Strategic Selling® Government – Comprehensive Strategy for Winning Government Business

Strategic Selling® Government helps organizations and individuals develop comprehensive strategies to win complex government business. By providing a consistent process for selling solutions that require approval from multiple people in a government agency or department, this program helps organizations appropriately respond to a complex Request for Proposal (RFP) before the contract is awarded.

Strategic Selling® Government gives organizations a common process and language for pursuing government business, allocating resources, and making better management decisions. Participants will learn the critical importance of early involvement in shaping and influencing requirements. They will adopt a process to gather the essential information needed to develop winning strategies, which include identifying all important decision makers and influencers, understanding the motives of the buying influences, developing internal coaches, evaluating competitive positioning, and building action plans to address weaknesses and uncover uncertainties.

Participants will learn how to form the best selling team, translate selling activities into effective proposal strategy, organize efforts to cover all the bases, and set objectives and timelines necessary to move the opportunity forward.

Strategic Selling® Government includes proven practices to ensure participants are as prepared as possible for the proposal, thereby decreasing the cost of sales and improving proposal quality. The rigor and consistency of the process ensures a high level of professionalism, facilitates effective sales management, and can increase the odds of winning the business.

Strategic Selling® Government is the right solution if your company is trying to:

• Gain increased insight into government buying and regulatory processes.
• Identify Request For Proposal (RFP) opportunities early enough to be considered a key candidate.
• Integrate consistent application of proposal activities.
• Translate competitive positioning into written proposals.
• Assess whether RFP’s are appropriately matched to the solution your organization can offer.
• Secure management commitment and resources to pursue bids.