Professional Training
Achieving success in penetrating the Federal Government market is similar to weaving diverse pieces of a puzzle into one cohesive picture. Let GI2 help you cut through the red tape through a series of professional training seminars focused successfully getting you to market. Our workshops are geared towards providing in-depth information on each particular area to achieve readiness for government contracting. Where appropriate, GI2 incorporates tabletop exercises to ensure that the concepts presented are clearly understood. All courses and seminars are developed and delivered by industry leaders with significant experience and demonstrated successes in the federal government market.
Training seminars are offered through a rolling calendar several times each year. We also offer suitcased classes for companies that have 8 or more employees requiring similar training.
Below are a sample of the professional courses offered by GI2. Contact us for our Training Catalog and calendar of events.
Selling to the Federal Customer
Understanding the Federal Government Market: A series of workshops are offered that focus specifically on the three different government markets: the Civilian Agencies, Agencies within the DoD, and the Intelligence Community. These interactive courses deliver the knowledge, strategies, techniques, real world insights, and resources from experts who have been there and done that. The intent is to provide the participant basic information on federal government marketing, and more importantly, knowledge on how to establish winning strategies that enable the participant to pursue various channels to win. Course highlights:
- Government Agencies and their Focus
- Identify the best agencies for your service or product
- Positioning to your advantage: The marketing rules and regulations of the government game.
- Capture strategies and learn how to stop chasing opportunities and be in front of them
- Strategies for winning consistent government business
- How to use the government sales cycle to your advantageLearn how to identify and gain market intelligence on your federal competitors
- Creative techniques to get and stay in front of your prospects
Winning Government Contracts
The Proposal Development Process: Capture to Submission: Responding to multi-year and multi-million/billion government RFPs is an organized process which requires strategic planning and contribution from different functional groups within a company. Starting before the RFP is released, there are many aspects that need to be accomplished to ensure a cohesive proposal response and assure an award. Proper planning leads to positive results. As such, it is necessary for a Company contemplating on pursuing a large proposal to fully understand the proposal development process and the roles and responsibilities of each individual in the team. This 2-day seminar addresses the steps to developing a winning proposal response with detailed focus on the following:
- Shaping the customer solicitation to your advantage
- Establishing an effective capture strategy
- Pricing to win without sacrificing profitability
- Developing a technically compliant and compelling proposal
Developing Proposals that Win: This course takes the mystery out of responding to government solicitations. Its emphasis is on understanding the government’s requirements and preparing your responses accordingly. This workshop helps to reduce the anxiety associated with RFPs by breaking the process into manageable pieces, in a lively, interactive format that introduces participants to a strategy that provides a competitive edge. A step-by-step, logical process is taught for use in preparing a compliant response with focus on understanding the government’s requirements, establishing writing responsibilities, running effective team reviews, and many more. This workshop also applies to Subcontractors in preparing their response for a Prime Contractor, while showing their savvy in the Proposal Process.
GSA Schedules:
Introduction to the GSA Schedule: If you want to sell to the Federal Government your company needs a GSA Schedule! Many businesses are not familiar with the GSA Schedule Process, this session answers questions of why a GSA Schedule is important, what level of investment you should expect and the overall process of obtaining a GSA Schedule.
Write your own GSA Schedule Proposal: This two-day training course provides companies with all the information and templates necessary to develop a GSA Schedule proposal. No lengthy speeches, just a detailed review of each step in the writing, submission and negotiation process. Participants come away from this course with a hardcopy and softcopy of their draft offer. For years our GSA experts have been working with contracting officers and writing GSA Schedules. While other companies do provide GSA Schedule training, most programs require additional consulting and costs for completion. Our goal is to provide businesses with the knowledge and skills to complete the process independently and with ease.
Marketing Your GSA Schedule: GSA Schedules are the most widely used government contract vehicle with purchases over $37 billion in fiscal 2012. Marketing your GSA Schedule is the key to success in the program. This course will review the marketing steps that include but are not limited to distributing your price list, maximizing your web presence, developing GSA marketing partnerships and many more marketing tips.