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GOVCON CERTIFICATION

BD Essentials

Relationships are critical to win in GovCon.
Learn the fundamentals in 4 weeks.

ENROLL NOW

Enrolling a team? View Enterprise.

GOVCON CERTIFICATION

BD Essentials

Relationships are critical to win in GovCon.
Learn the fundamentals in 4 weeks.

ENROLL NOW

Enrolling a team? View Enterprise.

100% Online
LEARN AT YOUR PACE
Duration
2O LESSONS • 3.5 HOURS 
Skill Level
BEGINNER—INTERMEDIATE
Certification
BD ESSENTIALS

Building federal relationships
is hard just got easier.

“completely flips the script on bd training” – mark kowal

In four weeks, you’ll learn a proven method to
build strong relationships built on trust that wins contracts. 

Building federal relationships
is hard just got easier.

Serco Hi-Q Group
Crowley Hi-Q Group
AW Coatings Hi-Q Group Client
General Kinetics Hi-Q Group Client
Dis-Tran Packaged Substations Hi-Q Group Client
Crest Industries Hi-Q Group Client
Beta Hi-Q Group Client
ManTech
American Systems
Avian
Concurrent Technologies Corporation
Designs for Health
Arcpoint Forensics
FYFE

Become a Relationship-Building


|

In four weeks, you’ll learn a proven method to build strong relationships built on trust that deliver results.

Masterclass Reviews

“IT WAS EYE OPENING” – HAYLEY HAUN

WHAT YOU’LL LEARN

  • How to make a great first impression, establish trust and connect.

  • How to prepare for customer meetings so you feel confident, relaxed and authentic.

  • How to gather customer intelligence and proactively identify new opportunities—in any role.

  • How to establish rapport with customers to build relationships without being “salesy”.

  • How to become a stronger listener to uncover the customers’ real need before you discuss a solution.

  • How to share new customer intelligence internally and collaborate on opportunities.

  • 20 best practices to improve identification, qualification, and shaping opportunities to WIN.

  • How to apply these techniques to enrich the quality of all your relationships in everyday life.

  • How to make a great first impression, establish trust and connect.

  • How to prepare for customer meetings so you feel confident and relaxed.

  • How to gather customer intelligence and proactively identify new opportunities—in any role.

  • How to establish rapport with customers to build relationships without being “salesy”.

  • How to become a stronger listener to uncover the customers’ real need before you discuss a solution.

  • How to share new customer intelligence internally and collaborate on opportunities.

  • 20 best practices to improve identification, qualification, and shaping opportunities to WIN.

  • How to apply these techniques to enrich the quality of all your relationships in everyday life.

SKILLS

Call Planning Customer Intelligence Communication Stakeholder Identification Effective Questioning Qualification Stakeholder Engagement Active Listening Customer ResearchOpportunity PlanningFostering TrustBuilding Customer ActionCollaborationFostering CuriosityVirtual CommunicationSocial Intelligence SkillsEmpathyRelationship Building
TRAILER
SAMPLE
download curriculum
VIEW TRAILER
VIEW SAMPLE

100%

IMPROVED INTERNAL
COLLABORATION

96%

INCREASED
COMPETITIVE INTEL

97%

INCREASED
WIN RATES

5 STARS

ENGAGING, PRACTICAL

THE surprising REALITY:

THE SURPRISING REALITY:

0%

71% of BD & Capture Professionals
Are Not Trained in BD Best Practices

*GARTNER HR REPORT 2019

71% of BD & Capture Professionals Were Not
Trained on Best Practices

government business development training

This Creates Confusion

This Creates Confusion

Regardless of how talented your team is—they’re human. Each come to you with their unique personalities, perspectives, and working styles. So it’s not uncommon to have a great team limited by their diverse experience. 

To build a high-performing team, cross-functional collaboration is key. And the foundation of successful communication rests on having a common set of skills and language around BD pursuits.

