How To Give Your Federal Buyer What They Want At Fiscal Year-End


Format: E-Course
Duration: Approx. 90 minutes
Instructor: Judy Bradt, Summit Insight
Learning Credits: 1.5 CPEs, 1.5 ATCs
APTAC BOK: C.21 Marketing to Government Agencies
*This course was recorded on August 6, 2020

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In this course, you will learn what federal buyers and contracting officers are thinking about as federal fiscal year-end approaches, and how to give them what they want.

You know the feeling, as a federal contractor: summer is racing by. You know that over 35% of federal contract dollars are often awarded between the Fourth of July and September 30th. And last year, way too many of those dollars ended up in your competitors’ pockets. You want this year to be different, but how?

Sign up for this course and learn what your federal buyers want (including things they’re not telling you), and how to get through to them, a lot sooner than you ever imagined. You’ll learn how to uncover and avoid common missteps and will come away with the simple but powerful steps you can take right now to smooth your path to the win.

Each step includes critical concepts that successful companies master as they connect and win work with federal buyers who need what they have to offer.

These steps and tips come right from federal contracting officers who have been in the chair where your buyers are today. Thousands of the most successful federal contractors in the country use these steps to their advantage, and now you can too!

There’s plenty more you’ll need to learn, but this session will give you an understanding of what to do (and what NOT to do), when to begin, and where the easiest wins are at a critical time of year.

Not only will you be ready for the big spending season in the federal arena, but you’ll also be set up stronger than ever for the new fiscal year that’s about to begin.

Here is what you will learn:

  • Trends And Factors In Play At Fiscal Year-End.
  • What’s Happening For Contracting Officers At Fiscal Year-End?
  • What Are The Three Big Mistakes And How To Avoid Them?
  • How Can You Get Them To Return Your Call? 
  • What Do They Buy Easily at Fiscal Year-End?
  • When Does Certification Make A Difference?
  • What Can You Do To Drive More Business By September 30th?

Target Audience: Small businesses pursuing federal market opportunities


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