How to Win Government Tenders

Double bid win rates selling to the government.

Selling to the Government
 

Sales training for responding to government PPQs, RFIs, RFPs, and tenders to win more government sales.

Governments spend vast amounts of money procuring goods and services. Complex rules dictate their buying process to ensure that taxpayer’s money is spent wisely, yet some suppliers perform much better than others do. Selling to the government is a complex challenge.

Offering the best value does not always lead to a contract. Because of the intricate procurement procedures imposed on government users and their suppliers, even the best salespeople may not be equipped to excel in the Public Sector.

Selling to the Government is an advanced training course that deals with the written and unwritten rules affecting those who sell to national and local governments. It addresses challenges faced and provides methods and tools for winning more government tenders.

Programme Objectives

  • Understand procurement rules
  • Create relationships that add value to the bid process
  • Identify the right opportunities
  • Learn to influence the decision
  • View the process from the evaluator’s perspective
  • Learn how to maximise response scores
  • Exploit procurement rules to gain competitive advantage
  • Understand how and when to challenge the procurement team
  • Counter competitive initiatives
  • Retain influence after the bidding process begins
  • Anticipate the negotiation process

Who Should Attend: Salespeople who are transitioning from the commercial sector, or who are beginning a public sector sales career. Experienced sales people who need to increase win rates or want to refresh their knowledge. Sales managers taking over responsibility for selling to government. Bid managers and other support staff involved in selling to government or preparing bids will also benefit.

Selling to the Government Individual Delivery Options

  • One-to-One

    View and download the course presentation, tools, templates, and other resources. The assigned coach arranges one-to-one training sessions to present or discuss the material and identify on-the-job learning actions. Training and coaching continues until the participants are satisfied with their learning progress. Session last one hour and are scheduled to suit participant needs.

    £995 + applicable VAT. Four weeks lead time.

Selling to the Government Group Delivery Options

  • Course Materials and Group Training for up to Ten People

    Participants gain access to the course presentation, tools, templates, and other resources. Have key elements of the content presented. Learn how to prioritise the distance learning course content. Work through some of the exercises, and review implementation actions in a virtual classroom group coaching session. Schedule the session to suit participant needs. Session duration lasts up to 90 minutes.

    £590 plus VAT. Four weeks lead time.

  • Follow on Group Coaching Sessions

    Further sessions can be arranged as needed. £295 plus applicable VAT. Add to cart

  • Traditional Classroom

    The programme delivery takes place over one or more days at a conference venue or at the customers offices. Delivery of the full advanced sales training course takes four days.

Send an email for more information or use the contact form here.

Large Numbers

Licensing and train the trainer options enable self delivery. To find out more, call or use the links below. Associate and Affiliate representation welcomed. To promote or deliver this course, get in touch directly.

Flexible Support

If you are looking for training in selling to the government or need to win government tenders, our public sector sales course offers a flexible and reliable solution. Telephone +44 (0)1392 851500. We will be pleased to learn about your needs and talk through some options. Alternatively Send email to custserv@salessense.co.uk for a prompt reply or use the contact form here.

Tags: