Federal Market and Business Development Course

This Course is Part of the Federal Business Accelerator Bundle

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    Video-based presentations. Engaging to keep up with today's mindset.

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  • 365 Days Access

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Course Curriculum

This course is part of the Federal Business Accelerator bundled program and while it may be purchased on an individual basis, we encourage you to instead register for the entire bundled program for the best understanding of the subject. More information about how to purchase the Federal Business Accelerator bundled program is listed at the bottom of this page.

  • 1

    Market and Business Development

    • Introduction to the Course
  • 2

    Win Business; Stop Selling

    • Why Stop Selling?

    • Learning from Government

    • Sales Skills Perspectives

    • Why Selling to Fed is Difficult?

    • Business Capture Issues?

    • Innovating Sales Strategy
  • 3

    How to Influence Buyers?

    • A, B, and C's of Influencing

    • Three Ways to Influence Government

    • Building the Influencer Program

    • Target for Influencing

    • Target the Correct Level

    • Finding Change Agents

    • How to Win in Government?
  • 4

    Industry Powered Learning

    • Background to IPL

    • Federal Accelerator Tools

    • Organic Buying Model

    • Buyer Reach Out to Sellers

    • Commodity Vs. Specialty Offerings

    • Influencing Top-Down

    • Influencing Bottom-Up

    • IPL Master Program

    • IPL Tool Demo

    • Federal Partnerships Marketplace

    • FPM Tool Demo

    • Federal Sales Quotas

    • FPM and IPL Tools Practicum
  • 5

    Government Business Development

    • Intro to Government BD

    • Market Vs. Business Vs. Sales Development

    • How to Shape an Opportunity?

    • Creating a Capabilities Statement

    • Capabilities Statement Practicum

    • Targeting by Innovation Levels

    • Accessing the Government Buyer

    • Evaluating Federal RFPs

    • Government Happiness Index

    • Winning Through Productization

    • Business Development Strategy

    • BD Tools for Growth

    • Practicum: Building a Federal Profile

    • Meeting Planning Strategy

    • Approaching Government Customers

    • Sept-by-Step Growth Strategy
  • 6

    Government Business Capture

    • Definitions of Acquisitions Terms

    • Business Capture Roles

    • Types of Government Contracts

    • RFIs, RFPs, and RFQs

    • Pre-Qualifications Strategies

    • Pre-Proposal Strategies

    • Proposal Strategies

    • Proposal Compliance Strategies

    • Post Submission Strategies

    • Post Award Strategies

    • Teaming Meetings Strategies
  • 7

    Begin With End in Mind

    • Source Selection Procedures

    • Source Selection Procedures (2022)

    • Source Selection Procedures (2016)

    • Source Selection Procedures (2011)

    • Practicum: Building Company Website

Course Pricing

This course is part of the Federal Business Accelerator bundled program and while it may be purchased on an individual basis, we encourage you to instead register for the entire bundled program for the best understanding of the subject. More information about how to purchase the Federal Business Accelerator bundled program is listed at the bottom of this page.

Alternatively, Join the Federal Business Accelerator (Bundled Program)

Includes the "Federal Market and Business Development Course" with 10+ Bundled Courses.

Entrepreneurs, startups, small businesses, and government contractors -- join our ever-growing collection of bundled, self-paced, digital courses and workshops to learn how to win and execute government contracts and grants. This program includes the bundled program of 10+ courses. You can join this program immediately by clicking the link below.

Join One-Year Access Plan

Federal Business Accelerator (Bundled Program)

Learn to Build a Federal Practice!

Nitin Pradhan

Program Director

Former Federal CIO
Obama-Biden Appointee

Nitin Pradhan has 25+ years of experience in delivering results-focused innovation, transformation, and business expansion for organizations. Nitin is currently the CEO of Launch Dream, the owner of ScaleUP USA, and the Federal Business Accelerator program. Nitin was also the Managing Partner of GOVonomy an "Innovation as a Service" for government and government contractors in the government sector. GOVonomy was acquired in 2021. Nitin is also on the advisory board of FitGov Summit, the nation's premier conference held in Washington DC.

FIRST TERM OBAMA-BIDEN ADMINISTRATION CAREER:

Nitin was a first-term Obama administration appointee and the award-winning, nationally recognized federal, SES Level CIO for the US Department of Transportation (US DOT) where he provided IT leadership, vision, strategy, policy, and oversight for US DOT’s more than $3.5 billion annual IT investment portfolio and for over 3,000 IT employees, 10,000 contractors, and over 200 major transportation systems -- the 6th largest in the federal government.

PRE-OBAMA ADMINISTRATION CAREER:

Earlier, Nitin was the IT Executive at the Fairfax County Public Schools (FCPS), the 10th largest school district in the USA. Nitin has also been the Managing Director of the prestigious Virginia’s Center for Innovative Technology (CIT), which is focused on technology-based economic development, and the CEO of a wireless startup, TechContinuum.

Nitin is a keynote speaker, board member, and author at major business-technology organizations and publications.

EDUCATION:

Nitin has a BS in engineering, MBA in marketing, and MS in accounting.

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Nitin Pradhan Bio