Sales and MarketingSelling to Government and Development Institutions
Public and donor funded buyers cannot be sold to the way a company can, because the decision is bound by procurement rules that limit what may be discussed and when. This course covers working inside those rules. Delegates work through how public procurement decisions are actually made, the budget cycle that determines when money exists, and the difference between influencing a specification legitimately and disqualifying yourself. Registration, prequalification and framework arrangements are covered. Understanding a tender document properly follows, including the evaluation criteria that decide the outcome and the mandatory requirements that eliminate on a technicality. Pricing for public buyers is addressed, including transparency expectations. Development institution procurement and its own rules are covered. Relationship building within the limits allowed follows. The course closes on debriefs, on challenge procedures and on building a record that supports the next bid.
Course objectives
- Explain how public procurement decisions are actually made
- Time engagement to the budget cycle
- Influence a specification legitimately without disqualification
- Complete registration, prequalification and framework arrangements
- Read evaluation criteria and mandatory requirements correctly
- Price for a public buyer under transparency expectations
- Use debriefs and challenge procedures to strengthen the next bid
Who should attend
- Business development staff targeting public sector clients
- Bid and proposal managers
- Suppliers to government departments and state owned enterprises
- Consultants pursuing donor funded assignments
- Commercial managers entering public procurement markets
Course outline
- 01Rules that limit what may be discussed
- 02How public procurement decisions are made
- 03The budget cycle and timing
- 04Legitimate specification influence
- 05Registration, prequalification and frameworks
- 06Evaluation criteria and mandatory requirements
- 07Pricing and transparency expectations
- 08Development institutions, debriefs and challenge
Scheduled sessions
| Dates | Venue | Format | Price | Register |
|---|---|---|---|---|
| 23 to 25 November 2026 | Online | Online | R6,500 per delegate | Register Now |
| 6 to 8 January 2027 | Johannesburg, South Africa | Classroom | R14,950 per delegate | Register Now |
| 8 to 10 February 2027 | Accra, Ghana | Classroom | USD 995 per delegate | Register Now |
| 24 to 26 March 2027 | Cape Town, South Africa | Classroom | R14,950 per delegate | Register Now |