Federal Market and Business Development Course

This course is part of the Federal Business and Career Accelerator bundled programs

  • Byte Size Content

    Valuable content in "byte-sized" chunks for easy assimilation.

  • Precise Knowledge

    Focused, precise, targeted knowledge for immediate, high impact.

  • Fresh Learning

    Produced at the speed of change to keep learning fresh and interesting.

  • Video-Based

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

  • On-Demand

    Just in time, digital, and on-demand for any time, anywhere learning.

  • 365 Days Access

    Reinforcement and retainment focused. Learn to repeat. Repeat to learn.

Course Curriculum

This foundational course is part of the Federal Business and Career Accelerator bundled programs. While it can be purchased individually, we recommend registering for the entire bundled program to gain a comprehensive understanding of the subject. For details on how to purchase the Federal Business and Career Accelerator bundled program, please refer to the information listed at the bottom of this page.

    1. Introduction to the Course

    1. Why Stop Selling?

    2. Learning from Government

    3. Sales Skills Perspectives

    4. Why Selling to Fed is Difficult?

    5. Business Capture Issues?

    6. Innovating Sales Strategy

    1. A, B, and C's of Influencing

    2. Three Ways to Influence Government

    3. Building the Influencer Program

    4. Target for Influencing

    5. Target the Correct Level

    6. Finding Change Agents

    7. How to Win in Government?

    1. Background to IPL

    2. Federal Accelerator Tools

    3. Organic Buying Model

    4. Buyer Reach Out to Sellers

    5. Commodity Vs. Specialty Offerings

    6. Influencing Top-Down

    7. Influencing Bottom-Up

    8. IPL Master Program

    9. IPL Tool Demo

    10. Federal Partnerships Marketplace

    11. FPM Tool Demo

    12. Federal Sales Quotas

    13. FPM and IPL Tools Practicum

    1. Intro to Government BD

    2. Market Vs. Business Vs. Sales Development

    3. How to Shape an Opportunity?

    4. Creating a Capabilities Statement

    5. Capabilities Statement Practicum

    6. Targeting by Innovation Levels

    7. Accessing the Government Buyer

    8. Evaluating Federal RFPs

    9. Government Happiness Index

    10. Winning Through Productization

    11. Business Development Strategy

    12. BD Tools for Growth

    13. Practicum: Building a Federal Profile

    14. Meeting Planning Strategy

    15. Approaching Government Customers

    16. Sept-by-Step Growth Strategy

    1. Definitions of Acquisitions Terms

    2. Business Capture Roles

    3. Types of Government Contracts

    4. RFIs, RFPs, and RFQs

    5. Pre-Qualifications Strategies

    6. Pre-Proposal Strategies

    7. Proposal Strategies

    8. Proposal Compliance Strategies

    9. Post Submission Strategies

    10. Post Award Strategies

    11. Teaming Meetings Strategies

About this course

  • $399.00
  • 59 lessons
  • 6.5 hours of video content

Course Pricing

This foundational course is part of the Federal Business and Career Accelerator bundled programs. While it can be purchased individually, we recommend registering for the entire bundled program to gain a comprehensive understanding of the subject. For details on how to purchase the Federal Business and Career Accelerator bundled program, please refer to the information listed at the bottom of this page.

Federal Business Accelerator

One-Year Bundled Program for Business Growth

Federal Career Accelerator

90-Days Bundled Program for Career Growth