In today's LinkedIn LIVE session, Neil McDonnell explains how (and why!) you want to reach federal buyers before the RFI (request for information) drops. This follows our recent episode 'Understanding the Federal Acquisition Lifecycle from a Sales Perspective.'

By "shifting left" (referencing to placement of the life cycle) and engaging earlier in the process, small businesses actually have an opportunity to influence the contract process. If you can participate in the discussion while the requirements are still being developed, you can share your expertise in the field to help refine the RFI .

By the time an opportunity is posted on SAM and the RFP drops, it's too late to respond. That's why you want to be engaged with an opportunity (doing capture) during the RFI / Sources Sought phase.

Neil 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.