Section 1 Federal Contracting Masterclass Series

Untitled-15 Intro to Federal Contracting (Quick Overview) Watch a high-level overview about the U.S. Federal Contracting market from the SBA.
Untitled-15 Intro to Federal Contracting (Intro to Fundamentals) Watch this one-hour overview to gain a better understanding of the federal contracting market.
Untitled-15 SBDG Sales Presentation (Example) Coming Soon.

Section 2 New Hire Onboarding Training Overview

Untitled-15 Review the Training Module Overview Review the Training Module Overview
Untitled-15 Customer Personas (“Who you’ll be selling to.”) Customer Personas (“Who you’ll be selling to.”)
Untitled-15 Federal Contracting 101 (“Understanding the basics.”) Federal Contracting 101 (“Understanding the basics.”)
Untitled-15 Typical Customer Journey (“What they’ve been through.”) Typical Customer Journey (“What they’ve been through.”)
Untitled-15 The Inflection Point - Part 1 ("What they are taught and why it doesn't work.") The Inflection Point Part 1 (“What they are taught and why it doesn’t work.”)
Untitled-15 The $80,000-$130,000 Challenge (“How they get from there to here.”) The $80,000-$130,000 Challenge (“How they get from there to here.”)
Untitled-15 The Inflection Point Part 2 (“What they should do now that they know.”) The Inflection Point Part 2 (“What they should do now that they know.”)
Untitled-15 Your Credibility (“Why should they listen to you?”) Your Credibility (“Why should they listen to you?”)
Untitled-15 The New Journey Starts with Data (“How knowledge provides the fuel to compete.”) The New Journey Starts with Data (“How knowledge provides the fuel to compete.”)
Untitled-15 The Basics of Your Sales Approach (“Creating an objection-proof presentation.”) The Basics of Your Sales Approach (“Creating an objection-proof presentation.”)
Untitled-15 "If you want to work here, close." Thought you might enjoy this.

Section 3 Support Resources

Untitled-15 FDIC Guide - Marketing to the Government Download the FDIC Guide.
Untitled-15 FY22 Small Business Contracts Snapshot Report Review procurement trends for small business federal contracts awarded in FY22.
Untitled-15 Federal BD Plan Download the Federal BD Plan.
Untitled-15 Market Research Report Overview Watch a video that explains each section of the SBDG Market Research Report.
Untitled-15 Reactive vs. Proactive Download the Reactive vs. Proactive pdf.
Untitled-17 Sample Report Click the link to see a sample report.
Untitled-15 Federal Contracting Center Whitepaper Small Business Federal Contracting Market Research.
Untitled-15 SBDG Service Brochure Download the SBDG Services Brochure

Section 4 Federal Market "Pillar Principles"

1. General SAM.gov vs. USASpending.gov Compare statistics at SAM.gov vs. USASpending.gov.
1. General The Rules Say Federal Buyers Can Skip SAM.gov The Federal Acquisition Regulation says federal buyers don't have to use SAM.gov.
1. General It's the Federal "Purchasing" Market (Not the Federal "Contracting" Market) Many purchases are executed without contracts or bid opportunities at SAM.gov.
1. General Credit Cards Learn about the federal credit card market.
1. General Simplified Acquisitions Learn about Simplified Acquisitions.
1. General Single Offer Awards See examples of federal buyers awarding contracts after receiving only 1 offer.

Section 5 Report "Wow Factors"

1. General Low Hanging Fruit Combine these elements to identify "low-hanging fruit".
1. General Your Dynamic Data Dashboard Learn how your Federal Market "Insider Analysis" Deep Dive Report allows you to filter, isolate and target your best federal customers.
1. General Your Custom Email Template See how your custom email template combines the data from your Dynamic Data Dashboard and strategic messaging to help you connect with targeted federal buyers.
Untitled-14 What Kind of Results Can you Expect? Here's what you can expect from this strategy.

Section 6 Scripts

Untitled-15 Concept Video Watch this video to understand this pitch.
Untitled-15 "Unpublished Contracts" Pitch Download the Sales Script for this pitch.
Untitled-15 The "Simplified Acquisitions" Pitch Download the Sales Script for this pitch.
Untitled-15 The "Credit Cards and Purchase Orders" Pitch Download the Sales Script for this pitch.
Untitled-15 The "Goals, Time and Money" Pitch Download the Sales Script for this pitch.
Untitled-15 The "Reactive vs. Proactive" Pitch Download the Sales Script for this pitch.
Untitled-15 Overall Call Flow Download this guide to the overall call flow.

Section 7 Features, Benefits, Objections, Rebuttals

Untitled-15 Features and Benefits Download Features and Benefits list.
Untitled-15 Objections and Rebuttals Download Objections and Rebuttals.
Untitled-15 Script Builder Build your own script.