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Learn
to apply business development and relationship development tools,
tactics and techniques that increase the number and quality of your
contract targets, significantly improve your chances of winning
competitive bids and ID/IQ task orders, and get on the "winning
team". More than 16,000 students from greater than 1,200
government contracting companies and government agencies have attended
our workshops since 1992. The workshop is an 8-hour lecture, discussion
and exercise format that takes attendees through the business
development process and gives them the ability to implement staff-level
teams focused on adding value to relationships with current and
potential clients. The session is normally presented by our senior
staff at your location in either the DC area or around the country. We
provide scheduling designed to meet the unique needs of your business.
The workshop is also presented monthly on a public basis at our Annandale Virginia
office with limited seating. All of the instructors have extensive
experience in both government and industry.
Summary:
A workshop providing company-specific
guidance on developing or expanding your business with the Federal
Government. The emphasis of the course is on developing mutually
valuable relationships between your staff and their customers. The
session combines lecture, exercises and leave behind tools that both
teach and motivate attendees to become active participants in your firm's business development process without
feeling that they are doing things that “feel” like sales
tactics.
Objectives:
Provide attendees with the processes and
techniques that will enable them to help expand your contacts, organization's business base and margins.
Audience:
Non-marketing individuals with functional or
technical backgrounds, as well as senior managers and business
development staff who direct and guide the business development
process.
Special Topics:
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How the Government Selects a Winner
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What Winners Do to Win and Grow
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Competitive Issues
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Strategic Planning
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Finding New Business
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Capturing New Business
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Bidding to Win
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