Preparing to Do Business with the Government

This seminar demystifies the government procurement process. How is it different from selling to the commercial sector? How do you develop a government sales strategy that leads to desired results? What are the acronyms you need to know? Which agencies do you target? What are the free or low-cost resources available to you? What are the best ways of finding contracting opportunities?

By understanding the nuances of the government procurement process, you can dramatically increase the results of your sales efforts.

The goal is to provide attendees with a fundamental understanding of the government procurement process and terminology.

Course Outline

• Government procurement process
• The government budget cycle
• A glossary of acronyms
• Understanding different buying roles
• Marrying an agency's mission with your product or service
• Getting in the door through certification and GSA
• Marketing tool must-haves
• Types of solicitations
• Subcontracting and teaming to win