Who are you and why should the Government Care

Who Are You and Why Should Government Care?

Format: Live webinar (on-demand recording available on February 26th)
Duration: Approx. 90 minutes
Instructor: Dr. James Phillips
NCMA Certifications: 1.5 CPEs
APTAC Certifications: 0.75 ATC
APTAC BOK: C.21 Marketing to Government Agencies (Core)

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

The challenge of many sellers, especially small businesses, is rooted in the most basic aspect of their creation – to solve the problems of another. It is critical, therefore, to set a sound framework to help define who you are, what you do, and what problems you solve. Failing to identify these fundamentals will cause the business to waste countless dollars in time and material in pursuit of an opportunity that is unattainable. 

After taking this course, you will: 

  • Understand why context and perspective are important. 
  • Learn how to identify your company’s strengths, weaknesses, opportunities, and threats.                                   
  • Know how to identify members of your team.         
  • Learn how to determine your competitive advantage.  
  • Understand why the relationship between You, the prospective customer, and your competition is necessary for success.

Target Audience: This course is applicable to all sellers seeking to conduct business with the US Federal Government or any public institution. It will benefit contract managers, sales and marketing persons, and anyone involved in the acquisition of goods and services.

Meet Your Instructor:

Dr. James Phillips

Dr. JAMES N. PHILLIPS Jr., PMP, CFCM, NCMA Fellow, is a contracting practitioner with over 25 years of professional acquisition experience. His experience includes serving as the Managing Consultant for Phillips Training and Consulting Inc.; Intermittent Professor of Contracting for the DAU; Acquisition Chief, Department of VA Affairs National Center for Patient Safety; Contracting Officer for Dept of VA, and Termination Contracting Officer at DCMA.

Dr. Phillips has over 50 articles published in a variety of media, print and online, such as: Contract Management, Defense Acquisition, Federal Manager, The Lean Post, Journal of Healthcare Contracting, GovernmentCIO, as well as his LinkedIn articles. His most recent publications include “Simulation and Scenario Based Training” in Defense Acquisition; “Salient Characteristics” in Contract Management;  “Instruction, Direction, and Correction: Managing and Inspiring Today’s Acquisition Professional” in Defense Acquisition; and “Sound Business Judgment, the foundation of contracting professionalism” in Contract Management. Jim has authored two books, The COR Member of the Acquisition Team: The Contracting Office’s Representative’s Guide to Performance and Quality and Understanding Solicitations and Preparing Proposals.


Feb 20 2020


1:00 pm - 2:30 pm

Local Time

  • Timezone: America/New_York
  • Date: Feb 20 2020
  • Time: 1:00 pm - 2:30 pm