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VIP Continued Education Workshop: Developing a Pipeline
Increase Your Win Rates! Join us as the subject-matter experts provide a hands-on, market-based instruction on how to identify opportunities and walk you through the elements of developing an effective pipeline.
This workshop will be broken up into 4 sessions - you are welcome to register for any and all of them.

Feb 7, 2023
Session 1: Learn How to Identify Which Customers Have Money to Spend and Their Forecast
Instructor: Ann Sullivan, Madison Services Group
Government funding is mostly public information, but you have to know how to find it and follow it. This course will teach you how to “follow the money” by understanding the Congressional funding process and where to find the latest funding information. Learn how to elevate your company by becoming a thought leader and advocate.

Feb 9, 2023
Session 2: Market Research Tools
Instructor: Richard Schreiber, GSA
A Demo of a Market Research Tool to Help You Understand Agency Spend, and Where Your Business Fits Into the Federal Marketplace

Feb 21, 2023
Session 3: Hands-on Session on Using SAM Contract Data to Identify Opportunities.
Instructor: Judy Bradt, Summit Insight
o How to define your research goals
o Which data fields are most valuable for opportunity identification
o How to create the recommended "storyboard" field selection for a comprehensive ad-hoc report
o The steps to export your data to Excel
o How to create pivot tables of your data
o How to use resulting data views to identify leads, partners, competitors, acquisition strategies, and opportunities for engagement & business

Feb 23, 2023
Session 4: Developing and Managing a Pipeline
Instructor: Carlos Rivera, Vysnova Partners, Inc.
The session will provide insights and strategies for researching and qualifying federal contract opportunities to help you develop and manage an effective pipeline. These efforts will help you increase your win rates by targeting those opportunities that are a better fit for your company.
You can choose to attend one or more of the following webinars.

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Judy Bradt
CEO @Summit Insight
Judy Bradt, CEO of Summit Insight, bring over 34 years of expertise in Federal business development and strategy to people who want to grow their Federal business. She’s an award-winning author, speaker and consultant.
Ann Sullivan
Founder & Strategic Advisor @Madison Services Group, Inc.
Ann Sullivan is the Founder of Madison Services Group, Inc. She brings over 40 years of government relations experience in the United States Senate and the House of Representatives, serving in key advisory roles.
Carlos Rivera
President & CEO @Vysnova Partners
Mr. Rivera is the Founder, Chairman and President of Vysnova Partners where he provides leadership and day-to-day management of corporate operations. Mr. Rivera has more than 30 years of experience working in the health and information management sectors.
Richard A. Schreiber
Operations Research Analyst @GSA
Richard A. Schreiber is an operations research analyst for GSA that specializes in data analysis, application development, and process improvement with a focus on the Federal Procurement Data Source (a.k.a FPDS). After graduating with his masters degree, he worked for the Information Technology Category in the Federal Acquisition Service. Now, he works in the Government Wide Category Management Data Team where he improves the use of data in the federal marketplace.