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PODCAST

Federal Sales and Government Contracting (Neil McDonnell)

Neil McDonnell–GovCon Chamber

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

business marketing

All Episodes

24:26

How to Get Value from Federal Agency FY2024 Budgets

Federal Sales and Government Contracting (Neil... ·

2024/01/19

As 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"–––––––––––––––––––––––––✅ HOST | Neil McDonnell, president GovCon Chamber of

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24:38

Learn to use USASpending for Government Contracting...

Federal Sales and Government Contracting (Neil... ·

2024/01/16

USA 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

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24:13

Which Federal Agencies Love 8(a) Government Contractors?

Federal Sales and Government Contracting (Neil... ·

2024/01/14

In 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 ALSOGovCon Chamber blog: "11 Ways Federal Buyers Will Find Small Business

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26:38

11 Ways to Find Small Business Government Contracting...

Federal Sales and Government Contracting (Neil... ·

2024/01/13

Do 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

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27:02

Using Dollars & Ratios to Build Stronger Government...

Federal Sales and Government Contracting (Neil... ·

2024/01/13

Sales 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

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27:30

11 Ways Federal Buyers Will Find Small Business...

Federal Sales and Government Contracting (Neil... ·

2024/01/12

In 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

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26:32

Create Your 2024 Government Contracting Strategic...

Federal Sales and Government Contracting (Neil... ·

2024/01/12

In 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

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27:46

The 2024 Federal Sales Life Cycle for Small Business...

Federal Sales and Government Contracting (Neil... ·

2024/01/06

In this training, Neil McDonnell goes step by step through the 2024 Federal Sales Lifecycle:✅ TOPICSOverview 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•

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23:32

Why Your Small Business Should Only Sell to Federal...

Federal Sales and Government Contracting (Neil... ·

2024/01/05

In today's LinkedIn live for 2024, Neil McDonnell explains why you should go 'all in' as a federal government contractors. If you are pursuing federal contracts, do it to the exclusion of commercial, federal and state. ✅ TOPICS➱ What are the major differences between 3 basic markets for B2B (commercial, federal and State, Local, and Education market (SLED) ) ➱ Why is federal is best for small businesses? ✅ COMMON TOOLS used for federal government contracting➱ Common Supplier Portal

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25:57

From Subcontracting to Prime: The 3 Stages for Making...

Federal Sales and Government Contracting (Neil... ·

2024/01/05

In his first week of daily training for 2024, Neil McDonnell returns to the basics. Today, let's review the "The 3 Stages for Making Money as a Government Contractor." After all, "government contracting is not a secret, it's just a process."✅ TYPICAL PATH of a Government Contractor→ You work for someone else ↳ Hire others to work for you and your small business↳ Your company works for larger companies or directly with federal agencies.This is the fundamental journey from subcontracting to prime

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27:09

Learn the 3 Paths for Making Money as a Federal...

Federal Sales and Government Contracting (Neil... ·

2024/01/03

In his 2nd government contracting training for 2024, Neil McDonnell explains the Three (3) Paths to Federal Revenue and the differences between subcontracting and prime contracting.Your best path depends on the maturity of your small business and your core competencies. Understanding the federal government trillion dollar marketplace 00:49✅ THREE REVENUE PATHS for Federal Government Contracting. 05:23 👉 Subcontracting under other small businesses 08:00Understand the Math: sales by the numbers

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26:42

The 7-Step Process to Win Federal Contracts |...

Federal Sales and Government Contracting (Neil... ·

2024/01/02

Government contracting is not a secret, it's just a process. In his first daily training for 2024, Neil McDonnell explains the "7 Steps for Success" in government contracting.ResearchTargetingOutreachRelationshipsOpportunitiesProposalsSalesWatch Neil's live training on LinkedIn:https://www.linkedin.com/events/7147277160381087744/about/–––––––––––––––––––––––––HOST | Neil McDonnell, president GovCon Chamber of CommerceSmall business owners trust Neil to show them HOW to earn federal government

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24:46

How To Do Business with HHS | Department of Health &...

