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December 2005 Audio Seminar: how to sell IT to the government without killing your commercial margins.

Register Today:


Registration Fee: $150.00

December 15, 2005, Noon to 1:30 PM ET

A GREAT DEAL HAS BEEN WRITTEN about "Selling to the Government." Very little of it deals with the interplay between a company's government and commercial business. In this program, William Weisberg, an experienced government contracts attorney, will discuss how to have an effective government sales program, without causing problems for the commercial side of the house.

This program is appropriate for any firm (manufacturers or resellers) selling, leasing, or licensing information technology (hardware, software, or services) to federal, state, or local customers. It will be especially relevant to firms that are primarily commercial, with some government business.

Participants will learn about

* Negotiating an appropriate "target customer" for GSA Schedule Price-Reduction Clause purposes;

* How to provide commercial discounts, without triggering the Price-Reduction Clause--legally;

* How a government contract compliance program will save you money;

* Full disclosure during negotiations, without having the government price your contract by the "lowest price ever offered;"

* Off-shore sourcing--what is permissible and what is not; and

* Common pitfalls in licenses and agreements.

This fast-paced seminar will address the above issues and more, while giving you plenty of opportunity to ask our experts for advice about your unique concerns.

Our Guarantee--If for any reason this program does not meet your expectations, we will provide a full refund.

The registration fee is per site--multiple participants can listen to the program for one fee. Invite additional staff to participate with you for FREE!


William M. Weisberg, partner and chair of the governments contracts practice, Sullivan & Worcester LLP

Earn .15 CEU or 1.5 CLPs with Each Audio Seminar!

COPYRIGHT 2005 National Contract Management Association
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Copyright 2005 Gale, Cengage Learning. All rights reserved.

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Publication:Contract Management
Date:Dec 1, 2005
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