Federal Sales and Government Contracting (Neil McDonnell) - podcast cover

Federal Sales and Government Contracting (Neil McDonnell)

Neil McDonnell–GovCon Chamberβ€’www.govconchamber.com
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 order to help small businesses grow as government contractors.

Neil is famous for making complicated topics easy to understand, helping businesses 'find their niche' and for providing specific, achievable, actionable steps any business owner could follow.

Discover how small businesses can research opportunities, build relationships, promote their capabilities, request small business set-aside (SBSA) opportunities and secure government business contracts.

Find out more at https://www.GovConChamber.com


HOST: Neil McDonnell
Neil is a small business owner, mentor, coach and trainer committed to helping small businesses achieve their goals. He is a motivational speaker, trainer and vocal advocate for the potential of American small businesses. His passion is drawn from his personal experience serving in the US Army, from providing contracting services to various government agencies, and from the many successful and failed companies he has founded since his youth.

Connect with Neil: https://LinkedIn.com/in/Neil-McDonnell
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Episodes

How Small Businesses Cold Call Federal Buyers | #governmentcontracting

The purpose of making cold calls is to start building new relationships. The real purpose it to get a meeting schedule, not actually to make a sale. In this training, Neil McDonnell (GovCon Chamber) will show– πŸ‘‰ Exactly how to increase your cold calling success πŸ‘‰ The 3 Step 'Cold Call Process' that gets you consistent results βœ… REGISTER | October 17-2023 Tuesday |https://www.govconchamber.com/networking WHO SHOULD ATTEND? πŸ‘‰ Everyone who is supports, sells or buys within the Federal Market Sma...

Sep 29, 2023β€’26 min

How Small Businesses Subcontract with Large Federal Prime Contractors

Large prime government contractors subcontract $100B each year to companies like yours. In today's live training, Neil McDonnell (GovCon Chamber) will explain– πŸ‘‰ Why you should want to subcontract under a large prime contractor πŸ‘‰ What large prime contractors look for from small business teaming partners πŸ‘‰ How to get in the door of a large prime contractor to introduce your value βœ… ALSO WATCH Three Streams​ of Federal Revenue ––––––––––––––––––––––––– βœ… Watch the live video training on YouTube...

Sep 28, 2023β€’27 min

How to Get More WOSB Set Asides in Federal Government Contracts

βœ… Too many women-owned businesses are ignored or 'invisible' when federal buyers look for small business vendors to solve federal challenges. The GovCon Chamber is committed to helping women business owners learn: πŸ‘‰ effective federal business development strategies and πŸ‘‰ how to build relationships that lead to federal revenue. https://www.govconchamber.com/wosb ––––––––––––––––––––––––– βœ… Watch the live video training on YouTube How to Get More WOSB Set Asides in Federal Contracting | Which ag...

Sep 28, 2023β€’26 min

How Government Contractors Can Survive Federal Shutdown

βœ… Worried about the federal budget crisis and threat of US government shutdown? In this training, Neil McDonnell (GovCon Chamber) explains how a Federal Shutdown could impact small business government contractors. πŸ‘‰ What is a federal government shutdown and what does it mean for small business contractors πŸ‘‰ How to survive if you have existing contracts πŸ‘‰ What impact will the shutdown have on your sales efforts ––––––––––––––––––––––––– βœ… Watch the live video training on YouTube How To Survive...

Sep 27, 2023β€’26 min

How Government Contractors Can Shape Federal Opportunities to Their Advantage

In today's training, GovCon Chamber president Neil McDonnell explains how the actual federal government contracting sales process starts very early in the acquisition process. Maximize your chances of winning an award by shaping that opportunity long before the bidding process begins. βœ… The actual federal government contracting sales process starts very early in the acquisition process. You can maximize your chances of winning an award by shaping that opportunity long before the bidding process ...

Sep 18, 2023β€’27 min

Federal Agency 'End of Year' Spending: How Small Businesses Can Win Government Contracts

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. βœ… Today's Insights: How much spending is expected to happen in September 2023? 1,000,000 transactions / awards​ β€’ 848,940 under $1M​ Why pursue set aside or direct awards? Why large government contractors should pursue the small business dollars? Why small businesses want to conn...

Sep 07, 2023β€’29 min

Which Federal Agencies Award Contracts to SDVOSB Government Contractors

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'. βœ… Today's Insights: πŸ‘‰ What is the difference between agencies that 'say' they love SDVOSBs and those that actually award contracts πŸ‘‰ How Much Money is ac...

Aug 21, 2023β€’25 min

How Specializing or 'Niching' Down Increases Your Government Contracting Success

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 president Neil McDonnell shows small business owners how to: Accelerate your Business Development Efforts,...

Aug 18, 2023β€’29 min

5 Types of Federal Buyers Small Business Contractors Will Meet

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. βœ… 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 βœ… Innovators βœ… Early Adopters βœ… Early Majority βœ… Late Majority βœ… Laggards In the federal market, there are many people who will influence your success...

Aug 18, 2023β€’26 min

How to Use LinkedIn to Market Your 8(a) Small Business | Government Contracting Strategies

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. βœ… Today's Topics: Overview of social media platforms How federal buyers find small businesses on LinkedIn 10 most important LinkedIn Profile changes to make today This process is the same for all government c...

Aug 16, 2023β€’27 min

7 Gates of Capture Management | Federal Sales Pipeline

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. βœ… Today's Topics: πŸ‘‰ The 7 Gates of the Federal Sales Pipeline πŸ‘‰ Criteria required to advance opportunities through the Pipeline (Gate Proces...

Aug 09, 2023β€’28 min

How to Get Past Federal Gatekeepers | 8(a) Small Business Tips

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. βœ… Today's Topics: Who are the worst 'federal gatekeepers' and why are they blocking you? Why you must push past these gatekeepers? W...

Aug 08, 2023β€’28 min

How to Find Contracting Officers that Sole Source to 8(a) Small Businesses

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? βœ… Today's Insights: Identify federal agencies awarding the most sole source / direct awards to 8(a) small businesses Create a list of...

Aug 07, 2023β€’28 min

How FOMO Is Holding 8(a) Small Businesses Back from Success

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. βœ… Today's Topics: πŸ‘‰ How FOMO (the 'fear of missing out') destroys productivity πŸ‘‰ How to focus and 'niche down' so buyers and teammates can see how you fit into the bigger plan πŸ‘‰ How to Overcome FOMO to get invited into more meetings and bui...

Aug 06, 2023β€’26 min

How to Write Emails that Land Meetings with Federal Buyers

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. βœ… Today's Insights: πŸ‘‰ Best Way to Get Emails Opened​ πŸ‘‰ Email Guidelines / Top Mistakes to Avoid​ πŸ‘‰ Sample Email That Gets Responses​ KEY TAKEAWAYS: πŸ‘‰ The top mistakes made when sending emails to federal buyers πŸ‘‰ The 'less is more' approach to getting the results from your emails that you expect πŸ‘‰ Ho...

Aug 04, 2023β€’26 min

How to Hear About 8(a) Direct Awards in Federal Agencies

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. βœ… Today's Insights: πŸ‘‰ What are Direct Awards and Why are they important?​ πŸ‘‰ How you can compete for the $3 B dollars awarded to 8(a) firms before the end.of FY23 πŸ‘‰ Who can let you know about Direct Awards?​ πŸ‘‰ How federal buyers look f...

Aug 04, 2023β€’27 min

How to Find Federal Agencies That Love 8(a) Small Businesses

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'. βœ… Today's Insights: πŸ‘‰ Why you should limit your sales activities to 16% of the federal market πŸ‘‰ The best tools for researching agencies most likely to work with 8(a)...

