Federal Sales 101: Winning Government Business

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Participating in the federal sales game can be an extremely frustrating and overwhelming endeavor. Chasing down leads often turns into an exercise in trying to negotiate your way through a maze with many, many dead ends. Let's say you actually identify a sales lead. Are you going to waste countless corporate dollars churning out a losing federal bid proposal?

We'll cover why it is so difficult to get into the federal marketplace and provide a realistic view of how long it will take to get an order. We'll also discuss the federal work place and environment and how you can utilize the federal employee's personal goals to sell to them directly.

Our introduction to federal sales will put managers and sales people on the right path to establishing immediate relationships and closing government business.

Be prepared to tell us about your company, the size of your business, and what you hope to get out of the class. Fedmarket's seminar speaker will make sure all of your questions are answered.

Why is This Seminar Different?

Government-sponsored seminars cannot tell the truth because the truth would reveal that there is less than "full and open competition"  when taxpayer money is being spent. Attendees will learn the secrets to successfully winning the deal and the keys to following the protocols of the contracting officers and determining the needs of your government customers.

Who Should Attend?

The course was developed for business development managers, sales and marketing managers, sales executives, company managers and any others who need to better understand the federal market and how to penetrate the market quickly and profitably.

Why Should You Attend?

"Federal Sales 101: Winning Government Business" provides you with the knowledge and tools to cut through the vast amount of information available in this market and to start selling immediately.  Most importantly you will finally learn the truth about federal contracting. You will learn both the written and unwritten rules.

Contents Covered:

The Difficulties Associated with Market Entry

• Competition - Is it truly "fair and open?" Why not?
• Why do the prime contractors and incumbents always win?

Types of Contracting Vehicles

• What are IDIQ, BPA and GSA Schedule contracts?
• What are contract bundling and teaming arrangements?
• GSA Schedules - Why should I get one? We have one, what's next?

Commitment to Sales

• How many resources do I need to commit to the marketplace?
• The Sales Call - What do I say? How can I get them to let me in?
• Creating your own sales opportunity
• What is meant by "under the radar" opportunities?
• The government is made up of people who buy - - the keys to developing relationships
• Targeting the right contacts
• Sifting through the unlimited amount of information on the web
• There are 3 million federal civilian employees - Whom do I call first?
• The role of the Contracting Officer
• The role of the SADBU/OSDBU/Small Business Specialist
• Can the PR/FOIA officer help?
• Identifying the end users of my product or service
• Utilizing data from awarded contracts

Uncovering Opportunities

• Leveraging your current federal relationships
• The difference between the cold call and the warm call
• What is a blind bid? September bidding?
• Staying on top of future opportunities
• The value of contact data lists
• Federal purchasing thresholds
• How do I develop my own opportunities with the federal government?

Lost Bids

• I lost a proposal - now what?
• What is a "debriefing?"
• Can I use a "debriefing" to sell?
• Should I protest a lost bid?

Winning Government Business

• Best Values - How can I use them to win business?
• What are "advance sales" and "pre-selling"?
• The Bid/No Bid Decision - How do I know I'm the winner before I write the bid?
• Quick tips to proposal writing

Cancellations & Rescheduling

Cancellation notification must be received one week prior to the course date. Upon notification, your registration fee will be refunded less a $100 non-refundable processing fee. Any cancellations beyond the one week period are non-refundable but you have the option of rescheduling. If you reschedule to attend another course, we will apply your prior payment toward your new registration fee. No refunds will be made for the cancellation of a rescheduled course. Personnel substitutions may be made at any time. Payment must be received prior to the course date. No-shows are liable for the full course fee.