Federal Sales and Government Contracting (Neil McDonnell)

In today's training, GovCon Chamber president Neil McDonnell shows exactly how agencies award year end contracts. If you're procurement ready and have past performance, you should be ready to pursue these opportunities. ✅ Today's Insights: How much spending is expected to happen in September 2023? 1,000,000 transactions / awards​ • 848,940 under $1M​ Why pursue set aside or direct awards? Why lar...

In today's training, GovCon Chamber president Neil McDonnell shows exactly which agencies award contracts to service-disabled veteran owned small businesses. Find the federal agencies who already know, like and trust SDVOSB small businesses and have a positive track record. Don't waste your time with agencies failing to achieve their 'goals'. ✅ Today's Insights: 👉 What is the difference between...

Government buyers and teaming partners need Subject Matter Experts and specialists to deliver specific good and services to help they achieve their federal agency mission. They aren't looking for a company who does 'a little of everything'. Federal buyers are looking for experts who have a clear and focused offer in a specific 'niche' In today's 25 minute high-value training, GovCon Chamber presid...

In today's 25 minute high-value training, GovCon Chamber president Neil McDonnell helps small business owners understand five different types of federal buyers they will encounter. ✅ Today's Topics: Who are the 5 types of federal buyers? The Relationship Bell Curve Why 'Targeting' is vital to finding all 5 types of federal buyers 5 TYPES OF BUYERS ✅ Innovators ✅ Early Adopters ✅ Early Majority...

LinkedIn is the only professional platform connecting federal agency buyers with 8(a) small businesses like yours. In today's 25 minute high-value training, GovCon Chamber president Neil McDonnell shows how to maximize the marketing value of LinkedIn in order to rise above your competition. ✅ Today's Topics: Overview of social media platforms How federal buyers find small businesses on LinkedIn 1...

The federal sales process moves from Business Development (BD) to "Capture" and finally to Proposal Management. In today's 25 minute fast-paced training, GovCon Chamber president Neil McDonnell explains how to evaluate government contracting opportunities using a 'gate process' that helps you determine Bid / No-Bid on each federal contracting opportunity. ✅ Today's Topics: 👉 The 7 Gates of the F...

In today's 25 minute high-value training, GovCon Chamber president Neil McDonnell shows small business owners how to get past the gatekeepers that are stopping them from making federal sales. Gatekeepers won't even make introductions for you or tell you what you need. They just send you back to SAM.gov You need to push past them if you want to secure federal sales. ✅ Today's Topics: Who are the w...

In today's training, GovCon Chamber president Neil McDonnell shows you how to find federal contracting officers who LOVE 8(a) small businesses. Federal agencies will award over ONE BILLION in government contracts to 8(a) firms in the next two months. Which contracting officers are responsible for contracts aligned with your field of expertise. and core competency? ✅ Today's Insights: Identify fed...

In today's 25 minute high-value training, GovCon Chamber president Neil McDonnell shows small business government contractors the importance of narrowing their business offerings ('niching-down') and why you should not let FOMO distract your sales process. ✅ Today's Topics: 👉 How FOMO (the 'fear of missing out') destroys productivity 👉 How to focus and 'niche down' so buyers and teammates can s...

In today's 25 minute high-value training, GovCon Chamber president Neil McDonnell shows small business government contractors how to communicate with federal buyers effectively to get meetings. ✅ Today's Insights: 👉 Best Way to Get Emails Opened​ 👉 Email Guidelines / Top Mistakes to Avoid​ 👉 Sample Email That Gets Responses​ KEY TAKEAWAYS: 👉 The top mistakes made when sending emails to federa...

In today's 25 minute high-value training, GovCon Chamber president Neil McDonnell shows 8(a) minority-owned government contractors how to discover year-end direct-award opportunities. To be a successful government contractor, you need to understand the process. ✅ Today's Insights: 👉 What are Direct Awards and Why are they important?​ 👉 How you can compete for the $3 B dollars awarded to 8(a) fi...

In today's training, GovCon Chamber president Neil McDonnell shows you how to find federal agencies that LOVE 8(a) small businesses. Find the federal agencies who already know, like and trust 8(a) minority-owned small businesses and have a positive track record. Don't waste your time with agencies failing to achieve their 'goals'. ✅ Today's Insights: 👉 Why you should limit your sales activities...

