Fundamentals of Selling IT to the Government
The Inside Guide to Acquisition and Contracting Processes
Course Overview
Now more than ever, it's important to understand precisely how the government buys. More vendors are competing for fewer dollars. It’s hard to win if you don’t know the latest rules and the many process steps.

This premiere learning experience will help you chart a course from opportunity through contract action. In this one-day course, you will learn the actionable tools and techniques to find funded opportunities, position your company to win, and know how you will respond to each of the many ways the government can buy contractually.

You'll be guided through this complex process with the Acquisition & Procurement Processes Model, which will serve as your reference point for forecasting.

"Took away some things that I will use immediately and repeatedly on the job."
Federal Business Development Manager, Riverbed

"Great course. Highly recommend."
DoD Account Manager, Check Point Software

"Feel a lot more confident going into sales:
Account Executive, Fierce Software

"Very helpful procurement insight."
Inside Sales Specialist, Adobe
Event Details
March 21, 2020

8444 Westpark Drive, Suite 200
McLean, VA 22102

immixGroup Clients/Partners: $995
General Public: $1,195

8:30 a.m. | Registration & Networking Breakfast
9:00 a.m. | Fundamentals of Selling IT to the Government
12:00 p.m. | Working Lunch (provided)
1:00 p.m. | Contracting
4:30 p.m. | Day Ends

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Acquisition & Procurement Processes Model
Acquisition & Procurement Processes Model
Review steps 1-4 and learn to:
  • Map your sales activities to all the things your customer must do to complete an actionable purchase request
  • Use federal budget documents to identify planned technology investments aligned with your technology solutions
  • Shape your technology offerings and messages to address current government needs
  • Know who to talk with, about what, at the right time, and why
  • Confidently ask those government stakeholders precise questions so you can forecast more accurately
Review steps 5-8 and learn to:
  • Understand and appreciate the many options a contracting officer has and how to put your best foot forward
  • Recognize and appreciate the differences between contracting methods and contract types used in technology procurements
  • Compare and contrast GSA Schedules, BPAs, IDIQs, MACs/GWACs
  • Review strategic implications of contract vehicle representation decisions
  • Understand teaming and subcontracting in the context of channel sales models
  • Know the differences between teaming schedules and teaming to respond to a government RFP so you can leverage both to your benefit

Course Instructors
Ray Miles
Ray Miles
Sr. Channel Account Executive

With over thirty years of experience in government contracting, business development/capture management, IT solutions sales and sales team management, Ray has helped hundreds of technology manufacturers succeed in the government marketplace. His depth of expertise on every facet of the government contracting and sales process provides technology manufacturers and channel partners with a comprehensive strategy for market success.
Lloyd McCoy
Lloyd McCoy
Market Intelligence Manager

Lloyd McCoy is the manager of immixGroup’s Market Intelligence organization. He has an M.S. in strategic intelligence from the National Intelligence University, and an M.A. in public policy and a B.A. in political science from the University of Maryland. Prior to joining immixGroup, Lloyd was a senior analyst in the Intelligence Community for eight years, serving in a variety of senior analytic and project management positions in the U.S. and abroad.

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