Skills You'll Master in This Course
The government buying cycle — from agency need to contract award
How to identify and reach the right contacts at target agencies
Building relationships with contracting officers ethically and effectively
The buyer-centric mindset that drives government sales success
Lead qualification — how to assess which opportunities are worth pursuing
How to use Market Development Funds (MDF) effectively in GovCon
Innovative government sales tactics that 90% of contractors never use
Pipeline management for federal sales — tracking and forecasting
Transitioning from subcontractor to prime contractor through sales strategy
State and local government sales — how the approach differs from federal
What's Inside
The Government Sales Landscape
How public sector selling fundamentally differs from commercial — and why commercial tactics often fail.
Understanding the Buying Cycle
The complete federal procurement lifecycle from agency budget to contract award — and where to engage.
Identifying & Qualifying Leads
How to identify real opportunities, qualify them effectively, and decide when to pursue or pass.
Building Agency Relationships
Ethical, effective relationship-building with contracting officers, program managers, and small business specialists.
The Buyer-Centric Sales Approach
How to shift from a vendor mindset to a trusted advisor mindset that drives long-term federal revenue.
Government Sales Tactics
The innovative tactics — including MDF strategies — that top-performing federal sales professionals use.
Pipeline Management
Building and managing a federal sales pipeline — tracking, forecasting, and prioritizing opportunities.
Closing Government Deals
The final stages of the government sales cycle — from proposal submission to contract award and onboarding.
State & Local Government Sales
How selling to state and local governments differs from federal, and how to adapt your approach.
Building a Scalable Sales Engine
Systems, processes, and team structures for scaling your government sales operation as you grow.
This Course Is Built For You If...
Sales Professionals
Commercial sales pros transitioning to or adding government sales to their portfolio.
Small Businesses
Companies registered in SAM.gov who aren't converting opportunities to contracts.
BD Leaders
Business development leaders building and managing government sales pipelines.
Account Managers
Professionals managing relationships with existing government clients and seeking to expand.
New Entrants
Entrepreneurs who have set up their GovCon foundation and are ready to close deals.
Career Builders
Professionals building a career in government business development and capture management.
Learn from a Former Federal CIO
Nitin Pradhan — Founder, ScaleUp USA
Former US Federal CIO · Presidential Appointee · Federal Growth Advisor · Top-Rated Udemy Instructor with thousands of students trained globally. Nitin has held senior leadership roles across local, state, and federal government, and helped scale companies including Zoom and New Relic.
Read full bio →Ready to Start?
Join thousands of entrepreneurs and small businesses who have used ScaleUp USA's Federal Business Accelerator to win federal contracts.
Click below to see today's offer
- Lifetime Udemy access
- Government sales pipeline template
- Agency relationship tracker
- Lead qualification framework
- Opportunity scoring matrix
- Certificate of completion
- Lifetime Udemy access
- Government sales pipeline template
- Agency relationship tracker
- Lead qualification framework
- Opportunity scoring matrix
- Certificate of completion
Other Courses in the Federal Business Accelerator
Free GovCon Intro Course
Your free entry point into the federal marketplace.
Start & Grow a Federal Business
to $100M federal contracting roadmap.
Winning Proposal Writing
Write proposals that win federal contracts.