Landscape and key players
Federal contracting vs. commercial
How the government buys
Business development, capture, and proposals
Relationships with subcontractors and the government
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