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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

30:36

How To Use SAM.Gov to Win Contracts as Small Business...

Federal Sales and Government Contracting (Neil... ·

2025/11/08

SAM.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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31:32

5 Tips for Week 5 of the Government Shutdown | Keep...

Federal Sales and Government Contracting (Neil... ·

2025/11/08

I 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

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32:07

Hidden GSA Tools Every Small Business GovCon Should...

Federal Sales and Government Contracting (Neil... ·

2025/11/08

Some 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___________________________________🔥 Join 27,128 others and subscribe to our GovCon newsletter | https://lnkd.in/es6qfwgk👀 Follow me (Neil McDonnell) on LinkedIn™ and hit the 🔔 on my

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30:28

How to Create Win Themes That Make Federal Buyers...

Federal Sales and Government Contracting (Neil... ·

2025/11/08

Most 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___________________________________🔥 Join 27,128 others and subscribe to our GovCon newsletter |

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30:46

The #1 Follow-Up Mistake After Conferences (and How...

Federal Sales and Government Contracting (Neil... ·

2025/11/08

I 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___________________________________🔥 Join 27,128 others and subscribe to our GovCon newsletter | https://lnkd.in/es6qfwgk👀 Follow

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31:41

What Federal Buyers Really Think When They Look You...

Federal Sales and Government Contracting (Neil... ·

2025/11/08

Federal 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___________________________________🔥 Join 27,128 others and subscribe to our GovCon newsletter |

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29:34

How To Keep Selling During a Government Shutdown as a...

Federal Sales and Government Contracting (Neil... ·

2025/10/21

I 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

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31:53

Introduction to Federal Market Stakeholders - People...

Federal Sales and Government Contracting (Neil... ·

2025/10/18

As 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___________________________________🔥 Join 26,718 others and subscribe to our GovCon newsletter | https://lnkd.in/es6qfwgk👀 Follow me (Neil McDonnell) on LinkedIn™ and

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31:28

Federal Sales Success Begins with Your Core...

Federal Sales and Government Contracting (Neil... ·

2025/10/18

If 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___________________________________🔥 Join 26,718 others and subscribe to our GovCon newsletter |

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29:10

How I Get 1st Meetings with Federal Buyers and Teammates

Federal Sales and Government Contracting (Neil... ·

2025/10/18

Everyone 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 meetings with people I don't

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30:07

Maximize AUSA 2025 Success Without Even Attending or...

Federal Sales and Government Contracting (Neil... ·

2025/10/14

AUSA 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 750+ exhibitors• How to engage with the

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31:10

How To Do Business With Navy as a Small Business...

Federal Sales and Government Contracting (Neil... ·

2025/10/12

The 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

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32:14

How WOSBs Can Win More Federal Contracts in FY2026...

Federal Sales and Government Contracting (Neil... ·

2025/10/12

WOSBs 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___________________________________🔥 Join 26,105 others and subscribe to our GovCon newsletter | https://lnkd.in/es6qfwgk👀 Follow me (Neil McDonnell) on LinkedIn™ and hit the 🔔

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26:57

How to Get Federal Agencies to Use Your GSA Contract...

Federal Sales and Government Contracting (Neil... ·

2024/12/25

How to Get Federal Agencies to Use Your GSA Contract Vehicle for GovConsDuring '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

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25:00

RFI and Sources Sought How to Avoid the Black Holes

Federal Sales and Government Contracting (Neil... ·

2024/12/25

RFI and Sources Sought How to Avoid the Black HolesOne 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

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22:25

25 Best Federal Government Contracts for 2025 - Steps...

Federal Sales and Government Contracting (Neil... ·

2024/12/23

25 Best Federal Government Contracts for 2025 - Steps to Find Your Top OpportunitiesGovernment 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

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24:08

How to Get a Second Meeting with Federal Buyers for...

Federal Sales and Government Contracting (Neil... ·

2024/12/22

How to Get a Second Meeting with Federal Buyers for Small BusinessesOne 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

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23:08

7 Easy Steps to Land Federal Buyer Meetings for...

Federal Sales and Government Contracting (Neil... ·

2024/12/21

7 Easy Steps to Land Federal Buyer Meetings for Government ContractorsIf 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

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25:09

Build Air Force Government Contracting Relationships...

Federal Sales and Government Contracting (Neil... ·

2024/12/20

Build Air Force Government Contracting Relationships for 2025Success 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

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22:13

Best Federal Agencies for GovCons in a Trump...

Federal Sales and Government Contracting (Neil... ·

2024/12/19

Best Federal Agencies for GovCons in a Trump Administration in 2025Is 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

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300 results

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