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Public
In-House
Cracking the Federal IT Sales Code
The federal government spends approximately $100 billion EACH YEAR on information technology solutions and products.  Federal agencies are huge buyers of cyber, cloud, mobile, and even cutting edge IT.  Thousands of companies compete in this market, though.  How do you make your company stand out?

Join Federal Publications Seminars for our NEW CLASS, “Selling Information Technology to the Federal Government."  Learn the best practices common to successful IT companies. Gain insights on whether to sell direct or indirect.  Understand budget cycles, the top federal IT priorities, who to target and more.  It’s not just knowing the “what” about you’re selling, either.  You MUST be prepared to answer the all-important “How Do I Buy From You?” question.    

Attendees who complete "Selling IT for the Federal Government" will:
  • Know what federal agencies are buying and how they’re buying it.
  • Learn who to talk to inside a federal IT organization and when.
  • Discover the practices common to successful federal IT companies.
  • Understand both the relationship and process parts of the federal IT market.
  • Gain insights on selling direct and through partners.
  • Learn what NOT to do in this market!
Dates and Locations
March 20, 2019
Rosen Centre Hotel
Orlando, FL
$1000
REGISTER
June 10, 2019
Hyatt Regency Boston
Boston, MA
$950
REGISTER
July 22, 2019
The Westin Hilton Head Island
Hilton Head Island, SC
$1000
REGISTER
DAILY SCHEDULE
8:00 AM - 3:00 PM
Orlando Government Contracts Week
8:00 AM - 3:00 PM
The Westin Hilton Head Island
9:00 AM - 4:00 PM
Boston, MA
Larry Allen
Course instructor Larry Allen of Allen Federal Business Partners works with both experienced and emerging federal IT contractors. He’s advised businesses of all sizes from across the federal IT landscape on how to establish, and grow, their federal IT sales. He has conducted numerous research projects and met with numerous current and previous federal IT leaders. 

Allen has over 28 years of experience in the federal market.
MEET YOUR CONTINUING EDUCATION CREDIT REQUIREMENTS
SEE INDIVIDUAL COURSES FOR AVAILABLE CREDITS
Certificates of Completion are provided to all seminar participants who attend Federal Publications Seminars courses following the event, upon request.
NCMA: CONTRACT MANAGER CERTIFICATION
All Federal Publications Seminars courses meet the course requirements of the National Contract Management Association’s certification programs. We are a proud Education Partner of the NCMA.
CPE: CONTINUING PROFESSIONAL EDUCATION
Federal Publications Seminars is part of West Professional Development, which is registered with the National Association of State Boards of Accountancy (NASBA) as a sponsor of continuing professional education on the National Registry of CPE Sponsors. State boards of accountancy have the final authority on the acceptance of individual courses for CPE credit. Complaints regarding registered sponsors may be submitted to the National Registry of CPE Sponsors through its website: www.learningmarket.org.
CPE HOURS
This Program is eligible for: 6 (CPE) hours of credit
Program Level: n/a
Program Prerequisite: n/a
Advance Preparation: n/a
Method: n/a
CLP: CONTINUOUS LEARNING POINTS
APPROVED FOR CLP BY
DEFENSE ACQUISITION UNIVERSITY
Defense Acquisition Workforce members must acquire 80 Continuous Learning Points (CLP) every two years from the date of entry into the acquisition workforce for as long as the member remains in an acquisition position per DoD Instruction 5000.66. We will provide you with documentation of points awarded for completing the event.
CLP HOURS
This Program is eligible for: 6 (CLP) hours of credit
CLE: CONTINUING LEGAL EDUCATION
States have widely varying regulations regarding MCLE credit. LegalEdcenter is an approved provider in AL, AK, AR, CA, GA, IL, ME, MO, MS, NC, ND, NE, NH, NJ, NM, NV, NY, OH, OK, PA, RI, SC, TN, TX, UT, VA, VI, VT, WA, WI, and WV. Credit may be applied for in other jurisdictions on request and in accordance with state MCLE rules.
** Please note that because some states are changing their policy on CLE reporting, you will need to fill out the request for credit from Federal Publications Seminars within 10 business days, or we may not be able to issue credits for the program.
CLE HOURS
This Program is eligible for: 5.5 (60 minutes),
Hyatt Regency Boston
One Avenue de Lafayette
Boston, MA 02111
6179121234
RESERVATIONS AT GROUP RATE

There is a room block for the Hyatt Regency Boston. Rate is $309/night plus tax. To make a reservation, call the hotel at 617-912-1234 and reference the Federal Publications room block.  Reservations must be made by May 9, 2019.

