Government Opens Up About Marketing & BD Practices That Win Bids

Government Opens Up About Marketing & BD Practices That Win Bids
Learn what government is saying and leave knowing the strategies and tactics for putting that knowledge to work for you!
2 Day Course - Jan 14- Jan 15, 2009 9:00am-4:00pm (Includes breakfast and networking lunch)
 
Did you know recent research concluded that government decision makers believe nearly 90% of vendors are using ineffective, antiquated marketing and business development strategies? In other words...  90% are getting it wrong!? 90%! That’s huge!
What’s behind this craziness… and what does that really mean to you and your team, and how do you take that knowledge and translate it into new business? What direction do you head with your strategic and tactical marketing and business development processes? And what are the consequences of not rethinking and reframing how you pursue business in today’s rapidly changing procurement environment?
Join CBRS at this recently expanded two-day, guaranteed course and learn the answers to these questions and hundreds of others. We explore what government is telling us about the marketing and business development tactics that work to win bids today… and then we take it to a very experiential, tactical level and teach you the methodology for systematically implementing the processes, tools, strategies, and tactics that you need to be using to be in the top 10%.   At the end of the day, this is what your government prospects are saying they want from you – if you want to do business with them.
 
Day 1:
 
Module I—Finally! Government Opens Up About Marketing & BD Strategies That Win Bids
 
A review of current research and industry studies telling us what’s going on in the market… including information gathered from personal interviews with government buyers and decision makers specific to marketing and business development strategies.
 
Module II—Translating Government’s Direction into Your Strategic Plan
 
This module teaches a revised and updated way to approach your business development strategy based on government’s input (direct and indirect).  We’ll begin at the very core, set the foundation, and work into a comprehensive strategic methodology that incorporates all the elements government is asking for from vendors wanting their business. This comprehensive strategy reframes “business development” and encompasses the continuum of marketing, sales/capture, and delivery (post award).
 
Module III—The Foundation: Stepping-Up to Government’s Request for True Thought Leadership 
 

Building on modules I and II, this module teaches what government is really asking for when they are demanding true thought leadership for winning vendors. This module is spent in group exercises and class discussion to help you drill out the answers for your firm relative to your strategic thought-leadership platform messaging, and the supporting communication messages that will be the consistent basis of your marketing, sales, and delivery (post-award) strategies and tactics.

Day 2:

 
Module IV—Developing Your Living Marketing Manual™ 
 
This module builds on what was learned in Day 1, and focuses on the very tactical marketing activities and campaigns your team needs to be using to get new agencies to open their doors and invite you in. Focus will be on developing your custom Living Marketing Manual™  -  a document that clearly spells out what you need to be doing – when – and exactly how to do it. For small companies, this takes the place of a traditional marketing plan – it’s like a marketing plan on steroids. For larger companies with corporate marketing departments, it bridges the gap between corporate marketing and the more “personal field marketing” needed in todays market.
 
Module V—Developing Your Brilliant Relationship Building Handbook™ (For Sales & Capture Team)
 
This module teaches you how to use the specific tools, matrices, processes, and tactics that you must incorporate into your sales/BD and capture processes for the purpose of developing the relationships that win the bid. We will focus on creating your Business Development Relationship Field Guide™ ; the one tool that provides your sales team with the exact how-to tactics, and that answers the question “what specifically, have you done today to develop stronger relationships with your prospects and clients”.
 
Module VI—Developing Your Brilliant Relationship Building Handbook™ (For Post Award Team)
 
Progressing along the continuum of a re-framed and winning BD strategy, this module teaches you how to develop and use the specific tools matrices, processes, and tactics specifically developed for your project managers and delivery team to develop stronger, deeper relationships for the purpose of sole source awards, referrals, and re-compete wins. There is no stronger position in a government contract than being the incumbent and what you learn here, if applied, will result in iron-clad relationships with your customers.
 
Module VII – Wrap-Up (Go Forth and Prosper!)
 
A review of the material and Q&A to address your most pressing questions as the course wraps-up.
 

 
WHEN:    Nov 20 thru Nov 21, 2008  9:00am–4:00pm  (both days)
 
WHERE:  Ashburn, VA (5 Miles From Dulles Airport)  -- KENROB Informatin Technology Training Center
 
DRESS:   Casual; come ready to actually enjoy this relaxed, informative, and creative training
 

OTHER:   Come Hungry; continental breakfast and networking lunch are included
 




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