Learning how to sell to the federal government

This week on Amtower Off Center, host Mark Amtower is joined by Neil McDonnell, founder and president of the GovCon Chamber of Commerce, a small contractor SME and advisor.

Topics addressed include:

• Why subcontracting should precede prime contracting for small contractors until they reach a certain income level
• The value of strategic relationships in GovCon
• Why Neil only works Fed, not SLED, and why he encourages newbies and small contractors to focus on a single point of entry (office or operating division)
• The value of LinkedIn for sharing info, building relationships and getting on the radar