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How to Sell Services and Products to the United States Government and Military

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

Many businesspeople want to sell their services and products to the federal government but find the process confusing and filled with dead ends and frustrations. This is an exceptional time for federal contractors and adapting to meet the needs of the government customer is essential. The federal government continues actively contracting services and goods worth hundreds of millions of dollars, but getting through to decision makers, especially now, 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 businesspeople make in this market. This mistake has cost businesses thousands, hundreds of thousands, and even millions in lost contracts. This information demystifies the federal contracting process and identifies a proven step-by-step process to increasing sales to the United States federal government. Identify how to find the agencies, offices and people who buy specific services and products. This material will cover 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 simplified acquisitions. This topic is critical for large, medium, and small businesses that want to successfully enter the federal marketplace.

Runtime: 89 minutes
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Why Lorman?

Over 33 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.

Agenda

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

  • Current Conditions Impacting Contracting
  • 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 United States 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
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Why Lorman?

Over 33 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.

Credits

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No credit available.

OnDemand Webinar

This course was last revised on June 17, 2020.

Call 1-866-352-9540 for further credit information.

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Why Lorman?

Over 33 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.

Faculty

Gloria Larkin

Gloria Larkin

TargetGov

  • President, CEO TargetGov
  • Creator of the FASTâ„¢ Process and KickStart Programâ„¢
  • Clients have won $6+ billion in federal contracts
  • Nationally recognized federal contracting business development expert
  • American Express Procurement Advisor
  • Quoted in Wall Street Journal, Washington Post, INC Magazine, Bloomberg
  • Author of The Basic Guide to Government Contracting
  • Educational Foundation Board Chair Emeritus for WIPP.org
  • Can be contacted at 866-579-1346 x325 or [email protected]
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Why Lorman?

Over 33 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.

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Product ID: 407725
Published 2020
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