Government Market Prospecting

Prospecting and Opportunity Management
How to actively generate opportunities

(Part of the Government Sales Effectiveness Series)

Introduction

This is the second 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 3: Sales Strategy and Value Proposition Development
Part 4: Engaging with Government Decision Makers
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

Many government sales professionals have difficulty developing a sales strategy other than waiting for a formal tender to appear.

Prospecting and Opportunity Management is designed for sales professionals who wish to enhance their ability to build a government sales pipeline. 

This course builds on material from the Government Sales Fundamentals module to look at methods for prospecting with government agencies.  It also covers government opportunity qualification so staff can effectively forecast their sales opportunities.

Course Outline

The course includes:

• Agency research – key information required for effective prospecting;
• Planning contact with government;
• when to use phone, email, face to face meetings;
• How to conduct meetings with decision makers;
• The most appropriate method for approaching government as a sales person;
• How to find and use public domain information; and
• Opportunity qualification in government.

Pre-requisites: need to bring a laptop to this module.

Course Objectives

The Participant will be able to develop a well qualified government market sales pipeline.

Graduates of this course will be able to:

• Build a pipeline of government opportunities which will meet the required sales targets;
• Manage the government opportunity from opportunity identification to close;
• Apply appropriate criteria to qualifying government opportunities;
• Use government information portals and systems such as Austender, tenders.nsw.gov.au; and
• Apply a winning sales strategy to a government sales opportunity.

Who should attend?

• Sales Managers & Executives;
• Account Executives;
• General Managers;
• Sales Managers & Executives;
• Account Executives; and
• General Managers.

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.