Federal Sales and Government Contracting (Neil McDonnell)
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
Episodes
February 20, 2024 • 27 mins
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
✅ 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 ap...
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February 19, 2024 • 22 mins
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:
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...
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February 19, 2024 • 24 mins
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...
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...
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February 19, 2024 • 25 mins
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–
➣ 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 whi...
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February 19, 2024 • 25 mins
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:
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 buye...
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February 19, 2024 • 28 mins
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
✅ 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– in...
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February 14, 2024 • 24 mins
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.
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 – Bus...
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February 13, 2024 • 28 mins
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.
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...
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February 13, 2024 • 24 mins
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.
The...
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.
The...
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February 12, 2024 • 20 mins
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 vehicl...
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February 12, 2024 • 23 mins
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...
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...
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February 6, 2024 • 26 mins
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 Contrac...
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 Contrac...
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January 30, 2024 • 25 mins
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 ...
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January 30, 2024 • 27 mins
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.
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 em...
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January 30, 2024 • 26 mins
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 bus...
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 bus...
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January 24, 2024 • 26 mins
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.
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 ...
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January 23, 2024 • 26 mins
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 situation
- Why federal buyers ignore small business government contractors | Inbound reasons
- Why Federal Buyers Ignore You | Outbound reasons
- How to instantly improve your marketing and business development activities to get...
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January 22, 2024 • 27 mins
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:
Today, GovCon Chamber president Neil McDonnell shows:
- How to find federal agencies on LinkedIn
- How contractors demonstrate subject matter expertise and knowledge before meeting with buyers
- How government ...
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January 22, 2024 • 27 mins
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...
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...
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January 19, 2024 • 27 mins
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 ...
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 ...
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