Location: immixGroup 8444 Westpark Drive, Suite 200 McLean, VA 22102 Schedule-at-a-Glance: 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
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
Barbara manages immixGroup’s proprietary Market Intelligence database, which houses information on thousands of public sector organizations and their IT investments. She is able to identify needs and funding sources within government agencies to help technology companies do business with the government.
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
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