BD Essentials 

“i took away so many useful tools” – skip solis

this course is for:

  • Intermediate BD professionals who want best practices.
  • Beginners who have no federal business development training.
  • On-site team members who have direct access to customers.
  • Capture professionals who want to align BD expectations.
  • GovCon teams who need a repeatable engagement process and common language to effecitvely collaborate on opportunities.

this course includes:

  • __ Hi-Q Method™ Gap Assessment
  • __ 20 On-Demand Lessons
  • __ Roleplay & Coaching Library
  • __ Workbook & Resources
  • __ Mobile Access
  • __ Certificate of Completion

course contents:

1. Setup for Success

  • _ Hi-Q Method™ Gap Assessment
  • _ Developing Business With the Government
  • _ High Performing BD Habits
  • _ The Hi-Q Engagement Method
  • _ BD Essentials Workbook
  • _ Government BD Ecosystem
  • _ The Hi-Q Method™
  • _ Personal Development Plan
LEARNING OUTCOMES

Doing business with the government is different than with commercial customers. BD personnel are often told they only need to present, tell stories, and persuade customers to buy their solution. In reality, being customer-focused, empathetic, and asking the right questions is consistently the most successful approach.

So, what does it take to be an Elite Government Consulting (GovCon) professional? Elite Professionals use an empathetic mindset and specific customer-centric skills to develop high-quality intelligence and customer relationships that last a lifetime. In addition, consistently using the HI-Q Method to execute their strategy provides them access to customer intelligence that most competitors don’t have the skills to obtain. The good news is these winning skills can all be learned. This training program is designed to provide tangible, measurable engagement skills that enhance your company’s BD or Capture process.

This section sets the foundation for the course by exploring where BD fits within the many facets of doing business within Federal, State, and local governments. We reveal some Elite Professional habits and introduce a repeatable engagement method that, when put into practice, is the difference between practitioners and professionals. The 5-step Hi-Q Engagement Method will help you differentiate yourself and understand the skills needed to compete and win in an ever-changing and competitive environment.

2. Planning & Preparation Makes Perfect

  • _ Plan for a Perfect Call
  • _ Identify Customer Problems You Solve
  • _ The Importance of Knowing Your Customer
  • _ Target Opportunity Plan Template
  • _ Call Plan Template
  • _ Hypothesize Customer Problems
  • _ Customer Pain & Gain
LEARNING OUTCOMES

Elite Professionals understand the impact of planning on the success of their engagements, yet most in a BD orle skip this critical step. Winging it does not work. Simply put, effective call planning improves your effectiveness on the call and significantly enhances your ability to achieve your goals. In addition, your preparation will likely set you apart, resulting in customers opening up to reveal unique intelligence.

In this section, we will cover the tools and templates the Elite have used for decades to plan and prepare for calls. With the help of these tools, you’ll understand the customer and hypothesize their needs, resulting in a customer-centric call that stands out.

3. Successful Meetings

  • _ The Art of Customer Access
  • _ Call Scripting for Success
  • _ Critical Communication Skills
  • _ Coaching: Opening Calls With Purpose
  • _ Coaching: Powerful Questions
  • _ Email Script to Drive Curiosity
  • _ Call Script Template
  • _ Call Script Example
LEARNING OUTCOMES

Elite Professionals know that winning and customer affinity doesn’t happen by accident or luck. Instead, differentiation—or how you and your capabilities are distinct from others—starts with how you see yourself and how you engage the customer. If the customer can’t connect or trust you, then it’s likely they won’t care about your company or solution—regardless of your features or benefits.

In this section, we cover how your success is determined by getting access to the right customer at the right time, and how to engage them in a conversation using your enhanced communication skills to uncover their needs. Planning your questions ahead of time prepares you to connect deeply and uncover customer needs at the root cause. Some of these elements may sound like common sense, but they are not common practice.

