Foundations of Federal Business Development

*This is a two-day event that begins at 9:00am and ends at 5:00pm both days

This course offers essential skills in professional business development. It begins with an overview of the federal business development process and what it takes to succeed in the profession. It proceeds to the basics of doing business with the U.S. Government. It then focuses on the nuances of government contracting that every business developer has to understand in order to win contracts, such as rules of the socioeconomic program for small businesses, and how you can make the program serve your goals even if you do not directly qualify for the benefits.

Gain understanding of the basics of Federal Business Development (BD) lifecycle, and learn how to navigate the U.S. Government market place, perform strategic BD planning, market analysis, federal marketing, pipeline development, opportunity qualification, and maximize your win probability.

The course also teaches practical skills in conducting market research used to both identify federal customers and build a robust opportunities pipeline. After thoroughly explaining tactical tasks, the course demonstrates strategies for business development planning that every business developer needs to know. The course culminates in instructions for both engaging with the Federal customers and marketing to them effectively.

As a whole, the course is an interactive 2-day workshop that is 50 percent lecture, 30 percent exercises, and 20 percent discussion. It is built around hands-on exercises and scenarios to practice and discuss key steps of the business development process.

Learning objectives: The participants will learn and practice skills in:

• Understanding what skill sets and qualities it takes to succeed in the Business Development profession.
• Getting and maintaining government contractor registrations.
• Navigating federal regulations.
• Taking advantage of the socioeconomic program benefits.
• Leveraging the SBA and other agencies' Mentor-Protégé Programs.
• Correctly determining company’s business size and understanding its importance.
• Leveraging different forms of selling to the government.
• Understanding the rules for source selection and contract awards.
• Performing market research to identify target federal agencies and government contacts.
• Building a solid government opportunities pipeline.
• Using capture intelligence databases effectively.
• Qualifying an opportunity to ensure the highest win probability.
• Setting strategies  for winning business in the government contracting arena.
• Calculating business development budget.
• Identifying Must-Win opportunities.
• Securing visits to government clients.
• Understanding the rules of marketing to the government.
• Building effective relationships with government customers.
• Developing business development collateral.
• Identifying venues for effective business development.
• Targeting potential teammate.

For further information including course materials, curriculum, instructors, and more visit our event website to the right

-- Registration Notes:
Register through our Event Website to the right.
For team discounts please change quantity of attendees at the checkout and click "Recalculate" to get the discount. Register 3 weeks before class date and receive $100 off per attendee as an EARLYBIRD discount!

--Cancellation Notes:
Cancellation notification must be received 10 business days prior to the training date. Upon notification, your registration fee will be refunded less a $100 non-refundable processing fee. Any cancellations beyond the 10 business days are non-refundable, but the course fee can be applied towards another training course, webinar, or an OST Global Solutions training product. No refunds will be made for the cancellation of a rescheduled course. Attendee substitutions may be made at any time. Payment must be received prior to the course date. No-shows are liable for the full class fee.

“OST Global Solutions classes and webinars hit the mark every time. The curriculum is focused on the needs of business development professionals in a hyper-competitive marketplace. They not only identify the most common pitfalls, but also demonstrate in detail just how to write winning proposal sections.”

Ciro Pinto-Coelho Director, Strategy&BD, Raytheon Company

If you know someone else who could benefit from this course, please forward this invitation to them!!

P.S. When getting directions, if using a GPS the city will be "Derwood" instead of Rockville