Content Discussed:

• Inform the government of unrealistic expectations in green policy.
• Engage transparently and honestly in green practices with the government.
• Identify self-sabotage during the solicitation process.

Content Discussed:

• Sell goods and services on the need, not just the potential or merit.
• Identify those terms and conditions that cannot be changed during the appropriate solicitation phase.
• Accurately respond to the government’s scope.

Content Discussed:

• Adhere to the deadlines in the contract.
• Engage proactively when challenges arise that impact delivery.
• Value the entire lifespan of the contract.

Content Discussed:

• Address concerns during the Question-and-Answer Portion (or before) of the Contracting Process.
• Partner with the government to project future need(s).
• Effectively advocate to government leaders to influence future solicitations.

• Remove and navigate internal and external barriers to engagement with the government.
• Anticipate how changes in regulation and the political environment may impact future engagement.

Content Discussed:

• Build real partnerships rather than doing the minimum to meet the requirements.
• Cultivate partnerships among diverse perspectives to promote real-world experiences for practical solutions.
• Live to the spirit of DEI requirements (shifting the thought process about why and how we’re doing it).

Content Discussed:

• Educate salespersons on organizational data security and control policies.
• Secure data and data policies regardless of company profile or product.
• Collaborate on terms and conditions that allow the government to achieve its specific cyber security goals.