Selling to Government and Large Institutions
Institutional buying runs on process, committees and compliance rather than relationships alone. This course covers navigating procurement, positioning before a tender is published and building the credentials these buyers require.
Course outline
What this programme covers, module by module.
- 01How institutional and government buying actually works
- 02Positioning before a requirement reaches the market
- 03Registration, compliance and vendor prequalification
- 04Building references, credentials and track record
- 05Committees, evaluation criteria and scoring
- 06Pricing into an institutional evaluation
- 07Managing a long cycle and maintaining momentum
What you will gain
- Understand how institutional buying decisions are made
- Position before a requirement reaches tender
- Meet registration, compliance and vendor requirements
- Build the references and credentials required
- Navigate committees, evaluation and scoring
- Manage the long sales cycle without losing momentum
Who should attend
- Business development and bid staff
- Sales professionals in institutional markets
- Small business owners entering public markets
- Account managers serving large institutions
Upcoming sessions
| Date | City | Duration | Fees | Book |
|---|---|---|---|---|
| 26 to 28 Oct 2026 | Cape Town | 3 Days | R13,000 | |
| 9 to 11 Nov 2026 | Johannesburg | 3 Days | R13,000 | |
| 23 to 25 Nov 2026 | London | 3 Days | US$1,500 | |
| 11 to 13 Jan 2027 | Dubai | 3 Days | US$1,500 | |
| 1 to 3 Feb 2027 | Pretoria | 3 Days | R13,000 | |
| 12 to 14 Apr 2027 | Durban | 3 Days | R13,000 | |
| 15 to 17 Jun 2027 | Cape Town | 3 Days | R13,000 |
Fees are per delegate and exclude VAT. Public intakes are confirmed once minimum numbers are met. We also deliver this course on your own schedule, in-house or live online.
Enquire about this course
Register your team or ask for a tailored in-house quote. We reply within one working day.
WhatsApp usCourse brochure (PDF)- Fees from
- R13,000 per delegate
- Duration
- 3 Days
- Field
- Sales, Marketing & Customer Service
- Formats
- In-house, public, online
More in Sales, Marketing & Customer Service
Consultative Selling and Solution Sales
Buyers respond less to product pitches and more to sellers who understand their problems. This course develops a consultative approach that uncovers needs and shapes tailored solutions. Delegates practise questioning, listening, and building value throughout the sales conversation.
Key Account Management and Growth
A small number of important customers often account for the bulk of revenue and future growth. This course shows how to manage and grow those key accounts through planning and strong relationships. Participants build account plans and strategies to defend and expand their most valuable business.
Digital Marketing Strategy and Execution
Reaching customers now means orchestrating a mix of search, social, content, and paid channels. This course builds a practical understanding of how to plan and run digital marketing that supports business goals. Delegates learn to set objectives, choose channels, and measure results.