Market Entry Training



The US Government is unique – having its own culture, norms, personalities, and of course, its own rules and standards of conduct. Understanding how the Government Marketplace operates is an essential element for companies desiring to succeed there. It is not unusual for companies to expect their new employees to learn the nuances of dealing with the government through on-the-job training; meaning that they pick up what they can – when they can. Often this means significant trial and error – which costs the company revenue and lost time; and can frustrate the government official who needs to explain fundamental terminology and processes.

Our training programs are introductory courses - designed to help employees new to the government market place learn about and understand the world they are expected to operate within. They are also useful tools for those already working within the government market, but never formally trained, to build a foundation from which they can expand their utility to their firm.

We currently offer the following courses geared to this market; more are being planned and will be introduced over time:

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IDoD is customizable to focus on specific services – Army, Navy, Marine Corps and Air Force - as they relate to your client base.

• Introduction to the Department of Homeland Security

Drawing from the Departments of Energy, Transportation, Justice, Health and Human Services, Agriculture and Defense, the DHS stood up in 2003 to form a new Cabinet Level Department answering to the President of the United States. Learn how the Department is evolving, how they are organizing to carry out their missions and how they conduct business with industry.

• Introduction to the Department of Energy

Like the DoD, the DoE has a culture and organizational structure unto itself. Learn how the DoE functions, about its role in National Security and how it manages the wide array of laboratories under its control.

• Introduction to Government Contracting, Procurement and Purchasing

The Federal Government has its own unique set of rules, policies and procedures for preparing, soliciting and awarding contracts to companies, universities and organizations. Knowing and understanding how Government contracting works is essential to performing successfully … and perhaps more importantly, essential to keeping your firm out of trouble.

• Government Program Management Overview

Who is your true customer? Unlike in commercial industry, it’s not the person that is benefiting from your goods or services. Typically your customer is the person who is actually buying your goods and services – or in the government’s parlance, it’s the Program Manager (PM). Learn what things keep program managers awake at night – and thus learn what you can do to make them successful. Remember, their success … is your success. Your project teams should be operating in a manner that puts their customer’s goals and objectives first and foremost.