Small Business Success Tips

✅ In today's live training Neil McDonnell focuses on Capture Management, the 2nd phase of the government contracting sales process.•• Refer to the slides on YouTube here✅ TODAY'S TOPIC

✅ In today's live training, Neil McDonnell focuses on Business Development (BD), the 1st phase of the 3 Phase Sales Process for Government Contracting. Business development is the process of developing agency awareness, building relationships, and identifying opportunities.• SLIDES are available on YouTube : https://youtu.be/mKQy_eatFpg ✅ LEARN –

Small businesse government contracting in the federal market is not complicated once you understand the process. Today GovCon Chamber president Neil McDonnell reviews the basics to get you started on the path to federal revenue. ✅ HOW TO GET STARTED

The first step of business development is to understand the government agency better than almost anyone else. In today's training, I'll show you–

Government agencies (ie HHS, State Department, and Navy) use events as opportunities to meet face to face with prospective contractors from a variety of industries.Today, GovCon Chamber president Neil McDonnell explains to small business government contractors AND federal agency leaders :Why the typcial federal agency matchmaking events are a waste of time and moneyThe problems with having the wrong people on either side of the tableHow to improve #matchmaking events to getpositive outcomes for both government and industry–––––––––––––––––––––––––HOST | Neil McDonnell, president GovCon Chamber of CommerceSmall business owners​ trust Neil to​ show them HOW to earn federal government contracts and subcontracts.​A passionate 'evangelist' for business development​ in the federal marketplace, Neil has helped 1000s of small business contractors collectively win over $3B (federal contract value)Neil's Daily LinkedIn Live and YouTube training have been viewed over 1 Million x.​ ​

To have positive results from a government matchmaking event for federal contractors, you need to strategically plan and prepare.In today's live training, GovCon Chamber president Neil McDonnell shows small business government contractors how to:

Government matchmaking events are opportunities for small business contractors to build relationships with government buyers that lead to federal revenue.Government agencies (ie HHS, State Department, and Navy) use events to meet face to face with prospective contractors from a variety of industries.Today GovCon Chamber president Neil McDonnell explains how to –

Government matchmaking events are opportunities for small business contractors to build relationships with government buyers that lead to federal revenue.Many government agencies (ie HHS, State Department, and Navy) use events to meet face to face with prospective contractors from a variety of industries.Today GovCon Chamber president Neil McDonnell explains how –

There are 3 stages for federal sales.Business Development is the process of understanding an agency, building relationships, and finding opportunitiesCapture Management is the process of shaping the technical requirements and acquisition approach on a single opportunityProposal Management is the process of writing a 'Winning Proposal' for any 'Slam Dunk' Opportunities Great capture managers have these 3 skills –can start and build relationshipscan shape opportunities to increase the opportunities for winning.use basic project management skills–––––––––––––––––––––––––HOST | Neil McDonnell, president GovCon Chamber of CommerceSmall business owners​ trust Neil to​ show them HOW to earn federal government contracts and subcontracts.​A passionate 'evangelist' for business development​ in the federal marketplace, Neil has helped 1000s of small business contractors collectively win over $3B (federal contract value)Neil's Daily LinkedIn Live and YouTube training have been viewed over 1 Million x.​ ​

Government agencies use matchmaking events to meet face to face with prospective small business contractors from a variety of industries.These events are opportunities to build relationships that lead to federal revenue. It is important to have a plan – especially if you are introverted and uncomfortable in such situations.Today GovCon Chamber of Commerce president Neil McDonnell discusses –

Join me in this training and learn some tips to make cold calling easier.How to create some simple scripts and templates to useHow to build a target list of people you want to reach out to* See the visuals on the YouTube replay | https://youtu.be/1_YWHqtFlso –––––––––––––––––––––––––HOST | Neil McDonnell, president GovCon Chamber of CommerceSmall business owners​ trust Neil to​ show them HOW to earn federal government contracts and subcontracts.​A passionate 'evangelist' for business development​ in the federal marketplace, Neil has helped 1000s of small business contractors collectively win over $3B (federal contract value)Neil's Daily LinkedIn Live and YouTube training have been viewed over 1 Million x.​ ​

Federal agencies depend on small businesses that have innovative products and approaches.Today, GovCon Chamber president Neil McDonnell explains – which federal agencies spend the most on innovation what offices and agency programs want to hear from innovators like you how to find teaming partners that can help you introduce your innovative products to their customers–––––––––––––––––––––––––HOST | Neil McDonnell, president GovCon Chamber of CommerceSmall business owners​ trust Neil to​ show them HOW to earn federal government contracts and subcontracts.​A passionate 'evangelist' for business development​ in the federal marketplace, Neil has helped 1000s of small business contractors collectively win over $3B (federal contract value)Neil's Daily LinkedIn Live and YouTube training have been viewed over 1 Million x.​ ​

