"We want our on-site people to build and maintain long-term customer relationships that lead to winning more qualified opportunities at higher margins."

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 more 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 any remote location. 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.

Outline:

• Introduction

• Government Acquisition

• How the Government Selects the Winner

• Why you win from the customer's Vantage

• Why you are in this workshop

• Strategic Planning

• Organization & Positioning

• Becoming the Trusted Advisor

• Interaction with Potential Customers

• Managing the BD/Customer Service Process

• Finding New Business

• How BD/Customer Service Connects

For further information, contact Sid Jaffe at 703-642-5153.