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“Illuminating the Federal Sales Process” from the Government Contracting Institute Helps Businesses Sell in the Federal Marketplace

“Illuminating the Federal Sales Process,” from the Government Contracting Institute will provide businesses with the tools necessary for success in the competitive government contracting marketplace at the full day April 23, 2013 class.

Baltimore, MD, April 17, 2013 --( There are a specific set of factors that exist only within the federal marketplace when selling services and products. “Illuminating the Federal Sales Process,” a course in the Government Contracting Institute, addresses these factors and helps companies understand how to see more success selling to the federal government. The course will take place on April 23, 2013 at bwtech@UMBC’s Research and Technology Park (5520 Research Park Drive).

The course will cover how strategy applies to the federal sales process, the advantages and disadvantages that come along with prime contracting, sub-contracting and teaming. It will also illuminate the federal sales cycle and how it applies to the procurement process and fits into a company’s business development strategy. As well as go over how market intelligence fits agency forecasts, sources sought and Presolicitation notices into a strategy for selling to the federal government.

Illuminating the Federal Sales Process will also contain information about transaction based strategies and comparing them to strategies using large contract sales. Utilizing the tools from this workshop, a company will be better prepared to take on a changing and competitive marketplace. The course will explain exactly how contract vehicles influence the sales process, how to identify and obtain these vehicles, the types of vehicles products and services and specific agencies. The course will identify the key decision-makers, how to factor them into a sales process including how to get in front of them and how to provide them with everything they need for a decision-maker meeting.

Instructors for the course are Robert DuHart, President and CEO of EnLibra Corporation, a seasoned executive with experience and knowledge of the federal government procurement and acquisition cycle and TargetGov President Gloria Larkin, an expert in the field of business development for the federal marketplace. The instructors for this course have helped clients win billions of dollars in federal contracts.

“Those who come to this class will have an opportunity to see how the federal budget process has an impact on business development pipelines and how they can make their bottom line blacker,” said Robert DuHart, explaining the benefits of attending this course.

Mr. DuHart has experience in dealing with the federal marketplace as a purchasing agent and a contracts administrator, positioning him to give insider knowledge to businesses looking to get a leg up in a competitive marketplace.

The federal government does a significant portion of its spending in the second half of the fiscal year. Because of this trend, developing a successful sales strategy and participating in training for business development can help businesses differentiate themselves from the competition.

“This advanced level class is designed not just to identify the sales processes, but to show definitively how every step affects sales success,” said Gloria Larkin, class co-instructor. “The market has changed dramatically and only those companies who are adapting sales strategies and tactics to meet the shift will see greater success in this $500 billion federal market.”

To learn more about Illuminating the Federal Sales Process from the Government Contracting Institute call TargetGov at 443-543-5067 or visit

About The Government Contracting Institute:
The Government Contracting Institute, established in 2013 by bwtech@UMBC and TargetGov at bwtech@UMBC’s Research Park, is a series of courses designed to help businesses at all experience levels see success in the federal government marketplace. It offers the opportunity to receive instruction from leaders in the government contracting market on topics that will help companies fast-track market entry. For more information about the course, contact TargetGov at 443-543-5067, email, or visit
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Government Contracting Institute
Ben Souder

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