Selling IT to the Federal Government

Overview

Now more than ever, it is important to understand precisely how the government buys. More vendors are competing for fewer dollars. It’s hard to win if you don’t know the latest rules and processes.

This premier learning experience will help you chart a course from opportunity through contract action. In this two-day course, you will learn the actionable tools and techniques to find founded opportunities, position your company to win, and know how you will respond to each of the many ways the government can buy contractually.

Selling IT to the Federal Government: Acquisition

This class is designed to help you:

• Map your sales activities to all the things your customer must do to complete an actionable purchase request
• Use federal budget documents to identify planned technology investments aligned with your technology solutions
• Shape your technology offerings and messages to address current government needs
• Know who to talk with, about what, at the right time, and why
• Confidently ask those government stakeholders precise questions so you can forecast more accurately

Selling IT to the Federal Government: Contracting

This class is designed to help you:

• Understand and appreciate the many options a contracting officer has and how to put your best foot forward
• Recognize and appreciate the differences between contracting methods and contract types used in technology procurements
• Compare and contrast GSA Schedules, BPAs, IDIQs, MACs/GWACs
• Review strategic implications of contract vehicle representation decisions
• Understand teaming and subcontracting in the context of channel sales models
• Know the differences between teaming schedules and teaming to respond to a government RFP so you can leverage both to your benefit