Federal Sales and Government Contracting (Neil McDonnell)

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
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Can you support Digital Transformation for the US Army?

Program Executive Office Enterprise (PEO Enterprise) is at the forefront and delivers enterprise solutions driving Army dominance.

In this training, you'll learn:

• What PEO Enterprise is and how it is organized

• Top priorities and key challenges industry can support

• How to request meetings with key leaders within PEO Enterprise
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I have won many contracts by responding to an RFI.

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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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 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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Don't get caught in a reserch whirlpool.

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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President Trump ordered the Department of War to overhaul the entire defense acquisition system, and they did.

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 position your company to benefit from these changes
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Federal buyers like AFLCM, use Industry Days to tell us what they need.

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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Finding staffing contracts in federal agencies is a process

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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The WOSB Program should deliver value to WOSBs… but it does not.

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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...

If you do what all your competitors do, you'll be an also ran.

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 or objectives
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Stop teaming with your friends!

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 committing

• Establish a written agreement early on all...

SAM.Gov is the foundational tool for government contracting.

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.Gov to never miss an opportunity
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I get it. It sucks that the federal government is shut down.

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 momentum, not funding, is your greatest advantage
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Some of the most helpful tools for GovCons are on GSA's site.

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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Most proposals sound the same in the federal market.

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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I just returned from two, back-to-back Defense focused events.

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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Federal buyers and teammates are stalking you online.

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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I know it can seem like there's nothing we can do while the government is shut down, but that's not the case.

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 you can keep doing to increase your chances of coming out on top
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As a government contractor, you'll meet so many people.

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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If you do not specialize, you will not succeed.

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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Everyone says you need to meet with federal buyers and teammates?

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 or teammate

• My process for getting the me...

AUSA 2025 is the must-attend event for anyone in the defense sector.

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 panelists

• How to engage with the...

The Navy is one of the largest buyers in the federal government, awarding billions in contracts every year to businesses of all sizes.

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 build relationships

• Best practices for outreach and capability statements tailored to US Navy

WOSBs should not wait for federal agencies.

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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How to Get Federal Agencies to Use Your GSA Contract Vehicle for GovCons

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 to federal agency contracting officersSigns an agency would be open to using you GSA MAS for their requirementSteps you...

RFI and Sources Sought How to Avoid the Black Holes

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 government contractorsHow to ‘write for the win’ to increase your chances of winning a contractWhy your response go into a...

25 Best Federal Government Contracts for 2025 - Steps to Find Your Top Opportunities

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 businessWhere you can find the best contractsWhen you should add these opportunities into your sales pipeline✅ Join us on LinkedIn to build your network and engag...

How to Get a Second Meeting with Federal Buyers for Small Businesses

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 buyersWhat you can do in the first meeting to guarantee the second meetingWhat you can do after the first meeting to land a second meeting✅ Join us on LinkedIn to build your network and engaging other in the largest Gove...

7 Easy Steps to Land Federal Buyer Meetings for Government Contractors

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 to RFPsWhere meetings fall into my 7-Step Process for Federal Revenue SuccessWhat are the steps you can take to la...

Build Air Force Government Contracting Relationships for 2025

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 McDonnell discusses:
The 3 points of entry (roles) into the Air ForceBest email framework to use that will get a res...

Best Federal Agencies for GovCons in a Trump Administration in 2025

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 shifts might affect projects and opportunities across federal departmentsHow to discover which agencies will be most aligned to your companyUnderstand which agencies are best positioned for contracting under the Trump Administration, particularly in...

How to Plan for 2025 Success Under a Trump Administration

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 Training, GovCon Chamber president Neil McDonnell discusses:
Understanding how every new administration brings changes in federal spending and priorities.Strategies for small businesses to...

Win Federal Contracts as a Subcontractor in FY2025

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 revenueWhy do billion-dollar government contractors subcontract under other large and small businessesWhat it really means to subcontractTips for increasing your chances of getting on a team to subcontract
✅ Join us on LinkedIn to build your network and engaging other in t...

What's Wrong with Your Capability Statement and How to Fix for 2025

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 StatementsHow to quickly fix the mistakes and get ready for 2025Steps you should take after you fix your Capability Statement that will help land meetings✅ Join us on LinkedIn to build your network and...

Difference Between an RFI vs RFP for Federal Government Contracts

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 InformationWhat is an RFP- Request for ProposalWhat are the differences between RFI vs RFP responsesLearn the importance of responding to Requests for Information (RFIs), Requests for Proposals (RFPs), and Sources Sought Notices and provides tips and best pr...

Build Relationships with SMALL Prime Contractors

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 in your target agencyHow those relationships can get you onto existing contractsWhen is the right time to build these relationshipsHow to identify the rig...

Write the Best GovCon Capability Statement to Get Meetings in 2025

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 Neil McDonnell explains:
How to communicate successfully with just a single page Capability StatementWhat are the critical elements to include (and leave...

Federal Contract Spending in the New Trump Administration

As a Government Contractor, you'll want to gain an understanding of how shifts in administration impact federal spending and contract opportunities. This session will explore the possible directions of federal spending priorities in 2025 under the Trump Administration and what they mean for government contractors.

✅ In this Training, GovCon Chamber president Neil McDonnell discusses:
How changes in executive priorities may shape agency budgets and contract opportunitiesWhich sectors are likely to see increases or decreases in spendingHow to research agency priorities and spending to see ho...

How a Trump Presidency Could Impact Government Contracting

There will be significant changes to government contracting and federal spending priorities in 2025 under the new Trump Administration. 

The proposed DOGE idea, a Department of Government Efficiency, indicates that everything will be under review. How will the new Trump Presidency impact government contracting? What does the evidence tell us?

✅ In this Training, GovCon Chamber president Neil McDonnell discusses:
How executive priorities shape agency budgets and contract opportunitiesWhich sectors are likely to see increases or decreases in spendingHow to research age...

How Federal Buyers Search for Small Business Government Contractors

Federal buyers want to find small business government contractors to support their needs. But if they can't find you, then how can they buy from you?

✅ In this Training, GovCon Chamber president Neil McDonnell explains:
What is market research and why do federal buyers do itWhere federal buyers look for small businesses like yoursHow federal buyers decide whether to meet with you✅ Join us on LinkedIn to build your network and engaging other in the largest Government Contracting comm...