Day 1 - Enhancing Government Literacy
Both Day 1 & Day 2 of the selling to government program can be booked as individual options. A premium rate applies if only one day is booked.
Want to obtain more government sales success?
Enhancing Government Literacy is a must for any public sector facing professional who is new to their role and has no prior experience of dealing with government.
This course will also provide those who have significant government sales experience with a comprehensive refresher on how best to engage with senior levels of government.
Without the insights provided by Government Literacy, sales professionals can only learn about the government market from colleagues or via experience ‘on the job’. Both approaches are costly, inefficient and lead to sub-optimal practices.
Who should attend?
Relevant to field and inside sales professionals, sales managers, account managers, solution architects, professional services personnel, marketing managers, delivery managers and others with public sector related roles.
The program is relevant to all public sector markets across Australia.
What’s covered in the program?
Attendees will develop a sound understanding of how to develop effective account-specific sales plans, and insight into how their strategy must differ from those applied in the commercial sector.
Topics covered include the government as buyer, value propositions, networking and influence, and key differences between commercial and government sales process management.
This program will be offered throughout 2018 and can be conducted in-house, provided there are at least six attendees. Please contact Intermedium to discuss your requirements.
Presented as Day 1 of our Selling to Government program, Enhancing Government Literacy (Day 1) precedes Best Practice Tender Responses (Day 2). Attendees can opt to book either Day 1 or Day 2 but by booking both, attendees’ will leverage their sales effectiveness through the reinforcement of key concepts.
What do attendees think?
"Very worthwhile! Great insights from Judy and very useful to get perspectives from other participants"
"Best and most appropriate course I have ever been on! Congratulations!"
"I found Judy's deep understanding of government fundamentals very informative, she is a wealth of knowledge and very pleasant to talk to. Her course outlined fundamental objectives which aligned with my businesses objectives."
"Excellent insights into how to work with government (and become a trusted advisor rather than another vendor)."
"Great introduction into how government functions. Anyone trying to sell to government will finish the day with practical advice they can immediately put into action."
"Timely reminder of what we are not doing and what we can do better selling to government."
Enhancing Government Literacy will:
- Reinforce the best practice principles of selling to government
- Provide key information on the nature of government ICT markets across Australia
- Provide market intelligence to effectively build and execute a government specific sales strategy
- Inform the development of relevant solution content and illustrate how to leverage that content
- Illustrate how best to maintain engagement with government decision makers throughout the sales cycle.
Individuals who attend the Enhancing Government Literacy program will be able to:
- Adopt more effective strategies for scoping and generating pipeline
- Better qualify and manage opportunities
- Increase win-rates on government bids
- Increase resource productivity
- Reduce the cost of sale to government.
1. Selling to Government is different
2. Why sell to government?
3. Where and when to sell to government
4. Who to sell to in government
5. How to sell to government
Contact Intermedium for a more detailed program outline.
Program Facilitator and Managing Director of Intermedium.
Since founding Intermedium in 2004, Judy has become a highly regarded specialist on the Government marketplace and has conducted numerous professional development 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.