Institutional Selling: Federal Marketplace

Participants attending this interactive workshop are introduced to the federal healthcare institutions such as the Veteran’s Health Administration, the Department of Defense, the Federal Bureau of Prisons, and the Indian Health Service. The institutional representative will be exposed to the dynamics which drive the Federal Market arena. They will become more adept in developing relationships with key federal customers to drive sales and increase market share.


  • Understand the various federal institutions.
  • Define the key personnel and military hierarchy.
  • Describe the various bidding processes to gain formulary access.
  • Develop a strategic and tactical plan to gain pull through in the federal market place.