Neil McDonnell
Government Contracting Expert • GovCon Keynote Speaker • Federal Sales Trainer
President, GovCon Chamber of Commerce • Founder, CallPlan.ai • Co-Founder, GovCon in a Box
Neil McDonnell is a leading government contracting expert, GovCon keynote speaker, and federal sales trainer who teaches small businesses and agencies how federal buyers think, how market research works, and how relationships drive contract success. He is known for simplifying the federal sales process into clear, repeatable steps.
A Short Introduction
Neil McDonnell is one of the most trusted voices in government contracting. A 25-year technology government contractor, Army Ranger veteran, and federal sales trainer, he has delivered more than 700 LinkedIn Live sessions and helped thousands of small businesses understand how federal buyers think—and how real relationships lead to federal contracts.
As a GovCon keynote speaker, Neil is known for clarity, energy, and practical instruction that connects agencies, primes, and small businesses. His work strengthens communication across the federal market and gives small businesses—especially 8(a), WOSB, HUBZone, and veteran-owned firms—the tools they need to compete and succeed.
“Neil ranks among the GOATs in federal government contracting. His impact has benefited thousands.”
—Austin Burson, CEO, Panther Defense
Neil McDonnell Makes Business Development Easy to Understand
From Silicon Valley to the Pentagon—from Army Ranger to technology advisor for three-star generals—Neil’s 25-year journey spans technology delivery, professional services government contracting, and hands-on federal sales leadership.
During his career, he personally won and delivered hundreds of millions in federal contracts supporting:
- U.S. Army • U.S. Navy • U.S. Air Force
- HHS • VA
- Executive Office of the White House
- DOE • DOI • DOT • Department of Education
- and numerous large prime contractors
What Neil learned is simple: small businesses don’t need secrets or shortcuts. They need process, relationships, and visibility.
Neil has delivered 700+ LinkedIn Live federal sales trainings, built one of the largest small-business GovCon communities in America, and founded CallPlan.ai, a tool designed to help contractors prepare for more effective conversations with federal buyers.
Small businesses trust Neil because he shows them how federal buyers think and how to build the relationships that lead directly to federal contracts and subcontracts. His sessions are known for energy, clarity, and practicality, drawing federal agencies, primes, APEX Accelerators, and small-business owners into the same learning environment.
How Neil Helps Agencies, Primes & Small Businesses Work Together More Effectively
Neil’s work focuses on strengthening communication between the federal government and the small-business industrial base.
He helps:
- Agencies understand industry behavior and market capacity
- Small businesses understand how federal buyers evaluate vendors
- Prime contractors build stronger teaming networks
- APEX Accelerators deepen their acquisition training and advisory support
- Economic development groups guide businesses into sustainable federal work
Across all audiences, Neil teaches:
- How federal buyers perform market research
- Why SAM.gov, DSBS, FPDS, and USAspending matter
- What contracting officers look for in a capable vendor
- How small businesses can show up prepared and credible
- How both sides can reduce friction and improve mission outcomes
This is why Neil is widely recognized as a government contracting expert, a GovCon keynote speaker, and one of the most practical federal sales trainers working today.
A Case Study: The HUBZone Turnaround
In 2018, the HUBZone program was experiencing a decade of decline. Agencies reported the same problems: HUBZone companies were not responding to RFIs, were hard to find in DSBS, and many business owners were waiting for the government to “fix the program” for them.
Neil challenged that mindset.
Instead of waiting for policy changes, he taught HUBZone businesses the federal sales process and showed them how to influence set-aside decisions through coordinated, informed participation.
Over the next year, Neil:
- Built a 1,000-member HUBZone community across all 50 states
- Led over 100 “Set-Aside Calls” guiding firms through real-time federal opportunities
- Hosted engagement events with the Army, DOI, DOE, USAF and major prime contractors
- Presented to elected officials, economic development leaders, and federal program offices
His most defining moment came when he mobilized 100 HUBZone firms within 24 hours to respond to a U.S. Department of State Sources Sought notice—leading to a $200M HUBZone set-aside IDIQ.
Neil did not rebuild the program. He empowered HUBZone companies to rebuild their outcomes.
GovCon Keynote Speaker & Federal Contracting Expert Trusted by Agencies and Industry
Neil McDonnell is frequently invited to speak for:
- Federal agencies and acquisition teams
- Workforce development and training programs
- APEX Accelerators and small business technical assistance centers
- Socioeconomic advocacy organizations
- Prime contractors and global technology firms
- Venture capital and advisory groups
- Small businesses at every level of maturity
Organizers choose him because he:
- Delivers clear, high-energy, practical federal sales instruction
- Speaks fluently to technical, acquisition, and executive audiences
- Shows both sides how to communicate more effectively
- Transforms complex concepts into repeatable daily habits
- Brings authenticity, credibility, and deep mission understanding
Whether keynoting a major conference, training the acquisition workforce, or teaching new GovCon firms how to win their first contract, Neil offers clarity, precision, and a blueprint for action.
Federal Sales Process Training — The 7-Step Framework
Neil’s signature 7-Step Process for Federal Revenue Success is used by thousands of small-business government contractors.
His core belief:
“Government contracting is not a secret. It’s just a process.”
The framework helps companies:
- Identify and prioritize target agencies
- Build strategic visibility in DSBS and SAM.gov
- Understand what buyers look for during market research
- Communicate capabilities clearly and credibly
- Prepare for meetings and capability briefings
- Respond effectively to RFIs and Sources Sought notices
- Support agency missions with aligned, relevant past performance
Neil teaches small businesses how to build repeatable sales behavior, not perform random acts of business development.
The Essential Tools of Government Contracting: SAM.gov, FPDS, USAspending & SBA Small Business Search
Even experienced contractors and government buyers join Neil's live events for high value strategies on these critical federal market research tools.
Participants learn:
- How contracting officers use SAM.gov, FPDS, USAspending, and SBA Small Business Search (formerly called DSBS)
- What data matters to agencies when they evaluate vendors
- How to position your company to be found during market research
- How to interpret contract award history and trends
- How to guide teaming decisions and agency targeting
Neil helps government contractors go from “invisible” to “discoverable” so they can compete and win government contracts.
What Leaders Across Government Contracting Say About Neil McDonnell
“Neil’s energy is contagious, and his passion for the process of visibility, outreach, and relationship-building is nothing short of inspired.”
“Neil took the mystery out of federal contracting. I went from 'absolute beginner' to 'the rock' of our business development team in just three months.”
“Without a doubt, Neil has been transformative in my career as a government contracting professional.”
“Neil offers the best practical advice for selling to the government out there.”
“Neil explains government contracting in the most simplified manner. Everything finally clicked.”
“If you sell or buy in the federal government, you should check out his trainings. They are fundamental.”
“As a CPA, I highly recommend Neil for amazing content and guidance in building your successful business by understanding how to win federal contracts.”
“This is why I love Neil’s trainings. I’ve met with many companies because of his events.”
“Love what Neil McDonnell is doing for both industry and government buyers. Your daily trainings have been so helpful.”
Book Neil McDonnell to Speak in 2026
If you’re looking for a government contracting expert, GovCon keynote speaker, or federal sales trainer who can clearly communicate with both government buyers and small-business industry partners,
Neil is available for:
- Keynotes and conferences
- Agency workforce development and internal trainings
- Industry days and outreach events
- APEX Accelerator and small business workshops
- Economic development programs
- Executive briefings and strategy sessions
When your audience needs clarity, practical guidance, and a stronger bridge between government and industry, Neil delivers.
