After you find a funded opportunity where your technology offers real value, you need to be ready to respond to each of the many ways the government can buy contractually. What do contracting officers care about? How do they make decisions on which contracting methods and vehicles to use when making IT purchases? What is your role in the process? What are the roles of your channel partners and the large prime contractors?
This class is designed to help you:
1.Understand and appreciate the differences between contracting methods and contract types used in technology procurements
2.Compare and contrast GSA Schedules, BPAs, IDIQs, MACs/GWACs
3.Review strategic implications of contract vehicle decisions
4.Teaming and subcontracting, in the context of channel sales models
5.The difference between teaming schedules and teaming to respond to a government RFP
This class is recommended for those who have attended Fundamentals of Selling Technology to the Federal Government.
Contact Name: Robin Hoffman
Don't miss our June 7 Washington Technology Power Training session on Mastering Stakeholder Engagement, where you'll learned the critical skills you need to more fully connect with your customers and win more business.
In our latest Project 38 Podcast, editor Nick Wakeman and senior staff writer Ross Wilkers discuss the major news events so far in 2019 and what major trends are on the horizon.
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