Strategic Selling® Government

Comprehensive Strategy for Winning Government Business

Our Strategic Selling® Government process helps organizations and individuals develop comprehensive strategies to win complex government business. It is especially helpful when selling solutions require approval from multiple people on the government side and responding to a complex Request For Proposal (RFP) before the program is awarded.
 
In Strategic Selling® Government, you will learn to gather essential information and develop winning deal strategies, and the critical importance of early involvement in shaping and influencing requirements. This includes identifying all important decision makers and influencers and their motives, developing internal coaches, evaluating competitive positioning, and building action plans to shore-up weaknesses and uncover uncertainties. You will learn to form your best deal team, translate selling and pursuit activities into effective proposal strategy, organize your efforts to cover all the bases, and set objectives and timelines necessary to move the opportunity forward.

Finally, you will learn proven techniques to ensure you are as prepared as possible for the proposal, thereby decreasing proposal development costs and improving proposal quality. This gives an organization a common process and language for pursuing government business, allocating resources, and making better management decisions. This rigor and consistency ensures a high level of professionalism, facilitates effective sales management, and dramatically increases the odds of winning the business.

If your organization is trying to address any of the following issues, then Strategic Selling® Government may be the right solution.

  • Lack insight into how the government buys products/services
  • Lack of understanding of the regulatory process
  • Identifying opportunities too late in the sales cycle
  • Lack of integration of pursuit/proposal activity
  • Failure to translate competitive positioning into written proposals
  • Difficulty assessing whether you are ready to respond to the RFP
  • Difficulty getting management commitment and resources for the bid 


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"I've taken a lot of courses over the years but this is the first that really dealt with what we need to do before the RFI and/or RFP is released. It gave a good process for developing a roadmap for what needs to be done up front."
- William Umbaugh
Project / Product Manager

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