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Closing the Gap: Preparing Women Business
Owners
to Subcontract with the Federal Government
Part I - Identifying Core Competencies and Targeting
Core Customers
Course Overview
This course discusses how to identify the right customers and win
Government work with what you do best -- your core competencies. Learn how to
win by identifying and capitalizing on your company's strengths and then marketing
them effectively. Find your niche and stick to it!
This course also conveys insights and skills that can provide a decisive competitive
advantage by illustrating the essentials of competition combined with a savvy
and well-thought out business strategy. Additionally, the dynamics of the sales
process, instruction in market research, pre-RFP sales techniques, and bid/no-bid
decision making are explained, as they all lead up to the actual proposal preparation
process. The roles of the team members within the business development process
are clarified, especially in terms of planning, budgeting, scheduling, and preparing
for the marketing process.
This course also describes how Government Customers determine and advertise
their needs, communicate their requirements, and seek and find companies that
can provide them with solutions. Understanding the rules of the game and knowing
the key players will enable you to successfully influence those processes to
the benefit of your company. Then by analyzing all the business intelligence
that you compiled, you will be well-positioned to determine your business risks
v. rewards in order to make sound bid/no-bid decisions.
Carefully choose your competencies, carefully choose your marketplace, know
your Government Customers, and be prepared to win. Preparation is always the
key to success.
Download the slide presentation
and documents used in the webinar:
Back to other webinars.
This project is funded by a grant from the U.S. Small Business
Administration (SBA). SBA's funding should not be construed as an endorsement
of any products, opinions, or services. All SBA-funded projects are extended
to the public on a nondiscriminatory basis.
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