Government Sales Fundamentals

Understanding characteristics of government markets

(Part of the Government Sales Effectiveness Series)

Introduction

This is the first 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 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

Government Sales Fundamentals is essential for all government sales staff who need a comprehensive understanding of government markets and how they operate — nature and culture of the public sector, government procurement processes and practices. 

Completion of this module is a prerequisite for attending other modules in the pathway.

Course Outline

The course will cover a range of fundamental concepts about selling to government which are essential for a sales person to achieve success in this market. It covers:

• Why sell to the public sector? (facilitated exercise);
• Government sector purpose, accountability and nature of decision-making;
• Government market context and influences (budget, political, electoral);
• The government sales paradox;
• The budgetary cycle and its impact on sales;
• Government procurement stages/milestones;
• Key government procurement concepts; and
• Account management (farming) vs. business development (hunting) in government.

Course Objectives

Course graduates will achieve an understanding of the public sector - how it is different from the commercial sector, key market drivers, and the importance of developing a specific sales strategy for government.

Graduates of this course will be able to:

• Develop a long term view of their role in providing value to the public sector;
• Articulate the nature and challenges of winning government business;
• Interact with agency personnel and display a knowledge of the government market and its cyclical influences;
• Plan and execute a sales process which maps to the government buying process; and
• Apply government buying concepts to their interactions with their target agency.

Who should attend?

• Sales Managers & Executives;
• Account Executives;
• General Managers;
• Business Development Managers;
• Bid Managers; 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