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WIPP NP Judy Bradt Featured Course Lecturer - September 29 & 30, 2010

Tuesday, July 27, 2010  
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September 29th & 30th, 2010

The Business of Winning: Seven Steps in Government Contracting, Course #10906-B

This two-day course focuses on the fundamentals of how government business is developed and won (and why people fail to win!), designed for people who want tools, structure, and a systematic approach to win more government contracts, avoid the traps, and hit the ground running toward success. Company owners and business development executives, small business liaison officers, mentor-protégé program managers and procurement specialists, can learn how to excel in a challenging economy with a tight focus on cost effective pursuit of government contracts for business growth.

Some industry participants have already spent scarce resources on ill-advised government marketing activities like pumping out proposals in response to FedBizOpps notices and getting GSA Schedules without a clear understanding of how much time and money the pursuit will take. Others will have a strong commercial market track record, but are either newcomers to government contracting, or want to increase their success. This course gives everyone, regardless of experience, an organized way to fine tune their approach to a confusing market. Other members of this group are aware of the risks and provide the best advice they can to small business, but are overwhelmed by requests for help (all the more so with stimulus excitement), and often lack the time and resources to give small companies the support they really need to make good decisions.

The course delivers proven steps, tools and systems that build a foundation for success the risks of government contracting based on realistic expectations. The course uses the framework of Seven Steps To Success: Strategy; Focus; Process; Competitive Positioning; Teaming; Relationships; and Marketing. Company representatives and small business specialists alike will use these tools to guide a company's entry or expansion into government contracting.

PREREQUISITES/WHO SHOULD ATTEND
This course is oriented to business owners and business development executives, small business liaison officials, small business specialists, and those who manage mentor-protégé programs in both industry and government. Course handouts will include the Government Contracts Strategy Workbook and specific topic reference guides. This course covers the challenges small business teams and prime contractors are likely to encounter in winning government business, using active discussion, case studies, and group exercises. Business strategy, targeting, and relationship development are the foundation of this course, with an emphasis on free public sources of information.

LECTURER: Judy Bradt, CEO Summit Insight

COURSE LOCATION:4400 Fair Lakes Court, Fairfax, VA 22033

HOURS OF COURSE: 8:00 AM to 5:00 PM

DRESS CODE: Business Casual

MEALS: No meals are supplied by AFCEA.

PARKING: AFCEA has parking available on site. Please do not park in any space that has a reserved sign. The auditorium entrance is located on the right end of the building. AFCEA personnel will be available for check-in beginning at 7:30 am. If you need to reach AFCEA personnel on the morning of check-in, call 703-631-6142.

FEES:
$1,030 Industry/Contractor Rate
$980 Industry/Contractor AFCEA Member Rate
$800 Government Rate
$760 Government AFCEA Member Rate


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