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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

27:07

How to Get Meetings with Federal Buyers

Federal Sales and Government Contracting (Neil... ·

2024/02/20

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 explainsHow to find out who the federal buyers are and what role they play in the acquisition processHow to write email messages that make them want to meet youHow to identify the appropriate individuals to contact within federal agencies or potential

en

22:24

Know Your Value Proposition as a Government...

Federal Sales and Government Contracting (Neil... ·

2024/02/19

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)✅ Join us on

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24:55

Unlocking Federal Set-Aside Opportunities for Small...

Federal Sales and Government Contracting (Neil... ·

2024/02/19

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

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25:11

Which Agencies Love Black-American Owned Small...

Federal Sales and Government Contracting (Neil... ·

2024/02/19

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 SBsCriteria to Measure Agency

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25:04

Kickstart Your Journey into HHS as a Small Business...

Federal Sales and Government Contracting (Neil... ·

2024/02/19

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 HHSResearch your customer to uncover agency mission, challenges and goals (needs)Strategic plans and annual reports offer talking points with buyersRegister in HHS vendor portalConnect with HHS professionals on

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28:29

LCATS 101: Intro to Labor Categories for Government...

Federal Sales and Government Contracting (Neil... ·

2024/02/19

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 TopicsA high-level overview of LCATsHow 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 LINKEDINLCATS

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24:53

8 Tips for 8(a) Small Business Government Contractors

Federal Sales and Government Contracting (Neil... ·

2024/02/14

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 SuccessBe collaborative with your BOS – Business Opportunity SpecialisTarget agencies who have demonstrated

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28:00

Do SBA Programs for Small Businesses actually help...

Federal Sales and Government Contracting (Neil... ·

2024/02/13

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, WOSBAre

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24:01

How to Get Started in Government Contracting

Federal Sales and Government Contracting (Neil... ·

2024/02/13

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 businessDetermine what you

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20:03

How to Get the Most from Contract Vehicles as a...

Federal Sales and Government Contracting (Neil... ·

2024/02/12

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 CategoriesWhat 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

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23:55

How to Win Government Contracts with No Past Performance

Federal Sales and Government Contracting (Neil... ·

2024/02/12

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 have a

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26:30

Why Small GovCons Stop Growing and How to Start...

Federal Sales and Government Contracting (Neil... ·

2024/02/06

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 | Neil

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25:54

5 Steps to Becoming a Subcontractor on 'Awarded'...

Federal Sales and Government Contracting (Neil... ·

2024/01/30

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 vehicleHow To Get On Contract Vehicles (step by step online search)✅ JOIN THE CONVERSATION

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27:13

How to Email Federal Buyers about Government Contracting

Federal Sales and Government Contracting (Neil... ·

2024/01/30

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 ContractingRules for emailing government buyersWhat do federal buyers really think when they get your email?The Bell Curve of email engagementTemplates – the perfect email framework including subject

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26:28

Which Agencies Award the Most Government Contracts to...

Federal Sales and Government Contracting (Neil... ·

2024/01/30

The majority of federal agencies say they support women owned businesses ... but they don't actually use the set-aside and sole-source tools designed for that reason!Year after year, we can see that the #wosb businesses who are landing government contracts did so in full and open competition, not because the government was committed to the official federal goals.The exception is the Army. The ARMY leads the way with women owned businesses contracts.Why it is important to hold federal agencies

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26:59

How To Find Federal Agency Buyers | Steps for...

Federal Sales and Government Contracting (Neil... ·

2024/01/24

Where can you find the right federal buyer in the right federal agency? Today we'll walk step by step to help you find the right person who can help you with your government contracting goals.Too many amazing small business government contracting vendors say they struggle to find the names of federal buyers to call. Where can I look to find the right buyer for my contracting business? Free Download of Government Small Business SpecialistsPhone directories for federal agenciesWho can help me with my

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26:40

20 Reasons Why Federal Buyers Are Ignoring You!

Federal Sales and Government Contracting (Neil... ·

2024/01/23

Why do federal buyers ignore small business government contractors like you? Today, GovCon Chamber president Neil McDonnell shows:20 reasons why federal buyers may be ignoring you and what you can do to fix the situationWhy federal buyers ignore small business government contractors | Inbound reasonsWhy Federal Buyers Ignore You | Outbound reasonsHow to instantly improve your marketing and business development activities to get their attention✅ Join the discussion on LinkedIn:"Why Federal Buyers

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27:03

How to Use LinkedIn for Government Contracting...

Federal Sales and Government Contracting (Neil... ·

2024/01/22

LinkedIn is the only accepted social media platform accepted by the government. Small business government contractors with strong personal and company profiles can start building professional government contracting relationships. Today, GovCon Chamber president Neil McDonnell shows:How to find federal agencies on LinkedInHow contractors demonstrate subject matter expertise and knowledge before meeting with buyersHow government contractors can engage with federal buyers using Linkedin✅ Join the

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27:08

Create a 6 Second Government Contracting Capability...

Federal Sales and Government Contracting (Neil... ·

2024/01/22

The real purpose of a government contracting capability statement is to get you a meeting with federal buyers. Capability statements are the most important marketing tools for small business government contracting.A well-written statement will open doors and persuade government small business specialists to connect you with program officers.➣ Join the 100+ government contractors who attended our live training on LinkedIn and engage in the comment to expand your network. "The 6-Second Capability

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27:49

Beginner's Guide to Federal Agency Long-Range...

Federal Sales and Government Contracting (Neil... ·

2024/01/19

Do you know how to find and interpret federal agency Long-Range Acquisition Forecasts?LRAFs offer a wealth of market research for government contracting small business business development. Long Range Acquisition Forecasts signal anticipated business needs for each agency. ✅ Today, GovCon Chamber president Neil McDonnell shows how to identify critical information in federal agency budgets that will help their business development activities. Engage with other government contractors in today's live

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