|
Date: Wednesday, September 17, 2008
Time: 3:30 p.m. to 5:00 p.m. EST
Cost: $350 per connection
|
|
|
>> REGISTER HERE
Webinar Description
This 90 minute webinar is designed to train your company's embedded contract employees -- those persons who are already on the inside of an agency -- to sell more task orders, contract modifications and new business to the agency's personnel.
Consider sending your Contract Manager, Project Manager, Team Leader and/or other onsite personnel to this valuable seminar. These staff members are often the persons who are telling you, "Selling is not my job. It's the job of our sales staff." Let the Federal Sales Academy's sales team break the news to your onsite staff that their success and job security often depend on the success of their "stealth" sales efforts within the client's agency.
While your employees are entrenched within the agency and working side-by-side with the customers, they develop key relationships with end users, primes and Contracting Officers. At the same time, your staff is hearing the customer's PAIN, which then becomes an OPPORTUNITY, according to Fedmarket's Federal Sales Academy Director, Eileen Kent.
"Your key onsite employees might not realize when that they can QUICKLY AND QUIETLY WIN BUSINESS UNDER THE RADAR for your company," says Kent. "Sometimes, without realizing it, they let business opportunities go in one ear and out the other because of the mindset that it isn't their job to SELL for your company."
This class teaches your onsite personnel the keys to recognizing sales opportunities and helps them to understand the key role they have in winning business for your company. We encourage our attendees to listen to federal customers in an effort to help the customer solve their day-to-day challenges. Our techniques will also KEEP THE COMPETITION OUT.
Eileen's straight talk will get your team on the same page...from the sales and marketing team, to the contract writing team and the project managers, all the way to the billing team. Each "contact" or "impression" your company leaves with the government customer results in more (or LESS) business. "It's all about relationships and becoming the government customer's trusted advisor."
According to Ms. Kent, companies should "bring their entire team to this event. We will work to get your team on the same page so it can work together to win business for your company." Because our students are provided with a Power Point presentation to take home with them, attendees have the class content at hand back at the office and can use it to make the entire project management team successfully work together.
During this class, Kent will teach the team techniques to build trust with the customer and ask more probing questions to build opportunities. We'll also cover:
Key Contacts in a Contract:
- The End User
- The Stakeholder
- The Contracting Team
Types of Contracting Vehicles and Keys to Working with Contracting Departments:
- GSA Schedules
- GWACs
- BPAs
- IDIQ
- Other Multiple Award Schedules
We'll also cover the "game of doing business" with the federal government including:
- Using Best Values to Win and Understanding the Specification Game
- Closing the Deal Before It Goes Public and Keeping the Deal "Under the Radar"
- The Key Components to Writing a Winning Proposal
- Building More Business through Personal Introductions
And finally, we'll discuss how personnel can uncover opportunities for your company -- a skill set which is normally outside their areas of expertise.
>> REGISTER HERE
