Essential FY2026 Sales Strategies for Contractors Earning Over $5M

Описание: A unified approach—"one team, with one plan, chasing one goal"—is key to success. In this training, Neil McDonnell will show you how to:
• Identify agencies (or commands) that you will support in FY 2026
• Identify large and small strategic partners that can help you exceed your goals
• Clarify your core offering (what you sell) and be the SME

Proactive Sales Success:
To achieve sales success in 2026, be proactive rather than reactive and have the courage to fight FOMO (Fear Of Missing Out).

Revenue Goals:
Set a clear revenue goal for 2026 and know exactly where that revenue will come from. Plan for your revenue instead of being surprised by it.

Neil's Strategic Planning Wheel:
Neil's strategic sales wheel for 2024 (adaptable for 2026) focuses on three areas: choosing federal customers, choosing strategic partners, and clarifying what you sell.

Targeting Customers:
Focus on specific federal departments or agencies with significant budgets that align with your business offerings. Choose agencies with ample funding to ensure sufficient opportunities. Assign one person per agency to avoid spreading resources too thin.

Strategic Partners:
Federal revenue can come from prime contracting, subcontracting under small businesses, and subcontracting under large businesses. When choosing partners, ensure alignment with your target agencies and educate them on your specific plan and goals.

Determine your 2026 revenue split between prime and subcontracting efforts and convert these goals into realistic Full-Time Equivalents (FTEs).

Clarifying Your Offerings:
People tend to buy from those they know, like, and trust. Have a clear, focused offering, and niche down until it "hurts." Help everyone know exactly what you sell.

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✅ Federal Sales expert Neil McDonnell is president of the GovCon Chamber and CEO / co founder of GovCon in a Box. https://www.govconinabox.com/

Neil brings 20+ years as technology entrepreneur and federal contractor and has personally won and supported multi-million dollar contracts for Defense and Civilian agencies including:
• US Army, US Navy, and US Air Force
• Executive Office of the White House
• Departments of Education, Transportation, Interior and Energy
• Veterans Affairs and HHS and
• Large Prime contractors including Booz Allen and GDIT

✅ 𝗚𝗢𝗩𝗖𝗢𝗡 𝗶𝗻 𝗮 𝗕𝗢𝗫 | 𝗙𝗥𝗘𝗘 𝗠𝗘𝗠𝗕𝗘𝗥𝗦𝗛𝗜𝗣 | https://www.govconinabox.com
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