Government Opens Up About Marketing & BD Strategies That Win Bids: 2nd Virginia Class (includes wait list)

The Sessions That Will Forever Change How You Approach
Marketing and Business Development in the Gov Contracting Market 


"I used to teach and speak on marketing 20+ years ago and have attended many, many
seminars and workshops over the years. I must say that your event was
absolutely fabulous (IMHO) :-) The series promises to be excellent. Many thanks!"

 Ken Gullan Research Integration (IRI), San Diego, CA

Course Description:

Government Opens Up About Marketing &
BD Strategies That Win Bids

Learn what government is saying and leave knowing
strategies and tactics for putting that knowledge to work for you!


August 4-5, 2009
Virginia Class Location
9:00am - 4:00pm
Includes Networking Lunch




Did you know recent research concluded that government decision makers believe nearly 90% of vendors are using ineffective, antiquated marketing and business development strategies? In other words...  90% of you are getting it wrong!? 90%! That’s huge!

  • Do you know how government is currently using Gov 2.0 and Web 2.0? Are you aware of what you need to be doing - NOW - to use these technologies to get government attention and win more bids?
  • What does all this really mean to you and your team, and how do you take that knowledge and translate it into new business? What direction do you head with your strategic and tactical marketing and business development processes?
  • What are the consequences of not rethinking and reframing how you pursue business in today’s rapidly changing procurement environment?

Join CBRS at this course full of fresh new information you need to know if you want to successfully play in the gov contracting market. Learn the answers to these questions and hundreds of others as we explore what government is telling us about the marketing and business development tactics that work to win bids today… with emphasis on Gov 2.0 and Web 2.0 applications. And the best part? We don't just impart knowledge and leave you to devise the most effective methodology for incorporating the information into your organization for impact and gain!

Instead, CBRS takes it to a experiential, tactical level and teaches you the most effective methodology for systematically implementing the processes, tools, strategies, and tactics you need to be using to be in the top 10%.  At the end of the day, this is what your government prospects are saying they want from you – if you want to do business with them.


Module I—Finally! Government Opens Up About Marketing & BD Strategies That Win Bids

A review of current research and industry studies telling us what’s going on in the market… including information gathered from personal interviews with government buyers and decision makers specific to marketing and business development strategies.

Module II—The Foundational Strategy for Translating Government’s Direction into Your Strategic Plan

This module teaches a revised and updated way to approach your business development strategy based on government’s input.  We’ll begin at the very core, set the foundation, and work into a comprehensive strategic methodology that incorporates all the elements government is asking for from vendors wanting their business. This comprehensive strategy reframes “business development” and encompasses the continuum of marketing, sales/capture, and delivery (post award).

Module III—Let's Start at the Very Beginning and Step-Up to Government’s Request  

Building on modules I and II, this module teaches what government is really saying they are looking for vendors to do in today's environment to get their attention! This module includes group exercises and class discussion to help you drill out the answers for your firm; these answers, including detailed discussions on "true" thought leadership and rapport, both which are pivotal to reducing marketing, sales/BD, and delivery (post-award) expense and implementing the strategies that provide most effective time and time again... proving it's not only what you do but exactly how you do it that makes the difference.

Module IV—Developing Your Living Marketing Manual™, & Brilliant Relationship Building Handbooks (For BD/Capture Teams or Account Management Teams)

This module teaches a linear process that  focuses on the very tactical marketing activities and campaigns your team needs to be using to get new agencies to open their doors and invite you in. Focus will be on developing your custom Living Marketing Manual™  -  a document that clearly spells out what you need to be doing – when – and exactly how to do it. For small companies, this takes the place of a traditional marketing plan – it’s like a marketing plan on steroids. For larger companies with corporate marketing departments, it bridges the gap between corporate marketing and the more “personal field marketing” needed in today's market; it also provides a highly effective, brilliantly simple way for you to ensure your development team becomes your best sales team!

Module V—Gov 2.0 & Web 2.0: Government's Climbing on Board Fast... What Should You be Doing Now Too?

This module, developed from CBRS's most recent research project, provides the data you need now to understand what Gov 2.0 and Web 2.0 is - and isn't... and exactly how government is adapting these technologies (you'll be surprised!) In addition, we'll review in detail unique ideas your team needs to be implementing using these tools, the information gov is looking for from you relative to these technologies, and how they are changing the entire role of your BD & marketing teams (and allowing those in the know to reduce B&P expense!) By leveraging the CBRS research team to collect and analyze this data for you, your team will not only leave highly empowered but your firm will save thousands of dollars and many man-months initiating this study internally.

Module VI – Wrap-Up (Go Forth and Prosper!)

As the course wraps up, we do a brief review of the major concepts presents, host a final Q&A to address your most pressing questions, and assist you in identifying your unique next-step action items for most impact.


DRESS:   Casual; come ready to actually enjoy this relaxed, informative, and creative training

OTHER:   Morning beverages and networking lunch are included


Beth Patterson

Questions Always Welcome!

Name Sales End Price
Government Opens Up About Marketing & BD Strategies That Win Bids: Virginia Location Additional Class Ended $995

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