Intro to Government Contracting Sales

Intro to Government Contracting Sales

There are three terms in federal sales that you’ll need to know: Business Development; Capture; and Proposal Writing.

Business Development, more often called BD, is a focused approach into one agency. For example, if you’re target customer is the U.S. Coast Guard, then BD is about truly understanding the Coast Guard and identifying any opportunities at that agency.

If BD is about identifying all opportunities at the Coast Guard, then Capture is about shaping a single opportunity to increase your chances of winning.

The third term in GovCon sales, Proposal writing, is about providing the very best answer among your competition to the government’s question, “Why should we pick you?”

With these three terms in mind, let’s look at the GovCon sales process in a visual diagram.

FBO and FPDS are now at https://beta.sam.gov/
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ABOUT NEIL MCDONNELL | GovCon Chamber of Commerce
https://www.govconchamber.com/
https://www.linkedin.com/in/neil-mcdonnell/

“Government Contracting is NOT a Secret...
it's just a Process.” – Neil McDonnell

Small Business entrepreneur Neil McDonnell is a passionate Speaker, Trainer and Author dedicated to the success of small businesses selling to the federal government. Neil helps businesses understand the crucial key steps to establish their path and profile in the GovCon space and win government contracts.

In 2018, Neil created the HUBZone Chamber of Commerce to stop a 10 year downward trend for the HUBZone Program and increased performance by 24% over the previous year. This represented $3 Billion more dollars going to HUBZone small businesses in FY18 over FY17. That historic success has evolved into the GovCon Chamber of Commerce serving all small biz federal contractors.

Neil welcomes all questions whether you are experienced in government contracting or just getting started; whether your small business needs help registering in the System for Awards Management / SAM.gov, need advice about your Capability Statement or need more in-depth guidance and insights.

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