4. Test Your Knowledge

  • _ Wrap-Up (Modules 1-3)
  • _ Assessment (Modules 1-3)

5. Building Customer Trust

  • _ BD to the Power of Trust
  • _ Get Your Customer’s Attention
  • _ Hi-Q Discovery Framework
  • _ Coaching: Get Customers to Open Up
  • _ Call Review Template
  • _ Quality of Relationship Scale
  • _ Diagnostic Level Questions
LEARNING OUTCOMES

Getting access to the right customer to gather actionable customer intelligence requires you to pique curiosity and create an environment where customers are comfortable sharing openly. Often those in BD and sales roles believe they have high-quality customer relationships. However, this self-assessment is usually based on familiarity and not trust.

Trust is essential for success, because people engage entirely different with those they truly trust. When customers have that trust with you, they are more open to sharing intelligence and become more vested in your success.Your ability to make connections and foster customer affinity is often the foundation for your long-term career success.

This section covers why trust is so critical, how to engage customers in a manner that fosters trust, and an overview of the Hi-Q Discovery Framework to quickly identify the customer’s underlying needs, drivers, urgency, and the impact of those needs on the customer both professionally and personally.

6. Building Insight & Action

  • _ Diagnose the Customer’s Real Needs
  • _ Impact Your Customer’s Motivation
  • _ Ending With Customer Action
  • _ Coaching: Improving Discovery
  • _ Narrow Discovery Questions
  • _ Impact Questions
  • _ Ending the Call Checklist
LEARNING OUTCOMES

For role success, you must be able to uncover your customer’s needs. What they share first with you is often surface-level information, so it’s your job to go deeper to uncover their “real” needs and determine the impact of meeting that need vs. the status quo. Helping your customer understand the impact also allows them to understand how important solving the need or reaching the desired future state is to them. Your questions must be designed to help the customer understand how to solve their problems and allow them to feel the pain or relief from this course of action.

In this section, you’ll learn questioning techniques that uncover the customer’s “real” needs and the impact for them and their organization. This approach helps you understand the best solution to help them meet their needs for their reasons. We also focus on questioning skills designed to enable the customer to share the next steps, deadlines, and urgency for a follow-up meeting.

Performed correctly, the customer will tell you exactly what to do, whom to engage, and how to measure success. This is usually a paradigm shift for most people in the role as it eliminates chasing the customer (constant follow-up) and causes the customer to define the next steps for their reasons. Doing this correctly sets you up for success by placing the customer in the driver’s seat, so you’ll know exactly what will happen and what is expected.

7. Increase Your PWin

  • _ Assess Your Opportunities
  • _ Call Reports Are Company Assets
  • _ Call Report Skit
  • _ Reliability Scale
  • _ Opportunity Assessment Template
  • _ Call Report Template
LEARNING OUTCOMES

When it comes to opportunities, they aren’t all equal, and every organization has limited resources to pursue and capture opportunities. Therefore, you must gather and share actionable and game-changing customer intelligence with your internal stakeholders to help them identify which opportunities are worth investment and which should be disqualified. Gathering intelligence is the universal step and an Elite skill required to make good decisions.

In this section, you’ll learn to assess your opportunities and support your internal stakeholders as they make the difficult decisions on what to pursue and what to disqualify. Often the only way stakeholders understand the customer’s needs is through your call or trip reports. Therefore, your reports must convey actionable intel that is easily understood and tailored to the individual needs of your different stakeholders. Gathering Intel and sharing internally can help you build credibility and a reputation for success.

8. Virtual Engagements

  • _ Compelling Virtual Engagements
  •  Roleplay: Finding the Right Stakeholders
  • _ Virtual Call Checklist
LEARNING OUTCOMES

When it comes to opportunities, they aren’t all equal, and every organization has limited resources to pursue and capture opportunities. Therefore, you must gather and share actionable and game-changing customer intelligence with your internal stakeholders to help them identify which opportunities are worth investment and which should be disqualified. Gathering intelligence is the universal step and an Elite skill required to make good decisions.

