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Public Sector Sales: 5 Module Master Class

4.00 out of 5
(3 customer reviews)

£44.99 £27.99

A comprehensive guide to increasing UK Public Sector Sales.

Our most popular course consisting of the 4 Foundation Course modules and the extra module: Creating Strategic Sales Advantage. This low cost downloadable course opens up access to £122bn of public sector contracts; explains how the public sector buys its goods and services, helps you access new markets, develops your strategic sales advantage and enhances your professional capability.

Description

The UK Public Sector Sales Master Class:

Description

A comprehensive guide to increasing UK Public Sector Sales. This Master Class will immediately improve your access to this £122bn market place.

The Public Sector consists of a vast number of disparate complex organisations all seemingly operating in different ways with differing needs and wants. The Public Sector Sales Master Class is designed to follow a structured process, first explaining this massive potential market and then distilling this information into the key steps you need to increase your public sector sales potential win more tenders and improve your competitive advantage.

Each subsequent presentation style module within the master class builds upon the previous module, firstly the module describes the benefits features and learning outcomes. This approach then prepares you to digest and internalise and understand in context the important information that follows the description of the learning outcomes.

Each Module then provides a set of review questions. The review questions are designed to support the learning outcomes described at the beginning of each module. Being able to answer the review questions in context then provides to you the personal verification of what you have learned and internalised. Finally where relevant each module provides a list of all the web links to enable you to access sales opportunities.

Content

  • Master Class Introduction

  • How to Follow The UK Public Sector Sales Master Class

  • Module 1 – An Introduction to the UK Public Sector

  • Module 2 – The Public Sector Buying Process

  • Module 3 – How the Public Sector Decides What and When to Buy

  • Module 4 – The Public Sector Tendering Process

  • Module 5 – Creating Strategic Sales Advantage

The UK Public Sector Sales Master Class is full of useful content. The following content list describes each individual module and the benefits that the module provides.

Module 1 – An Introduction to the UK Public Sector

Module 1 – Content

  1. Overview of the UK Public Sector
  2. The Size of the UK Public Sector
  3. Organisational Structure of the UK Public Sector
  4. Central Government Structure
  5. Local Government Structure
  6. Procurement within the UK Public Sector
  7. Reasons for Becoming a Public Sector Supplier

Module 1 – Benefits

  1. As a result of completing this module you will enhance your understanding, be able to visualise and describe the scope and scale of the public sector and the potential market place to others.
  2. With the knowledge that this module provides you will be able to begin to segment and target your UK Public Sector sales efforts and create a more specific informed sales and marketing strategy,
  3. The public sector is in a constant state of flux, this module will a save you time and cost spent researching the market its structure and its potential for sales opportunities.

Module 2 – The Public Sector Buying Process

Module 2 – Content

  1. Procurement
  2. Background – Procurement Legislation
  3. The Procurement Process
  4. Major Procurement Steps
  5. Framework Contracts Explained
  6. The Tender Process
  7. Brexit

Module 2 – Benefits

  1. The module will enhance your understanding of the public sector buying process saving time and effort on miss-directed expensive sales campaigns.
  2. Knowledge of the buying process and how the public sector applies the process will allow you to anticipate the buyers potential next steps.
  3. The module will enable you to understand and explain the public sector buying process in straight-forward
  4. By explaining how the procurement process is used and applied within different sectors, and how differing levels of spend use different processes, you will be able to target your products to appropriate potential buyers.
  5. The module will also help you to understand the potential impact of Brexit on future sales campaigns providing you with insight and competitive advantage.

Module 3 – The Decision to Buy Within the UK Public Sector

Module 3 – Content

  1. Decision Making – Operational vs Legislative
  2. Key Reasons for Buying
  3. Efficiency v Cost
  4. Who’s Involved in a Buying Decision
  5. Supporting Organisations Influence
  6. Early Access to Buying Decisions

Module 3 – Benefits

  1. This module will provide you with an understanding of public sector decision making. This understanding will enable you access the decision making process earlier in the procurement process and give you a competitive advantage to influence, prepare for, secure, and then effectively deliver against any eventual procurement tender.
  2. As a result of completing module 3 you will be able to describe to others what prompts the initial decision making within the UK public sector and the sales advantages that knowledge of the process can bring.
  3. Module 3 will enable you to identify the early stage activities that will result in future buying decisions with the result that you can anticipate potential sales opportunities giving you an advantage over your competitors.
  4. Understanding of the importance of the initial decision making process, and how the opportunity arises to influence its timing and content can result in more higher value sales opportunities.

Module 4 – The Public Sector Tendering Process

Module 4 – Content

  1. Legislation and the Tendering Process
  2. The EU Threshold
  3. The Tendering Machine
  4. Tender Evaluation
  5. Advantages and Disadvantages of Tendering
  6. Public Sector Tendering – Changes and Brexit

Module 4 – Benefits

  1. Module 4 will provide you with a comprehensive understanding of the UK Public Sector tendering process and will enable you to explain to others how and why the process exists and how it works.
  2. The module will help you gain a personal understanding of potential areas to focus on when tendering and improve your competitive advantage.
  3. The module explains the importance of creating an in-house tendering process which will help you to create your own Public Sector ‘tendering machine’, and will enable you to explain why it is so important and will give you the best chance of winning tenders.
  4. An understanding of the ways in which the UK Public controls buying by using a tendering process will enable you to improve your own company’s buying organisation by applying proven and effective processes and controls
  5. The module will enable you to take an informed view of the impact of the UK’s future exit from the European Union and what impact it will have on the UK Public Sector tendering processes. As Brexit becomes clearer the module also explains how further sales opportunities could be identified across the EU.

Module 5 – Creating Strategic Sales Advantage

Module 5 –  Content

  1. Maximising Your Knowledge Advantage
  2. Intelligent Pricing
  3. Exploiting Contract Award Information
  4. Exploiting the Contract Phase
  5. Creating a Holistic Public Sector Sales Strategy

Module 5 – Benefits

  1. This module brings together all of the concepts and learning points from the previous 4 modules delivering a concise summary of the steps you need to take to increase your public sector sales.
  2. This module uses insider knowledge to explain the key activities required to increase your public sector sales. Upon completion of the Module this insider knowledge will be yours.
  3. Completion of this module will allow you to easily explain how public sector sales can be increased and competitive advantage can be gained within your organisation.
  4. This module will give you an understanding of how moving to an holistic approach to selling to the public sector is important, why this approach it will work for you, and how this can be explained to others in a coherent way.
  5. This module will allow you to identify the specific next steps to improving you public sector sales, completing the module will reduce the effort required for developing your own public sector sales solutions.

3 reviews for Public Sector Sales: 5 Module Master Class

  1. 5 out of 5

    Stephen Fines

    With a performance review pending I needed to update my CPD, found this course with a quick online search which not only was incredibly useful PS information but also impressed my manager at the review. Very helpful if thats what you need! Steve – Capita

  2. 3 out of 5

    Roger Barton

    Does what it says on the tin as far as content is concerned but I was expecting more interactive question sections hence the 3 stars. Otherwise I would recommend for some of the content you can’t access elsewhere.

  3. 4 out of 5

    John Fox

    Was looking for some useful info on tendering to PS, definitely found it here loads of content, worth the money IMO.

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