Selling to Government

Salessense
5.0
3 reviews
  • I would like to pay a thanks to Clive for being such a great trainer. I really enjoyed the course and got a lot of new ideas to make them possible.
    ← | →
  • I must say that the course covered quite a lot of stuff from different areas in a short duration of time. Learning remained interesting all day long which felt good.
    ← | →
  • The course content was worth appreciating. It included goodd slides, collaboration and great excersies. I personally would love to do the helpful assessments improving me to the next levels.
    ← | →

Training

Inhouse

£ 3,995 + VAT

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Description

  • Type

    Training

  • Level

    Intermediate

  • Methodology

    Inhouse

  • Duration

    Flexible

  • Start date

    Different dates available

Win more public sector contract.

Governments spend vast amounts of money procuring goods and services. Complex rules dictate their buying process to ensure that taxpayer’s money is spent wisely, yet some suppliers perform much better than others do. Selling to the government is a complex challenge.

Offering the best value does not always lead to a contract. Because of the intricate procurement procedures imposed on government users and their suppliers, even the best salespeople may not be equipped to excel in the Public Sector.

Selling to the Government 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 and provides methods and tools for winning more government tenders.

Facilities

Location

Start date

Inhouse

Start date

Different dates availableEnrolment now open

About this course

Course Objectives

- Understand procurement rules
- Create relationships that add value to the bid process
- Identify the right opportunities
- Learn to influence the decision
- View the process from the evaluator's perspective
- Learn how to maximise response scores
- Exploit procurement rules to gain competitive advantage
- Understand how and when to challenge the procurement team
- Counter competitive initiatives
- Retain influence after the bidding process begins
- Anticipate the negotiation process

Salespeople who are transitioning from the commercial sector, or who are beginning a public sector sales career. Experienced sales people who need to increase win rates or want to refresh their knowledge. Sales managers taking over responsibility for selling to government. Bid managers and other support staff involved in selling to government or preparing bids will also benefit.

SalesSense course completion certificate.

Unique aspects of this course:

- The practical nature of the guidance.
- Delivered by the Author
- Career long support.
- Includes self-led study materials.

When you request information, you will receive the course data sheet and an invitation to speak with the course author. If you have provided a telephone number, we will call you to answer any questions and share more about the content.

The standard course serves up to 12 people. We can accommodate larger numbers by special arrangement.

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Reviews

5.0
excellent
  • I would like to pay a thanks to Clive for being such a great trainer. I really enjoyed the course and got a lot of new ideas to make them possible.
    ← | →
  • I must say that the course covered quite a lot of stuff from different areas in a short duration of time. Learning remained interesting all day long which felt good.
    ← | →
  • The course content was worth appreciating. It included goodd slides, collaboration and great excersies. I personally would love to do the helpful assessments improving me to the next levels.
    ← | →
100%
5.0
excellent

Course rating

Recommended

Centre rating

Student Reviewer

5.0
06/03/2019
About the course: I would like to pay a thanks to Clive for being such a great trainer. I really enjoyed the course and got a lot of new ideas to make them possible.
Would you recommend this course?: Yes

Student Reviewer

5.0
03/03/2019
About the course: I must say that the course covered quite a lot of stuff from different areas in a short duration of time. Learning remained interesting all day long which felt good.
Would you recommend this course?: Yes

Student Reviewer

5.0
02/03/2019
About the course: The course content was worth appreciating. It included goodd slides, collaboration and great excersies. I personally would love to do the helpful assessments improving me to the next levels.
Would you recommend this course?: Yes
*All reviews collected by Emagister & iAgora have been verified

This centre's achievements

2019

All courses are up to date

The average rating is higher than 3.7

More than 50 reviews in the last 12 months

This centre has featured on Emagister for 17 years

Subjects

  • Public Sector Sales Training
  • Selling to the Government
  • Winning Tenders
  • Bid Proposal Training
  • Bid Management
  • Bid Proposal Course
  • Bid Strategy
  • Selling to Central Government
  • Selling to Local Government
  • EU Procurement Rules
  • Winning Government Business
  • Public Sector
  • Sales
  • Sales Training

Teachers and trainers (1)

Andrew Haigh

Andrew Haigh

Coach and Associate Consultant

Author of the Guardian listed Winning Public Sector Contracts guide and one of the few people in the UK to have obtained APMP Professional status, Andy is our Public Sector Sales expert. After completing service with the RAF, he led several companies to success including public sector consulting firm, Lorien.

Course programme

Course Content:

Public Sector Wrinkles - Understand the latest UK 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.

Taking the Initiative - Take the risk out of Public Sector business. Get key people on your side, right from the beginning. Take control and keep it. Learn how to make your planning work for you.

Practical Study - Work through a local government bid simulation from ITT to BAFO. Use the simulation to apply learning as the course unfolds.

Choose What to Do - Use a proven quantitative assessment 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 increase your company’s exposure in the right places. Discover how to be invited to bid for business. Find out how to get on the list for contracts that are not published.

Manage Information - Discover how the rules governing access to information not in the official documents, can both hinder and help your cause.

Critical Understanding - Understand the formal and informal decision making process that controls who participates in the real competition.

Compliance Strategy - Discover the alternatives to being compliant with all mandatory ITT requirements and learn how to use them effectively.

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.

Best And Final Offer BAFO - Learn how to interpret an invitation to discuss your bid and experience the competitive nature and circumstances in the closing stages of the Local Government ITT simulation.

Win When you Lose - Discover how you can still win, even after you have lost.

See related categories

Selling to Government

£ 3,995 + VAT

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