With so many organizations offering business development training for government contractors, why should you choose Asher? There are plenty of reasons. We are a long-established and respected source for development training and business development consulting, with a full team of professionals who have all spent years in government sales. All have long track records of success and, combined, they make Asher one of the most powerful resources available for business development training.
The benefits of partnering with Asher to receive our business development training for government contractors are many, and the risks are few. We stake our success on the success of our clients, and there are plenty of success stories to share.
When you bring in Asher for development training, you get:
Information for Contractors of All Sizes
Our team has worked with some of the largest government contractors in the world – but we’re just as happy to help newcomers make their first steps into the world of government contracting. Our advice can be of most help to smaller groups. We can help you get your contracting business off to the best possible start.
A Focus on Bringing New Ideas
There are many tried and true strategies for winning government contracts, but no “magic bullet” which works every time. Successful contractors are those who have many tools in their toolbox and know how to switch between tools as needed. Wherever your organization developmentally, we can add to your knowledge base, bringing new insights, tactics, and tools you can deploy in the years to come.
Intensive Scenario-Based Learning
Far too many government sales consultants speak only in theory and hypotheticals. That’s often one of the biggest signs they haven’t spent much time selling in the real world. We combine theory with practical scenario-based modules and role-playing exercises, based directly in real-world situations we have observed. The result is sales staff and executives who are far more prepared for the actuality of winning government contracts and improving sales.
Asher Business Development Training for Government Contractors Brings Success
Large or small, we have the knowledge and the training techniques to take your operations to the next level. Our strategies can help you boost revenues, discover new buyers, and uncover opportunities before your competition has a chance to jump on them.
To learn more about our training seminars, contact us directly online, or call (866) 834-1286.
In our government sales training courses, we emphasize a wide variety of skills necessary for successful government marketing and contract bidding. Many of these focus on the inter-personal aspects of such sales, as well as how to build a successful contract bid.
However, none of that matters if a bidder cannot get the bid into their agency on time. This would seem like an obvious matter, yet every year, sob stories emerge of contractors who shot themselves in the foot by missing critical proposal deadlines. Let’s look at one recent instance of this, and how to avoid allowing this to ever happen to you.
In a darkly amusing ruling recently, the GAO made it clear just how inflexible FAR rules are when it comes to submissions being received by the deadline. The short version is that the Western Star Hospital Authority waited until the last moment to electronically submit their contract proposal, less than an hour before the 4 PM deadline for receipt. However, due to some electronic variance, the emails containing their proposal were not received until roughly two hours later – after the deadline. So their bid was discarded without consideration.
You probably see where this is going. Western Star lodged a protest with the typical “It’s not our fault the email servers messed up” argument, but the GAO wasn’t having it. Proposals had to be received by 4 PM, and this wasn’t. Protest denied.
It also didn’t help that the agency receiving the submission had their IT backtrack all the logs to verify the emails did not enter government systems until after the deadline. Therefore, whatever caused the delay, it occurred in the private networks outside government control. While this probably would not have made a difference to the ruling, it did ensure Western Star had no leg to stand on.
The moral of the story is obvious, but to spell it out:
As we teach in our government sales training courses, government proposals aren’t like papers in college. The regulations are usually inflexible, and you will not get points for effort. It is inestimably foolish to wait until the literal final hour, as Western Star did.
Further, there is a specific reason you would want to submit at least one day early. One of the only exceptions to the “late is late” rule comes from FAR 15.208(a)(1), which states that a “late” proposal can still be considered timely if it’s submitted via authorized channels and is received within the government’s network before 5PM on the day prior to the deadline.
If you’re 24+ hours ahead of schedule and have the bad luck to see your proposal lost in the government’s network after that, you’re covered. Otherwise, you’re out of luck.
If you intend to get government contracts, then your business development sales team must be at the top of their game. It’s that simple. Competition for IDIQ contracts, tasks on those contracts, and other government work is high, and only those who know the world of government contract bidding inside and out are going to be able to succeed. Read More
There are so many government business development consultants out there, and every one of them wants you to believe that only their business development strategies will help you succeed. How do you separate the real gurus from all the wannabes? Read More