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Date/Location:
Monday, March 8, 2010 in Bethesda, MD
Thursday March 25, 2010 in Chicago, IL
Monday, April 12, 2010 in Bethesda, MD
Monday, April 26, 2010 in Los Angeles, CA
Monday, May 10, 2010 in Bethesda, MD
Thursday, May 27, 2010 in Las Vegas, NV
Time: 8:30 a.m. - Refreshments, Coffee, Bagels, Juice
Course: 9:00 a.m. to 4:30 p.m.
Cost: $500 per person
>> REGISTER HERE |
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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.
>> REGISTER HERE
Seminar Description
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?
Our 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. Students will be provided with a detailed list of priority actions that should be undertaken so you can immediately begin creating opportunities in this market. When you follow these action items, you'll win government business," says Eileen Kent.
Eileen demystifies the federal sales process by helping you target key agencies. "The networking opportunities alone make attending the class worthwhile because many of our guests 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. You will learn both the written and unwritten rules." Eileen took this class when it was taught by Fedmarket’s founder, Richard White. She reports that she was successfully selling products to Department of Homeland Security within two months.
The class begins at 9 a.m. with a speaker and attendee introduction session. Be prepared 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. The morning session covers, among other things, 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 exactly the same thing." How can you sell around that glass wall?
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.
During the afternoon session, we'll discuss the keys to uncovering free federal sales information on the web. We'll also discuss the Requests for Proposals you'll discover along the way. Should you bid on these opportunities? Are you allowed to call the procurement official? How do you handle these leads?
Hit the ground running and apply what you’ve learned in Federal Sales 101: Winning Government Business. Kent says, “If I can do it, anyone can.”
Contents:
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
8:30 a.m. - 9:00 a.m. - Coffee, Refreshments, & Registration
9:00 a.m. - Class Begins
10:30 a.m. - Break
12:00 p.m. -1:00 p.m. Lunch Break
2:30 p.m. - Break (Snacks provided)
4:00 p.m. - Class Dismissed
4:00 p.m. - 4:30 p.m. One-on-one Q/A Session with attendees
OUTLINE OF CLASS:
A. Selling To The Government
- Cast of Characters
- Difficulties Associated with Market Entry and Getting Past “The Glass Wall”
- Opening Doors
- GSA Contracts as Closing Mechanisms
- Public Bids versus Developing “Under the Radar” Opportunities
B. Business Development
- Mining the Internet for Key Contacts
- Using Award Data to Open Doors
- Turning a Losing Bid Into a Winning Deal
- The Five Federal Purchasing Thresholds
C. Basics of Selling
- Keys to Success
- Closing the Deal
- Danger Signals
- Relationship Sales & Advanced Sales
- Federal Relationship Life Cycle
- Developing Best Values
- Developing a Winning Theme for Your Proposal
- Writing a Defensive Proposal
- Review
- Resources & Links
Handout Description:
Handouts for this class include a CD with a copy of the latest version of the FEDERAL SALES 101: WINNING GOVERNMENT BUSINESS PowerPoint presentation. The presentation includes 50 direct links to web sites and other federal sales information on the web. This presentation is ideal to take back to the office and share with your team. Each attendee will also receive a printed copy of the PowerPoint presentation. Also included on your CD is a password to Richard White’s “Selling to the Government eBOOK” which will save you hundreds of hours in market research and understanding. The eBook normally retails for $490.00.
Testimonials
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..."
- Tom of TechFlow, Inc. in San Diego, CA.
"Someone could spend years and tens of thousands of dollars slogging through the Fed maze and possibly still amass the amount of information delivered."
- Chris Hulett of NFR Security, Inc. in Rockville, MD
"Winning Government Business was, for lack of a better word, AWESOME!"
- Garrett Terlaak of O'Connor Construction Management, Inc. in Irvine, CA.
"I told my boss it was worth every single cent!"
- Jennifer Holm of Hirsh Industries.
"I don't know where else we could have gotten this information -- at least in my lifetime."
- Mike Taylor of AMI Environmental
"I have started using some of the new tricks that I picked up and the positive results already achieved have been incredible,"
- Mark Shippe of Bowers Envelope Company
"The seminar delivered by Eileen Kent was exceptional. Her real world experience in this area provided tremendous value."
- Ray Morangi of KForce
"She tied the lessons to each attendee's product background keeping the information personally relevant throughout the day."
- Donahue Scott, III of Liberty Power
Sign up for the next "Federal Sales 101 - Winning Government Business" immediately and hit the ground selling.
- $500 per person.
- To discuss having a customized class developed for your next corporate sales event, call 888-661-4094, Ext. 2 for a quote.
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."
Cancellations & Rescheduling
Cancellation notifications must be received one week prior to the seminar 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. You may reschedule at anytime; if you reschedule to attend another seminar, we will apply your payment toward your new registration fee. Personnel substitutions may be made at any time. Payment must be received prior to the seminar date. No-shows are liable for the full seminar fee.
