A puzzle is never complete until the final piece is in place.
A three day, onsite workshop focused on perfecting the executive sell within the realm of government. The program gives you the tools and knowledge you can use immediately to bring added value to your clients and to give them the final piece of the purchase puzzle.
Who
National/Government Account Reps, Managers, and Marketing Managers who target federal, state and/or local government customers
Government agency personnel who prepare business cases to support government funding proposals
Overview
Prior to attending class, you will prepare information on an actual target agency, then spend three days with a former corporate officer (e.g., CEO, CFO, CIO) who consults on the current state of the agency and on what strategies are needed going forward. This executive serves as "the client" throughout the course. You will analyze information sources such as Strategic Plans, Performance Assessments (as evaluated by “Watch Dog” groups), Proposed (future) Budgets and Annual Reports to establish Goals, Strategies, Issues and Performance Metrics. You will gain an in-depth look at financial concepts such as TCO, NPV, IRR, DPP, PB and Impact on Surplus/Deficit generation. After thoroughly analyzing your target agency, you will prepare for and practice conducting an executive level meeting to present your value proposition.
Objectives
In this three day advanced workshop, you will work toward making a sale to your agency while you gain knowledge and tools you can use to:
Analyze your customer’s primary and secondary research material and financial statements to uncover their goals, strategies, operational performance metrics and financial trends to use as leverage in selling your solution
Construct a focused selling message that demonstrates how your business solutions can affect your agency’s strategic needs and financial performance
Transfer the focus of executive meetings from technology solutions to business/strategic solutions
Initiate and develop executive relationships by better understanding executive's objectives, the contemporary regulations that they are dealing with, their historic spending trends and proposed budgets
Gain insight into the problems and opportunities that a potential client faces, and show how to present and deliver compelling value to your clients through the development of a required business case
Prepare to know your customer better so that you can align your solution with their goals and build a win/win solution
Customize The Government Edge™
Kirby, Arnold & Associates will customize the Government Edge™ to meet your sales team's current challenge. To learn more about our customization process, please click here
