Engaging with government decision makers

What they appreciate and what they don’t

(Part of the Government Sales Effectiveness Series)

Introduction

This is the fourth module in a comprehensive pathway, comprising 5 half day sessions.  The pathway offers a curriculum for government sales professionals looking to develop their skills by addressing key topics in the following modules.

Part 1: Government Market Sales Fundamentals
Part 2: Government Market Prospecting
Part 3: Sales Strategy and Value Proposition Development
Part 5: Winning Government Tenders

Sales professionals may enrol for the entire pathway series, or for individual modules.

See more details of the Government Effectiveness Series.

In-House Option

This course can be run in-house and customised to suit your company’s needs. Intermedium will discuss your needs and focus and devise the best curriculum for your company.

For printable version click here.
For further information please contact Kaan Uysen on (02) 9955 9896.

Course Description

Building relationships with public sector Senior Executive Service (SES) decision makers is a major challenge for sales professionals.   Decision-makers in government are different in many respects from their commercial sector counterparts.

Intermedium facilitators are ex-government SES, and share their experience and insights in this module.

Course Outline

The course includes:

• Executive structure in state and Federal Government;
• Typical SES profile;
• Analysing the power/knowledge requirements of your key stakeholders;
• Planning your contact and interacting with the SES;
• Feedback on your SES value proposition;
• Exercise: Writing an introductory email to an SES executive + feedback;
• Colds calls to the SES;
• The Executive Assistant;
• The initial meeting; and
• Gifts and Hospitality. 

Course Objectives

The participant will develop an increased ability to initiate and maintain Senior Executive Service (SES) level dialogue within target agencies.

Graduates of this course will be able to:

• Understand the profile of a typical public sector decision-maker, and their key drivers;
• Plan and execute a meeting with a government SES member; and
• Develop appropriate written and verbal communication with decision-makers.

Who should attend?

• Sales Managers & Executives;
• Account Executives;
• General Managers;
• Business Development Managers;
• Inside/Telesales; and
• Technical Sales Consultants.

Course Instructor

Judy Hurditch                          Director Intermedium

Since founding Intermedium in 2004, Judy has become a highly regarded specialist on the government marketplace. As an independent industry analyst, she has extensive knowledge about both federal and state jurisdictions, and a comprehensive knowledge of suppliers to governments. Prior to her commercial sector experience, Judy spent almost 20 years in the public sector, predominantly in IT-related project management and business system roles.  During this time, Judy managed major IT projects and procurements and was responsible for service delivery.  These roles included senior executive service roles within the Australian Taxation Office as well as in a NSW government corporation, senior project roles as the precursor to Centrelink and senior project management roles at the Office of Asset Sales.  Judy was a Deputy Commissioner of Taxation when she left the Australian Public Service. Judy has an MBA from the Australian Graduate School of Management.

See more details of the Government Effectiveness Series.