August 15, 2022

GovSales University Masterclass Course Syllabus – Free Download

 

GovSales University Masterclass Course Syllabus – Free Download

A course syllabus for GovSales University’s masterclass on “How to Successfully Sell to the Government.”

SECTION 1: GOVERNMENT SALES 101
Focus: Overview of Government Sales Market
Framework: Government Market Opportunity (GMO)
Why you should be selling to the government (the largest prospect in the world)
Size of market: number of agencies and amount spent each year – Various types of government agencies
Competitive landscape
5 major benefits of selling to the government
How to win a government sale in just a few days – 10 myths about selling to the government

SECTION 2: HOW THE GOVERNMENT SALES PROCESS REALLY WORKS
Focus: Learn about the Rules/Regulations that Guide Government Sales and how the Government is Actually Purchasing Items
Framework: Government Sales Process (GSP)
How the government is supposed to purchase products/services
How the government purchasing process has changed during the past 30 years
How the government is actually purchasing products/services today

SECTION 3: WHERE TO START YOUR
GOVERNMENT PROCESS
Focus: Learn how to Start the Process of Selling to the Government and Which Agencies to Initially Target
Framework: Initial Government Agencies (IGA)
Which government agencies your company should initially target and why
Characteristics and benefits of working with federal agencies
Characteristics and benefits of working with state agencies
Characteristics and benefits of working with local agencies
Resources needed to sell to the government

SECTION 4: HOW TO EXPONENTIALLY GROW/EXPAND YOUR GOVERNMENT SALES
Focus: Learn How to Expand and Grow your Government Sales at a Faster Rate
Framework: The Flagship Formula
Step 1 – Identify a flagship agency
Step 2 – Promote / get media for flagship agency
Step 3 – Sell in clusters around flagship agency

SECTION 5: THE 80% GOVERNMENT SPENDING THAT DOES NOT GO THROUGH THE BID/RFP PROCESS
Focus: Learn the Nine (9) Ways the Government Purchases Without Using the Standard Bid/RFP Process
Framework: Streamlined Sales Schedule (SSS)
How the government uses the following procurement methods:
Sole source procurements
Piggy-back procurements
Discretionary spend
P-Card purchases
Socio-economic set-asides
GSA schedules
State contracts
Co-ops
Simplified purchasing

SECTION 6: HOW TO WIN A HIGHER PERCENTAGE OF BIDS/RFPS
Focus: Learn Strategies Specifically Designed to Help Companies Win a Higher Percentage of the Bids/Proposals They Submit
Framework: Bid Proposal System (BPS)
Influencing the bid/RFP before it’s released
Picking a bid notification system
Utilizing a proposal writer
How to use “Validation Marketing”
Successful pricing parameters
Innovative proposal strategies

SECTION 7: PRICING STRATEGIES TO WIN MORE GOVERNMENT SALES
Focus: Overview of a Variety of Pricing Strategies that will Assist You in Winning More Government Sales
Framework: Government Pricing Parameters (GPP)
Higher initial price with lower recurring fee
Pricing with services
Bid low for the long-term
Higher pricing with unique product or features

SECTION 8: VALIDATION MARKETING
Focus: How to Use “Validation Marketing” to Increase Your Government Sales
Framework: Validation Marketing
Getting media/press coverage for your government sales wins
Obtaining agency testimonials/referrals
Ensuring positive online reviews
Using social media to close government sales
How to use trade-shows to sell more
Creating a board of advisors
Importance of better business bureau (BBB) accreditation

SECTION 9: GOVERNMENT INFORMATION SOURCES AND TECHNOLOGY
Focus: Summary of Technology Solutions that can Assist Companies in Selling to the Government More Effectively
Bid notification systems
Purchase order solutions
Other government information sources

SECTION 10: GOVERNMENT CONTRACTING
Focus: Overview of the Major Government Contract Types and Other Contracting Regulations/Guidelines
Major types of government contracts
Federal acquisition regulation (FAR)
Termination for convenience (T4C) & termination for default (T4D) provisions
Funding-out clause

SECTION 11: GOVSALES SECRETS & INSIGHTS
Focus: General Tips, Insights, and Secrets to Help You Sell More to the Government
How to double your GovSales
Government budget cycles
Importance of creating relationships with government agency personnel
Targeting one state at time
Secrets of setting-up meetings/demos
How to use calendar invites to increase agency engagement
Closing techniques for GovSales

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