Prepare to Sell into Government Agencies
Winning sales in government
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1. The Largest Buyer in the World
What governments buy
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How governments buy
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Who governments buy from and when
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Misconceptions about government contracting
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2. How Will Your Company Participate in the Market
Prime contracting
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Subcontracting
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Open market
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3. General Services Administration (GSA) Schedules
GSA multiple-award schedules
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GSA: Assessing your readiness and fit
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GSA rules and tips
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Pursuing a GSA schedule
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BPAs, IDIQs, and GWACs
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4. Contracting and Government-Wide Acquisition
Federal and state contracts
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GSA-based and other buying vehicles
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Teaming and other partnering methods
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5. Building a Strong Sales and Support Process
Develop a sales plan
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Value add and mission critical
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Pitch meeting and submissions
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Align infrastructure, sales, marketing, and biz dev
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Ex_Files_Selling_into_Industries_Government.zip
(267 KB)