities and sole-source contracts to help their agencies meet their small business contracting goals.
Federal agencies reduce competition down to small groups of government contractors by using set-asides. For example, contract opportunities might be set-aside so only HUBZone, WOSB, or SDVOSBs can compete.
✅ Today's topics:
Why the federal set-aside process exisits?Which federal agencies award the most set-aside contracts?How to search federal set-aside opportunities in USA Spending https://www.usaspending.gov/How to push federal opportunities to...
Which Agencies Love Black-American Owned Small Business Government Contractors
Feb 19, 2024In 2023, Black American Owned Small Businesses were awarded only $5B in federal contract dollars – that's LESS than 1% of the $745B total federal contract dollars.
➣ 14% of America are Black-Americans ➣ 14% x $745B = $104B ... that's $100B short of actual contracts awarded.
✅ GovCon Chamber president Neil McDonnell reveals–
2023 Status of Federal Contracts to Black-American owned businesses (BAOSBs)Why is is important to know which Agencies 'Love' Black-American Owned SBsCriteria to Measure Agency Performance Dollars AwardedWhy Neil Would Focus 100% on Department of Defense ($1.8B with BAOSBs)By the NumbersHow much in agency contract value to all small businesses (total)How much in agency...
Kickstart Your Journey into HHS as a Small Business Contractor
Feb 19, 2024Are you just starting your journey into HHS as a small business government contractor? Join us today to streamline your process.
Visit GovCon Chamber Agency Profile: HHS | Department of Health and Human Services
✅ Today's topics:
Start with org charts to prepare for doing business with HHSResearch your customer to uncover agency mission, challenges and goals (needs)Strategic plans and annual reports offer talking points with buyersRegister in HHS vendor portalConnect with HHS professionals on LinkedIN
✅ Join us on Linkedin to onnect with other small business owners talking about Contracting with HHS
Watc...
LCATS 101: Intro to Labor Categories for Government Contracting
Feb 19, 2024Government contracting Labor Categories or LCATs, are key to making sure you have the right people in your government contracting jobs. They categories are predefined roles and responsibilities within a project, including the qualifications someone must have to fit an LCAT.
✅ Today's Topics
A high-level overview of LCATsHow to look at labor categories in general (hourly rates, FTE calculations)How to find rates of competitors– including on GSA contract vehicles
✅ JOIN THE CONVERSATION ON LINKEDIN
LCATS 101 for Government Contractors | Intro to Labor Categories
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✅ HOST | Neil McDonnell, president GovCon Chamber of Commerce
Small busine...
8 Tips for 8(a) Small Business Government Contractors
Feb 14, 2024People think the 8(a) small business program is a golden ticket. Too many qualified SBA-certified 8(a) small business government contractors never learn the basic sales techniques for government contracting.
Today, GovCon Chamber president Neil McDonnell shows how to strategically use your 8(a) status for better business development.
8 Tips for 8(a) Small Business Government Contractor SuccessBe collaborative with your BOS – Business Opportunity SpecialisTarget agencies who have demonstrated willingness to work with 8(a) firmsSay NO to contracts that are not in your 'sweet spot'Build 24 Strategic Relationships for mutual growthBe Highly Visible to Buyers 15:14 ➢ Pursue 8(a)s in their 7th – not 9t...
Do SBA Programs for Small Businesses actually help wosb hubzone sdvosb etc?
Feb 13, 2024The federal government says it wants to level the playing field so small businesses have a shot at federal dollars. Will SBA socio-economic contracting program really help your small business? Which is best: HUBZone, 8(a), SDVOSB, WOSB?
Today, GovCon Chamber president Neil McDonnell starts with a reminder that tags do not determine your success in government contracting.
What are the SBA's Contracting assistance programs and why do they exist?When Should You Pursue the HUBZone, 8(a), SDVOSB, WOSBAre the Small Business Programs a Golden Ticket? Myth vs Fact Using SAM.gov for Set-Aside profilesThe real...
How to Get Started in Government Contracting
Feb 13, 2024If you are just getting started as a government contractor or aren't making money yet… this training is for you. Government contracting is not a secret, it's just a process.
Today, GovCon Chamber president Neil McDonnell starts with a reminder that that government contracting is NOT a 'get rich quick scheme." Starting a sustainable business to create generational wealth takes time and relationships. It is not just transactional.
