This week Neil McDonnell is focusing on the Capture process of federal sales. Most small businesses are not winning enough of the proposals that they submit. Today Neil McDonnell focuses on how to use the PWIN (probability of win) process and the gap analysis tool to strategically assess your chances of winning a business opportunity.

The most common reason a business doesn't win a contracts is because they are not focusing on their true core competency. Too many firms pursue opportunities they can 'generally' do and clutter their pipeline with longshots.

Truly successful firms focus exclusively on work that they can perform better than their competitors.

Neil McDonnell brings 20+ years of government contracting experience. As a small business owner, he has personally won and supported government contracts for the Army, Navy, Air Force, HHS,VA, Transportation, Interior, Energy and the Executive Office of the White House.

As a business coach and mentor, Neil is famous for making complicated topics easy to understand, helping businesses 'find their niche' and for providing specific, achievable, actionable steps any business owner could follow.