Companies trying to achieve their sales targets know they cannot ignore government ICT markets.  Companies are probably already investing considerable sales and business development resources in this market - and if not, should be.  So how do you ensure that you are as effective as you can be in doing business in this important sector of the ICT market? 

Intermedium's Federal and NSW Government Master Classes are comprehensive one-day programs that will enhance skills and knowledge to optimise sales performance.

Learn about 

• The nature, culture and structure of the public sector.
• The size of government ICT markets and how best to segment them.
• Government budgetary cycles and the impact on the sales cycle.
• Government procurement rules and frameworks including the Procurement Guidelines.
• Sources of strategic ICT information that can assist in sales targeting. 

Deepen your understanding of the government procurement environment

• What government decision makers mean by ‘value for money’.
• How ‘transparency’ impacts dealings with government.
• What the key elements of the procurement policies are.

Gain detailed knowledge of

• Whether the government market is shrinking or expanding a company's goods or services.
• The most likely agencies for a company's products or services.
• Strategic projects likely to have an impact on procurement.

Throughout the Master Class presentation, theoretical material will be balanced by syndicate work to ensure that the program is instructive, stimulating and conducive to real learning.

Intermedium conducts Master Class programs for both NSW and Federal government markets.  The following outline is a generic description of the Master Classes, but each program is specific to each individual market.

In addition to the material that will be presented in the program, participants will learn from each other’s government sales experiences and insights.

Master Class Components

• One day non-residential workshop, fully catered.
• Comprehensive reference manual and other support materials.

Key Benefits

• Be more effective and focused in government sales and marketing efforts.
• Identify most likely prospects.
• Obtain valuable competitive intelligence.
• Network with peers in the industry.

Who Should Attend

• Sales professionals wanting to update their information on the government market.
• Senior managers responsible for sales and marketing to government agencies.
• Account or business development managers who are moving across to the government ICT market.