Overview
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Learn how to sell to the largest buyers in the world: governments. Get tips to navigate the red tape and win lucrative government contracts.
Syllabus
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Prepare to Sell into Government Agencies
- Winning sales in government
- What governments buy
- How governments buy
- Who governments buy from and when
- Misconceptions about government contracting
- Prime contracting
- Subcontracting
- Open market
- GSA multiple-award schedules
- GSA: Assessing your readiness and fit
- GSA rules and tips
- Pursuing a GSA schedule
- BPAs, IDIQs, and GWACs
- Federal and state contracts
- GSA-based and other buying vehicles
- Teaming and other partnering methods
- Develop a sales plan
- Value add and mission critical
- Pitch meeting and submissions
- Align infrastructure, sales, marketing, and biz dev
- Next steps
