Selling to Victorian Government
17 November 2022 | 8:30 AM – 4:00 PM AEDT | Education Session & Workshop
Education Session & Workshop
Increase your sales success and public sector market growth
There is a lot of change happening in the Victorian Government this year 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.
Even with the most seasoned public sector sales teams, it’s hard for IT solution providers to keep up to date and respond to all of this change.
Join Public Sector Network’s Selling to Victorian Government training workshop for the State Government to gain greater understanding of the Government’s changing priorities and IT requirements, and hone your strategy development and sales skills to accelerate your growth.
Through a mix of presentations, panel discussions and interactive group exercises with expert feedback, attendees will understand best practice in developing go-to-market plans, identifying and engaging with the right government stakeholders, and assessing and responding to tender opportunities.
Participants will leave with both theoretical and practical knowledge, as well as implementable strategies they can share with their teams and apply to immediate sales opportunities.
Your Inspiring Expert Advisors
Jennifer Arnold MAICD
Managing Director
Jennifer Arnold Consulting
Jennifer has 30 years of experience in technology sales, marketing and consulting, particularly in IT services and CX. She now builds and runs advisory boards for IT companies to support their growth plans.
David Thompson
CEO & Director
David is a CEO and director with more than 25 years of executive and board-level experience in the IT industry, and has led successful federal and state government sales programs and teams for companies such as SAP, GE Capital, Ixos, AXS-One, The Protegic Group, KL Data Security Cloud and Secure Value Exchange Cloud.
Anne Clay
Managing Director Australia for CLAY – Australia, China and Sphere Resources China
Anne has held senior procurement roles for the State of Victoria, Swinburne University of Technology, Keolis Yarra Trams, Connects and for Telstra Corporation. Anne is also a fully qualified Member of the Chartered Institute of Procurement and Supply and a fully trained Probity Advisor to Government. She has been responsible for up to 20 developing and specialist staff and a procurement spend of up to $2billion and achieved an average of 20% negotiated OPEX AND CAPEX savings through effective sourcing processes and contract and supplier management.
Learning Outcomes
Understand the government buying process in depth from decision-making cycles to criteria
Learn how to build a robust and implementable go-to-market plan, and how to measure progress
Strengthen your skills in assessing and responding to tenders to increase your success rates
Your Agenda
| Keynote Session #1: State Government Overview: – Key programs/budget areas – Major tenders/renewals – Key policy changes impacting tech spending |
| Keynote Session #2: View from the Govt Seat: The Modern Government Buying Process – Identifying the right influencers and decision-makers – Building relationships with the right stakeholders – Getting the timing right based on key budget/decision-making cycles |
| Keynote Session #3: GTM Strategy/Programs – The elements required to build and implement a strong govt GTM strategy – How to measure progress & know if you need to pivot, if needed, especially for long-term sales plays |
| Panel Discussion: Sales Success – How to assess an RFI/RFT to determine if it’s worth pursuing – How to build a successful response – Questions to ask – Selecting the right sales strategy – Stakeholder engagement, partnering/building consortiums |
| Breakout Activity: RFT Response Exercise – Groups prepare a Sales Strategy to respond to an RFT with support and receive feedback from the expert advisors |