In this section, you’ll learn to assess your opportunities and support your internal stakeholders as they make the difficult decisions on what to pursue and what to disqualify. Often the only way stakeholders understand the customer’s needs is through your call or trip reports. Therefore, your reports must convey actionable intel that is easily understood and tailored to the individual needs of your different stakeholders. Gathering Intel and sharing internally can help you build credibility and a reputation for success.

Wrap Up & Certification

  • _ Wrap-Up (Lessons 5-8)
  • _ Assessment (Lessons 1-8)
  • _ BD Essentials Certificate

BD Essentials includes 2 wrap up series and assessments to ensure you understood essential concepts.

Once you pass the final assessment, you will receive your certificate.

Curriculum

1. Setup for Success

  • _ Hi-Q Method™ Gap Assessment
  • _ Business With the Government
  • _ High Performing BD Habits
  • _ The Hi-Q Engagement Method
  • _ BD Essentials Workbook
  • _ Government BD Ecosystem
  • _ The Hi-Q Method™
  • _ Personal Development Plan
LEARNING OUTCOMES

Doing business with the government is different than with commercial customers. BD personnel are often told they only need to present, tell stories, and persuade customers to buy their solution. In reality, being customer-focused, empathetic, and asking the right questions is consistently the most successful approach.

So, what does it take to be an Elite Government Consulting (GovCon) professional? Elite Professionals use an empathetic mindset and specific customer-centric skills to develop high-quality intelligence and customer relationships that last a lifetime. In addition, consistently using the HI-Q Method to execute their strategy provides them access to customer intelligence that most competitors don’t have the skills to obtain. The good news is these winning skills can all be learned. This training program is designed to provide tangible, measurable engagement skills that enhance your company’s BD or Capture process.

This section sets the foundation for the course by exploring where BD fits within the many facets of doing business within Federal, State, and local governments. We reveal some Elite Professional habits and introduce a repeatable engagement method that, when put into practice, is the difference between practitioners and professionals. The 5-step Hi-Q Engagement Method will help you differentiate yourself and understand the skills needed to compete and win in an ever-changing and competitive environment.

2. Planning & Preparation

  • _ Plan for a Perfect Call
  • _ Identify Customer Problems
  • _ Knowing Your Customer
  • _ Target Opportunity Plan Template
  • _ Call Plan Template
  • _ Hypothesize Customer Problems
  • _ Customer Pain & Gain
LEARNING OUTCOMES

Elite Professionals understand the impact of planning on the success of their engagements, yet most in a BD role skip this critical step. Winging it does not work. Simply put, effective call planning improves your effectiveness on the call and significantly enhances your ability to achieve your goals. In addition, your preparation will likely set you apart, resulting in customers opening up to reveal unique intelligence.

In this section, we will cover the tools and templates the Elite have used for decades to plan and prepare for calls. With the help of these tools, you’ll understand the customer and hypothesize their needs, resulting in a customer-centric call that stands out.

3. Successful Meetings

  • _ The Art of Customer Access
  • _ Call Scripting for Success
  • _ Critical Communication Skills
  • _ Coaching: Calls With Purpose
  • _ Coaching: Powerful Questions
  • _ Email Script to Drive Curiosity
  • _ Call Script Template
  • _ Call Script Example
LEARNING OUTCOMES

Elite Professionals know that winning and customer affinity doesn’t happen by accident or luck. Instead, differentiation—or how you and your capabilities are distinct from others—starts with how you see yourself and how you engage the customer. If the customer can’t connect or trust you, then it’s likely they won’t care about your company or solution—regardless of your features or benefits.

In this section, we cover how your success is determined by getting access to the right customer at the right time, and how to engage them in a conversation using your enhanced communication skills to uncover their needs. Planning your questions ahead of time prepares you to connect deeply and uncover customer needs at the root cause. Some of these elements may sound like common sense, but they are not common practice.

