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LinkedIn Learning

Selling Into Industries: Government

via LinkedIn Learning

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Overview

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Learn how to sell to the largest buyers in the world: governments. Get tips to navigate the red tape and win lucrative government contracts.

Syllabus

Prepare to Sell into Government Agencies
  • Winning sales in government
1. The Largest Buyer in the World
  • What governments buy
  • How governments buy
  • Who governments buy from and when
  • Misconceptions about government contracting
2. How Will Your Company Participate in the Market
  • Prime contracting
  • Subcontracting
  • Open market
3. General Services Administration (GSA) Schedules
  • GSA multiple-award schedules
  • GSA: Assessing your readiness and fit
  • GSA rules and tips
  • Pursuing a GSA schedule
  • BPAs, IDIQs, and GWACs
4. Contracting and Government-Wide Acquisition
  • Federal and state contracts
  • GSA-based and other buying vehicles
  • Teaming and other partnering methods
5. Building a Strong Sales and Support Process
  • Develop a sales plan
  • Value add and mission critical
  • Pitch meeting and submissions
  • Align infrastructure, sales, marketing, and biz dev
Conclusion
  • Next steps

Taught by

Deanna Grady

Reviews

4.8 rating at LinkedIn Learning based on 249 ratings

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