FOOD AND BEVERAGE

Coffee, tea and water will be served throughout the day with an afternoon snack (baked goods) break.  Breakfast and lunch are on your own.
TRAVEL INFORMATION

There is a room block for the Hyatt Regency Boston. Rate is $309/night plus tax. To make a reservation, call the hotel at 617-912-1234 and reference the Federal Publications room block.  Reservations must be made by May 9, 2019.

FOOD AND BEVERAGE

Coffee, tea and water will be served throughout the day with an afternoon snack (baked goods) break.  Breakfast and lunch are on your own.
Rosen Centre Hotel
9840 International Drive
Orlando, FL 32819
8002047234
RESERVATIONS AT GROUP RATE

There is a room block for this location. Rate is $189/night plus taxes. To make a reservation, call the hotel at 800.204.7234 and reference the Federal Publications room block. Reservations must be made by February 14, 2019 and are subject to availability.

FOOD AND BEVERAGE
Continental breakfast and lunch will be served during Orlando Government Contracts Week, March 18-22, 2019.

TRAVEL INFORMATION

There is a room block for this location. Rate is $189/night plus taxes. To make a reservation, call the hotel at 800.204.7234 and reference the Federal Publications room block. Reservations must be made by February 14, 2019 and are subject to availability.

FOOD AND BEVERAGE
Continental breakfast and lunch will be served during Orlando Government Contracts Week, March 18-22, 2019.

The Westin Hilton Head Island
2 Grasslawn Avenue
Hilton Head Island, SC 29928
8886278551
RESERVATIONS AT GROUP RATE

There is a room block for this location. Rate is $260/night plus taxes. In addition, the daily resort fee will be reduced to $17/day. To make a reservation, call 800-937-8461 and reference the Federal Publications room block. Reservations must be made by June 21, 2019 and are subject to availability.

FOOD AND BEVERAGE
Continental breakfast and lunch will be served.

RESERVATIONS AT GOVERNMENT PER DIEM
Guest rooms at the government per diem: This rate will not be published until the 2019 rates are available. Please note that we have reserved a limited number of guest rooms at the government per diem. These rooms are limited to one attendee per qualifying company. You will be required to present a valid Government ID upon check-in to confirm use of the government rate.
TRAVEL INFORMATION

There is a room block for this location. Rate is $260/night plus taxes. In addition, the daily resort fee will be reduced to $17/day. To make a reservation, call 800-937-8461 and reference the Federal Publications room block. Reservations must be made by June 21, 2019 and are subject to availability.

Per Diem Rate
Guest rooms at the government per diem: This rate will not be published until the 2019 rates are available. Please note that we have reserved a limited number of guest rooms at the government per diem. These rooms are limited to one attendee per qualifying company. You will be required to present a valid Government ID upon check-in to confirm use of the government rate.

FOOD AND BEVERAGE
Continental breakfast and lunch will be served.

100
Basic or fundamental subject matter is covered. Courses are geared to general knowledge or can be taken as a refresher.
200
Specific topics or issues within a topic area are covered. Students should be familiar with terms of art and general concepts concerning the course topic.
300
Workshops and class discussions cover specific subject matter in-depth, and participation is strongly encouraged. Attendees should have at least 2-3 years' experience in the area of study.
400
Courses build upon students' knowledge and experience, and cover complex issues within the subject matter. Should have 4-5 years' mastery of subject for in-depth analysis.
500
Masters-level programs designed for professionals with 5+ years' experience. Courses cover in-depth and technical analysis on specific subjects and updates on current issues.
Register Now for:
Selling IT and Related Services to the Government
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Date Location
March 20, 2019 Orlando, FL
REGISTER
June 10, 2019 Boston, MA
REGISTER
July 22, 2019 Hilton Head Island, SC
REGISTER
By Phone
Call (888) 494-3696