Government Sales Fundamentals
Target opportunities in NSW and Federal Government markets
 
  • Government Sales Fundamentals combines informative workshops with expert mentoring provided by the premier government sales strategy company, Intermedium.
Why attend this program?
 
  • NSW Government will spend $1.5 billion on ICT in 2008-09
  • Federal Government contracted more than $4 billion on ICT in 2007-08
 
While potentially lucrative, these markets are complex and demanding for smaller companies with limited resources or experience in selling to government. To succeed, it is wise to understand how public sector ICT markets operate and must prepare strategies specifically for these markets. Government Sales Fundamentalsby Intermedium provides NSW ICT companies with the knowledge and skills required to succeed in government ICT markets.

Program format
The program involves more than 20 hours of relevant government sales tuition and coaching in workshops featuring presentations, breakout sessions, panel discussions and group mentoring sessions.

Program benefits
The course offers the following potential benefits:
  • How to find ICT opportunities in NSW and Federal Government markets
  • Conduct business effectively within government procurement frameworks
  • Make successful approaches to Government executives and
  • Respond effectively to Government opportunities
Program detail
When: Friday 12 September August 2008 to Friday 3rd October 2008 (see detail below)

Where: Business Centre, NSW Department of State and Regional Development, Level 2, 470 Church Street North Parramatta NSW.
About the Location: The NSW Department of State and Regional Development is the state's leading business development agency, assisting businesses in startup, growth, export development, skills development and investment. Small Business Hotline: 1300 134 359
 
Workshop program

Date and Format
Session description
Content
12 September 
·    ½ Day Course Delivery
 
Government market prospecting
·       Nature, culture and structure of NSW and Federal Governments and the impact on procurement and decision-making
·       Functions of government agencies and how technology is used
·       Procurement rules including value for money as a driver for procurement
·       Contractual frameworks and
·       Gathering information and tracking opportunities
19 September
·    ½ Day Course Delivery
·    ½ Day Course Mentoring
 
Engaging with Government
·       Tips and techniques for making contact with decision makers
·       The importance of a clearly articulated government value
·       How to create a proposition and
·       When and how to make presentations to government
26 September 
·    ½ Day Course Delivery
·    ½ Day Course Mentoring
 
Responding to opportunities and tenders
·       Creating a winning tender response
·       The importance of the executive summary
·       Risk mitigation plans and
·       Win/loss reviews
3 October 
·    ½ Day Course Delivery
·    Graduation
 
Plenary session
·       Summary and review of program
·       Pitch reviews and
·       Other activities requested by the group

 
Program Director- Judy Hurditch
Judy's career spans senior roles in commonwealth and state government, in management consulting and in senior sales roles in the IT industry. Judy has an Executive MBA from the Australian Graduate School of Management and has experience as a board member.  Judy has significant industry experience in selling to government and a track record of successful delivery of training events.
 
Fees
Eligible companies may receive funding from the NSW Government making the effective cost for each company (with up to two participants) $2,500 (ex GST). 

The total cost is $5,000 plus GST. However, eligible NSW companies will receive a rebate of $2,500 from DSRD, making the effective cost per company $2,500 plus GST for up to two participants from a company.
Who is Eligible for the Subsidy?
This program is supported by the NSW Government under the Stepping Up Program. Subsidy under this program is available only to a company that:
  • Is NSW-based;
  • Has been in operation for at least two years;
  • Can provide financial accounts and reports for at least two financial years to show it is profitable and has a positive balance of assets over liabilities;
  • Has sales turnover of between $200,000 and $10 million per annum;
  • Employs at least one staff member in addition to the owner;
  • Is able to identify a business goal or hurdle which can be addressed through the program;
  • Is prepared to enter into an agreement with DSRD to progress the recommendations flowing from the Stepping Up Program; and
  • Is prepared to respond to DSRD monitoring and evaluation surveys each year for up to two years after the project has been completed: and
  • Will co-operate with promotion opportunities for the Program following participation.
Information and Registration
For more information, contact Andrew Pepar at Intermedium.

Click here to register for the program.