Federal Sales and Government Contracting (Neil McDonnell)

Hosted by Neil McDonnell–GovCon Chamber

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Episodes

296

Latest episode

Jan 2026

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About the show

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

Listen to episodes

60 recent

January 14, 202632 min

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___________________________________🔥 Join 27,835 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 43,437 other people do.

January 13, 202631 min

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 primesBut 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___________________________________🔥 Join 27,835 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 43,437 other people do.

January 12, 202631 min

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___________________________________🔥 Join 27,835 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 43,437 other people do.

January 5, 202630 min

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___________________________________🔥 Join 27,800 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 43,332 other people do.

December 12, 202531 min

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___________________________________🔥 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.

December 11, 202531 min

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)___________________________________🔥 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.

December 10, 202533 min

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___________________________________🔥 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.

December 9, 202531 min

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___________________________________🔥 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.

December 8, 202531 min

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.

December 2, 202531 min

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.