Federal Sales and Government Contracting (Neil McDonnell)

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

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

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 ar

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 se

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

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

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

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

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

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 sec

Introduction to PEO Enterprise, the Army's Leader in Digital Transformation

Can you support Digital Transformation for the US Army? Program Executive Office Enterprise (PEO Enterprise) is at the forefront and delivers enterprise solutions drivin

How I Plan Out My RFI Response for Maximum Value and to Write for the Win

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'l

Introduction to the Federal Procurement Data System (FPDS) - Part 1

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 fir

How to Have Successful Sales Calls with Federal Buyers to Move Ops Forward

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

Understanding Department of War's New Acquisition Transformation Strategy

President Trump ordered the Department of War to overhaul the entire defense acquisition system, and they did. This new strategy affects every contractor, including smal

3 Steps I Take to Turn Industry Day Slides Into Opportunities For 2026

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: •

70+ Staffing Opportunities in Federal Agencies for You to Pursue in FY2026

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 iden

How the SBA's WOSB Certification Fails Women-Owned Small Businesses

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 rec

5 Tips for Writing Better Proposals to Federal Agencies in FY2026

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

My Step-by-Step Guide for Picking the Best Teammates in the Federal Market

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