Selling in the Public Sector

A two or three day, onsite workshop focused on perfecting the Executive sale within the realm of government entities or educational institutions.

On-site Program

The program gives you the tools and knowledge to bring immediate added value to your clients and additional opportunities for you.

Who

  • National/Government Account Reps, Managers, and Marketing Managers who target federal, state and/or local government customers
  • Account Reps and Managers who sell to Educational institutions
  • Government agency personnel who prepare business cases to support government funding proposals

Overview

Prior to attending class, you will gather information on an actual target agency, and then spend two or three days with a former executive who consults on how to assess the strategic direction of the agency. 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 through the use of a customized software tool. 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 or institution while you gain knowledge and tools you can use to:

  • Uncover their goals, strategies, operational performance metrics and budget trends through an analysis of your customer’s publicly available documents
  • Use this information to leverage your solution’s value
  • Construct a focused value proposition that demonstrates how your business solutions can affect your agency’s strategic needs and budget
  • Transfer the focus of executive meetings from technology to business/strategic discussions
  • Initiate and develop executive relationships by better understanding executive's objectives, the contemporary regulations, their historic spending trends and proposed budgets

Customize Selling in the Public Sector™

Kirby & Associates will customize Selling in the Public Sector™ to meet your sales team's current challenge. Learn more about our customization process.

What Our Clients Are Saying

“This class increased and enhanced my knowledge of where to obtain customer financial data using the financials to tailor my discussions to the mission statements of the university.”

“This class is very different because of the level of participation, team work and presentation requirements”

“This class was centered on the customer needs: mission and money – strategic and tactical”

“I learned how to directly apply my value to customer’s strategic plans”

“This class increased and enhanced my knowledge of where to obtain customer financial data using the financials to tailor my discussions to the mission statements of the university.”