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://youtu.be/K6__UuMvT4U

Discover more: https://www.govconchamber.com

Download free business development POC directories: https://www.govconchamber.com/sbdirectory

The FREE Directory of Federal Small Business Specialists offers direct contact info over 1,000 names, emails and phone numbers at 100+ federal agencies; PLUS 100+ large prime "Small Business Liaison Officers" (SBLOs)
________

Neil McDonnell brings 20+ years of government contracting experience. As a small business owner, he has personally won and supported government contracts for the Army, Navy, Air Force, HHS,VA, Transportation, Interior, Energy and the Executive Office of the White House.