Today, GovCon Chamber president Neil McDonnell explains how agency buyers for the federal government search for small business government contractors. He'll explain how to –increase your visibility to the right contracting peoplecreate a keyword-rich DSBS profile to help you rise above your competitorsget selected for a federal buyer's shortlistturn your small business contracting profile in DSBS into your most important marketing asset – Dynamic Small Business Search database)

When you meet with a federal agency buyer, you need to focus on your customer's mission, challenges and goals. Don't waste precious time burying them in details about your company.​Be 'brief'.An effective capabilities briefing deck for government contracting is actually a "brief" – a tool that starts the conversation going in the right direction. Today GovCon Chamber president Neil McDonnell explains how to properly and effectively create and present your capabilities briefing deck.An effective Small Business Capabilities Briefing Deck will –

All small businesses are eligible to compete for 'Full & Open' federal government contracts? In this training, Neil McDonnell explainshow winning F&O contracts will make you more competitive during set asideswhat you need to have in place to be competitive on the full & open opportunitieswhy F&O is vital for successfully graduating from 8(a) and small business–––––––––––––––––––––––––HOST | Neil McDonnell, president GovCon Chamber of CommerceSmall business owners​ trust Neil to​ show them HOW to earn federal government contracts and subcontracts.​A passionate 'evangelist' for business development​ in the federal marketplace, Neil has helped 1000s of small business contractors collectively win over $3B (federal contract value)Neil's Daily LinkedIn Live and YouTube training have been viewed over 1 Million x.​ ​

To succeed as a government contractor in the federal market, your business development process must include strategic social selling. Social selling is how we behave online rather than to in-person, proactively engaging in order to expand our networks and raising our visibilities.In this audio of today's LinkedIn live training session, GovCon Chamber president Neil McDonnell explains–

For today's episode, Neil McDonnell sat down with Matt Burkett, Director of Small Business Programs at Naval Surface Warfare Center Crane in Indiana to learn–what NSWC Crane procures through its roughly $1.2B in contract spendwhat NSWC Crane needs from Small Businesseshow to hear about opportunities early in the acquisition processGUEST BIO | Naval Surface Warfare Center Crane (NSWC) Director of Small Business Programs Matt Burkett.His extensive experience as a contracting officer gives him a unique perspective of what small businesses are doing right and how to improve.Matt helps businesses learn to do business with the Navy and works with contracting personnel to help shape requirements to incorporate small businesses as both prime contractors and subcontractors. He is the single point of contact for NSWC Crane for all small business matters.There are 200+ acquisition personnel, but all initial contact goes through Matt.–––––––––––––––––––––––––HOST | Neil McDonnell, president GovCon Chamber of CommerceSma

The #8(a) certification is a 'Golden Ticket' - but only if you make it work for you. More than half of 8(a) firms either don't win a contract at all, or crash and burn after their 9th year. In this training, Neil McDonnell explainsWhen to pursue the 8(a) certificationHow to maximize your 'wins' while an 8(a) small businessHow to plan for 8(a) graduation from year one to ensure continued growth–––––––––––––––––––––––––HOST | Neil McDonnell, president GovCon Chamber of CommerceSmall business owners​ trust Neil to​ show them HOW to earn federal government contracts and subcontracts.​A passionate 'evangelist' for business development​ in the federal marketplace, Neil has helped 1000s of small business contractors collectively win over $3B (federal contract value)Neil's Daily LinkedIn Live and YouTube training have been viewed over 1 Million x.​ ​

Business development to land federal government contracts requires you to get in the door, build relationships and find opportunities. In this training, GovCon Chamber president Neil McDonnell provides a step-by-step guide for doing BD the right way–the predictable repeatable steps followed by successful business developershow to build new relationships in your target agencieshow to find opportunities that your company can win–––––––––––––––––––––––––HOST | Neil McDonnell, president GovCon Chamber of CommerceSmall business owners​ trust Neil to​ show them HOW to earn federal government contracts and subcontracts.​A passionate 'evangelist' for business development​ in the federal marketplace, Neil has helped 1000s of small business contractors collectively win over $3B (federal contract value)Neil's Daily LinkedIn Live and YouTube training have been viewed over 1 Million x.​ ​

There are hundreds of thousands of potential federal buyers and teammates in the federal marketplace. In this episode, Neil McDonnell tells small business contractors how to –be 'findable' when buyers come looking for companies like yoursspeak the buyer's language to land a meetingcreate marketing assets to reach federal buyersJoin us on LinkedIn for daily live tips to improve you government contracting sales skillshttps://www.linkedin.com/pulse/2023-federal-sales-training-neil-mcdonnell/–––––––––––––––––––––––––HOST | Neil McDonnell, president GovCon Chamber of CommerceSmall business owners​ trust Neil to​ show them HOW to earn federal government contracts and subcontracts.​A passionate 'evangelist' for business development​ in the federal marketplace, Neil has helped 1000s of small business contractors collectively win over $3B (federal contract value)Neil's Daily LinkedIn Live and YouTube training have been viewed over 1 Million x.​ ​