Market Research for Small Businesses Selling to Big Buyers

Format: Live webinar (on-demand recording available on January 20, 2022)
Date: January 13, 2022
Time: 1:00 pm EST
Duration: Approx. 90 minutes
Instructor: Carroll Bernard, Govology
Learning Credits: 1.5 CPEs, 0.75 ATC
APTAC BOK: C.21 Marketing to Government Entities (Core)

*Your registration includes access to the on-demand recording.

In this webinar, former federal buyer Carroll Bernard will provide tips and techniques to help small business owners understand how to conduct basic market research to get the critical information they need to support selling to some of America’s largest buyers. In addition, this training includes a discussion on doing business with large corporations and prime contractors, state and local agencies, as well as the U.S. Federal Government (the world’s largest buyer). 

After attending this training event, you will:

1. Understand the “Big Picture” of the Government Marketplace, including a breakdown of how money flows from government agencies to small businesses.
2. Discover how large corporations and prime contractors are working to support and maximize opportunities for small businesses.
3. Learn how simple web searches can answer many questions small businesses may have when doing business with large buyers.
4. Know how to identify your MVP (most valuable person or people) within a large corporation, prime contractor, or government agency with who you’d like to sell.
5. Learn how to use qualitative market research techniques and ask great questions that build relationships and make sales easier.

In addition, Mr. Bernard will explain how to find relevant NAICS codes and commodity codes used by large buyers and illustrate how a few simple searches of historical spend data in USASPENDING.GOV will help you find your target government agencies and prime contractors.

Target Audience: Small business owners interested in selling to corporate and government buyers

CARROLL BERNARD, Co-Founder of Govology

As a coach and trainer in the government marketplace, Carroll Bernard offers a unique 360-degree perspective. Over the last 20 years, he has served as a Supply Officer in the U.S. Navy’s acquisition community, a Procurement Specialist for the City of Vancouver, Washington, and a Contracting Officer at the U.S. Department of Veterans Affairs. In addition to his experience in government procurement, Carroll has provided mentorship, counseling, and training to thousands of small businesses seeking government contracts as an SBA Business Opportunity Specialist, a counselor in the Procurement Technical Assistance Program, and an independent coach, consultant, and trainer. A seasoned entrepreneur, Carroll has successfully built his own business through government market opportunities.

Carroll collaborates with nonprofits and government entities who share his mission and passion for supporting the small business community. These partnerships include Procurement Technical Assistance Centers, Veterans Business Outreach Centers, MBDA Business Centers, US DOT Small Business Transportation Resource Centers, Veterans Business Outreach Centers, and many more.

Carroll Bernard and his team at Govology built a world-class training platform to help small businesses understand what it takes to win and sustain business in the government marketplace. As a result of their hard work, he and his wife, Dr. Elena Bernard (Govology Co-Founder & President), were named 2020 Small Business Champions by the U.S. Small Business Administration.