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Winning in Public Sector Sales

Ethan Hathaway

Training

In Singapore ()

Price on request

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Description

  • Type

    Training

  • Duration

    3 Days

1. Study how to create relationships that add value to the bid process. 2. Provide a method for reliable qualification and forecasting of Public Sector opportunities. 3. Learn how to identify and influence who will make the award decision and how they will choose the supplier. 4. Discover how to identify competitors, anticipate what they will do, and counter their initiatives. 5. Explain how to retain control when the bidding process begins. Suitable for: This course gives essential insight for anyone who is responsible for winning Public Sector contracts. It is highly relevant to anyone leading a sales team or bid team focused on the public sector and to everyone who is part of such a team or a frequent contributor to bids into central or local government.

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Course programme

Winning in Public Sector Sales is an advanced training course that deals with the written and unwritten rules affecting those who sell to national and local governments. It addresses challenges faced by Public Sector sales people and shows how the process can be exploited to help you gain a significant competitive advantage.

Course Agenda Highlights:
  • Public Sector Wrinkles - Understand the formal procurement process, the European Journal, and other international bid regulations. Learn about the traps that catch the unwary, and what you can do to avoid them.
  • Choosing What to Do - Use a proven analysis tool to prioritise bids and make better use of resources. Always know what you need to do next to maximise your success rate.
  • Get on the Long List - Learn what you can do to get past the Pre Qualification Questionnaire stage. Discover how to be invited to bid for business. Find out how to get on the list for contracts that are not published.
  • Who Really Decides - Identify the right people, those who are, or will become influential in the decision. Learn how to understand and allow for political factors. Uncover hidden friends and foes. Know what they can do within the rules and harness that power for you
  • Power of Choice - Learn how the evaluation process actually works. Find out how to exploit this knowledge to increase your win chance.
  • Get on the Short List - Study successful bids and learn what made the difference. Discover what to include and how to make your submissions more compelling. Use professional writing techniques to make your bids interesting and absorbing to read.
  • Lessons of Warfare - Learn the lessons history teaches, about winning in competition. Know what your competition will do, before they do. Drive your plan with a clear and effective strategy. Turn weakness into strength and vulnerability into advantage.
  • Turn around lost sales - Discover how you can still win, even after you have lost.

Additional information

Contact person: support@ethanhathaway.com

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Winning in Public Sector Sales

Price on request

The best Sales Management courses

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