Course Overview

Now more than ever, it's important to understand precisely how the government buys. More vendors are competing for fewer dollars. It’s hard to win if you don’t know the latest rules and the many process steps.

This premiere learning experience will help you chart a course from opportunity through contract action. In this one-day course, you will learn the actionable tools and techniques to find funded opportunities, position your company to win, and know how you will respond to each of the many ways the government can buy contractually.

You'll be guided through this complex process with the Acquisition & Procurement Processes Model, which will serve as your reference point for forecasting.

Acquisition & Procurement Processes Model

The Fundamentals of Selling IT to the Federal Government

You'll review steps 1-4 of the Acquisition and Procurement Processes Model and learn to:

  • Map your sales activities to all the things your customer must do to complete an actionable purchase request
  • Use federal budget documents to identify planned technology investments aligned with your technology solutions
  • Shape your technology offerings and messages to address current government needs
  • Know who to talk with, about what, at the right time, and why
  • Confidently ask those government stakeholders precise questions so you can forecast more accurately

You'll review steps 5-8 of the Acquisition and Procurement Processes Model and learn to:

  • Understand and appreciate the many options a contracting officer has and how to put your best foot forward
  • Recognize and appreciate the differences between contracting methods and contract types used in technology procurements
  • Compare and contrast GSA Schedules, BPAs, IDIQs, MACs/GWACs
  • Review strategic implications of contract vehicle representation decisions
  • Understand teaming and subcontracting in the context of channel sales models
  • Know the differences between teaming schedules and teaming to respond to a government RFP so you can leverage both to your benefit

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The Inside Guide to the Federal IT Market

© 2018 immixGroup, Inc. All rights reserved.

Live Training

All course participants will receive a complimentary copy of The Inside Guide to the Federal IT Market. This book is co-authored by immixGroup co-founder, Steve Charles.
Fundamentals of Selling IT to the Federal Government

The Inside Guide to Acquisition and Contracting Processes
Chris Wiedemann
Consultant, Market Intelligence, immixGroup
Ray Miles, Sr Channel Account Executive
Ray Miles
Sr. Channel Account Executive,
Email Chris Wiedemann at:
"For anyone wanting to understand and work in this field, this course is a must"
Chris Wiedemann, Consultant, Market Intelligence
Have a group to train?

Upcoming Public Training Dates:
Thursday, April 19

immixGroup Event Center
8444 Westpark Drive, Suite 200
McLean, VA 22102

immixGroup Clients/Partners: $995
General Public: $1,195

8:30 a.m. - Registration & Networking Breakfast
9:00 a.m. - Fundamentals of Selling IT to the Government
12:00 p.m. - Working Lunch (provided)
1:00 p.m. - Contracting
4:30 p.m. - Day Ends

View Detailed Agenda

Course Instructors:

Chris is responsible for developing knowledge of federal initiatives, funded programs, and targeted opportunities for immixGroup’s clients. He helps clients across the technology spectrum identify fits for their products within the federal government and provides pre-qualified leads to inside and outside sales organizations to help them win federal business. 

With over thirty years of experience in government contracting, business development/capture management, IT solutions sales and sales team management, Ray has helped hundreds of technology manufacturers succeed in the government marketplace. His depth of expertise on every facet of the government contracting and sales process provides technology manufacturers and channel partners with a comprehensive strategy for market success.