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  • Why Large Prime Contractors DON'T Pay Subcontractors | with Kate Ostdiek

    Why Large Prime Contractors DON'T Pay Subcontractors | with Kate Ostdiek
    Jan 13 2026
    Are you leaving money on the table as a subcontractor?

    Too often small business are when working with large primes

    But this is a known risk with subcontractors that can be easily avoided.

    Kate Ostdiek joins me to talk about post award and how to make sure you get the money you deserve.

    In this training, you'll learn:

    • Steps to take to avoice prime contractors not paying you what they should

    • Why large prime federa contractors don't pay small businesses

    • How to train your staff to avoid mistakes that lead to non-payment
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    31 Min.
  • Federal Buyers Don't Buy from the Best… They Buy from Those Who Show Up

    Federal Buyers Don't Buy from the Best… They Buy from Those Who Show Up
    Jan 12 2026
    We often think federal buyers buy from the best.

    That's just not the truth…

    They buy from the best of those who show up during their market research.

    It's vital you are visible wherever federal buyers or possible teammates look.

    In this training, you'll learn:

    • When federal buyers search for small business government contractors

    • Where federal buyers look to find small business vendors

    • How federal buyers choose which small businesses to meet with
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    32 Min.
  • Introduction to the Defense Contract Management Agency (DCMA)

    Introduction to the Defense Contract Management Agency (DCMA)
    Jan 5 2026
    DCMA authorizes $1B daily payments to contractors.

    Every day, DCMS delivers 1.5M+ items to U.S. military forces.

    If you support the War Department and/or US military services like the Army, Navy and Air Force, then understand who supports them.

    In this training, you'll learn:

    • What the Defense Contract Management Agency (DCMA) does and why they exist

    • How DCMA is organized to support its mission partners

    • Top reasons small businesses should understand DCMA's impact on their future success
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    31 Min.
  • 10 FPDS Tactics Every Federal Government Contractor Should Know

    10 FPDS Tactics Every Federal Government Contractor Should Know
    Dec 12 2025
    Every opportunity leaves a trail.

    Every buyer has a pattern, and every prime has a history.

    FPDS shows you all of it if you know where to look.

    Let me show you my top 10 FPDS tips for uncovering revenue.

    In this training, you'll learn:

    • How FPDS searches really work; the fields, filters, and tactics most people overlook

    • Discover the FPDS data that reveals buyers, primes, competitors, and expiring contracts

    • Walk away with 10 actionable FPDS workflows you can use tomorrow to find revenue
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    👀 Follow me (Neil McDonnell) on LinkedIn™ and hit the 🔔 on my profile to see more government contracting content like 42,684 other people do.
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    31 Min.
  • How to Pick the ONE Federal Agency That Can Grow Your GovCon Business

    How to Pick the ONE Federal Agency That Can Grow Your GovCon Business
    Dec 11 2025
    If sales are lagging, it’s usually not your product, it’s your focus.

    Selling to multiple federal agencies spreads you too thin, confuses buyers, and kills your pipeline.

    The fastest way to grow as a small business is to pick one agency and dominate it.

    Let me show you how to pick that agency.

    In this training, you'll learn:

    • Understand why selling to multiple agencies is killing your federal sales efforts

    • Learn where to start (e.g., VA, DoD, DHS, HHS, or a sub-agency) based on your core competency and past experience

    • See how to validate your choice using real data (buyers, vendors, opportunities, and competition)
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    32 Min.
  • Fastest Way to Find 200 People Who Can Help You Win in the Federal Market

    Fastest Way to Find 200 People Who Can Help You Win in the Federal Market
    Dec 10 2025
    My customer was feeling lost on who to call in the VA.

    Here's exactly how I helped her build a list of 200 people.

    These are folks from the government and industry who can help, guide, introduce or even buy.

    These are the people who will get her in the door to have sales meetings.

    In this training, you'll learn:

    • The exact method I use to build a 200-person VA target list in under 30 minutes

    • Discover where the real VA stakeholders “live”, like buyers, influencers, teammates, and partners

    • Walk away with a copy-ready blueprint to build your own 200-person list for any agency
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    34 Min.
  • My 7-Step Process for Federal Revenue Success as a Small Business GovCon

    My 7-Step Process for Federal Revenue Success as a Small Business GovCon
    Dec 9 2025
    Do you ever feel lost in federal sales?

    It's probably because you are not following a process.

    When you follow a proven process, you'll have repeatable and predictable results.

    You should expect that in your sales efforts.

    In this training, you'll learn:

    • The simple 7-step process that removes chaos from federal sales

    • Discover which step is currently blocking your revenue, and how to fix it

    • Walk away with a clear roadmap to grow federal revenue in FY2026
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    32 Min.
  • Stop Selling Your Solution Before a Federal Buyer Admits There's a Problem

    Stop Selling Your Solution Before a Federal Buyer Admits There's a Problem
    Dec 8 2025
    You can't sell if federal agencies don't have a problem.

    But YOU know they have a problem your product or service can solve.

    So, you need to start by helping them ADMIT they have a problem.

    In this training, you'll learn:

    • Learn why federal buyers won’t care about your solution until THEY admit a problem exists

    • Discover the exact questions that move a buyer from unaware, to problem aware, to ready to engage

    • Walk away with a repeatable conversation flow that opens doors, builds trust, and creates demand
    ___________________________________

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    32 Min.