Federal Sales: "Capturing & Winning Business"

how to find, evaluate, and respond to federal contract opportunities

Overview

Learn how to break into federal government contracting and turn leads into sales. Maximize your contracting potential with a marketing plan designed to get results fast. Start contributing to increasing your company's sales now. Lead instructor, Kevin Riley, has successfully won over $500 million in federal contracts.

Understand who is buying, how they buy, and where the money is going. Gain sales, marketing, and networking tips. Learn when to bid, how to write winning proposals, and how to develop contracting opportunities written specifically for your company! No matter what the marketing budget, this class will help large and small businesses leverage their sales in the federal marketplace. Marketing is not simply a department, it’s your business, and doing it effectively is what makes your company stand out.

Topics

Understanding and influencing requirements
Differences between commercial and federal sales
Identifying target clients
Marketing and sales research tips
Making bid/no-bid decisions
Understanding procurement integrity and government ethics issues
Successful real-world techniques for selling to the government
What you really should know about procurement forecasts and FedBizOpps, and how to use them

Learn How To...

Develop a marketing plan to maximize your sales
Identify target agencies through research
Network and build relationships with target agencies
Analyze competitors and position your company for success
Make buying from your Schedule easy
Develop strategies for winning consistent government business
Use the government sales cycle to your advantage
Gain market intelligence on your federal competitors

What Participants Say

This is the second [Centre] class I’ve attended in two months, and I am much better equipped to do my job. Thanks!
—Charles Borlen, John J. Kirlin Special Projects, LLC

I was very pleased with the content of this seminar and feel confident that I will be able to utilize the knowledge I gained in the workplace.
—Jennifer Kaiser, Conwal

Dates & Locations

Dates	Location	Register
September 21, 2010	Arlington, VA	Register NOW

The $695 registration fee includes breakfast and course materials. View our registration policies.

Hours

8:30 AM–3:30 PM
Breakfast and registration open at 8:00 AM.

This course is recommended for 5.5 Continuous Learning Points (CLPs) toward FAC-C requirements. It also offers 5.5 Contract Management Education (CME) units, and is approved by NCMA for Continuing Professional Education (CPE) credit in support of certification and recertification. A Federal Contracting Institute® certificate of completion will be provided to all attendees upon conclusion of the class.