In today's 25 minute fast-paced training, GovCon Chamber president Neil McDonnell explains how federal agency buyers procure your products and services. To be a successful government contractor, you need to understand the process. ✅ Today's Insights: 👉 The standard federal acquisition process from 'idea' to 'award' 👉 Who you should try to meet during each stage of the acquisition process 👉 How...

Small Business owners are responsible for both growing and running the business. Time management strategies can make us more efficient and less stressed. In today's 30 minute fire-house paced training, GovCon Chamber president Neil McDonnell explains how to create an efficient a step by step time management strategy for government contracting tasks. (following principles of Steven Covey's 7 Habits...

There are six (6) key marketing assets that small business government contractors need to complete their small business profile and attract federal buyers. In today's 30 minute fire-house paced training, GovCon Chamber president Neil McDonnell explains how to use each one effectively ✅ The 6 Essential Marketing Assets Every Small Business Needs for the Federal Market Dynamic Small Business Search...

Small business federal contractors grow faster when they build relationships with key federal mentors. Mentors can open doors, offer advice and serve as your 'unofficial board of advisors'. In today's 30 minute fire-house paced training, GovCon Chamber president Neil McDonnell explains: 👉 Who are 'Must Have' Mentors for small business government contractors 👉 How to start a new relationship with...

In the federal market, there are many people who will influence your success. You must understand the roles they play and how they will help you advance your sale. Identify the gatekeepers and learn to connect with the right people. Focuses of Receptivity (FR)​ The people willing to help you learn about and navigate their organization Focuses of Dissatisfaction (FD)​ Program office personnel who h...

👉 Successful Government Contractors follow 3 Federal Revenue Paths (or streams) including both contracting and subcontracting. In today's 30 minute fire-house paced training, GovCon Chamber president Neil McDonnell explains the different paths. Learn how to decide which path to pursue (depending on the maturity of your small business). ✅ 3 Paths to Federal Revenue (The Three Streams of Federal R...

Too many SMALL business government contractors try to follow a process designed for LARGE government contractors. Why follow a process built for a billion dollar firms when you don't earn billions in federal contracts yet? It takes time to grow to your revenue goal. Once you define your revenue goal, you can create your action plan. In today's 30 minute fire-house paced training, GovCon Chamber pr...

To succeed as a government contractor, you must: Understand your numbers and create a plan to hit those goals Identify your bottlenecks to your success Execute event the simple things you can do to guarantee your success Understand the terminology and percentages to determine the ROI of your sales efforts ✅ 'Sales' is the 7th step in the 7-Step in the "7-Step Process for Federal Revenue Success"...

Federal agencies want compelling , not just " compliant " proposals. Your proposals must persuade and convince federal buyers that you are the right small business contractor to help they achieve their mission. ✅ 'Proposals' is the 6th step in the 7-Step in the "7-Step Process for Federal Revenue Success" In today's 30 minute fire-house paced training, GovCon Chamber president Neil McDonnell offe...

To reach a revenue goal, you need a strong sales pipeline filled with Slam Dunk 'Opportunities' to guarantee your success. ‘Slam Dunk’ means opportunities that align with your Core Competency​ and align with your Target Agency​ Join me in this training and learn: ✅ 'Opportunities' is the 5th step in the 7-Step in the "7-Step Process for Federal Revenue Success" In today's 30 minute fire-house pac...

Government contractors need to develop strategic relationships in order to identify more federal sales opportunities. . 'Relationships' is the 4th step in our 7-Step in the "7-Step Process for Federal Revenue Success" In today's 30 minute fire-house paced training, GovCon Chamber president Neil McDonnell explains: 👉 What are Strategic Relationships?​ 👉 Why are Strategic Relationships Vital?​ 👉...

Outreach | Getting that First Meeting with Federal Buyers ​ 'Outreach' is the process of actually contacting the right people within federal agencies who can help you advance your government contracting success. All relationships start by scheduling introductory meetings. 'Outreach' is the 3rd step in the "7-Step Process for Federal Revenue Success" In today's training, Neil explains the fundament...

Targeting | Finding POCs ​ 'Targeting' is the process of finding the right people within federal agencies and the right contracting teammates who can help you advance your government contracting success. 'Targeting' is the 2nd step in the "7-Step Process for Federal Revenue Success" In today's training, Neil explains the fundamentals and shows exactly: 👉 Why 'Targeting' must be done before buildi...