There are 3 growth stages of a contracting business
Determine what you sell and where the demand might beTest the narket before you go 'all-in'Officially create your company on...
How to Get the Most from Contract Vehicles as a Government Contractor
Feb 12, 2024There are more than 100,000 separate contract vehicles used for federal contracting. How do you know where to find one to start selling to the government? Today, GovCon Chamber president Neil McDonnell explainswhat a contract vehicles and how they are used?
What are the 10 Common Goods CategoriesWhat is Category Management?What are the Category Vehicle Tiers?What types if Contract Vehicles are used?How to get the contract vehicle used to purchase what you sell
✅ JOIN THE CONVERSATION ON LINKEDIN
Contract Vehicles Made Easy for Government Contractors
✅WHAT IS A CONTRACT VEHICLE?
A cont...
How to Win Government Contracts with No Past Performance
Feb 12, 2024It is possible to become a successful federal government contractor – even if you don't have past performance experience in the federal space or if you only have commercial experiences.
Today, GovCon Chamber president Neil McDonnell explains the difference between contracts and past performance and how to present your company to demonstrate your expertise event if you don't have the performance history that government buyers usually look for.
In this training, Neil McDonnell will explain:
How to have a clear, focused niche offer so that people understand what you sellWhat do you need to demonstrate 'past pe...
Why Small GovCons Stop Growing and How to Start Growing Again
Feb 06, 2024Most new small business government contractors follow a predictable growth pattern. They have a quick burst of #contracts and revenue, and then crickets. Did that happen to you?
Today, GovCon Chamber president Neil McDonnell explains why so many small businesses get stuck when they are growing their government contracting business and what you can do to restart your success.
✅ JOIN THE CONVERSATION ON LINKEDIN
➣ Why Government Contractors Get STUCK and Don't Grow
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✅ HOST | Neil McDonnell, president GovCon Chamber of Commerce
Small business owners trust Neil to show them HOW to earn federal government contracts and subco...
5 Steps to Becoming a Subcontractor on 'Awarded' Contract Vehicles
Jan 30, 2024Even though a government contract vehicle has been awarded, you can still participate in the contract as a subcontractor. In this training GovCon Chamber president Neil McDonnell explains:
What are the top myths about contract vehicles?Why Contract Vehicles are the right way to build your government contracting business?The 5 Step Process to become a subcontractor on existing teams with your preferred contract vehicleHow To Get On Contract Vehicles (step by step online search)
✅ JOIN THE CONVERSATION ON LINKEDIN
➣ How To Get On 'Awarded' Contract Vehicles | It's Never Too Late
(live event by N...
How to Email Federal Buyers about Government Contracting
Jan 30, 2024Imagine if you could write emails that get responses from federal buyers? Today, GovCon Chamber president Neil McDonnell shares his templates for emailing federal buyers and government agencies.
Learn to write emails that get answered and start conversations.
Overview to the Art of Email for Government ContractingRules for emailing government buyersWhat do federal buyers really think when they get your email?The Bell Curve of email engagementTemplates – the perfect email framework including subject and signature linesCustomize your email template to the acquisition professional What should you do if federal contracting buyers don't respond to your emails?
Which Agencies Award the Most Government Contracts to Women-owned Business Owners?
Jan 30, 2024The majority of federal agencies say they support women owned businesses ... but they don't actually use the set-aside and sole-source tools designed for that reason!
Year after year, we can see that the #wosb businesses who are landing government contracts did so in full and open competition, not because the government was committed to the official federal goals.
The exception is the Army. The ARMY leads the way with women owned businesses contracts.
Why it is important to hold federal agencies accountable to their contracting awards and what are the MYTHS related to this program...
How To Find Federal Agency Buyers | Steps for Government Contractors
Jan 24, 2024Where can you find the right federal buyer in the right federal agency? Today we'll walk step by step to help you find the right person who can help you with your government contracting goals.
Too many amazing small business government contracting vendors say they struggle to find the names of federal buyers to call.
Where can I look to find the right buyer for my contracting business? Free Download of Government Small Business SpecialistsPhone directories for federal agenciesWho can help me with my 'targeting' activity?
✅ JOIN 100 HAVING THE CONVERSATION ON LINKEDIN
➣ "How I Find...
