Description
This training focuses on what to do after certification to get more contracts from the private and public sector during the Trump Era. You will learn 15 contracting skills:
| Contracting Skillset Checklist | ||
| SKILLSET | LESSON COVERED IN | |
| 1 | Identify buyers that are open to small and disadvantaged businesses | Cupid’s Arrow |
| 2 | Survive Bot Reviews of proposals | I Got What You Need |
| 3 | Build relationships with buyers | There’s a New Sheriff in Town |
| 4 | Show “merit” in proposals | It’s a Process |
| 5 | Frame small and disadvantaged status as a benefit | You Know You Need This |
| 6 | Produce enough proposals to have a profitable contracting division | The 5 Ps |
| 7 | Use technology to manage relationships | Cupid’s Arrow |
| 8 | Use technology to research buyers and companies | Cupid’s Arrow |
| 9 | Negotiate a good deal with a large institution | Come to Jesus |
| 10 | Draft a proposal that will be read all the way through | The Slow Pace of Change |
| 11 | Persuade a prospect to confide about their problems | Come to Jesus |
| 12 | Present a solution as a value proposition | Come to Jesus |
| 13 | Design a contracting process that can survive staff turnover and function without the business owner | It’s a Process |
| 14 | Track performance and make adjustments based on data | The 5 Ps |
| 15 | Spend wisely on contracting and earn a return on the investment | The 5 Ps |
The course is recommended for anyone, including administrative staff, directly involved in contracting at your firm.
Course 210 – Business Development Technology is recommended as a companion course since Government and Corporate Contracting has only a limited technology lesson. If purchasing both courses at once, use coupon code DuoDeal to save 10% off the more expensive course.
Like all Clientis learners, enrollees in this course have access to (i) the Clientis digital Business Development Planning tool to create, edit, and export your annual business development plan and (ii) the Clientis Knowledge Base containing written guidance on all aspects of business development.
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