How 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 employees How to find people who can give ...
Oct 06, 2024•28 min
How to Find Contract Opportunities for Your 2025 Federal Sales Pipeline I f 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 won Why you s...
Oct 05, 2024•28 min
7 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 H...
Oct 04, 2024•28 min
DARPA 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 Businesses How Small Businesses apply to get access to ...
Oct 03, 2024•30 min
Mastering 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 Agency Speak Their Language / Terms Understand Operational Workflow Expand Research Possibilities (Office Names) ✅ Join us on LinkedIn to build your network and e...
Oct 02, 2024•27 min
To 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 conference How to maximize your time at the event What to do when you can't attend an in-person event Determine Your Purpose / Goal Prioritize the Sessions and Exhibitors READ the GovCon Su...
Oct 01, 2024•27 min
One 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 names Which agency documents provide key points of contact Top government-owned tools that provide information about buyers. ✅ Join us on LinkedIn to build your network and engaging other in the largest Government Contracting co...
Sep 30, 2024•26 min
If 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 involved Who should care about FedRAMP How to make the FedRAMP proces...
Sep 29, 2024•28 min
Federal 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 agencies How keywords work like SEO in DSBS, LinkedIn, website Where to put keywords (branding, marketing, content) ...
Sep 27, 2024•26 min
DoD 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 Businesses How Small Businesses apply to get access to $2.5B in DoD #innovation funding DoD's non-dilutive funds for traditional...
Sep 26, 2024•29 min
Federal 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 company Ways you can demonstrate to a federal ...
Sep 25, 2024•28 min
How 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 research Which agencies buy what you sell using SAM.gov, FPDS.gov, USASpending.gov, Long-Range Acquisition Forecasts (LRAF), Industry Days & APBIs and GSA eBuy Let Your Competitors Teach You ✅ Join us on LinkedIn to build your network and engaging other in the largest Government Contracting community online. –––...
Sep 23, 2024•27 min
In 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 Contracting Difference in different federal ag...
Sep 22, 2024•34 min
There 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 contracts How to subcontract under a fellow small business When to chase prime contracts directly Why large prim...
Sep 21, 2024•29 min
Federal 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 time How to create your own goals, targets, etc. around meeting agency buyers How to 'host' your own matchmaking event - virtual and with more of your colleagues. ✅ Join us on LinkedIn to build your network and engage in t...
Sep 20, 2024•25 min
Government 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 understood To be proactive in finding and building relationships How to find, shape, and respond to 'slam dunk' opportunities 7-STEP PROCESS...
Sep 19, 2024•27 min
Trying 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 process How to write email messages that make them want to meet you How to identify the appropriate individuals to contact within federal agencies or poten...
Feb 20, 2024•27 min
Your 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) ✅ Joi...
Feb 19, 2024•22 min
The 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 ex...
Feb 19, 2024•25 min
In 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 SBs Criteria to Measure Ag...
Feb 19, 2024•25 min
Are 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 HHS Research your customer to uncover agency mission, challenges and goals (needs) Strategic plans and annual reports offer talking points with buyers Register in HHS vendor portal Connect with HHS professionals o...
Feb 19, 2024•25 min
Government 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 LCATs How 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 LINKE...
Feb 19, 2024•28 min
People 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 Success Be collaborative with your BOS – Business Opportunity Specialis Target agencies who have demonstrated w...
Feb 14, 2024•25 min
The 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, WO...
Feb 13, 2024•28 min
If 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 ...
Feb 13, 2024•24 min
There 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 Categories What 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 LINK...
Feb 12, 2024•20 min
It 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...
Feb 12, 2024•24 min
Most 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 ––––––––––––––––––––––––– ✅ HOST...
Feb 06, 2024•27 min
Even 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 vehicle How To Get On Contract Vehicles (step by step online search) ✅ JOIN THE CONV...
Jan 30, 2024•26 min
Imagine 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 Contracting Rules for emailing government buyers What do federal buyers really think when they get your email? The Bell Curve of email engagement Templates – the perfect email framework including ...
Jan 30, 2024•27 min
