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EasyUphill
CORPORATE DEVELOPMENT
+27 81 041 7673
training@eubiz.co.za
68 Sunstone Street, Germiston, 1401
eubiz.co.za
training@eubiz.co.za
68 Sunstone Street, Germiston, 1401
eubiz.co.za
Sales, Marketing & Customer Service
Selling to Government and Large Institutions
Duration
3 Days
Delivery
In-house, public or online
From
R13,000 per delegate
Certificate
On completion
Course overview
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.
What you will be able to do
- 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
Course outline
01
How institutional and government buying actually works
02
Positioning before a requirement reaches the market
03
Registration, compliance and vendor prequalification
04
Building references, credentials and track record
05
Committees, evaluation criteria and scoring
06
Pricing into an institutional evaluation
07
Managing a long cycle and maintaining momentum
Upcoming public sessions
| Dates | Venue | Duration | Fee per delegate |
|---|---|---|---|
| 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 exclude VAT. This course can also be delivered in-house at your premises on dates that suit your team, or live online.
To book or ask for an in-house quote
Reply to the email this brochure came with, call +27 81 041 7673, or visit eubiz.co.za and open this course.
EasyUphill Training & ConsultingTailored training that moves teams forward.
+27 81 041 7673 · training@eubiz.co.za
68 Sunstone Street, Germiston, 1401 · eubiz.co.za
68 Sunstone Street, Germiston, 1401 · eubiz.co.za