Event Date: 9/6/2019 - 9/6/2019
Gloria Larkin will be presenting Government Sales Strategy on September 6, 2019 in Catonsville, Maryland.
The U.S. Federal Government is the world’s fortune one customer in that it buys more services and products than any other entity in the world. Companies based in countries throughout the world can be successful U.S. government contractors, but there are mandatory rules, regulations and processes required to be successful. To accelerate market entry it is critical to know about the opportunity well before the RFP is announced and in the case of innovative products or services, understand how to find and get in front of decision-makers. Just as important, the decision-makers must know, trust and want your business to be the awardee. But most businesses hit a brick wall when trying to proactively market to the right decision makers before the bid hits the streets. This session is geared towards both experienced contractors and those entering the U. S. federal marketplace. We’ll cover practical steps in identifying the real decision-makers, tips and rules on acceptable marketing tools and tactics, the critical issues of timing, and mistakes that lock you out including eliminating the “chasing the bid” mentality.