TargetGov Newsletter- Volume 7, Issue 21
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Government Sales Boot Camp: Best Practices for Success Class

 
Have you ever wondered what a business development, sales, or marketing person does every day that results in revenue growth? What steps do they take, what research do they perform, how do they reach decision-makers, what is their secret to getting the important meetings, what follow-up needs to be done?

Government sales and marketing has developed through the years into a complicated process understood only by those with many years of trial and error experience. This instructor-led, hands-on class provides an action plan that includes all required processes, procedures, and tasks any government sales person or sales team must employ in order to grow a business, even before the end of the year. 


Topics covered include:
  • Sales and Revenue Goals
  • Relationships and Registrations
  • Value Proposition & Differentiators
  • Required Collateral Material Content
  • Targets: Agencies, Primes, Teaming Partners
  • Simplified Action Steps for Success
  • Mistakes to Avoid
Schedule
Date: Thursday, November 19, 2014
Time: 8:30am – 4:00pm
Cost: $595
Credits: 7 CPE, 0.7 CEU

 
 
  
What's Inside?

Government Sales Boot Camp: Best Practices for Success Class

Veterans Can Find Opportunities Through Government Contracts and Government Employment

TargetGov Blog- Key Items to Crafting Successful Capability Statements

Upcoming Webinar- Why and How to Use Sources Sought Notices and RFIs

Attorney General Says GSA Scam Company Finally Snagged
_____________________

Upcoming Events


Why and How to Use Sources Sought Notices and RFIs to Your Advantage Webinar
November 20


Proposal Development – Beyond the Ordinary Class
Baltimore, MD
December 10-11, 2014


Billion Dollar Proposal
Graphics Class

Baltimore, MD
January 15, 2015


Earn credits through NCMA by attending webinars and classes

Veterans Can Find Opportunities Through Government Contracts and Government Employment


Written By: Michael Keating
American City & County

Everyone from franchise operators to talent recruiters to IT executives are helping veterans transfer their valuable skills and talents to civilian government employment and/or government contracts.

Chances are good that military veterans can find success as a government employee or contractor. About one in five government workers is a veteran, says the U.S. Bureau of Labor Statistics in a March 2014 report.
 

Key Items to Crafting Successful Capability Statements


Written By: Ben Souder
TargetGov Blog

Here at TargetGov we assist a lot of clients in crafting Capability Statements. The goal of these statements is to present a company’s capabilities to decision makers and prime contractors in clear and succinct language. Getting a foot in the door is incredibly valuable in a relationship-driven market and that is where Capability Statements come in.

So how do I go about creating a Capability Statement? There are a few key items to keep in mind as you go about designing and writing a Capability Statement. Firstly, it is crucial to keep in mind how busy the individuals who will be reading your Capability Statement are. They don’t have the time or the desire to read through a sixteen page brochure outlining everything from your company philosophy to the myriad of locations.

We want to know what questions and topics you want us to address in our blog.
Tell us here!

Why and How to Use Sources Sought Notices
and RFIs to Your Advantage Webinar


Thursday, November 20
1:00 - 2:00 pm ET,
 10:00-11:00 am PT
Presenter: Gloria Larkin, Targetgov
 
Federal agencies have posted an unprecedented flood of new Sources Sought Notices on FedBizOpps – over 1,600 new Sources Sought opportunities in the last 30 days! Many Sources Sought Notices go unnoticed by the businesses to whom the Federal Government would like to award contracts. The savvy business person takes time to review these opportunities, identify those that are a good fit and respond accordingly. In the know business people also use these notices to create single source awards and start agency-focused marketing campaigns. Attend this webinar to learn how to respond to a Sources Sought Notice (SSN) or Request For Information (RFI) that will position your company to win contracts!

Topics covered during the webinar include:
  • The purpose of these notices
  • The value of responding to these notices
  • How to respond to a Sources Sought Notice (SSN) and Request For Information (RFI)
  • Common mistakes made, and what to avoid in your responses
  • How to position your firm before and after responding
  • How to flip it to a sole source award
  • Follow up steps to responding
 
All attendees will receive a copy of the presentation and the TargetGov Guide to using FedBizOpps (FBO) to find Sources Sought Notices
 

Attorney General Says GSA Scam Company Finally Snagged

 
Written By: Susan Salisbury
The Palm Beach Post
 
Florida-based  company conducts business through more than 60 business names and more than 50 websites.

The Complaint alleges violations of the Florida Deceptive and Unfair Trade Practices Act.

According to the Attorney General’s complaint the company allegedly:
Enrolls customers without diligent review of their circumstances, adequate disclosure of requirements pertaining to the customer or its products or services, or regard for the customer’s meaningful probability or being awarded a GSA contract.
 
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