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Best Practices: Business Development Strategy, Planning and Execution

George Mason University School of Business Executive Education

Best Practices: Business Development Strategy,...

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Business Development Strategy, Planning and Execution


Course Description: Includes Pipeline Development; Contracting Vehicles and Channels (e.g., GSA, GWAC, MAC, BPA, SB); Opportunity Identification and Qualification; Teaming and Sub-Contracting; Positioning; “Warm Handoffs” to Sales. Also IDIQ Task Order PMO; Mentor-Protégé Programs.


Course Track(s): GMM Business Development.


Course Credit Hours: Eight (8) Certificate Hours of Educative Education.


Course Instructor: Dr. Bob Davis, Vice President of HeiTech Services; Consultant, Speaker and Author; “B2G” Business Development Guru.


Course Includes: All related materials; GMU School of Management certificate(s) representing your completed  hours of Executive Education; drawings for signed copies of Mark Amtower’s latest book, “SELLING TO THE GOVERNMENT: What It Takes to Compete and Win in the World’s Largest Market” (John Wiley & Sons, Inc., 2011); beverages and snacks; and complimentary parking. (NOTE: Lunch is on your own and is available at the Boxwoods restaurant at the Mason Inn.)


Course Location: Mason Inn Conference Center and Hotel on the GMU Fairfax campus; driving directions via Mason Inn Driving Directions 


Course Seating Capacity: Limited.


Program Overview: The Government Market Master™ Certificate Program provides comprehensive best practices, processes and methodologies for gaining invaluable insight on how to develop and sustain meaningful business relationships with the Federal Government. Delivered by many of the industry’s top government, business and thought leaders, the GMM program is designed for executives, managers and professionals to successfully target, engage, win and sustain business. Instructors include leaders from business (small, medium and large); government agencies, departments, NGOs, corporations, boards and commissions; accounting, lobbyist, contracting and law firms; marketing, advertising, business development and proposal firms; print and broadcast media; and key associations and organizations. These “Business-to-Government” (“B2G”) experts will ensure you and your company “hit the ground running.” Students can earn a full Government Market Master™ Certificate and/or individual track Certificates in the area(s) of Marketing, Business Development, Sales and/or Business Management.


Program Participants: Attending companies in an earlier session of the Government Market Master™ Certificate Program included American Systems, Deltek, General Dynamics, Jones Lang LaSalle, Kforce, NCS Technologies, Raytheon, SAS, Smiths Medical and Verisign as well as many U.S. Federal Government Contracting Small Business Set-Aside Firms.


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Have questions about Best Practices: Business Development Strategy, Planning and Execution? Contact George Mason University School of Business Executive Education


Mason Inn and Conference Center
4352 Mason Pond Drive
Fairfax, VA 22030


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