Government Acquisitions: Business Development

Description

Federal, State and Local governments are often wonderful customers. Understanding the barriers to entry can seem steep. Here, we will focus on how to navigate the waters of government procurement. Our initial focus will be federal government procurement as we explore details of this realm.  This course will provide an overview of a multi-billion dollar per year industry populated by hundreds of thousands of competing contractors.  Dominated by red tape and regulations, navigating these waters can be daunting.  Spending patterns, acronyms, contradictory guidance and every-changing political administrations keep this evolving industry difficult to comprehend even for the seasoned experts.  But just like many things, patterns began to appear, and order comes from chaos.

In this hour-long course, we will discuss how the Federal Contracting Officer views risk, capability, and value.  These three factors drive selection of all contract awards across the entire government, thereby influencing the means and manner by which companies partner.  With their stakeholders as taxpayers, the government values things differently than commercial business.  This unique positioning drives sales approaches and forces considerations not otherwise emphasized.