Courses

What? – How to get started and the strategies for success

When? – Understanding the lifecycle and implications of timing

Who? – Decision makers, influencers, buyers

How? – BD/marketing strategy, internal considerations, messaging, next steps

This customized course is based on what you’re selling and who your buyers are. The course includes a presentation of high-level market research focused on your competitors and their contracts, contract vehicles used to buy similar services/products, and a review of additional market research that will inform your ability to effectively answer the questions of What? When? Who? and How?

Recommended participants: marketing, sales, business development, executives focused on go-to-market decisions

Landscape and key players

Federal contracting vs. commercial

How the government buys

Business development, capture, and proposals

Relationships with subcontractors and the government

Contracts administration

This course is customized based on what your what your selling, your potential customers, and the implications of entering the federal market on your business. We will guide you through the maze of federal government roles (the end users, program and contracting officials) and explain unique factors in the federal buying process and the impact on your business development process. The course will also review important features of subcontracts, disputes and organizational conflict of interest, and, ultimately, explain how to manage the business successfully after award.

Recommended participants: operations, marketing, sales, legal, finance, HR

How to read an RFP

Proposal strategy and schedule

Proposal templates

Win themes and discriminators

Compliance matrix

Color team/ proposal draft reviews

This course is customized to an RFP or draft RFP that you’re responding to. This course will introduce your team to the nuances of responding to a federal government RFP, explain who should read each of the interrelated sections of the complex RFP structure, and help you develop your overall strategy and milestone schedule. Learn the benefit and development of win themes and discriminators and how to apply them to your proposal. You will come away prepared to tackle a successful proposal effort with templates and processes that you can also apply to future proposals.

Recommended participants: designated proposal team – writers, reviewers, subject matter experts, department heads affected by contract scope of work (e.g. CIO, quality assurance, HR)

Highlights of differences between common law contracts and government contracts.

Recommended participants: internal legal team