PTAC: Managing Federal Sales Pipeline

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Date(s) - 06/04/2019
10:00 am - 1:00 pm

Mason Enterprise Center


This course teaches you how to find opportunities in the Federal market that are a strategic fit for your company, as well as how to determine early which Government opportunities are perfect and which are a waste of time and Bid & Proposal (B&P) dollars. This module covers the 12 techniques for finding opportunities for your pipeline and how to qualify those opportunities against your strategic business development plan.

Topics covered include:

  • Using capture intelligence databases effectively
  • Checking where your Government Customers post opportunities and little-known sources for opportunity identification
  • Getting facetime with the Government Customer
  • Leveraging your workforce and partners correctly
  • Reducing competition or getting sole source awards
  • Creating opportunities
  • Targeting a hunting prime
  • Finding a hurting prime
  • Registering with specialty websites
  • Registering with large primes
  • Attracting Customers and Partners through web and social media
  • Networking at events

Please click here to register!

*** participants are encouraged to bring their laptops for in-class exercises***