Building a U.S. DoD Sales Plan: Personas, Pitches and Growth Strategies

This presentation is a follow-up to the webinar on Who in the U.S. DoD Buys What I Do?.

Once you know who in the U.S. DoD buys your products or services, the next step is to identify the exact people who influence and decide the purchase, how to pitch your solutions to DoD buyers, and how to create a layered sales strategy.

In this webinar, Judy Bradt, CEO of Summit Insight and former Trade Commissioner at the Canadian Embassy in Washington, will share details about the five people you know who drive the buying decision, how to build messaging that will resonate with a DoD audience and how to use small-value contracts to get big contracts.

You will learn:
– The role of the end user, industry/prime contractor, small business specialist, contracting officer and stakeholders in the procurement process
– How to build sales pitches that focus on best values and risk mitigation
– How to use micro-engagement and Simplified Acquisition Procedures to build credibility with U.S. DoD buyers.

Who should attend: Organizations that ….
– Canadian companies considering doing business with the U.S. DoD
– Canadian companies who have tried to do business working with the U.S. military but were unsure or overwhelmed by the process

Join Us!

The webinar will be delivered in English, but materials will be available in French after the presentation.