Selling to Government Series 2022

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Selling to Government Series 2022

Education Session & Workshop

November 2022
ACT | VIC | NSW | QLD | SA

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

Hear directly from a senior Government IT executives

Explore the latest policies, priorities, procurement guidelines, and programs


Understand the modern government buying process
in dept for the public sector



Learn how to build a robust and implementable go-to-market plan

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]

Australian Capital Territory: 15 NovVictoria: 17 NovNew South Wales: 29 NovQueensland: Date TBCSouth Australia: Date TBC
Rochelle Thorne
Executive Director
Echt Consulting Pty
Ltd, CISSP

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.

Liesl Jordan
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.

David Thompson
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.

Anne Clay
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.

Ian Jansen
Technology Leadership,
Advisory, Interim
Jansen & Townsend
Digital Consulting

Previously the Chief Digital Officer Service for NSW and CIO of the NSW Dept of Planning, Industry, and Environment. Currently consulting
on digital engagements and digital and data strategies for the public and private sectors. Also extensive IT sales experience as CIO/CDO and
Chief Revenue Officer of Dimension Data and ANZ Sales Director of Express Data.

Paul Muller
CEO and Managing Director
DataBench

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. 

Peter Grant
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.

Anne Clay
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.

Andrew Mills
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.

Key Sessions

Morning AgendaAfternoon AgendaPost Lunch Agenda

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

Your Registration

HALF DAY PASS

Finishes at 2:00 pm
Does Not Include Interactive Exercise

$2000 + GST

FULL DAY PASS

Finishes at 4:10 pm
Includes Interactive Exercise

$3000 + GST