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Course curriculum

  • 2
    The Winning Federal Business Strategy
    • Step 1: Exploit the Federal Buyer Ecosystem
    • Step 2: Increase the Value from Federal Customers
    • Step 3: Avoid Buyer-Seller Mismatch
    • Step 4: Build a Strong Business Map
    • Step 5: Drive Continuous Federal Innovation
    • Step 6: Deliver Value Added Marketing
    • Step 7: Build a Winning Sales Team
    • Step 8: Develop a Winning Proposal Process
    • Step 9: Deliver Peak Performance Consistently
    • Case Study 2 - SWOT Analysis
    • Quiz 2 - SWOT Analysis
  • 3
    Planning a Strategic Federal Entry
    • General Housekeeping Issues
    • Federal Success Business Map
    • Understanding the Federal Spending Buckets
    • The US DOT Case Study
    • Building a Federal Growth Strategy
    • Case Study 3 - Business Map
    • Quiz 3 - Business Map
  • 4
    Build a Winning Business Team
    • The Winning Co-founders Mix
    • Valued Board of Advisors
    • Types of Board Advisors
    • Acquiring Key Operational Talent
    • Improving Company Competitiveness
    • Employee Incentive Planning
    • Advantage: Cybersecurity
    • Case Study 4 - Winning Team
    • Quiz 4 - Winning Team
  • 5
    Establishing a Federal Business
    • Registering your Federal Business
    • Additional Registration Requirements
    • Small Business Contracting Portal
    • Small Business Set Asides
    • Small Business Dashboard
    • Case Study 5 - Register Organization
    • Quiz 5 - Register Organization
  • 6
    Federal Business Funding Mechanisms
    • Contracts, Grants, and Cooperative Agreements
    • Contracts vs. Grants - Which is Better?
    • SBIR Program
    • STTR Program
    • SBIC Program
    • SBA Loan Programs
    • SBA Surety Bond Programs
    • Case Study 6 - Funding Mechanisms
    • Quiz 6 - Funding Mechanisms
  • 7
    Federal Tools of the Trade
    • FedBizOpps Portal
    • Grants Portal
    • Government Spending Portal
    • Federal Register
    • GAO Portal
    • IG Portal
    • FOIA Program
    • Case Study 7 - Funding Opportunities
    • Quiz 7 - Funding Opportunities
  • 8
    Creating a Winning Sales Program
    • Understanding the Sales Challenge
    • Whom to Pitch the Sales Talk?
    • Targeting the Right Federal Level
    • The Concept of Change Agent
    • Sales on Demand Engine
    • Positioning your Company to Win
    • Case Study 8 - Sales Engine
    • Quiz 8 - Sales Engine
  • 9
    Winning in the FAR World
    • Understanding Federal Acquisitions
    • How does the Federal Government Buy?
    • Federal Acquisition Players
    • Federal Acquisitions Process
    • Types of Federal Contracts
    • Understanding GWACs and IDIQs
    • Strategy to Win GWACs and IDIQs
    • Can Federal Opportunities be Wired?
    • Case Study 9 - GWACs and IDIQs
    • Quiz 9 - GWACs and IDIQs
  • 10
    Winning Product Integration Strategy
    • Vectors of Differentiation
    • Custom vs. COTS vs. Integration
    • Product/Platform Startup Strategy
    • Which Startups Win In Federal?
    • Product Integration Process
    • Productization of Service
    • Case Study 10 - Product Integration
    • Quiz 10 - Product Integration
  • 11
    Winning Proposal Management
    • Brain Storming Proposal Strategy
    • Winning Federal Proposal Process
    • Winning Tips and Tricks
    • What do the Feds Want?
    • Federal Proposal Lifecycle
    • Proposal Capture Pitch
    • Pre-Proposal Strategy
    • During Proposal Strategy
    • Measures of Success
    • Post Proposal Strategy
    • Addressing Key Federal Topics
    • Federal Proposal Guidance
    • Case Study 10 - Winning Proposal
    • Quiz 10 - Winning Proposal
  • 12
    Peak Performance: Program Management
    • Practical Program/Project Management
    • Managing Project Management Components
    • Successful Project Management
    • Case Study 11 - Peak Performance
    • Quiz 11 - Peak Performance
  • 13
    Innovative Growth Strategies
    • Productization of Your Services
    • Building Alternative Revenue Streams
    • Submitting Unsolicited Proposals
    • Business To Business Collaborations
    • M&A Transactions in Federal Contracting
    • Case Study 12 - Innovative Strategies
    • Quiz 12 - Innovative Strategies
  • 14
    All The Best!
    • Words of Wisdom!

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