8 July 2005

Starting July

If want to communicate more effectively with senior people in government and therefore sell more successfully, then make
Winning Business – Effective Sales Techniques for Government a priority course for the second half of 2005.

AIIA is proud to offer this comprehensive, full day, highly interactive and advanced level course aimed at sales and business development professionals who want sell their products and services to government.

Designed by AIIA member company Intermedium, Winning Business features syndicate exercises that will improve your ability to communicate with government officials. It also features a panel of senior ex-government people who will be absolutely candid about their good and bad experiences with sales people. They are likely to give you more tips than you could gain in a lifetime of government selling experience!

Winning Business will make you more confident of your ability to capture the attention of senior decision makers. Learn about:
• The profile of public sector decision makers,
• How public sector culture and structure influence decision making
• Sales behaviours that really turn decision makers off
• Working with gatekeepers (eg executive assistants and junior level staff)
• Managing your initial contact as a sequence of events which build on each other
• The relevance of ‘agency language’ and how you can use it
• The importance of a well considered value proposition.

Winning Business will give genuine insight into techniques that will work in sales to government. This event will be a great opportunity to network with your peers and help your team grow professionally.

AIIA members receive a 10% discount. If you register 3 weeks prior to your selected course date, you will also receive the early bird discount. Select the Winning Business date which suits you best and follow the link.

Canberra (The Boathouse by the Lake, Menindee Drive, Barton, ACT):
• 10 August 2005 (more info & register)
• 12 October 2005 (more info & register)

Sydney (NSW Trade & Investment Centre, Level 44, Grosvenor Place, 225 George Street):
• 20 July 2005 (more info & register)
• 27 October 2005 (more info & register)

Register for both Winning Business and either of its companions Federal Government ICT Market Master Class (click here for course outline) or NSW Government ICT Market Master Class (click here for course outline) and receive a special package deal.

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AIIA's events calendar can be viewed on the AIIA website. For easy event registering, past event presentations and news from the ICT industry, visit aiia.com.au.