Small Business Success Tips

Selling to a federal agency requires a different understanding compared to selling to a large prime contractor. Basically, they evaluate on different criteria so you have to adapt. In this 'live' training session, GovCon Chamber of Commerce president Neil McDonnell shows how to prepare for #sales meetings depending on who you are talking with. Who are the stakeholders? 1. Small Business Teaming partners, Large Business Teaming partners and Federal agencies. The main small business stakeholders include Owners and Business Development / Capture person 2. Large Business Teaming stakeholders include: Senior Business Developers (often retired military); Capture Lead (focused on single opportunity, Proposal Managers and the Contract Vehicle program managers. 3. Federal Agency Customer: Acquisition-related people (ie Contract Officers "how they are buying"); Program Managers ("what they are buying", the scope of the opportunity)Watch the video on YouTube for complete notes: https://yo