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. With more vendors competing for fewer dollars, it’s hard to win if you don’t know the latest rules and the many process steps.

This premier learning experience from immixGroup will help you chart a course from opportunity through contract action. In this one-day training, you will discover actionable tools and techniques to find funded opportunities, position your company to win, and learn how to 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.

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

"Great course. I highly recommend!"
DoD Account Manager, Check Point Software

"I feel a lot more confident going into sales!"
Account Executive, Fierce Software

"This training provided very helpful procurement insight."
Inside Sales Specialist, Adobe
Event details
immixGroup Clients/Partners: $299
General Public: $499

Please note: You will be invoiced after the class. You will receive the virtual meeting link once registration closes.

Wednesday, July 20, 2022

1 p.m. - 4 p.m. EST

Virtual – Microsoft Teams


1. Budget process
2. Procurement drivers
3. Acquisition
4. Sales resources & opportunity identification
5. Contracting essentials:
b. Sale terms
6. Solicitation:
a. RFP strategic programs and teaming
b. RFQ
7. Wrap up and conclusion


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 and 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
Adam Hyman
Tara Franzonello
Director, Government Programs
Tara Franzonello is responsible for program development, management of GSA programs and initiatives, and supporting compliance and negotiations of immixGroup’s contracts . Tara brings twenty years of experience in contract and program management in the public sector marketplace and has successfully negotiated GSA schedule contracts as well as state and local contract vehicles. She holds a B.A. and M.A. from Providence College.
Gabrielle Perea
Meghan Cohen
Sales Manager, ESG

Meghan Cohen has spent the past six years in multiple roles at immixGroup, supporting both suppliers and partners. She enjoys guiding sales reps through the labyrinth that is selling to the federal government and SLED market. Meghan is currently a Sales Manager for the Enterprise Solution Group leading a team supporting 30+ suppliers generating over $750M in revenue each year.
Portrait of Ryan Nelson
Ryan Nelson
Marketing Intelligence Manager
Ryan Nelson is immixGroup's Marketing Intelligence Manager. With more than ten years of experience in government as a member of the military, Ryan leads research into acquisition opportunities. He holds a BA from Bethel University, an MSSI from the National Intelligence University, and an MBA from EBS University in Germany.
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