Government Contracting Master Class For Business Developers

Master the skills to become the Business Developer that Government Contractors want to hire in the Federal Market

What you'll learn

Understand the Federal Market and the Role of a Business Developer

Understand the 7-Step Process for Success as a Federal Market Business Developer

Develop the Skills Needed to Become a Federal Business Developer Any Company Would Want to Join Their Team

Learn How to Sell Yourself to Federal Government Contracting Small Businesses That Will Value Your Skills as a Business Developer

Requirements

No previous business development experience needed. We'll teach you how to go from zero to hero of any company you work for as a business developer.

Description

Business to government sales (B2G) offers an exciting career path for young professionals as well as people looking for mid-career transition opportunities.  If you are already a business owner or responsible for government contracting opportunities, this course will help you get to the next level.This B2G course is designed to:Teach you How to Become the Federal Business Developer that companies want!Fast-track your knowledge and confidence to identify opportunities and build relationships that lead to federal revenue.Provide you the essential skills to start a new career in BD or improve your existing business development success.When you complete this course, you will have the knowledge, skills and confidence to:Balance a successful career with a remote lifestyleApply your highly transferable BD skills to any company (government contractor) in the federal market.Find financial security in a recession-proof marketplace of federal agency customers.Take this course to learn:What is the Federal Marketplace?Billions of dollars in small business contracts with 100s of government agenciesDiverse business development employment opportunities in B2G sales Step-by-Step Skills for Business DevelopmentResearch: The process of fully understanding a target agencyTargeting: The process of identifying the right people at agencies and teammatesOutreach: The process of building strategic relationships and having successful meetingsHow to Get a Good BD JobSell yourself and demonstrate your competence as a business developerSocial proof – showing your value to potential employersProcess: Easily find the people and networks that will land you the jobNEIL MCDONNELL is a leading thought leader, business owner and federal government sales expert.Neil's training and educational content has been viewed OVER 1 million times in 2022 alone.Now after 200+ daily LinkedIn live training sessions, Neil has designed this high-value course to teach you how to become a highly successful BD professional.

Overview

Section 1: Module 1 | Introduction to the Course

Lecture 1 Introduction to the Course

Lecture 2 Learning Objectives

Lecture 3 Course Roadmap

Lecture 4 Introduction to Neil McDonnell

Lecture 5 What You Need to Bring to the Game

Section 2: Module 2 | Federal Market Overview

Lecture 6 Module Overview

Lecture 7 What is the Federal Market?

Lecture 8 What Agencies are included in the Federal 'Marketplace'?

Lecture 9 Understanding the Federal Job Market

Lecture 10 What is Business Development?

Lecture 11 Understanding the Industry Sales Life Cycle

Lecture 12 The 7-Step Process for Federal Revenue Success

Lecture 13 How to 'Shift Left' in the Federal Acquisition Life Cycle

Lecture 14 The Three Paths to Federal Revenue

Section 3: Module 3 | Research: Understanding a Target Agency

Lecture 15 Module Overview

Lecture 16 Strategic Research | Why is this Important?

Lecture 17 What Can You Learn about an Agency?

Lecture 18 How to Research Your Target Agency

Lecture 19 Tools | Mind Mapping

Section 4: "How to" Research Agencies | Step-by-Step

Lecture 20 Use Agency Websites

Lecture 21 Use Agency Strategic Plans

Lecture 22 Use Agency Social Media

Lecture 23 Use Related Agency Strategic Plans

Lecture 24 Use Lower Office Strategic Plans

Lecture 25 Use Agency Annual Reports

Lecture 26 Use Agency Budgets

Lecture 27 Use Industry Day Briefing Slides

Lecture 28 Use Agency Industry Outreach Events

Lecture 29 Use 'Google'

Lecture 30 Use FPDS (Federal Procurement Data System)

Lecture 31 Use SAM.gov (System for Award Management)

Lecture 32 Use USA Spending

Section 5: Module 4 | Targeting: Identifying the Right People at Agencies and Teammates

Lecture 33 Module Overview

Lecture 34 What is 'Targeting''?

Lecture 35 Why Target Only One Agency?

Lecture 36 The Different Federal Market Roles

Lecture 37 Why Find the 'Right' People?

