Federal Sales and Government Contracting (Neil McDonnell)

5 Types of Federal Buyers Small Business Contractors Will Meet

In today's 25 minute high-value training, GovCon Chamber president Neil McDonnell helps small business owners understand five different types of federal buyers they will encounter.

✅ Today's Topics:

Who are the 5 types of federal buyers?
The Relationship Bell Curve
Why 'Targeting' is vital to finding all 5 types of federal buyers

5 TYPES OF BUYERS

✅ Innovators
✅ Early Adopters
✅ Early Majority
✅ Late Majority
✅ Laggards

In the federal market, there are many people who will influence your success. You must understand the roles they play and how they will help you advance your sale.

Focuses of Receptivity (FR)
The people willing to help you learn about and navigate their organization
Focuses of Dissatisfaction (FD)
Program office personnel who have the actual need and define the requirements of your ideal opportunity
Focuses of Power (FP)
People who say whether you get a contract with their agency

✅ See the training slides on YouTube
5 Types of Federal Buyers Every Small Business Must Find
3 Types of People Who Will Influence Your Federal Contracting Success

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HOST | Neil McDonnell, president GovCon Chamber of Commerce
Small business owners trust Neil to show them HOW to earn federal government contracts and subcontracts.
A passionate 'evangelist' for business development in the federal marketplace, Neil has helped 1000s of small business contractors collectively win over $3B (federal contract value)
Neil's Daily LinkedIn Live and YouTube training have been viewed over 1 Million x.

🔥 "Become the Federal Business Developer that Companies Want!" (Master Course)
Fast-track your knowledge, network and career skills
Ideal for young professionals and career transition

#experiencematters

As B2G technology business owner for 25+ years, Neil successfully won contracts worth hundreds of millions for the Department of Defense and civilian agencies, including ...
US Army • US Navy • US Air Force • HHS • VA • White House
Departments of Education, Transportation, Interior and Energy
plus numerous large prime contractors
Broadcast on:
18 Aug 2023