Government market sales strategy and value proposition development

 Building a sales strategy specific to government

(Part of the Government Sales Effectiveness Series)

Introduction

This is the third 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 Sales Fundamentals
Part 2: Government Market Prospecting
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

It’s vital sales professionals are able to build a sales strategy specifically for government.

Sales Strategy and Value Proposition Development is for professionals who wish to increase their government sales strike rate and develop their overall professionalism and positioning with government agencies.

Course Outline

The course includes:

• How vendors are perceived in government;
• How to position yourself with government to maximise interest and minimise negative perceptions;
• Competitive positioning in government sales;
• The commercial language of government;
• Value for Money in government - case study and detailed explanation;
• Developing your Government Value Proposition (GVP);
• Developing GVP specific to the agency initiative; and
• Exercise: Develop a GVP for a current agency.

Course Objectives

The overall goal of this course is that the participant can develop an appropriate sales strategy and value proposition for a government agency.

Graduates of this course will be able to: 

• Articulate how relationship-based sales strategies are perceived by government agencies;
• Customise their existing sales strategies and skills for the government market;
• Approach government agency decision-makers using a specifically crafted value proposition based on their knowledge of the agency; and
• Apply government buying concepts such as value for money and efficiency and effectiveness to their business development activity. 

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.