Sales Effectiveness Pathway

Course Details

This courses 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

The Government Sale Effectiveness Pathway builds competency through 5 half day sessions. This series 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: Prospecting and Opportunity Management

Part 3: Sales Strategy and Value Proposition Development

Part 4: Engaging with Government Decision Makers

Part 5: Winning Government Tenders

This pathway will be relevant for sales professionals working in both Federal and state jurisdictions.

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

Pathway Objectives

• Plan and execute a sales process which maps to the government buying process;
• Develop a comprehensive understanding of government markets, and how they operate (including how they differ from commercial markets);
• Build a pipeline of government opportunities and understand how to identify opportunities early in the sales cycle;
• Apply government buying concepts such as value for money and efficiency and effectiveness to your offering to government;
• Develop skills to gain access to senior decision-makers, and to plan and executive appropriate communications and meetings; and
• Build a winning tender response for government, including a compelling executive summary which drives the strategy of the bid team and the tender response.

Who should attend?

• Sales Managers & Executives;
• Account Executives;
• General Managers;
• Business Development Managers;
• Bid Managers; and
• Technical Sales Consultants.

Part 1: Government Market Sales Fundamentals

Understanding characteristics of the market

Essential for all government sales staff and a prerequisite for the pathway.  The goal is to develop a comprehensive understanding of the market and how it operates —nature and culture of the public sector, government procurement processes and practices.

Part 2: Prospecting and Opportunity Managements

How to actively generate government opportunities

Many government sales people have difficulty building a sales pipeline beyond waiting for the tender to appear. The goal is to develop skills for effective prospecting with government agencies, and identifying opportunities early in the sales cycle.

Part 3: Sales Strategy and Value Proposition Development

Building a sales strategy specific to government

Improve the Government win rate? The goal is to develop skills in positioning with government, including development of a value proposition specific to government. Improve overall professionalism and positioning with government agencies.

Part 4: Engaging with Government Decision Makers

What they appreciate and what they don’t

How to gain access to decision-makers and better positioning in government accounts.  The goal is to understand the profile of a typical member of the Senior Executive Service, how they are measured, and the drivers behind their behaviour.

Part 5: Winning Government Tenders

How to increase your win rate

Guaranteed to change your approach to Government tendering!  The goal is to understand the tender process in government, and develop skills to increase the chance of success in government tenders. Tenders strategy and planning, the executive summary, and key tips when preparing your response.

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.