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Federal Contracting Masterclass Series

• Intro to Federal Contracting (Quick Overview)
• Intro to Federal Contracting (Intro to Fundamentals)
• SBDG Sales Presentation (Example)

New Hire Onboarding Training Overview

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

Support Resources

• FDIC Guide - Marketing to the Government
• FY22 Small Business Contracts Snapshot Report
• Federal BD Plan
• Market Research Report Overview
• Reactive vs. Proactive
• Sample Report
• Federal Contracting Center Whitepaper
• SBDG Service Brochure

Federal Market "Pillar Principles"

• SAM.gov vs. USASpending.gov
• The Rules Say Federal Buyers Can Skip SAM.gov
• It's the Federal "Purchasing" Market (Not the Federal "Contracting" Market)
• Credit Cards
• Simplified Acquisitions
• Single Offer Awards

Report "Wow Factors"

• Low Hanging Fruit
• Your Dynamic Data Dashboard
• Your Custom Email Template
• What Kind of Results Can you Expect?

Scripts

• Concept Video
• "Unpublished Contracts" Pitch
• The "Simplified Acquisitions" Pitch
• The "Credit Cards and Purchase Orders" Pitch
• The "Goals, Time and Money" Pitch
• The "Reactive vs. Proactive" Pitch
• Overall Call Flow

Features, Benefits, Objections, Rebuttals

• Features and Benefits
• Objections and Rebuttals
• Script Builder