4. Test Your Knowledge

  • _ Wrap-Up (Modules 1-3)
  • _ Assessment (Modules 1-3)

5. Building Customer Trust

  • _ BD to the Power of Trust
  • _ Get Your Customer’s Attention
  • _ Hi-Q Discovery Framework
  • _ Coaching: Get Them to Open Up
  • _ Call Review Template
  • _ Quality of Relationship Scale
  • _ Diagnostic Level Questions
LEARNING OUTCOMES

Getting access to the right customer to gather actionable customer intelligence requires you to pique curiosity and create an environment where customers are comfortable sharing openly. Often those in BD and sales roles believe they have high-quality customer relationships. However, this self-assessment is usually based on familiarity and not trust.

Trust is essential for success, because people engage entirely different with those they truly trust. When customers have that trust with you, they are more open to sharing intelligence and become more vested in your success.Your ability to make connections and foster customer affinity is often the foundation for your long-term career success.

This section covers why trust is so critical, how to engage customers in a manner that fosters trust, and an overview of the Hi-Q Discovery Framework to quickly identify the customer’s underlying needs, drivers, urgency, and the impact of those needs on the customer both professionally and personally.

6. Building Insight & Action

  • _ Diagnose the Customer’s  Needs
  • _ Impact Your Customer’s Motivation
  • _ Ending With Customer Action
  • _ Coaching: Improving Discovery
  • _ Narrow Discovery Questions
  • _ Impact Questions
  • _ Ending the Call Checklist
LEARNING OUTCOMES

For role success, you must be able to uncover your customer’s needs. What they share first with you is often surface-level information, so it’s your job to go deeper to uncover their “real” needs and determine the impact of meeting that need vs. the status quo. Helping your customer understand the impact also allows them to understand how important solving the need or reaching the desired future state is to them. Your questions must be designed to help the customer understand how to solve their problems and allow them to feel the pain or relief from this course of action.

In this section, you’ll learn questioning techniques that uncover the customer’s “real” needs and the impact for them and their organization. This approach helps you understand the best solution to help them meet their needs for their reasons. We also focus on questioning skills designed to enable the customer to share the next steps, deadlines, and urgency for a follow-up meeting.

Performed correctly, the customer will tell you exactly what to do, whom to engage, and how to measure success. This is usually a paradigm shift for most people in the role as it eliminates chasing the customer (constant follow-up) and causes the customer to define the next steps for their reasons. Doing this correctly sets you up for success by placing the customer in the driver’s seat, so you’ll know exactly what will happen and what is expected.

7. Increase Your PWin

  • _ Assess Your Opportunities
  • _ Call Reports Are Company Assets
  • _ Call Report Skit
  •  Reliability Scale
  • _ Opportunity Assessment Template
  • _ Call Report Template
LEARNING OUTCOMES

When it comes to opportunities, they aren’t all equal, and every organization has limited resources to pursue and capture opportunities. Therefore, you must gather and share actionable and game-changing customer intelligence with your internal stakeholders to help them identify which opportunities are worth investment and which should be disqualified. Gathering intelligence is the universal step and an Elite skill required to make good decisions.

In this section, you’ll learn to assess your opportunities and support your internal stakeholders as they make the difficult decisions on what to pursue and what to disqualify. Often the only way stakeholders understand the customer’s needs is through your call or trip reports. Therefore, your reports must convey actionable intel that is easily understood and tailored to the individual needs of your different stakeholders. Gathering Intel and sharing internally can help you build credibility and a reputation for success.

8. Virtual Engagements

  • _ Compelling Virtual Engagements
  •  Roleplay: Finding Stakeholders
  • _ Virtual Call Checklist

Wrap Up & Certification

  • _ Wrap-Up (Modules 5-8)
  • _ Assessment (Modules 1-8)
  • _ BD Essentials Certificate

COURSE CREDITS

In addition to your BD Essentials certificate, this course qualifies for the following credits:

  • 3.5 CPE/CLP
  • 3.5 PDUs 

Ways of Working (Technical) – 1.0
Powerskills (Leadership) – 1.5
Business Acumen (Strategic) – 1

trusted by PROFESSIONALS worldwide

trusted worldwide

This government business development course was selected by businesses worldwide for their employees.

