People Side of Government Sales: Building Relationships, Connecting with Buyers (online)

The U.S. Federal Government is the world’s largest customer - and small businesses are a critical part of its supply chain. But breaking into federal contracting can feel overwhelming without a roadmap.

The Government Contracting Foundations Series is designed for small businesses that are curious about federal work but don’t know where to start. With these monthly webinars, you’ll learn the basics step by step: how the government buys, how to register, what certifications mean, how to define your company’s capabilities, and what infrastructure you need in place to compete.

Whether you’re a one-person shop or a growing business, this series gives you practical, no-nonsense guidance to help you decide if federal contracting is right for you and how to get started the right way.

Note: These sessions are focused on federal contracting - how to do business with U.S. federal agencies. While some concepts may apply broadly, this series is not designed for companies pursuing state or local government contracts.

• Thu Aug 20, 2026 10:00 to 11:30 AM ET Foundations Session 1: Federal Contracting 101: How to Sell to the Government and Get Registered
• Thu Sep 17, 2026 10:00 to 11:30 AM ET Foundations Session 2: Small Business Certifications: Unlocking Special Advantages
• Thu Oct 15, 2026 10:00 to 11:30 AM ET Foundations Session 3: Using Your Past Work Performance to Win Government Trust
• Thu Nov 19, 2026 10:00 to 11:30 AM ET Foundations Session 4: Finding Which Government Agencies Need Your Products or Services
• Thu Dec 17, 2026 10:00 to 11:30 AM ET Foundations Session 5: Capability Statements: Your One-Page Business Pitch for the Government
• Thu Jan 21, 2027 10:00 to 11:30 AM ET Foundations Session 6: Federal Sales Cycle: Understanding The Government Timeline to Make a Sale
• Thu, Feb 18, 2027 10:00 to 11:30 AM ET Foundations Session 7: Setting Up for Contracting Success: Tools and Systems You Need
• Thu, Mar 18, 2027 10:00 to 11:30 AM ET Foundations Session 8: People Side of Government Sales: Building Relationships, Connecting with Buyers

Session 8 – People Side of Government Sales: Building Relationships, Connecting with Buyers
Plan for the people side of doing business with the government.
Whether you’re a one-person shop or a small team, government contracting takes time, roles, and discipline. This session covers how to assign responsibilities, manage workload, avoid burnout, and make smart decisions about when to outsource or bring in help.

Reena Bhatia of the NC Military Business Center at Wake Tech will provide a basic overview of essential topics.

This webinar will be presented via Microsoft Teams platform. If you've never used Teams it will ask you to download onto your computer. We ask that you go ahead and complete this step, utilizing the same First Name, Last Name and Email address used during registration.

Once you do this it will allow you access to the webinar. We recommend that you sign in to the webinar at least five minutes prior to the start of the session to ensure you don't have any technical issues.