How Conventional Sales Strategies Apply In The Government Market

How Conventional Sales Strategies Apply In

The Government Market

Come join us weekly as we train and prepare you to capture government contracts. These sessions are designed to prepare those enrolled in the Certified Capture Manager (CCM) Program to prepare their businesses for success and to prepare them to become certified capture manager professionals.

CLASS TIME: Every Thursday evening from 6pm to 8pm EST/3pm to 5pm PST

LOCATION: Online (Remote access will be emailed to confirmed registrants)

COST: 

Members: Free

Guests/Non-members: $50

Join GCA: https://www.govassociation.org/join

Sales Training and Customer Centric Selling

• Sales Class: Prepare-Plan-Present-Preserve
• Building a Successful Capture Career
• Job Search for capture managers

Review All Lessons To Help You In Government Contracting

• ASSESSMENT: Do you have resources? finances, credit, hr/strong staff, talents, mobilization capital
• STRATEGY: Do you have a strategic plan? short/long term, jv, teaming, mentor protégé, sub, prime
• EDUCATION: Do you speak governese? Understand contracting language, regulations, policies, standards, etc
• REGISTRATION: How to get registered for opportunities. What certifications will you need, etc.
• IMAGE: How's your brand? strong, recognizable, broad, reputation, past performance
• MARKETING: Capability statement, biz card, website, marketing collateral, brand that speaks to gov't buyers?
• RELATIONSHIP: Do you have the proper types of relationships in the gov't market. Triangle of relationships
• OPPORTUNITY: Do you know where to find opptys, fbo, bid match, id opps, prospecting, etc?
• PROPOSAL: Can you write proposals? Can you learn or hire one? technical experts, estimators
• PERFORMANCE: Can you deliver and perform or do you need subs?
• COMPLIANCE: Are you DCAA compliant? acctng system, trained personnel, QA program, insurance, bonding?
• CLOSURE: Successful completion of project? Proper close out? Paid yet? ACO happy?

Also, these classes are OPEN to all GCA members, partner members and the public. You're welcome to attend and audit the classes with the CCM students. Join the official CCM program when you're ready to receive all the course material and software.

Learn more or enroll in the CCM Program: www.capturemanagement.org

CLASS AGENDA: (2 hours)

This is a general agenda guide to the weekly class sessions:

- 15 minutes of intro, chat, status update, homework review

- 30 min - 45 min of PowerPoint training on key topics for the week

- 30 min - 45 min of live training or GovFastTrack training

- 15 minutes of homework assignments

Who Should Attend:

• Sales professionals
• CEO, Executives and key decision makers of companies
• Entrepreneurs and small business owners
• Business Development Managers
• Consultants looking to grow professionally
• Capture managers looking to gain a competitive edge
• Contracting professionals and government employees
• All members of Government Contractors Association
• Primes, subcontractors, & potential teaming partners
• New & existing business owners interested in expanding into the government market