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Product ID: 397690EAU
 

How to Sell Services and Products to the U.S. Government and Military

OnDemand Webinar (84 minutes)

Demystify the federal contracting process and learn a step-by-step process to increase sales to the U.S. federal government.

Many business people want to sell their services and products to the federal government but find the process confusing and filled with dead ends and frustrations. Contracts worth hundreds of millions of dollars are being awarded every day, but getting through to decision makers can seem impossible. Responding to bids that fail is a waste of valuable time and resources. Failing to understand the key differences between corporate and federal sales is a critical error business people make in this market. This mistake has cost businesses thousands, hundreds of thousands and even millions in lost contracts.

This topic demystifies the federal contracting process and identifies a proven step-by-step process to increasing sales to the U.S. federal government. Identify how to find the agencies, offices and people who buy specific services and products. Learn the mandatory tools needed as door openers, how to sell to the military and civilian agencies, and how the government actually buys - from credit card purchases, through bids, contracts and grants. This information is critical for large and small companies that want to successfully enter the federal marketplace.

Authors

Gloria Larkin, TargetGov

Agenda

Why Selling to the U.S. Federal Government Is Different Than Selling to Any Other Customer and How to Plan, Position, Pursue and Win Contracts

• Break Through the Rules and Regulations to See Success

• Identifying the Real Decision Makers

• Who Has the Authority to Buy Services and Products?

• How Do They Actually Make a Purchase?

• Who Should Be Involved

How to Sell to the U.S. Federal Government

• How to Find Opportunities

• How to Obtain Decision Maker Meetings

• How to Sell Without Any Competition

• Tools Required for Success

Strategies and Tactics for Success

• Your Business as a Prime Contractor

• Your Business as a Subcontractor

• Your Business as a Teaming Partner

Mistakes to Avoid

• Learn the Top Ten Mistakes to Avoid