selling to the government course 20152 program

9th Flr, Hazina Towers

P.O Box 51672-00100 Nairobi T: +254-20-8012627 C: 0721303864

E: [email protected] W: www.growthpartners.co.ke

Selling To the Government Course At Nairobi Safari Club September October 8th -9th 2015

Training Programme

Day Subjects

Day 1 Introductions

Participants

Course Objectives

Participants Expectations

Legal Framework Governing How the Government Buys

Disputes Resolutions

Ethics in Public Procurement

How the Government Buys

Committees in the Buying Process

Prequalification’s

Tenders

Understanding the Tender Documents

Day 2 How Government Buys in Practice

Government Buying Situations

Government Buying Process

Key Buyer Influences

Working through the Red-Tape

IFMIS

Bid/Don’t Bid Decisions

Mastering the Government Buying Cycle

Common Mistakes made in Selling to the Government

The Winning Strategy for Selling to the Government

Strategic Selling

The 3Rs

Prospecting

The Human Side of Government Buying

Closing

Materials:

1. Various Legislations

2. IFMIS Materials/Demonstration)

3. Sample Tender Documents

4. Videos

5. Case Studies