Sales Training – Skills and Tools for the Federal Market

Sales Training – Skills and Tools for the Federal Market

 

Each training assignment is led by 2 consultants with 32 years combined successful federal new business development experience.  We hit the ground running, dramatically shortening the learning curve, and start delivering results.

 

Our 30 day program consists of (4) 2.5-hour Internet and telephone training sessions for the entire Sales Team.

 

Here is the program outline:

Session 1 – Presentation of our custom Market Analysis.

  • Identifies federal agencies purchasing your product/services, amounts, and contract vehicles.
  • Identifies competitors within each agency, amounts awarded, and GSA Schedule amounts.
  • We show you how to access the data for future market updates.

Value to the Client:

  • Clear understanding of total size, depth, breadth, and location of the federal market for your products.
  • Agencies can be ranked as targets by size of opportunity, location, and competitive environment.
  • Helps determine if a GSA Schedule is needed to be successful with your product/services.
  • Save $6,000 – $10,000 on future market updates from GovWin, Onvia, Bloomberg Gov, and others.

 

Session 2 – How to WIN Federal Contracts.

  • How to find and meet the Key Contact (typically has budget, controls spec, and uses the product)
  • How to use Contract Vehicles including BOA, IDIQ, BPA, GSA, 8a, HubZone, MATOC, Task Order, etc.

Value to the Client:

  • Find new business in the early stages of the acquisition process.
  • Increase probability of winning future awards with the correct Key Contact relationship.
  • Learn to use the right Contract Vehicle with the best possibility to win a project.

 

Session 3 – Federal Sales Action Plan (created for your firm)

  • Federal Sales Action Plan targets high opportunity agencies chosen from Market Analysis.
  • Links to target agency’s phone book (if available).
  • Critical data about target agencies applicable to your business.

Value to the Client:

  • The plan is the framework for your firm to execute.

 

Session 4 – Building Relationships with Contracting Officers (they control the procurement process)

  • How to find your competitors’ expiring contracts.
  • How to find the “right person” for your product/services in the contracting office.
  • How to get the appointment.
  • How to conduct a Contracting Officer briefing.

Value to the Client:

  • Find new business in the early stages of the acquisition process.
  • Increase probability of winning future awards with the correct Contracting Officer relationship.
  • Save $975 on contact list (mail, phone, email) of 30,000 Contracting Officers and staff.

At the end of the 30-day, 4-session program, your firm will have a specific program defining what to do, what to say, what to ask for, and how to sell to federal agencies.

 

Price is $7,000. Cost is for the entire sales team to participate in the training.

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