20 Reasons Why Federal Buyers Are Ignoring You!
Jan 23, 2024Why do federal buyers ignore small business government contractors like you? Today, GovCon Chamber president Neil McDonnell shows:
20 reasons why federal buyers may be ignoring you and what you can do to fix the situationWhy federal buyers ignore small business government contractors | Inbound reasonsWhy Federal Buyers Ignore You | Outbound reasonsHow to instantly improve your marketing and business development activities to get their attention
✅ Join the discussion on LinkedIn:
"Why Federal Buyers Ignore Government Contractors Like You"
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✅ HOST | Neil McDonnell, president GovCon Chamber of Commerce
Small business owners trust Neil to show them HOW to earn federal government contra...
How to Use LinkedIn for Government Contracting Networking
Jan 22, 2024LinkedIn is the only accepted social media platform accepted by the government. Small business government contractors with strong personal and company profiles can start building professional government contracting relationships.
Today, GovCon Chamber president Neil McDonnell shows:
How to find federal agencies on LinkedInHow contractors demonstrate subject matter expertise and knowledge before meeting with buyersHow government contractors can engage with federal buyers using Linkedin
✅ Join the discussion on LinkedIn:
"How Government Contractors Use LinkedIn to Find Federal Buyers | LinkedIn Networking"
https://www.linkedin.com/events/7152076083641683968/comments/
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✅ HOST | Neil McDonnell, president GovCon Chamber of Commerce<...
Create a 6 Second Government Contracting Capability Statement to Get Meetings
Jan 22, 2024The real purpose of a government contracting capability statement is to get you a meeting with federal buyers. Capability statements are the most important marketing tools for small business government contracting.
A well-written statement will open doors and persuade government small business specialists to connect you with program officers.
➣ Join the 100+ government contractors who attended our live training on LinkedIn and engage in the comment to expand your network. "The 6-Second Capability Statement That Lands Federal Buyer Meetings"
✅ In today's live training, Neil McDonnell shows:
02:20 ➣ Introduction to Capability Statements
05:19 ➣ What is the purpose of a Cap...
Beginner's Guide to Federal Agency Long-Range Acquisition Forecasts | Government Contracting
Jan 19, 2024Do you know how to find and interpret federal agency Long-Range Acquisition Forecasts?
LRAFs offer a wealth of market research for government contracting small business business development. Long Range Acquisition Forecasts signal anticipated business needs for each agency.
✅ Today, GovCon Chamber president Neil McDonnell shows how to identify critical information in federal agency budgets that will help their business development activities.
Engage with other government contractors in today's live event:
• https://www.linkedin.com/events/7152075085292457984/comments/
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✅ HOST | Neil McDonnell, president GovCon Chamber of Commerce
Small business owners trust Neil to show them HOW to earn federal gov...
How to Get Value from Federal Agency FY2024 Budgets
Jan 19, 2024As a small business contractor, don't limit your research to RFIs, Sources Sought, or RFPs to learn about government contracting opportunities.
Today, GovCon Chamber president Neil McDonnell shows how to identify critical information in federal agency budgets that will help their business development activities.
✅ Join the discussion on LinkedIn:
• "How I Help My Customers Get Value from Federal Agency FY2024 Budgets"
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✅ HOST | Neil McDonnell, president GovCon Chamber of Commerce
Small business owners trust Neil to show them HOW to earn federal government contracts and subcontracts.A passionate 'evangelist' for business development in the federal marketpl...
Learn to use USASpending for Government Contracting Market Research in 2024
Jan 16, 2024USA Spending is an essential tool for government contracting market research.
In today's government contracting training, GovCon Chamber president Neil McDonnell explains how to identify and understand spending patterns and government contracting trends, as well as information about other government contractors who might be potential teaming partners.
USASpending.gov gives government contractors access to massive amounts of information about your buyers – everything you need for government contracting business development.
✅ Join the discussion on LinkedIn:
• "Step-by-Step Guide to USASpending for Government Contractors in 2024"
https://www.linkedin.com/events/7152074266853720064/comments/
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✅ HOST | Neil McDonnell, president GovCon Chamber of...
Which Federal Agencies Love 8(a) Government Contractors?
Jan 14, 2024In today's government contracting training, GovCon Chamber president Neil McDonnell deep dives into the contracting award data for the SBA's 8(a) business development program to showing exactly how much government funding and contracting is going to 8(a) firms.
