Selling to Government
Professional Development Courses

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Demystifying the process of winning government tenders and bids

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 tendering to government.

Intermedium's Selling to Government professional development 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.

Attendee feedback - 2017

"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!"


"The most relevant course I have ever had the pleasure of attending!"


"Very informative and I would highly recommend this to any organisation"


"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."


"I welcomed Judy's insight, war stories, practical guidance and humour. Providing a perspective from both sides of the fence is so helpful."


Program Benefits

Attendees of Intermedium’s Selling to Government professional development 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 professional development needs, contact Intermedium.

Program Facilitator

The Selling to Government Professional Development 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 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.

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 professional development course participants will receive:

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