Federal Sales 101: "Winning Government Business"
Federal sales can be frustrating and overwhelming. It is a maze of information with many, many dead ends. How many thousands of dollars
have you wasted writing losing proposals?
This introduction to federal sales will put managers and sales people on the right path to establishing immediate relationships and
closing government business. The seminar is led by Federal Sales Academy Director and "On the Sales Firing Line" columnist, Eileen Kent.
"My number one goal in this one-day class is for you to hit the ground running with 10 action items. When you follow these commitments,
you'll win government business," says Ms. Kent.
Eileen Kent demystifies the federal sales process in a small class setting by helping you target key agencies. "The networking alone
is worth attending the class, because many of the attendees realize there is overlap in their businesses and they create partnerships
on the spot," she says. "Not only will I help you get targeted, your fellow students will share valuable ideas."
"The most important part of the class is that you will finally learn the truth about federal contracting....the written and unwritten
rules," says Eileen. "When I took the class taught by federal sales expert Richard White, I was selling products to Department of
Homeland Security in two months! Now I have been helping companies do the same by traveling the country and teaching this course."
The class begins at 9 a.m. with a speaker and attendee introduction session. Be ready to tell us about your company, the size of your
business, and what you hope to get out of the class. Eileen will make sure all of your questions are answered.
In the morning, we'll cover the culture of doing business with the government. What does it mean when a contracting officer or end
user says, "I already have someone who does what you do." Are they allowed to say that? What does it mean? How can you sell around
that glass wall?
We'll cover why it is so difficult to get into the federal marketplace and a realistic view of how long it will take to get an order.
We'll also discuss what it's like to work for the federal government and how you will utilize the federal employee's personal goals
to sell to them directly.
After lunch, we'll discuss how to uncover where you can find free information on the web to point you in the right direction. We'll
also discuss the requests for proposals you'll uncover along the way. Should you bid on them? Are you allowed to call? How do you
handle these opportunities?
Contents:
Difficulties of 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 Contracts?
- What is Contract Bundling?
- GSA Schedules - Why Should I Get One?
- GSA Schedules - I Have One, So What?
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?
- How do I create my own sales opportunity?
- What do they mean by "Under the Radar" opportunities?
- The Government is made up of People Who Buy - How do I develop key relationships?
Targeting the Right Contacts
- There is too much information on the web - Where do I begin?
- There are 3 million federal civilian employees - Who do I call first?
- What is the role of the Contracting Officer?
- What is the role of the SADBU/OSDBU/Small Business Specialist?
- Can the PR/FOIA Officer Help Me?
- Who are my End Users?
- What do I do with bid information that is already awarded?
Uncovering Opportunities
- How do I leverage my current federal relationships?
- The cold call vs. the warm call - What's the difference?
- What is a "Blind Bid" or "September Bidding?"
- How can I keep informed on future opportunities?
- Companies keep approaching me to buy their lists. should I?
- There are federal purchasing thresholds. What are they?
- 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 is "Advanced Sales" or "Pre-Selling"?
- The Bid/No Bid Decision - How do I know I'm the winner before I write the bid?
- Any quick tips to proposal writing?
Here are only a few outstanding comments we've received on this class. You can read more under Fedmarket's "Testimonials."
"Your seminars didn't just provide theoretical ideas, but instead provided extremely useful information with real-world examples that
had direct applicability to our business," said Tom of TechFlow, Inc. in San Diego, CA.
Chris Hulett of NFR Security, Inc. in Rockville, MD said, "Someone could spend years and tens of thousands of dollars slogging through
the Fed maze and possibly still amass the amount of information delivered."
"Winning Government Business was, for lack of a better word, AWESOME!" said Garrett Terlaak of O'Connor Construction Management, Inc.
in Irvine, CA.
"I told my boss it was worth every single cent!" said Jennifer Holm of Hirsh Industries.
Mike Taylor of AMI Environmental said, "I don't know where else we could have gotten this information -- at least in my lifetime."
"I have started using some of the new tricks that I picked up and the positive results already achieved have been incredible," said
Mark Shippe of Bowers Envelope Company.
Ray Morangi of KForce said, "The seminar delivered by Eileen Kent was exceptional. Her real world experience in this area provided
tremendous value."
Donahue Scott, III of Liberty Power said, "She tied the lessons to each attendee's product background keeping the information
personally relevant throughout the day."
Sign up for the next "Federal Sales 101 - Winning Government Business" immediately and hit the ground selling.
- $500 per person.
- Customized Class At Your Next Company Sales Event - Call 888-661-4094 x 18 for a quote
Business development managers, sales and marketing managers, sales executives and company managers who need to better understand
the U.S. Government markets and how to access these markets more effectively.
"Winning Government Business" provides you with the knowledge to demystify the government sales process and to cut through the
vast amount of information available in this market and start selling immediately.
Class Begins at 9:00 a.m. (Coffee, OJ, Bagels, & Registration at 8:30)
Break at 10:30 a.m.
Lunch Break at 12 noon
Break at 2:30 p.m.
One-on-one Q/A Session Available After Class
Reduce your travel costs by attending other classes being taught at the Federal Sales Academy that same week such as "GSA Schedules"
and "Writing and Managing Winning Proposals."
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