How to Sell to the U.S. Government
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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 frustration. Competitors are winning contracts but it can seem impossible to get through to decision makers, or valuable time and resources are wasted responding to bids that fail. This OnDemand Webinar demystifies the federal contracting process and identifies a step-by-step process to increasing sales to the U.S. federal government. We will clearly identify how to find the agencies, offices and people who buy specific services and products. This program will cover the mandatory tools needed as door-openers, how to sell to the military and civilian agencies, and how the government actually buys - credit card purchases, bids, contracts and grants. Failing to understand the key differences between corporate and federal sales is the most common error business people make in this market. This mistake has cost businesses thousands, hundreds of thousands and even millions in lost contracts. This OnDemand Webinar is critical for large and small companies that want to successfully enter the federal marketplace.
AuthorsGloria Berthold Larkin, Marketing Outsource Associates, Inc.
Why Selling to the U.S. Federal Government Is Different Than Selling to Any Other Customer and How to Plan for Success
- Identifying the Real Decision Makers
- Who Has the Authority to Buy Services and Products?
- How Do They Actually Make a Purchase?
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
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