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 premier 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.
guided through this complex process with the Acquisition &
Procurement Processes Model, which will serve as your reference point
Acquisition & Procurement Processes Model
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
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.