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
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...
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...
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
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During '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 ...
One 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 governme...
Government 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 business
- Where you can find the b...
One 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 buyers
- What you can do in the first meeting to guarantee the second meeting
- What you can do after the first meeting to land a second me...
If 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...
Success 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 McD...
Is 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 shift...
Small businesses can still find government contracting success under the new Trump Administration in 2025. Plan now to review and adapt your strategies and relationships. Government efficiency will be the battle cry of this administration so you need to be able to demonstrate you can be cost-efficient, time-efficient, and provide critical value at the best cost.
✅ In this Trai...
This will be the most important government contracting training you ever watch! Being a subcontractor is a great way to pursue opportunities you normally could not.
✅ In this Training, GovCon Chamber president Neil McDonnell discusses:
- Three ways to earn federal revenue
- Why do billion-dollar government contractors subcontract under other large and small businesses
- What it really mea...
Is your Capability Statement killing your chances of working with federal agencies? Government contractors need to analyze yours and I'll show you how to do this before 2025.
✅ In this Training, GovCon Chamber president Neil McDonnell explains:
- The top mistakes small businesses make in their Capability Statements
- How to quickly fix the mistakes and get ready for 20...
Federal buyers follow a formal buying/acquisition process and knowing the difference between an RFI and an RFP will allow you to properly prepare to take advantage of each.
✅ In this Training, GovCon Chamber president Neil McDonnell discusses:
- What is an RFI-Request for Information
- What is an RFP- Request for Proposal
- What are the differences between RFI vs RFP respon...
Working with small business winners in your target agency is one of the easiest ways to land opportunities.
You can build relationships that will lead to future teaming, or perhaps even lead to supporting current contracts they have.
✅ In this Training, GovCon Chamber president Neil McDonnell explains:
- Why it is important to build relationships with small business prime contractors ...
Are you a small business struggling to win government contracts? Let’s unlock the secret to a winning capability statement!
Remember – the primary purpose for a Capability Statement is to land meetings with federal buyers. Use our framework to create a capability statement that will help you stand out from the competition.
✅ In this training, GovCon Chamber president N...
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