How to Develop an Account Plan
May 24 @ 1:00pm - 2:00pm
Have you ever wondered how companies become “embedded” at a government agency? How they suddenly seem to have an inside track into all the opportunities way before anyone else finds out about these procurements? And how they seem to win over and over again?
The secret to starting to become an agency insider is the Account Plan. A great Account Plan aggregates and accumulates relevant customer knowledge over time and gives you a deep insight into agency’s inner workings and customer’s emotional desires. An Account Plan is a tool to systematically understand and capture your customer’s goals. It documents how you can help your customers achieve these goals. It also gives you a clear pathway to grow your business with the agency and expand your footprint.
This course will help you understand what research and planning goes into a good Account Plan, so you can grow your government business the smart way.
Olessia Smotrova-Taylor, CF.APMP Fellow, president and CEO of OST Global Solutions, Inc. (www.ostglobalsolutions.com – home of the GovCon Incubator and Bid & Proposal Academy), has more than 20 years of experience in business development, communications, and marketing, including more than 15 years in contract capture and proposal management. She led winning bids for four out of five top government contractors, winning more than $20 billion over the course of her career. She is the author of the book How to Get Government Contracts: Have a Slice of $1 Trillion Pie. She also consults and teaches others how to get contracts with the government and large commercial organizations, as well as developing processes, tools, and Bid & Proposal Academy courses that enhance business developers’ abilities to win business. She has taught a graduate course at the Stevens Institute of Technology, and provided training to Treasury and NASA. She has served for two years as the President of the National Contracts Management Association (NCMA) Bethesda/Medical Chapter, and for 2 years as the President of the Association of Proposal Management Professionals (APMP) National Capital Area Chapter. She is recognized as an APMP Fellow for her contributions to the field of capture and proposals – the highest honor in the business development profession. Prior to supporting hundreds of Fortune 500 companies and small businesses as a proposal consultant and growing OST, she worked as a business developer for Raytheon and Lockheed Martin, and wrote for the Financial Times of London.