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
You can have similar success if you 'write for the win' during federal buyer market research.
In this training, you'll learn:
• How I my initial review of a Request for Information (RFI)
• My step-by-step process for quick planning around an outline of the page layout
• Ways I find to engage with the federal buyer before responding to an RFI or Sources Sought Notice
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Join me in this series and become an expert at using the Federal Procurement Data System (FPDS).
This is the first of a planned series about FPDS.
In this training, you'll learn:
• What FPDS is and why it is helpful to small business government contractors
• Major sections of FPDS and how they help you find opportunities
• Top information that can be found in FPDS
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At some point you must have meetings with federal buyers to have success.
In this training, you'll learn:
• Why it starts with having a clear set of objectives you want out of the meeting
• How setting a purpose gets everyone on the same page as you
• To control a meeting for your success and that of the other participants
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This new strategy affects every contractor, including small businesses.
If you want to stay ahead in FY2026, you need to know exactly what’s changing.
In this training, you'll learn:
• The biggest shifts in the Department of War’s FY2026 Acquisition Transformation Strategy
• Where the new opportunities will emerge first
• How to...
I use them as ways to identify opportunities that can be won.
In this training, you'll learn:
• What information is shared during industry days.
• How I 'scrub' industry day slide decks to find the most valuable information
• Steps I take to turn slides into opportunities
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It can seem overwhelming until you know the steps… here's mine. In this training, you'll learn:
• How I identified almost 100 'staffing' contracts to pursue in FY2026
• How I determine which are the best fit for me
• What I do after identifying opportunities that look like a good fit.
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This is not my opinion, it is a fact based on awarded contracts.
And this isn't a complaint, it's a recognition driving me to train WOSBs how to have success despite the certification.
In this training, you'll learn:
• The facts about the WOSB program
• How the SBA gaslights WOSBs
• What to do to win contracts as a woman-owned small business
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Doesn't mean you won't write a decent proposal, but it does mean you won't appear any different.
But it's not that hard to stand out from your competitors by writing better proposals.
In this training, you'll learn:
• Why starting early matters most
• Being success must begin with being clear and compliant
• Compelling requires you identifying more than explicit paint points ...
That's bad for you and them. You both end up losing too often.
Instead, team up with the best company to help you win the contract.
Of course that might sometimes be your friends, but often it really is not.
You both deserve to win more.
In this training, you'll learn:
• How to set the criteria needed for a perfect teammate on each opportunity
• Why it is important to vet possible teammates before committin...
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.G...
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 moment...
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
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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
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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
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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
___________________________________
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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 yo...
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
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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
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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 o...
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 panel...
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