Federal Sales and Government Contracting (Neil McDonnell)

By Neil McDonnell–GovCon ChamberBusiness Government Marketing

Federal Sales and Government Contracting (Neil McDonnell) episodes

January 14 How To Be Unforgetable To Federal Buyers and Other Government Contractors
Are you making it hard for me to refer you? Or remember you?

You need to make it so easy to remember what you do… in just 3-4 words.

Can you do that?

Join me and I'll show you how.

In this training, you'll learn:

• The power of known for one thing

• How FOMO (fear of missing out) kills your chances for success

• Steps to become unforgettable in federal buyer eyes and with your potential teammates
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👀 Follow me (Neil McDonnell) on LinkedIn™ and hit the 🔔 on my profile to see more government contracting content like 43,437 other people do.
33 min
January 13 Why Large Prime Contractors DON'T Pay Subcontractors | with Kate Ostdiek
Are you leaving money on the table as a subcontractor?

Too often small business are when working with large primes

But this is a known risk with subcontractors that can be easily avoided.

Kate Ostdiek joins me to talk about post award and how to make sure you get the money you deserve.

In this training, you'll learn:

• Steps to take to avoice prime contractors not paying you what they should

• Why large prime federa contractors don't pay small businesses

• How to train your staff to avoid mistakes that lead to non-payment
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👀 Follow me (Neil McDonnell) on LinkedIn™ and hit the 🔔 on my profile to see more government contracting content like 43,437 other people do.
31 min
January 12 Federal Buyers Don't Buy from the Best… They Buy from Those Who Show Up
We often think federal buyers buy from the best.

That's just not the truth…

They buy from the best of those who show up during their market research.

It's vital you are visible wherever federal buyers or possible teammates look.

In this training, you'll learn:

• When federal buyers search for small business government contractors

• Where federal buyers look to find small business vendors

• How federal buyers choose which small businesses to meet with
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👀 Follow me (Neil McDonnell) on LinkedIn™ and hit the 🔔 on my profile to see more government contracting content like 43,437 other people do.
32 min
January 05 Introduction to the Defense Contract Management Agency (DCMA)
DCMA authorizes $1B daily payments to contractors.

Every day, DCMS delivers 1.5M+ items to U.S. military forces.

If you support the War Department and/or US military services like the Army, Navy and Air Force, then understand who supports them.

In this training, you'll learn:

• What the Defense Contract Management Agency (DCMA) does and why they exist

• How DCMA is organized to support its mission partners

• Top reasons small businesses should understand DCMA's impact on their future success
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👀 Follow me (Neil McDonnell) on LinkedIn™ and hit the 🔔 on my profile to see more government contracting content like 43,332 other people do.
31 min
December 12, 2025 10 FPDS Tactics Every Federal Government Contractor Should Know
Every opportunity leaves a trail.

Every buyer has a pattern, and every prime has a history.

FPDS shows you all of it if you know where to look.

Let me show you my top 10 FPDS tips for uncovering revenue.

In this training, you'll learn:

• How FPDS searches really work; the fields, filters, and tactics most people overlook

• Discover the FPDS data that reveals buyers, primes, competitors, and expiring contracts

• Walk away with 10 actionable FPDS workflows you can use tomorrow to find revenue
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👀 Follow me (Neil McDonnell) on LinkedIn™ and hit the 🔔 on my profile to see more government contracting content like 42,684 other people do.
32 min
December 11, 2025 How to Pick the ONE Federal Agency That Can Grow Your GovCon Business
If sales are lagging, it’s usually not your product, it’s your focus.

Selling to multiple federal agencies spreads you too thin, confuses buyers, and kills your pipeline.

The fastest way to grow as a small business is to pick one agency and dominate it.

Let me show you how to pick that agency.

In this training, you'll learn:

• Understand why selling to multiple agencies is killing your federal sales efforts

• Learn where to start (e.g., VA, DoD, DHS, HHS, or a sub-agency) based on your core competency and past experience

• See how to validate your choice using real data (buyers, vendors, opportunities, and competition)
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🔥 Join 27,326 others and subscribe to our GovCon newsletter | https://lnkd.in/es6qfwgk

👀 Follow me (Neil McDonnell) on LinkedIn™ and hit the 🔔 on my profile to see more government contracting content like 42,684 other people do.
32 min
December 10, 2025 Fastest Way to Find 200 People Who Can Help You Win in the Federal Market
My customer was feeling lost on who to call in the VA.

Here's exactly how I helped her build a list of 200 people.

These are folks from the government and industry who can help, guide, introduce or even buy.

These are the people who will get her in the door to have sales meetings.

In this training, you'll learn:

• The exact method I use to build a 200-person VA target list in under 30 minutes

• Discover where the real VA stakeholders “live”, like buyers, influencers, teammates, and partners

• Walk away with a copy-ready blueprint to build your own 200-person list for any agency
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🔥 Join 27,326 others and subscribe to our GovCon newsletter | https://lnkd.in/es6qfwgk

👀 Follow me (Neil McDonnell) on LinkedIn™ and hit the 🔔 on my profile to see more government contracting content like 42,684 other people do.
34 min
December 09, 2025 My 7-Step Process for Federal Revenue Success as a Small Business GovCon
Do you ever feel lost in federal sales?

It's probably because you are not following a process.

When you follow a proven process, you'll have repeatable and predictable results.

You should expect that in your sales efforts.

In this training, you'll learn:

• The simple 7-step process that removes chaos from federal sales

• Discover which step is currently blocking your revenue, and how to fix it

• Walk away with a clear roadmap to grow federal revenue in FY2026
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🔥 Join 27,523 others and subscribe to our GovCon newsletter | https://lnkd.in/es6qfwgk

👀 Follow me (Neil McDonnell) on LinkedIn™ and hit the 🔔 on my profile to see more government contracting content like 43,005 other people do.
32 min
December 08, 2025 Stop Selling Your Solution Before a Federal Buyer Admits There's a Problem
You can't sell if federal agencies don't have a problem.

But YOU know they have a problem your product or service can solve.

So, you need to start by helping them ADMIT they have a problem.

In this training, you'll learn:

• Learn why federal buyers won’t care about your solution until THEY admit a problem exists

• Discover the exact questions that move a buyer from unaware, to problem aware, to ready to engage

• Walk away with a repeatable conversation flow that opens doors, builds trust, and creates demand
___________________________________

🔥 Join 27,603 others and subscribe to our GovCon newsletter | https://lnkd.in/es6qfwgk

👀 Follow me (Neil McDonnell) on LinkedIn™ and hit the 🔔 on my profile to see more government contracting content like 43,087 other people do.
32 min
December 02, 2025 Searching Federal Procurement Data System (FPDS) for Government Contracts
FPDS is one of the most valuable tools in your toolbox.

Join me in this series and become an expert at using the Federal Procurement Data System (FPDS).

This is the second of a planned series about FPDS.

In this training, you'll learn:

• Why searching FPDS is vital to your sales success as a government contractor

• Basic search techniques to find 'slam dunk' opportunities you can pursue

• Advanced search criteria to narrow your search results
___________________________________

🔥 Join 27,523 others and subscribe to our GovCon newsletter | https://lnkd.in/es6qfwgk

👀 Follow me (Neil McDonnell) on LinkedIn™ and hit the 🔔 on my profile to see more government contracting content like 43,005 other people do.
32 min

About Federal Sales and Government Contracting (Neil McDonnell)

From the publisher's feed

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…