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Business Development – Establishing Trusted Relationships

Wednesday, February 26, 2020 - 9:00AM to
Thursday, February 27, 2020 - 5:00PM EST
Venue Address: 
ACT-IAC ACT-IAC Headquarters
3040 Williams Drive Suite 500
Fairfax , VA 22031
Wednesday, February 26, 2020 - 9:00AM to
Thursday, February 27, 2020 - 5:00PM EST
2020-02-26 09:00:00 2020-02-27 17:00:00 America/New_York Business Development – Establishing Trusted Relationships See more details at: https://www.actiac.org/events/business-development-–-establishing-trusted-relationships ACT-IAC ACT-IAC Headquarters, 3040 Williams Drive, Fairfax, VA
Venue Address: 
ACT-IAC ACT-IAC Headquarters
3040 Williams Drive Suite 500
Fairfax , VA 22031

Event Details

Overview

On-line Registration ends February 21*

PROBLEM STATEMENT:

Employees responsible for increasing revenue and growing business have the following challenges:

  • Understanding the roles each one plays as a workforce working together to achieve the goal
  • Knowing how to transform themselves to be FAVORED by the potential customer
  • Having the skills to do the research necessary to impress the customer and be perceived as a trusted partner
  • Understanding how to conduct the ultimate in customer meetings resulting in the desired outcomes
  • Understanding the environment in which they are working, both internally and externally
  • Knowledge on how to close the deal 
SOLUTION:  
  • Training to build and solidify skills in the following areas:
  • Gain increased understanding of how to overcome challenges in the marketplace
  • Gain deeper understanding of how to gain the attention of the customer
  • Develop an understanding of how decisions are made in the federal market 
  • Build strong alliances and achieve desired results
  • Understand the differences between mission and operational components; how they interact
  • Understand how to do research on the mission of the supported agency
  • Know how to use tools to support relationship stages and progress through the stages
  • Build relationships more effectively by understanding the dispositions and priorities of customers with whom close relationships are desired
  • Become a more self-knowledgeable, well-rounded and effective business developer, capture team member, or operations team member
  • Communicate effectively with customers, teammates, and potential teaming partners
  • Understand WHEN to create new opportunities or pursue existing opportunities
  • Understand the process to “CONNECT” with a CXO/Key Customer
  • Change the mindset from a salesperson to a trusted partner
  • Learn how to develop the “right message”
  • Become an expert at conducting effective, results-oriented customer meetings
OUTCOME:
  • Tremendous Profit and Revenue growth
  • Unbelievable customer and co-worker relationships
  • Become the industry partner of choice 
INSTRUCTOR:

Gloria Parker, Founder of Parker Group Consulting, provides deep expertise, extensive partnership network, and unique combination of government and private-sector experience is a key tool for creating vibrant, productive relationships between government agencies and contracting companies of all sizes. Ms. Parker was a Chief Information Officer (CIO) at two cabinet agencies of the federal government for 10 years.  She also taught sales at a fortune 50 corporation.  While in the private sector sales arena, Gloria was awarded the Golden Circle Award which was presented to the top 1% of the sales force.