Stepping Up Advanced Program

Government Sales Fundamentals

'Stepping Up Advanced Program'

Target opportunities in NSW and Federal Government

Some believe Government procurement to be complicated and drawn out

It is certainly very different from the commercial sector

But frequently delivers high value long term contracts

Supported by NSW Government

NSW Government’s Stepping Up Advance program assists established firms to grow, through innovation and exporting, by providing specialist knowledge and assistance specific to the needs of their firm, their industry sector and their market.

Briefing Details

Venue:       ANZAC Room, NSW Trade & Investment Centre
                  Level 47, MLC Centre, 19 Martin Place Sydney NSW 2000

Launch Event:
Tuesday 5 May 2009   -     07.30–10.00  -   To register for the launch click here  

Cost:  Eligible companies may receive 50% funding from the NSW Government. With Government funding, the cost for each company is $2500 (ex GST). Cost includes up to two participants.

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

Why Government Markets?

Government markets are potentially lucrative, but they can seem to be complex and demanding for smaller companies with limited resources or experience in selling to government.

To succeed, you need to understand how public sector markets operate.  You must prepare strategies specifically for these markets, and provide your staff with the knowledge and skills required to succeed in these markets.

Course Description

This course is designed specifically for small-medium NSW-based companies keen to enter or expand their business into government markets. 

Government Sales Fundamentals program builds competency through four sessions, more than 20 hours of government sales tuition and coaching in workshops featuring presentations, breakout sessions, panel discussions and group mentoring sessions. 

Course Objectives

• 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.

What other participants have said

The course was very informative and much of the information was a completely new way of thinking about interacting with Government agencies. The strategy is quite opposite to how you deal with enterprises. This course is good value for money.
                              Virginia Choy, BDM, PretaWeb, (2008 program participant)

What has changed is my attitude, my understanding of the system and how different it is from the 'normal' sales process. I know how to speak my prospect's language and in doing so, give them confidence that I know what I am talking about. I can say without hesitation that I can absolutely recommend this program.
Don Eade, BDM, Policy Point, (2006 program participant)

Who should attend?

Government Sales Fundamentals is suitable for senior company representatives involved in planning the company’s government market strategy including CEOs, Sales Manager and Senior Account Managers.  We recommend that each company sends two participants.

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.