This course was selected by businesses worldwide for their employees.

Concurrent Technologies Corporation
Avian
American Systems
Beta Hi-Q Group Client
Crest Industries Hi-Q Group Client
Dis-Tran Packaged Substations Hi-Q Group Client
General Kinetics Hi-Q Group Client
NAC

get certified IN 4 WEEKS

$499

enroll now

Enrolling a team? Purchase here.

WHAT YOU GET

  • __ Hi-Q Method™ Gap Assessment
  • __ 20 On-Demand Lessons
  • __ Roleplay & Coaching Library
  • __ Workbook & Resources
  • __ Private Student Community
  • __ Mobile App Access
  • __ Certificate of Completion
  • __ Hi-Q Method™ Gap Assessment
  • __ 20 On-Demand Lessons
  • __ Roleplay & Coaching Library
  • __ Workbook & Resources
  • __ Private Student Community
  • __ Mobile App Access
  • __ Professional Certificate

ENROLL YOUR TEAM

“[it] will open your eyes To a whole new approach”  – tom bailey

Ask Your Employer
to Cover the Cost

If you need your manager’s approval, we created a email template you can use to get started. 

geT THE TEMPLATE
Manager Email Template

Future-Proof Your Career

Don’t just survive in this changing market.
Imagine where you can go with in-demand emotional intelligence skills.

Don’t just survive in this changing market. Imagine where you can go with in-demand EQ skills.

Gain a Competitive Advantage

71% of employers say they value emotional intelligence over IQ, and 75% said they are are more likely to promote those with high EI over candidates with high IQ.

SOURCE: CAREERBUILDER

Rise in the Ranks

82% of global companies now utilize EQ tests for executive positions, and  72% of these companies give the tests to middle management as well.

SOURCE: Mitrefinch

Increase Your Earnings

Those with a high EQ make $29,000 more annually than people with low EQ. A single-point increase alone in your EQ adds on average $1,300 to your salary.

SOURCE: BREAKTHROUGHROI

On-Demand Resource

On-Demand Resource

With the mobile app, your team can access BD Essentials on-the-go for upcoming meetings or simply as a refresher. These best practices are designed to enhance your process, not replace them.

Your team can submit requests for additional roleplays and templates to add to our expanding library in the portal, and will be updated as new resources are added. 

See exactly how it’s done.

On-Demand Resource

With the mobile app, your team can access BD Essentials on-the-go for upcoming meetings or simply as a refresher. These best practices are designed to enhance your process, not replace them.

Your team can submit requests for additional roleplays and templates to add to our expanding library in the portal, and will be updated as new resources are added. 

On-Demand Resource

On-Demand Resource

With the mobile app, your team can access BD Essentials on-the-go for upcoming meetings or simply as a refresher. These best practices are designed to enhance your process, not replace them.

Your team can submit requests for additional roleplays and templates to add to our expanding library in the portal, and will be updated as new resources are added. 

IN 15 MINUTES A DAY, YOU CAN LEARN TO:

easily book
new meetings

Use curiosity to open new doors and conversations 

get COMPETITIVE
INTELLIGENCE

Identify and easily connect with key stakeholders

QUICKLY
QUALIFY & SHAPE

Shape opportunities early using real discriminators 

meet your
pipeline goals

Win new contracts and
meet growth goals

what makes this different?

We’re Glad You Asked

How is this different from other government contracting courses?

We don’t teach a government contracting process, we teach how to use a federal engagement method to enhance your current process.

Everyone has a BD or Capture process, yet most business development professionals are never taught how to connect with customers or gather game-changing intelligence!

In this course, you will learn a proven trust-based engagement method commonly used by elite performers and position yourself as a valuable customer resource.

What is the Hi-Q Method™?

The Hi-Q Method™ provides the skills you need to develop federal relationships with ease.

This proprietary engagement method is designed to help you learn, apply, and master the appropriate customer engagement skills required for success. By improving the quality of your customer relationships, you improve the quantity and quality of human intelligence for a competitive edge.

