Training 201: Advanced Federal Sales
Training 201: Advanced Federal Sales
3-day training focused on building a successful program to sell services to the Federal Government. Leave with a BD, Capture and Sales program.
In this course you will learn about:
Creating a successful business development and capture process
Building a viable pipeline
Identifying and shaping opportunities
Defining go/no-go stage gates
Calculating and using PWIN to score opportunities
Teaming arrangements, JV arrangements and building the right team for each opportunity
Evaluating the solicitation and developing a proposal compliance matrix
Asking the Contracting Officer (CO) the right questions during the solicitation
Developing a winning theme and proposal
Pricing strategies
Building assumptions into your technical and pricing proposals
What happens after you win:
Defending your award
Negotiating the contract
Performing the contract
What happens after you lose: asking the CO the right questions during a post-award debrief
Understanding when to file pre and post award protests
Training may be scheduled over several weeks