This Government Business Development training offers essential skills in professional business development for government contractors selling services and solutions to the Federal Government. The two-day course begins with an overview of the Federal business development (BD) process and what it takes to succeed in the profession. It proceeds to the basics of U.S. Government business. It then focuses on the nuances of Government contracting that every Federal business developer has to understand in order to win contracts, such as rules of the socioeconomic program for small businesses, and how you can make the program serve your goals even if you do not directly qualify for the benefits.
The course also teaches practical skills in conducting market research to both identify Federal agencies as target customers and build a robust government opportunities pipeline. The pipeline discussions covers a variety of techniques from determining your opportunity search criteria to prioritizing your must-win opportunities, and tells you about the leading free and paid market tools available for government opportunity identification.
After thoroughly explaining tactical tasks, the course demonstrates strategies for business development planning that every government business developer needs to know. The course culminates in instructions for both engaging with the Federal customers through becoming a trusted adviser and marketing to the Feds effectively using a government-focused capability statement and a multitude of techniques to engage with the evasive government officials who generally don't like to meet with government contractors. It introduces the concept of capture management to prepare effectively for proposal writing.
Gain understanding of the Federal Business Development life cycle, learn how to navigate the U.S. Government marketplace, perform strategic business development planning, dive into government market research and market analysis, master Federal marketing and government sales, understand the intricacies of opportunities pipeline development, and qualify opportunities like a pro! All to maximize your government contract win probability.
As a whole, the course is an interactive 2-day workshop that is 50 percent lecture, 30 percent exercises, and 20 percent discussion. It is built around hands-on exercises and scenarios to practice and discuss key steps of the Government Business Development process.
The experts who teach our Foundation of Federal Business Development training are highly experienced currently practicing Federal proposal professionals whose years of successful experience in Government acquisition and training allow them to offer valuable insights to our students. Our instructors can answer tough questions as they come up during the course. They can also tailor the material to their students’ specific challenges, and share their experience based on the most current realities. Check our instructor’s bios on our
About page.