GOVSALES UNIVERSITY COURSE SYLLABUS

A course syllabus for GovSales University's masterclass on "How to Successfully Sell to the Government."

SECTION 1: GOVERNMENT SALES 101

Focus: Overview of Government Sales Market
Framework: Government Market Opportunity (GMO)
  • Why you should be selling to the government (the largest prospect in the world)
  • Size of market: number of agencies and amount spent each year - Various types of government agencies
  • Competitive landscape
  • 5 major benefits of selling to the government
  • How to win a government sale in just a few days - 10 myths about selling to the government

SECTION 2: HOW THE GOVERNMENT SALES PROCESS REALLY WORKS

Focus: Learn about the Rules/Regulations that Guide Government Sales and how the Government is Actually Purchasing Items
Framework: Government Sales Process (GSP)
  • How the government is supposed to purchase products/services
  • How the government purchasing process has changed during the past 30 years
  • How the government is actually purchasing products/services today

SECTION 3: WHERE TO START YOUR

GOVERNMENT PROCESS

Focus: Learn how to Start the Process of Selling to the Government and Which Agencies to Initially Target
Framework: Initial Government Agencies (IGA)
  • Which government agencies your company should initially target and why
  • Characteristics and benefits of working with federal agencies
  • Characteristics and benefits of working with state agencies
  • Characteristics and benefits of working with local agencies
  • Resources needed to sell to the government

SECTION 4: HOW TO EXPONENTIALLY GROW/EXPAND YOUR GOVERNMENT SALES

Focus: Learn How to Expand and Grow your Government Sales at a Faster Rate
Framework: The Flagship Formula
  • Step 1 - Identify a flagship agency
  • Step 2 - Promote / get media for flagship agency
  • Step 3 - Sell in clusters around flagship agency

SECTION 5: THE 80% GOVERNMENT SPENDING THAT DOES NOT GO THROUGH THE BID/RFP PROCESS

Focus: Learn the Nine (9) Ways the Government Purchases Without Using the Standard Bid/RFP Process
Framework: Streamlined Sales Schedule (SSS)
  • How the government uses the following procurement methods:
    • Sole source procurements
    • Piggy-back procurements
    • Discretionary spend
    • P-Card purchases
    • Socio-economic set-asides
    • GSA schedules
    • State contracts
    • Co-ops
    • Simplified purchasing

SECTION 6: HOW TO WIN A HIGHER PERCENTAGE OF BIDS/RFPS

Focus: Learn Strategies Specifically Designed to Help Companies Win a Higher Percentage of the Bids/Proposals They Submit
Framework: Bid Proposal System (BPS)
  • Influencing the bid/RFP before it’s released
  • Picking a bid notification system
  • Utilizing a proposal writer
  • How to use “Validation Marketing”
  • Successful pricing parameters
  • Innovative proposal strategies

SECTION 7: PRICING STRATEGIES TO WIN MORE GOVERNMENT SALES

Focus: Overview of a Variety of Pricing Strategies that will Assist You in Winning More Government Sales
Framework: Government Pricing Parameters (GPP)
  • Higher initial price with lower recurring fee
  • Pricing with services
  • Bid low for the long-term
  • Higher pricing with unique product or features

SECTION 8: VALIDATION MARKETING

Focus: How to Use “Validation Marketing” to Increase Your Government Sales
Framework: Validation Marketing
  • Getting media/press coverage for your government sales wins
  • Obtaining agency testimonials/referrals
  • Ensuring positive online reviews
  • Using social media to close government sales
  • How to use trade-shows to sell more
  • Creating a board of advisors
  • Importance of better business bureau (BBB) accreditation

SECTION 9: GOVERNMENT INFORMATION SOURCES AND TECHNOLOGY

Focus: Summary of Technology Solutions that can Assist Companies in Selling to the Government More Effectively
  • Bid notification systems
  • Purchase order solutions
  • Other government information sources

SECTION 10: GOVERNMENT CONTRACTING

Focus: Overview of the Major Government Contract Types and Other Contracting Regulations/Guidelines
  • Major types of government contracts
  • Federal acquisition regulation (FAR)
  • Termination for convenience (T4C) & termination for default (T4D) provisions
  • Funding-out clause 

SECTION 11: GOVSALES SECRETS & INSIGHTS

Focus: General Tips, Insights, and Secrets to Help You Sell More to the Government
  • How to double your GovSales
  • Government budget cycles
  • Importance of creating relationships with government agency personnel
  • Targeting one state at time
  • Secrets of setting-up meetings/demos
  • How to use calendar invites to increase agency engagement
  • Closing techniques for GovSales
  • Facebook
  • Twitter
  • YouTube

CONTACT INFORMATION

govsalesuniversity@govspend.com

954-420-9900

P.O. Box 4968

Deerfield Beach, FL 33442

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