Selling to Secure Agencies

Building a sales strategy for
security products and services

Who are the secure agencies?

Understanding the Australian Government’s security framework – the Protective Security Manual and the Information Security Manual.

How to approach the secure agencies.

What are the security compliancy issues?

Developing a value proposition to sell to a secure agency

Course Details

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

Course Description

The Federal Government market includes a number of secure agencies which are growing purchasers of ICT goods and services. 

Many other agencies (eg, Tax, Customs, Centrelink) also engage in secure activities requiring similar products and services.  State law and justice portfolios also include a range of organisations responsible for intelligence-gathering, using similar approaches. 

Together, these organisations represent a significant market in their own right but, by virtue of the activities they perform, procurement of the goods and services they need is often undertaken differently.

This course will look at the differences in approach and help you understand who these agencies are, what they do and how you should approach them.  It is specifically intended for those who are currently selling to these agencies, and wish to improve their success rate, or companies that have products and services they wish to introduce to these agencies.

Course Objectives

• Understand the role of secure agencies, what they do and how they buy;
• The Australian Government's security environment - key frameworks;
• Getting products approved for sale to these agencies; and
• Getting approvals to sell to these agencies.

Who should attend?

• Government Business Development Managers;
• Secure Agency Account Managers;
• Sales Managers;
• Security Consultants;
• Pre-sales Staff; and
• Product Managers.

Course Instructors

Chris Whyte
Senior Associate
Intermedium

Chris is a lawyer, and has some 30 years experience in Federal Government agencies, including over 20 as a senior executive in the Attorney-General's portfolio in agencies with responsibility for law enforcement, intelligence and security. 

He has held both policy and administrative positions, and has been involved in 'whole of government' approaches to issues such as fraud on revenue and expenditure programs. He has also been involved in projects intended to ensure improved exchange of information and intelligence between agencies and to facilitate the use of shared systems. 

Until December 2008 he was CIO at the AFP, and is now a consultant, principally in matters related to government ICT initiatives.

Judy Hurditch
Director
Intermedium

Since founding Intermedium in 2004, Judy has become a highly regarded specialist on the government marketplace and concentrates her focus on NSW Government. 

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.