Federal Sales and Government Contracting (Neil... ·

2023/11/28

This week GovCon Chamber president Neil McDonnell explains how small businesses get contracts with 5 key federal agencies: HHS, DHS, DOE, NASA and HUD.If you are a qualified small business contractor interested in working with the US Dept. of Health & Human Services (HHS), Neil McDonnell will show you how to find key HHS information: Neil's live demonstration can be watched on YouTube:How To Do Business with HHS (Department of Health & Human Services)HHS Organizational Structure (Org

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27:36

How to Earn Your First $100K as a Small Business...

Federal Sales and Government Contracting (Neil... ·

2023/11/11

When you are just starting in government contracting, the temptation is to jump in the deep end and try to land big contracts. Unfortunately, that rarely works. There are 3 sources of federal revenue and subcontracting with other companies is the key. This lets you establish your government contracting business and a process for slow, incremental growth. Take the time to build performance expertise, expand your network, develop your reputation as a Subject Matter Expert (SME) and learn from others

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26:42

How to Create KPIs and Metrics that Lead to...

Federal Sales and Government Contracting (Neil... ·

2023/11/10

As a federal sales expert and LinkedIn thought leader for government contracting, GovCon Chamber president Neil McDonnell's trainings receive close to 2M views on average. ✅ Today he explores best practices for creating predictability in government contracting.Learn to identify the KPIs and metrics that provide the right information for predictable, repeatable success in federal government contracting. 👉 What are the key KPIs and metrics that determine success?👉 Why is predictability so vital to

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26:45

Why Your Small Business Isn't Getting a Second...

Federal Sales and Government Contracting (Neil... ·

2023/11/10

How can you build strategic relationships when you can't even get a second meeting for government buyers?How can hear about opportunities that are perfect for your small business if you aren't getting in the door?This is a huge problem for small business government contractors. ✅ Join Neil McDonnell in this training to learn:👉 Why a second meeting is vital to your success👉 How to use your FIRST meeting to get the second meeting👉 What to do AFTER a first meeting to get a second meeting✅ Watch the

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18:51

Why Federal Agencies Aren't Returning Your Call |...

Federal Sales and Government Contracting (Neil... ·

2023/11/10

Are you frustrated that federal agencies are not returning your calls? How can you succeed as a small business government contractor if the government buyers aren't talking to you?👉 Why success depends on persistent follow up👉 Where your outreach process is failing you👉 Reasonable expectations about getting in the door and connecting with government buyersIn this training, Neil McDonnell explains –✅ Watch the live video training on YouTube"Why Federal Agencies Don't Take Your Call as a

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28:07

How to Beat Incumbent Government Contractors in the...

Federal Sales and Government Contracting (Neil... ·

2023/11/06

Even though many contracts are 're-competes', small business contractors can definitely compete against and beat existing "incumbent" government contractors in the federal market. For example, SeaPort NxG – Incumbents lost more than 50% of the awards – which mean NON-incumbents WON more than 50% of the awards!✅ Join Neil McDonnell in this training to learn:👉 How you can beat out an incumbent on government contracts👉 How to research the incumbent contractor and contract specfics👉 Specific steps to

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28:20

Invisibility is the WORST MISTAKE Small Business...

Federal Sales and Government Contracting (Neil... ·

2023/10/19

The WORST mistake small business government contractors make is being INVISIBLE to federal agency buyers. It is also one of the EASIEST to correct.✅ Join Neil McDonnell in this training to learn:👉 The importance of VISIBILITY to your success👉 Where Federal Buyers Look for Companies Like Yours for contracts👉 5 Fixes to Immediately Make Your Company 'Attract' Buyers✅ Watch the live video training on YouTubeBeing Invisible is the WORST MISTAKE Small Business Government Contractors Make Every Day✅

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26:49

3 Essential Things Small Business Government...

Federal Sales and Government Contracting (Neil... ·

2023/10/17

As a federal government small business contractor, you're a busy person. Are you tracking at your time management to be sure you are maximizing the value of every day?✅ 3 Key Daily Tasks for Effective Results👉 Hold Daily ‘Stand Up’ Meetings👉 Determine Your ‘One Thing’👉 Network and Brand Yourself on LinkedIn✅ Watch the live video training on YouTubeFirst 3 Things Every Small Business Government Contractor Must Do Daily | Time Management✅ READ this blog for more depth"7-Step Process for Federal

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