Aug 04, 2023β€’25 min

How Federal Agencies Buy from Small Businesses (Products and Services)

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. βœ… Today's Insights: πŸ‘‰ The standard federal acquisition process from 'idea' to 'award' πŸ‘‰ Who you should try to meet during each stage of the acquisition process πŸ‘‰ How knowing the buyer's process allows you to win more opportunities βœ… "6 Phases of Federal Acquisition"...

Jul 29, 2023β€’28 min

Time Management for Busy Small Business Government Contractors

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 for Highly Effective People) βœ… Today's Topics πŸ‘‰ Basic principles of Time Management for government...

Jul 28, 2023β€’28 min

6 Essential Marketing Assets Small Businesses Need for Federal Contracting

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 βœ… The 6 Essential Marketing Assets Every Small Business Needs for the Federal Market Dynamic Small Business Search (Dsbs) Profile Capability Statement Company Website Linkedin Personal Profile Linkedin Company Page ...

Jul 26, 2023β€’29 min

12 Essential Small Business Mentors Every Government Contractor Needs

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: πŸ‘‰ Who are 'Must Have' Mentors for small business government contractors πŸ‘‰ How to start a new relationship with these mentors πŸ‘‰ How to build a long-term relationship with your mentors so they're there when you ...

Jul 24, 2023β€’26 min

3 Types of People Who Will Help You Win Federal Contracts

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 have the actual need and define the requirements of your ideal opportunity Focuses of Power (FP) Peop...

Jul 21, 2023β€’27 min

How to Triple Your Federal Revenue | The 3 Streams of Contracting Revenue

πŸ‘‰ 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). βœ… 3 Paths to Federal Revenue (The Three Streams of Federal Revenue) Subcontract Under Small Businesses​ Prime Contract with Federal Agencies​ Subcontract Under L...

Jul 20, 2023β€’28 min

How to Grow from Zero to $1M to $100M as a Government Contractor

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 president Neil McDonnell walks you step by step to help you learn: πŸ‘‰ How to start earning a profit by...

Jul 20, 2023β€’29 min

How to Guarantee Sales in the Federal Market as a Small Business

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 βœ… 'Sales' is the 7th 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 walks you ste...

Jul 18, 2023β€’27 min

How to Write Guaranteed "Winning" Proposals

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. βœ… '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 offers best practices to help you stand out above your competitors. πŸ‘‰ What are β€˜Winning’ Proposals?​ πŸ‘‰ ...

Jul 18, 2023β€’28 min

How to Chase Federal Sales Opportunities That Are 'Slam-Dunk' Winners

To reach a revenue goal, you need a strong sales pipeline filled with Slam Dunk 'Opportunities' to guarantee your success. β€˜Slam Dunk’ means opportunities that align with your Core Competency​ and align with your Target Agency​ Join me in this training and learn: βœ… '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 paced training, GovCon Chamber president Neil McDonnell explains step by step: πŸ‘‰ What are government co...

Jul 16, 2023β€’29 min

Win More Federal Contracts Through 'Strategic' Relationships

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: πŸ‘‰ What are Strategic Relationships?​ πŸ‘‰ Why are Strategic Relationships Vital?​ πŸ‘‰ How and When Should You Build Strategic Relationships?​ πŸ‘‰ Who Should You build Strategic Relationsh...

Jul 14, 2023β€’28 min

How to Outreach to Federal Buyers to Start Building Relationships

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 fundamentals and shows exactly: πŸ‘‰ Why 'Outreach' is so important to your success πŸ‘‰ What is 'Outreach' and h...

Jul 12, 2023β€’28 min

Find POCs for Federal Agency Buyers and Government Contracting Teammates | Targeting

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: πŸ‘‰ Why 'Targeting' must be done before building new relationships πŸ‘‰ What it means to 'Target' specific people to meet πŸ‘‰ How to find the right p...

Jul 11, 2023β€’28 min
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