Winning and Sustaining Business with the U.S. Federal Market
The U.S. Government market comprises of nearly 90,000 separate governmental entities: 3,034 Counties; 19,429 Municipalities; 16,504 Townships; 35,052 Special District Governments; 13,506 School Districts; 512 Native American Nations; 50 States; a District of Columbia; six U.S. Territories; and one huge Federal Government that spend $3.5 trillion annually on people, staffing, programs, projects, products, services and solutions … More than 780,000 Federal Contractors are registered to chase those many dollars … Make sure your company’s “chase” is on the correct course and speed.
Session #1 (3/1): Targeting and Engaging Federal Customers
- Overview of U.S. Federal Government Market and Commonwealth of Virginia Markets; the latter including the state’s four-year public universities and two-year community colleges.
- Tips for Surviving and Thriving / Strategy, Gap Analysis and Gap Remediation:
- Strategy and Infrastructure
- Go to Market Planning and Execution
- Pipeline Development, Management and Measurement
- Opportunity Pursuit and Capture
Session #2 (3/8): Best Practice Go-to-Market Planning and Execution
- Identifying Business Problem / Opportunity
- Situational Analysis (Strengths / Weaknesses / Opportunities / Threats)
- Solution Offering (Products / Services)
- Target Market (Industry / Segment), Knowledge and Dynamics
- Competitive Environment
- Positioning
- Launch Marketing Strategies
- Launch Goals and Metrics / Demand Projections
Session #3 (3/15): Business Development, Capture Strategy and Proposal Response
- Market Knowledge
- Competitive Intelligence
- Lead Qualification Process
- “Go / No Go” Process
- Balanced Pipeline Development Process
- Capture Strategy Process
- Proposal Response Process
- Lessons Learned Process
March, 2
5:30am - 7:00am
