Selling to Government Training Program

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Demystifying the process of selling to government

With an estimated value of over $12 billion in 2016-17, the Australian public sector ICT market is too important to ignore.

To ensure success in government markets a company needs:

  • An understanding of government context process and specific strategies for long procurement cycles and consensus-based decision making
  • An understanding of Government risk analysis and value for money assessments.

Companies which misunderstand or under-estimate such factors will miss out in this market.

Companies which succeed know the investment is substantial, and take a strategic approach to selling to government.

Intermedium's Selling to Government training program offers two courses to equip companies with the skills they need to sell to government:

  1. Fundamentals of Government Sales Success
  2. Winning Government Bids

The courses are interactive and feature workshops and break-out sessions. They often include government guest presenters.

Companies can also choose to run either of these courses in-house, provided there are at least six attendees. Please contact Intermedium to discuss your requirements.

Location and Dates

Fundamentals of Government Sales Success

Sydney Wednesday 1 March Wednesday 19 July
Canberra  Tuesday 30 May Wednesday 16 August
Melbourne  Wednesday 17 May Wednesday 30 August




Winning Government Bids

Sydney Thursday 2 March Thursday 20 July
Canberra  Wednesday 31 May Thursday 17 August
Melbourne  Thursday 18 May Thursday 31 August




*Hotels to be confirmed in CBD

Program Benefits

Attendees of Intermedium’s Selling to Government training courses will improve in their ability to:

  • Message and position for a government audience
  • Qualify and manage opportunities in the government market
  • Win more government tenders
  • Build effective sales strategies
  • Increase team productivity
  • Reduce the cost of sale to government.

To discuss your company's training needs, contact Intermedium.

Program Facilitator

The Selling to Government Training Program Facilitator is Judy Hurditch, who is the Managing Director, Intermedium.

Since founding Intermedium in 2004, Judy has become a highly regarded specialist on the Government marketplace and has conducted numerous training courses and events. Judy has extensive knowledge about both federal and state jurisdictions, and the characteristics, size and other attributes of their ICT markets.

Judy was a Deputy Commissioner of Taxation when she left the Australian Public Service. She has an MBA from the Australian Graduate School of Management.

Register now

Registration Page >>


Who Should Attend?

  • Sales Executives and Account Managers
  • Tender and Bid Managers
  • Sales Managers
  • Marketing Directors and Managers
  • Delivery and Project Managers
  • Solution Architects.

Program Deliverables

Selling to Government training course participants will receive:

  • An interactive learning experience
  • A comprehensive workshop manual
  • Qualification and opportunity management tools.