The Hi-Q Method™ gives business developers and supporting teams the tools and confidence they need to connect with federal buyers consistently through a repeatable process that takes the guesswork out of connection.

This framework is based on a solid academic foundation of leadership development and behavioral psychology, combined with 30+ years of real-world engagement experience to scale the behavior and mindset change needed to win in competitive markets.

Could this help me with my own business?

As they say, “Everyone sells.” Every day in every role.

But you? Your livelihood depends on it.

How you connect with customers and understand their REAL needs will be absolutely critical to your success.

Brush them aside or don’t learn the skills to dig deeper and it will only set you up for failure.

The skills we teach in this course will not only give you the competitive advantage you need for this venture, but for those to come.

Knowing your customers = success.

Is this only for BD professionals?

Absolutely not.

Over the last 30 years, about 30% of our students…are not business development professionals.

Why? Because these skills cross roles and titles.

We teach these skills to:

  • Engineers

  • Purchasing Reps

  • Operations

  • Program Managers

  • Contracts Specialists

  • Executives

  • MARCOM- Marketing & Communications

  • Sales and Sales Leadership

  • Technical and Functional Leaders

  • Capture Leads and Team Members

and more…

This course is for those who engage in customer meetings, and business growth initiatives in the pursuit of winning business opportunities in the federal market.

What if I'm new to government contracting?

You’re at an advantage.

Why? Because you don’t have to unlearn any incorrect tactics that so many have been taught for decades.

You’re starting from a clean slate, and you’ll find this easier than your other peers.

Congrats! You’re coming out of the gate with a competitive advantage.

Can I do this? Do I have the time and skills?

Do you care about other people?

Do you want to do the right thing?

Do you want to wake up each day feeling good about the difference you make?

Then yes, you have the mindset.

And if you have an internet connection, a computer or smart phone, and the will to learn, you’ve got this.

Are you an introvert? Scared to call on important people? Don’t want to “stir the pot?”

We have actually found these people who tend to doubt themselves, or doubt they are capable of being a “superstar,” to be the BEST in the business.

Yes, you read that right.

Why? Because of their expertise. They have the natural ability to see outside of themselves and focus on the customer with new communication skills.

You just need the right tools and methods. That’s where we come in.

Believe us when we say – you got this.

What if I don't have a lot of time? My schedule is packed.

This is a self-paced program, meaning you can work as many or as little hours as your schedule allows.

We recommend you limit yourself to 1-2 lessons per week, and take time to put them into action.

But here’s the thing: when you start to implement these practices, you’ll see results.

So we find students gain momentum, waking up to new possibilities every day. There’s new energy.

They stop dreading calls.

They find…this can be rewarding!

So you’ll WANT to keep going. Trust us.

But, don’t have a lot of time? It’s no problem.

Take your time, but don’t be surprised when you find things get really get interesting once you start making changes.

I don't live in the US, can I still do this?

Yes, this program is available to everyone who wants to learn how to win contracts with the U.S. Federal Government.

Do you offer a guarantee?

Yes! We believe in this program so much we offer a 100% Money Back Guarantee. We believe this program provides the tools and methods needed to transform your customer relationships.

If you can show us that you’ve gone through the steps, did the work, and still don’t feel that you have a solid relationship-building foundation in place, then absolutely reach out within 30 days to get 100% of your investment back. For more information, please refer to our return policy.

A smarter way to win,
from the leader in relationships

Masterclass Reviews
BD ESSENTIALS

Master the fundamentals of federal relationship-building skills in 4 weeks.

ENROLL NOW

ACCELERATE YOUR RELATIONSHIPS, CAREER & RESULTS

FREQUENTLY ASKED QUESTIONS

what roles are common in government contracting?

