Selling to Government Series 2022
Education Session & Workshop
November 2022
VIC | NSW | QLD | SA | ACT
Event Overview
Increase your sales success and public sector market growth
There is a lot of change happening in the Australian public sector this year. Newly-elected governments are taking shape while grappling with ongoing pandemic responses, global political and market challenges, cyber-attacks, natural disasters, and environmental and social commitments.
All of these factors are changing government policies, departmental priorities, procurement approaches, budget allocations, stakeholders, and technology requirements.
Join Public Sector Network’s Selling to Government training workshops for State and Federal Governments to gain a greater understanding of their changing priorities and IT requirements, and hone your strategy development and sales skills to accelerate your growth.
Benefits of Attending
Your Inspiring Speakers
Facilitator for all the states
Jennifer Arnold
MAICD, Managing Director, Jennifer Arnold Consulting
An executive with 30+ years of experience in IT sales, marketing, and consulting for companies such as IBM, Unisys, SAP, and Squiz. Has provided citizen experience consulting to government departments and strategy and marcomms support for major Australian State and Federal Government tenders. Currently building and running advisory boards, and customer communities for IT companies.
To learn more about the workshops, discuss your requirements, and hear about other Public Sector Network Advisory Services, contact [email protected]
CEO & Director
CEO and director with more than 25 years of executive and board-level experience for companies such as SAP, GE Capital, Ixos, AXS-One, The Protegic Group, KL Data Security Cloud, and Secure Value Exchange Cloud. He has led sales teams in successful engagements with Federal and most State Governments, including Defence, Centrelink, VIC Dept of Justice, VIC Solicitor’s Office, and VIC Dept of Treasury and Finance.
Managing Director
CLAY
A specialist national and international procurement services provider, Anne has held roles of Head of Procurement Advisory for the State of Victoria, Head of Procurement for Swinburne University of Technology,
Procurement Transformation Lead for Keolis Yarra Trams, Chief Executive Officer for ConnectCV, and National Manager Strategic Sourcing Products & Marketing for Telstra Corporation.
Principal Consultant, Innovisory Consulting
An executive and board member with 20+ years of leadership roles in the local IT sector. Previously MD for McAfee ANZ, VP at Oracle, VP/MD of SAP’s Platform Solutions division, Executive GM of VMware, and regional CEO for an Australian security tech start-up. Currently CEO of a start-up data privacy company, and advising IT companies on growth and go-to-market strategies.
Partner,
Bnimble
A business and IT leader with 30+ years of experience with public and private sector organisations in Australia and the UK. He delivered major projects for the NSW Dept of Education and Communities and Revenue NSW, was CIO of the Australian Curriculum, Assessment and Reporting Authority, JuliaRoss UK, and the Nine Network, and held executive roles with IDG, Foxtel, and Hitachi Vantara. Currently a Founder and Partner of IT transformation consulting firm Bnimble.
Founder
Bnimble
Previously CIO for the State of Queensland and CIO for QLD Health. He delivered the state’s first-ever whole-of-government ICT audit, which included an extensive stocktake of all ICT hosting arrangements, assets, and strategic platforms. He chairs numerous boards and has spent many years reporting directly to ministers and heads of large government agencies. Also extensive private sector experience as QLD State Director for Microsoft and VP of Consulting for Gartner.
Managing Director
CLAY
A specialist national and international procurement services provider, Anne has held roles of Head of Procurement Advisory for the State of Victoria, Head of Procurement for Swinburne University of Technology,
Procurement Transformation Lead for Keolis Yarra Trams, Chief Executive Officer for ConnectCV, and National Manager Strategic Sourcing Products, and Marketing for Telstra Corporation.
Director
Brigand Associates Pty.
Ltd.
Andrew has more than 40 years of experience working in the Australian public sector, including 22 years in the Department of Defence, 16 years in the South Australian Government (6 of those as CIO), and 6 years as
the Queensland Government CIO. He currently provides advisory services to IT companies to strengthen the management of their relationships with public sector organisations.
Executive Director
Echt Consulting Pty
Ltd, CISSP
A CIO working for the Australian Government in national security, leveraging 35 years of ICT knowledge and experience. She has worked for Centrelink, Defence, the ABS, Human Services, and the Australian Criminal Intelligence Commission. She led ICT Operations for Defence and the Department of Human Services managing large commercial contracts and budgets, Program Management Offices, and SAP transformations.
Director
Connect2Effect
Specialises in government engagement strategies and extensive experience in building businesses – particularly in cyber security, including attracting investment, identifying routes to market, and growing the client base. Previously Australian Government’s senior security representative in the Australian High Commission, London where she worked with the UK heads of intelligence, security, and law enforcement agencies and Five-Eyes partners. Also previously a partner in the Rann Strategy Group advising ASX-listed companies on government engagement strategies.
Key Sessions
Welcome
- Day’s objectives & agenda
- Advisor & speaker introductions
- Presentation and Q&A begins
FY23 Government Priorities
- Top government programs and budget areas
- New and/or changing panel arrangements
- Key policies impacting technology spending & procurement processes
- Areas where the Government is requesting IT vendor engagement
View from the Government seat: Understanding the Government buying process
- Identifying the right decision makers and influencers
- Getting noticed and building relationships with the right stakeholders
- Delivering messages that cut through the noise.. and more!
MORNING BREAK
Building strong go-to-market strategies and programs
Aligning Marketing and Communications efforts to support sales programs and tender responses
LUNCH BREAK
Responding to tenders
Building a successful response
- Questions to ask
- Selecting the right sales strategy, stakeholder engagement
- Best practice partnering and consortiums
Exercise Overview
- Review and discuss a hypothetical case study and RFT
- Review worksheets and break into groups of 3-4 members
Each group prepares a sales strategy to respond to the RFT
- Decide on a sales strategy/approach
- Identify clarifying questions to ask the customer
- Define key value propositions, win theme, core message….and more!
AFTERNOON BREAK
Each team presents its response advisors provide give feedback
Close
- Review day’s top learnings
- Outline support materials and ongoing advisor support are available
