Selling to Victorian Government

13 October 2022 | 8:30 AM – 4:00 PM AEST | 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. A newly-elected government is 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.

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.

Learning Outcomes

Learn about the latest procurement guidelines that are driving government IT expenditure

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

Your Registration

Training Price

$3000

per person + GST