Lecture 38 10 Ways to Find the Right People

Section 6: "How to" Target Agencies | Step-by-Step

Lecture 39 Target Using Agency documents

Lecture 40 Targeting Using Agency websites

Lecture 41 Targeting Using Briefing decks

Lecture 42 Targeting Using Large Primes Contractor websites

Lecture 43 Targeting Using DSBS

Lecture 44 Targeting Using FPDS

Lecture 45 Targeting Using Google

Lecture 46 Targeting Using the GovCon Chamber

Lecture 47 Targeting Using LinkedIn

Lecture 48 Targeting Using SAM.gov

Section 7: Module 5 | Outreach: Starting and Building Strategic Relationships

Lecture 49 Module Overview

Lecture 50 Why "Outreach" is so Important

Lecture 51 'Great' versus 'Successful' Meetings

Lecture 52 Understanding Your Value in Their Eyes

Lecture 53 Tips for Initial Outreach

Lecture 54 Relationship Building is a Process

Lecture 55 Process | Schedule a Meeting

Lecture 56 Template | Call Script (for initial outreach)

Lecture 57 Template | Voicemail Script (for initial outreach)

Lecture 58 Template | Email after voicemail

Lecture 59 Template | Calendar Invite

Lecture 60 Template | Thank You for Intro Call

Section 8: "How To" Outreach | Meeting Preparation

Lecture 61 Introduction to Meeting Preparation

Lecture 62 Using a Call Plan Template

Lecture 63 Call Plan Part 1 | Write Your Meeting Objectives

Lecture 64 Call Plan Part 2 | Using an Icebreaker to Open Your Call

Lecture 65 Call Plan Part 3 | Purpose of the Call

Section 9: SPIN Selling | How to Ask the Right Questions

Lecture 66 Introduction to SPIN Selling : Asking the Right Questions

Lecture 67 How to Ask 'Situation' Questions | SPIN Selling

Lecture 68 How to Ask 'Problem' Questions | SPIN Selling

Lecture 69 How to Ask "Implication' Questions | SPIN Selling

Lecture 70 How to Ask 'Needs Payoff' Questions | SPIN Selling

Section 10: How to 'Control' Your Meetings

Lecture 71 Introduction to Meeting Control

Lecture 72 Starting and Controlling a Meeting

Lecture 73 Starting the Body of a Meeting

Lecture 74 Tips for During the Meeting

Lecture 75 Ending Meetings Effectively

Lecture 76 After the Meeting | What to Do Next

Lecture 77 After the Meeting | Saying Thanks for the Meeting

Lecture 78 After the Meeting | Send Meeting Minutes

Lecture 79 After the Meeting | Complete the Action Items (AI)

Lecture 80 After the Meeting | Connect on LinkedIn to formalize your new relationship

Section 11: Module 6 | Pipeline Development: Identifying and Qualifying Opportunities

Lecture 81 Module Overview

Lecture 82 Why a Strong Pipeline is Vital

Lecture 83 Where and How to Find Opportunities?

Section 12: Module 7 | Selling Yourself: Getting a Job in The Federal Market

Lecture 84 Module Overview

Lecture 85 How to Get Your BD Job in the Federal Market

Lecture 86 Criteria of Top Companies to Work For

Lecture 87 Strategic Tips for Getting Your BD Job

Lecture 88 Call Plan for Landing a BD Job

Lecture 89 How to Target Small Businesses (for a job)

Section 13: 'How to' Find Job Opportunities and POCs | Step-by-Step

Lecture 90 Use DSBS to Find Prospective Companies

Lecture 91 Use DSBS to Find POCs (points of contact) at Companies

Lecture 92 Use USASpending and FPDS to Find Companies

Lecture 93 Use GSA Contract Vehicles (STARS III or MAS) to Find POCs

Section 14: Module 8 | The Finish Line

Lecture 94 Next Steps for you

Lecture 95 Grow Beyond the Course with me

Section 15: RESOURCES | Key Federal Market Terms

Lecture 96 Business Development

Lecture 97 Capability Briefing Deck

Lecture 98 Capability Statement

Lecture 99 Capture Management

Lecture 100 Contract Vehicles (IDIQ)

Lecture 101 Defense / Civilian / IC

Lecture 102 Department / Agency / Command

Lecture 103 DSBS - Dynamic Small Business Search

Lecture 104 FAR - Federal Acquisition Regulations

Lecture 105 FPDS - Federal Procurement Data System

Lecture 106 Industry Days

Lecture 107 KO / CO / COS / COR - Contracting Officer

Lecture 108 Large Prime Contractors

Lecture 109 Matchmaking

Lecture 110 NDA - Non-Disclosure Agreement

Lecture 111 OSDBU - Office of Small Disadvantaged Business Utilization

Lecture 112 Program Office

Lecture 113 Proposal Management

Lecture 114 PTAC / APEX Accelerator

Lecture 115 RFI - Request for Information

Lecture 116 RFP - Request for Proposal

Lecture 117 SAM.gov - System for Award Management

Lecture 118 Small Business Professionals (SBP)

Lecture 119 Socio-economic SBA Programs | HUBZone, SDVOSB, WOSB, 8(a)

Lecture 120 Sources Sought Notices

Lecture 121 Supplier Portals

Lecture 122 Teaming Agreement (TA)

Lecture 123 Teammates / Teaming Partners / 'Competimates'

Lecture 124 UEI and CAGE Codes

Lecture 125 USASpending

Lecture 126 Vendor Outreach Sessions (VOS )

This course is for the unemployed or underemployed looking to enter a long-term career as a business developer in the federal market. It is also ideal for transitioning veterans like I was from the Army.