The Acquisition Time Zones® – This course outlines a simple and effective framework of the Government’s acquisition process so that sellers understand what is happening with each of the 3 Decider groups throughout the acquisition process.
The Technical Sale vs The Business Sale – The Technical Sale is getting the government customer to say “yes”. The Business Sale is turning that “yes” into a contract. This session explains that interaction and application of both.
The Few FAR Parts – The Federal Acquisition Regulations are enormous and numerous. The good news is that you don’t have to know the whole FAR. This session explains those most critical parts of the FAR, why they matter, and how they interact.
Keystone Choice – Contracting Officers often must make many determinations and decisions throughout the buying process. This session explains the few key choices that drive the many other choices that lead to you winning, or not.
Knowing the Contracting Officer – The Contracting Officer is one of the Three Deciders in any sale. This session explains how they operate, what they think, and how they navigate the process to award.
*Other courses include: Paths of Least Resistance, FAR Review and acquisition.gov, Contracting Officers’ Perspective on Buying SaaS, Fall Out Money, Bona Fide Need, and more…