Government Business Development Training
$8,999.00
Part 1: Federal Sales Game-How to Play to WIN!
This 2.5 hour Zoom Event covers the critical elements of developing long-lasting relationships and repeat business by understanding the key contacts within the federal government. We’ll discuss Contracting, The End User Customers, Leadership, Prime Contractors and how to understand their roles, responsibilities and rules. We’ll also cover the contract vehicles (GSA, IDIQ, BPA, BOA, GWACs, JOCs, MATOCS, and MACs) the federal government likes to use and the set asides such as 8(a), WOSB, EDWOSB, SDVOSB, VOSB and HUBZones, they may use to limit competition and keep the bid “off the streets” of SAM.gov. This teleseminar is a great baseline for everyone on the team to know the basic terminology in federal contracting.
Part 2: Competitive Analysis
The competitive analysis report is a 20-60 page document based on all of the public contracting data relevant to your company. TIC will review, read and share findings relevant to your business goals. We will discuss what to do next with this intelligence. Your team will know what your competitors have been winning, how much, with whom and by what contracting vehicles and set asides. This will help you build the basis of teaming partnerships and a focused sales action plan. This report also includes GSA schedule sales reports of all your competitors.
Part 3: The Federal Sales Action Plan
We will build you an action plan which will show you each agency we’ve decided to focus on as a result of the competitive analysis report. This spreadsheet includes links to the agency's phone book (if available) and critical data about the agency which applies to your business from procurement forecasts to specific departments your team will want to approach. This spreadsheet will also help you identify the prime contractors onsite so that you can determine whether it makes sense to partner - or compete with the primes. Over the years ahead, your team may use this plan to track names, addresses, phone numbers, email addresses and document additional notes.
Deliverables: Federal Sales Game-How to Play to WIN + Competitive Analysis Report + Federal Sales Action Plan 2022
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