Common roles in government contracts include:

  • Business Development Professionals: They identify contracting opportunities, conduct market research, and build stakeholder relationships to position the company for contract award.
  • Capture Managers: Lead the procurement cycle by developing win strategies, analyzing evaluation criteria, and coordinating proposals for source selection.
  • Subject Matter Experts (SMEs): Provide technical input on types of government contracts, ensuring compliance with procurement policy and negotiation strategies during the bidding process.
  • Contracts Managers: Handle contract management, including contract changes, contract work oversight, and negotiations with contracting officers to maintain contract performance.
  • Program Managers: Oversee delivery for federal contracts, managing budgets, teams, and compliance with federal government contracting requirements.

These roles collaborate across federal agencies and civilian agencies, often requiring certification like the CFCM for federal contract managers. Hi-Q Group offers training courses through the BD Essentials online program, including a program overview and study guide for certification, helping professionals meet experience requirements and earn a digital badge to certify their core competencies.

what are the top challenges in government contracting?

The top challenges in government contracting include navigating complex procurement processes, complying with strict evaluation criteria, and competing in a crowded market for federal government contracting.

Other challenges include lengthy source selection delays, changing types of government contracts, and securing business development assistance for small firms.  Contractors face high compliance costs, limited business opportunity specialists support for joint ventures, and adapting to federal investments shifts. 

Additionally, federal procurement experts highlight risks in contract performance for services contracts.

why do relationships play such an important role in government contracting?

Relationships play an important role in government contracting because they build trust with decision makers like contracting officers, influencing source selection and contract award in a regulated environment.

Strong ties with stakeholders in federal agencies enable better understanding of procurement policy and budgets, leading to successful long-term partnerships.

They facilitate discussions on contract changes and provide insights into upcoming contracting opportunities, reducing risks in the procurement process. Our Customer Relationship Score (CRS) tool helps measure these bonds, ensuring federal contract managers maintain compliance and value.

how can you learn how to develop better federal relationships?

To learn how to develop better relationships in government contracting, Hi-Q Group recommends focusing on skills like active listening, negotiation strategies, and understanding stakeholder needs through structured training courses. 

We offer two key programs:

  • BD Essentials: An online program with a program overview covering relationship-building basics, including a study guide and exam for certification (meeting experience requirements), helping professionals earn a digital badge demonstrating their skills.
  • BD Masterclass: Advanced training courses with in-depth discussions on federal government contracting, featuring a study guide, hands-on coaching and exam for certification, emphasizing practical skills to certify expertise and drive student success.

These programs, requiring hands-on practice, equip you to foster long-term partnerships with civilian agencies and federal agencies.

why is it difficult to gain access to multiple federal stakeholders?

Gaining access to multiple federal stakeholders is difficult due to strict security protocols, bureaucratic layers, and limited availability in federal government structures. Hi-Q Group notes that stakeholders like program managers and contracting officers are often overloaded, with access restricted by procurement policy to prevent undue influence.

Challenges include navigating experience requirements for meetings and competing with established contractors. Our BD Essentials and BD Masterclass programs provide business development assistance to overcome this through enhanced relationship-building skills.

how has doge made it harder to build federal relationships?

DOGE (Department of Government Efficiency), established in 2024 to cut waste and streamline operations, has made building federal relationships harder by imposing stricter oversight on government contracts and federal contracts, leading to contract reviews, consolidations, and potential terminations.

This reduces contracting opportunities as agencies focus on cost-efficiency, limiting interactions with stakeholders and federal procurement experts.

DOGE’s emphasis on transparency and spending cuts disrupts long-term partnerships, making it tougher for contractors to engage amid policy changes. To adapt, our certification programs teach strategies for resilient networking.

what are the government agencies or programs are common in these engagements?

Common government agencies and programs for engaging in government contracting include the Department of Defense (DoD) for military services, NASA for aerospace, and the General Services Administration (GSA) as a central contract vehicle provider.

Civilian agencies include Department of Health and Human Services (HHS) for healthcare contracts and the Small Business Administration (SBA) for business opportunity specialists support in joint ventures. Programs like the 8(a) Business Development offer business development assistance to small firms as well. 

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