Course #916-13-WEBN-1

The Business of Winning: Four Simple Steps

Dates: Mar-05-2013 - Apr-02-2013


Four, 90 minute webinars

10:00 a.m. - 11:30 a.m.


$300 Government AFCEA Member
        Government Non Member
        Non-Government AFCEA Member
        Non-Government Non Member

Note: The Business of Winning is being presented over four sessions, with a 90 minute webinar. Dates: March 5th, 12th, 26th. April 2, 2013. Time: 10:00 a.m. - 11:30 a.m.

Course Description:



The Business Of Winning: Seven Steps to Government Contract Success. 

This six-hour course, presented in four parts, focuses on the fundamentals of how government business is developed and won, designed for people who want tools, structure, and a systematic approach to win more federal business faster. Business development executives, federal sales professionals, proposal & capture specialists and business owners gain cost effective tactics to pursue government contracts for business growth.

Most participants already have some experience in certain aspects of the federal market -- on the buyer side, the vendor side, or both -- and want to fill in the gaps. Nearly all represent firms tht have a strong commercial market track record, but are either newcomers to government contracting, or want to increase their success. The course delivers seven proven steps, along with tools and systems, that build a foundation for success and reduce the risks of government contracting: Strategy; Focus; Process; Competitive Positioning; Teaming; Relationships; and Marketing. Participants will get tools to guide a company's entry or expansion into government contracting.

Get a fun two-minute overview and meet our instructor: 

This course is designed to help corporate professionals (owner, business development executives, bid and proposal specialists and capture managers) win more federal business faster, and team more effectively. We'll present key concepts and powerful tools, and invite participants into lively dialogue on their real world challenges, to give everyone a confident start at tasks they will want to complete after the course. The student will gain a solid understanding of how government business is developed -- for primes and subcontractors -- and get supporting checklists for each webinar. The first session is the foundation: How selling to government fits the company's plans and resources for growth. We'll define the sweet spot that points the way to highest potential opportunities, and touch on top tactics for advanced business intelligence. Session two is all about Process, from two points of view: First, how government does business (Federal Acquisition Regulation (FAR), common contract vehicles, and set-aside programs) and, second, how to minimize costly risks that lure well-intentioned vendors. Session Three covers competition  (including Unique Value Proposition and Capability Statement) -- and teaming (what primes want, and how to give it to them). Session Four combines Relationships (how to find and meet the key government and corporate contacts you need), and Marketing (how to decide where to spend your critical business development resources).WHO SHOULD ATTEND
The series is oriented to business development executives, bid and proposal team members, and to those transitioning from a career as seasoned federal program managers into new industry roles as successful business development professionals.

It's valuable to those who are new to the federal market as well as to those seeking more success.

Course handouts will include the fillable PDF Strategy Workbook, powerpoint, and review checklist for each sessionCOURSE OUTLINE: The Business Of Winning

The Course Handout will include the softcopy Strategy Workbook.

Session One

1.       Strategy

  • Defining Core Competency Setting Your Business Mix Goals Capacity Forecasting Critical Resources and Constraint Considerations
  • Strategy Assessment Framework (SWOT for Government Markets)

2.       Focus: Forecasting & Targeting

  • Setting Your Sweet Spot Hidden Opportunities In Past Contract Data Using Forecasts To Narrow The Field Finding Entry Level Opportunities
  • Creating Your Priority List

Session Two

3.       Process -- Keys For Business Development

NOTE: This module provides high-level introduction to key points that students may learn in depth on AFCEA Course 901

  • The Federal Acquisition Regulation Essentials Registration & Small Business Certifications  Overview How Government Buys
    • Large Complex Requirements Urgent Requirements
    • Smaller Purchases
  • GSA Schedules: Debunking The Myths
  • Key Rules That Save Money, Lower Costs, Cut Risks

Session Three

4.       Competition

  • Differentiating Your Company Creating Your Unique Value Proposition Drafting &- or Fine Tuning -- Your Capability Statement
  • Documenting Past Performance

5.       Teaming

  • What Primes Want Top Teaming Traps -- What Not To Do Researching Your Primes Mentor-Protégé Programs Preparing For Teaming Meetings
  • Teaming Agreement Essentials

Session Four

6.       Relationships

  • Government Buyers: The Five People You Need To Meet Finding, Choosing, & Getting Value from Associations & Events
  • Contact Relationship Management: Gotta-Do's

7.       Marketing & Business Development

  • Foundation: Budget, Targets & Success Criteria Easy Web Site Must-Do's Avoiding Email Marketing Traps Who Still Reads Direct Mail Stop The Social Media Waste: What Really Works Trade Press: Getting High-Credibility Coverage Trade Shows: Do They Matter Any More? The OSDBU Conference: A Special Case
  • Conferences: Opportunities On Both Sides Of The Platform


Ms Judy Bradt
Course Coordinator and Lecturer

Ms Bradt is an award-winning passionate educator, consultant and author on government contracts for corporate clients and their trusted advisers in industries including advanced technology, military systems, security solutions, professional services, and construction. She has guided over 5,000 companies to win over $200 million in U.S. government contracts. Her clients credit her advice with success in finding opportunities, developing business strategy, building teaming relationships, and resolving contract disputes. She was recognized in 2011 by the Small Business Administration as Women in Business Champion. Ms Bradt lectures for the Procurement Technical Assistance Center at George Mason University and holds a BA and an MBA.