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Understanding the Federal Buyers Journey

Success in the federal market comes not from finding opportunities but rather from creating opportunities.

Imagine if you were a world-class marathoner, but rather than starting with the other top runners, you give them a 13-mile head start! What are your chances of winning? Sure, you have a chance, but it is quite improbable. That's exactly what most firms do when competing for federal contracts.

Most firms competing for federal contracts wait until an RFP is released, and most of these firms fail. Those that succeed in the federal market:

  • understand how the buying process works,
  • know the roles of different agency players,
  • master the three key elements of a Go-to-Federal-Market plan, and
  • recognize how to get involved early in the process... well before RFPs are even issued.

Are you confounded at the complexity of the government acquisition process? Are you frustrated and think that the agency people involved don't really know what they are doing? Do you spend lots of time and resources responding to RFPs to little effect?

The goal of this course is to make it clear who does what and why, and the key elements of a Go-to-federal-Market plan so you will be better able to develop a strategy to create opportunities and win more contracts.

Understanding the Federal Buyers Journey is a 45-minute online course that explains the federal buying process. The focus is on the pre-bid process where you can help define the agency problem and co-create a solution. You will learn what agency end users are doing, what the program managers role is, and what happens when contracting gets involved. Students also receive a comprehensive flow chart depicting the Federal Buyers Journey.

The key benefit of the knowledge you gain will be the ability to alter your business development actions and win more contracts.

Who should attend?

This course is ideal for any firm seeking to do business with the federal government, especially those involved in selling complex technical solutions or professional and technical services to the federal government. Examples include:

  • IT Solutions providers
  • IT consultants
  • Management consultants
  • Engineers
  • Environmental services
  • HR consultants
  • Training firms
  • Business services
  • Complex products firms

This is essential learning for:

  • Business Owners
  • Senior Managers
  • Business Developers
  • Sales Reps
  • Marketing


Your Instructor


Robert Kelly
Robert Kelly

Your GSA Contract Management Expert

With more than 30 years of government and contractor experience, Robert Kelly has helped more than 750 companies win, manage, and prosper from GSA contracts. He has worked with firms large and small, from start-ups to Fortune 500 firms, and across a multitude of industries including information technology, management consulting, engineering services, hardware resellers, automotive, training companies, environmental, HR, staffing, building products...nearly every industry covered by the GSA Schedules program. Robert serves on several GSA-Industry committees and regularly advises clients on Federal business development activities.


Robert knows how to market to government and how to get results. Robert is passionate about the business. I highly recommend him to anyone considering doing business with our government or military.

His expertise and guidance was invaluable through the entire process. I always felt we were in great hands and I highly recommend Robert Kelly

I regularly get exceptional advise from Robert on the whole process, and have learned a great deal of working with the government through my engagement with Robert

Frequently Asked Questions


When does the course start and finish?
The course starts now and never ends! It is a completely self-paced online course - you decide when you start and when you finish.
How long do I have access to the course?
How does lifetime access sound? After enrolling, you have unlimited access to this course for as long as you like - across any and all devices you own.
What if I am unhappy with the course?
We would never want you to be unhappy! If you are unsatisfied with your purchase, contact us in the first 30 days and we will give you a full refund.

Get started now!