Join the discussion on LinkedIn:
"Top Federal Agencies Who Love 8(a) Small Businesses Government Contractors" https://www.linkedin.com/events/7149542942259507200/
✅ SEE ALSO
GovCon Chamber blog: "11 Ways Federal Buyers Will Find Small Business Contractors in 2024"
https://www.govconchamber.com/blog/11-ways-federal-buyers-will-find-small-business-contractors-in-2024
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HOST | Neil McDonnell, president GovCon Chamber of Commerce
Small business owners trust Neil to show them HOW...
11 Ways to Find Small Business Government Contracting Opportunities in 2024-11-Jan
Jan 13, 2024Do you know the 11 best places where Small Businesses learn about upcoming federal government contracting opportunities?
How can you complete unless you know when and where to look? Opportunities lead to Sales.
Join the discussion on LinkedIn:
"How Small Business Government Contractors Will Find Opportunities in 2024" | https://www.linkedin.com/events/7149542812332552192/comments/
✅ In today's training, GovCon Chamber president Neil McDonnell explains:
How to create your clear focused offer (in advanceWhich of the 3 federal revenue streams you should be in (subcontracting vs prime contracting)The best11 places to find 'slam dunk' op...
Using Dollars & Ratios to Build Stronger Government Contracting Sales Pipelines 2024 10-Jan
Jan 13, 2024Sales are lagging indicatorsin government contracting. You need to identify the leading indicators that will guide your Sales Pipeline Planning for 2024.
✅ Today's topics:
2024 Sales Pipeline Planning with dollars & ratiosHow big should your sales pipeline to hit your revenue goals?Why 2024 prime contracts are really 2025 dollarsHow many proposals you must write in 2024
✅ Overview: Different Types of Business Goals
Revenue GoalsFTE GoalsSales Goals (How much do I need to win?)Other Goals ➢ 06:20 (Non-dollar goals)
✅ Watch the original training on LinkedIn here:
https://www.linkedin.com/events/7149542670611202048/comments/–––––––––––––––––––––––––
HOST | Neil McDonnell, president GovCon Chamber of Commerce
Small business owners...
11 Ways Federal Buyers Will Find Small Business Contractors in 2024
Jan 12, 2024In 2024, small business federal contractors must be 'findable' and 'attractive' to federal market researchers. Don't blame federal buyers for ignoring you if you're invisible.
✅ In today's training, GovCon Chamber president Neil McDonnell explains:
How and where federal buyers find small business government contractorsWhat federal buyers want from small businessesWhat buyer's don"t want The shortlisting process federal buyers use to find youThe federal sales life cycle overview Step by step buying process How to be seen before your competitorsLearn to maximize the value of #DSBS – the Dynamic Small Business Search | https://dsbs.sba.gov/search/dsp...
Create Your 2024 Government Contracting Strategic Plan in only 30 Minutes
Jan 12, 2024In order to achieve your 2024 federal government contracting revenue goals, you need to create a Strategic Sales Plan. In 30 minutes, you can create a one page document that will guide your strategies for the year's activity.
✅ In today's training, GovCon Chamber president Neil McDonnell explains:
The purpose and scope of a Strategic Plan for government contractingHow to determine your Revenue Goal and set your vision for 2024How to breaks strategic goals Into clear achievable objectivesHow to identify your Clear, Focused OfferHow to niche down your product offering and target customerHow to use his 2024 Federal Sales Strategy Wheel to...
The 2024 Federal Sales Life Cycle for Small Business Government Contracting
Jan 06, 2024In this training, Neil McDonnell goes step by step through the 2024 Federal Sales Lifecycle:
✅ TOPICS
Overview to the Common Procurement Lifecycle 06:07Shift Left Strategy 07:267 Step Process for Federal Sales Success 11:00
✅ Three Stages of Contracting
➣ Business Development: the process of understanding an agency, building relationships, and finding opportunities 13:21
➣ Capture Management is the process of shaping the technical requirements and acquisition approach on a single opportunity 19:25• Capture Shaping Tasks 24:20• Capture Pipeline Stages 25:57
➣ Proposal Management is the process of writing a 'Winning Proposal' for any 'Slam Dunk' Opportunity 26:12
✅ Watch Neil's live training replay on LinkedIn: