Day Schedule: |
Registration: 7:00 - 8:00 AM
Program Starts: 8:30 AM
Wrap-Up: 3:00 PM |
Why this training?:
- Overview of the grant writing process for PSAs applying to Federal programs
- Former Public Safety employees and Nationally proven grant writing training experts
- No fluff – all real-world training
- Recent Interpretations of Federal Procurement Policy Have Affected the Way You Must Do Business in Regards to Grantees and their Awards
- Additional marketing services available (fee may apply)
- Instructors with five + years teaching, speaking and working for Nationally known companies that sell products to PSAs.
- Hints, tips, traps to avoid, checklists
About this Workshop:
Companies that sell products and/or services to public safety agencies (police, fire, EMS, emergency management) have marketing and sales strategies in place. However, these strategies may need updating or change due to new grants, federal rules, guidelines and close out procedures tied to grants awarded to state and local Public Safety Agencies (PSAs). Further, the buying cycle for grantees is a function of grant award and project timing. These facts impact when PSAs buy, what they buy, how they buy and the decision process involved.
This interactive and comprehensive training is based on five years of training workshops developed for First Responders and Emergency Services Providers and is specifically focused on the skill sets needed to properly be able to interact with these agencies as they seek grant awards and enter into their procurement phase of their grant award. Understanding the procurement process of these agencies and the rules they must follow is crucial to your successful interaction with these customers.
The student will gain an understanding of the grant writing process as it relates to public safety agencies that are pursuing grant funding and may be procuring your equipment or services with grant award funding. You will gain understanding of what the funding source must see in order to affect an award for the applicant agency and how they must select the products and/or services to be used with grant funds. The student will also gain knowledge about what levels of assistance can be provided by the manufacturer or vendor in this process.
The student will gain the knowledge to assist their company in interacting with potential grant awardees seeking products or services.
This course will teach you how to:
- Translate “Federal-ese” into plain English
- Understand the relationship of the Program Guidance and RFP Documents to Discern Eligibility, Program and Funding Priorities, Rules and Regulations
- How to direct clients to Grant and Funding Opportunities and Identify Resources Useful for Doing So
- Find out the federal limits placed on the grant that may help or hinder your strategy.
- Understand the information needs of your client and when they will need the information.
- Better understand conflict of interest rules and their impact on corporate business strategies.
Topics:
- What is the Grants process? Timing. Best time for product companies to enter
- To whom should you call on and why
- Public Safety Agency (PSA) information needs to support grant writing
- When to play the grant card
- How to chase the money
- How are purchase decisions made for grants funds?
- What are the federal rules attached to the grant that drive the award to product services vendors by the grantee
- How do the federal agencies evaluate and select grantees. Lessons-learned.
- Typical terms and conditions found in a grant award.
- What are typical state and/or municipal rules for contracting that determine vendor eligibility
- What is conflict of interest and why do I need to be concerned
- Hints, tips, checklists, traps to avoid
Who Should Attend:
- Business, Contracts, Marketing & Sales teams from companies that sell products and/or services to Public Safety Agencies
Be Prepared:
- Bring your laptop (most sites have WiFi access) - not a requirement, but it will help you to save and access resources.
- Highlighter, Pen & Notepad.
- Bring information (electronic files and print outs) on previously denied grant proposals or new project ideas.
- Remember to bring your laptop's power cord.
Agenda:
Introduction – Selling to the First Responder Market in Today’s Environment
- Identification of product line and current distribution channel
- Correct identification of true customer base
- Identify and understand current distribution trends and decide which is correct for you and your company
- Getting to the end user/customer
- Demonstration techniques
- Close the loop
Understanding the New Rules
- Procurement integrity and your selling campaign
- Traps to avoid
- Lessons-learned
Selling Products and Services to Public Safety Agencies – The new normal
- So, What Exactly Is a Grant?
- Who are the Funding Sources
- Types of Grants
- First Steps
- Finding Funding
- Politics of Grants
- Reviewing the RFP/Guidelines
- After the Application Process
- Your Client’s Grant Is Approved
- Common Reasons Grants Are Declined
- Keeping the bid specification competitive
- The Grant Bid Cycle and How it Impacts Your Marketing/Selling Strategy
- Grantees – Who Makes Purchase Decisions
- Typical Grantee Organizations – Decision Chain
- New Rules for Vendor Supplied Grant Writing
- New Rules Applying Federal Acquisition Rules to Grantees
- Top Ten Mistakes Made by Vendors
- Dismissal
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About Your Instructors:
Kurt T. Bradley is the Vice President of Homeland Defense Grants.
Kurt has attained certifications with the National Grant Writers Association as a Certified Grants Consultant, Certified Grants Reviewer, Certified Grants Administrator, Senior Certified Grants Specialist and Certified Grants Specialist.
After being honorably separated from the military Kurt began his 25 year career in law enforcement, retiring in 2001.He was a certified law enforcement instructor with the State of Florida and the grant writer for his city. Upon retiring from law enforcement, Kurt worked for the local Housing Authority, writing grants for that agency to HUD. He also wrote grants to corporate and private foundations for social service programs. Kurt's work, while at this agency, resulted in several state and national recognition awards while he was employed there.
From 2004 – 2009, Kurt was appointed to develop and direct CHIEF Grants ( a business unit of CHIEF Corp) and had responsibility for developing this new business providing grant writing training and grant development services to public safety agencies nationwide. He has assisted his clients and public safety agencies win more than $130 million dollars in grant awards from corporate/private foundations, local, state and federal grant programs.
Kurt is a regularly published freelance and guest columnist to public safety industry and Homeland Security publications. He was a guest staff columnist to several local newspapers and wrote a weekly law enforcement column. Kurt has been a featured guest columnist for the Homeland Defense Grants and other public safety industry publications. His broad range of experience in public safety, grant writing and Training & Publishing makes him uniquely qualified to handle the needs of public safety agencies and others.
As a grants consultant and retired public safety administrator, Kurt brings a unique perspective to this field both as a former agency administrator-in-need, and as a grant professional. His experience will serve your department well as you compete for the billions of dollars in grant monies that have been made available through the Department of Homeland Security and other public and private sources of grant funding. When not trying to win grant dollars for his clients, Kurt can usually be found pursuing his other passion, hunting or fishing.
Margaret Stark
Ms Stark (Las Vegas Course) is a public safety grants consultant with particular specialization in law enforcement grants. With over 17 years experience in grant writing, Margaret has attained certification with the National Grant Writers Association to include a Certified Grants Consultant, Certified Grants Reviewer, Certified Grants Administrator, Senior Certified Grants Specialist and Certified Grants Specialist.
During her career Margaret has assisted over 10,500 law enforcement and public safety agencies in obtaining grant-related information for applications and given assistance to agencies resulting in well over $100 million in funding. Margaret also teaches grant writing classes in academies, law enforcement facilities, and individual agencies across the U.S. Margaret is a nationally recognized speaker /instructor having presented at professional conferences and seminars throughout the US.
Prior to her career as a professional grant consultant and instructor, Margaret served for four years as a grant writer for the Pulaski City Police Department in southwestern Virginia. She has an additional five years experience in writing grants and fund raising for non-profits as well.
During her professional career Margaret has been the grant consultant and grant training instructor for: Homeland Defense- Grants, CHIEF Grants, Xenonics, TASER and ITT Nightvision.
James Allen Thornton
Mr. Thornton is a proven sales and marketing executive who has designed and executed (post 9/11) two of the most successful marketing and sales campaigns for manufacturers that sell into the public safety agency market.
Mr. Thornton is currently responsible for the over all sales and training of all state, federal and military police in the proficiency of the world’s most advanced night vision system. He has served as a state certified Law Enforcement Officer with over thirteen years experience dealing directly with the public, as a patrolman, community police liaison and detective.
Mr. Thornton brings to this presentation the experience and lessons-learned that can only be gained by serving as a police officer, successfully selling to public safety agencies and a prized instructor.
Grant Writing Workshop for Disabled
Grant Writing Workshop for Health Care Programs
Registration Fee - Vendor Training:
- National Workshops if scheduled -Corporate - $399.00
Onsite Corporate Training – Have a Large Staff to Train? Can't Make These Dates? Tight Travel Budget?
Homeland Defense Grants can provide this training, wherever and whenever you need, including on-site at your facility. Our staff will cost-effectively implement training customized to your needs. If you have group of attendees (usually 10 or more), we can bring this course to you and help save you time, travel costs, and more!
To request a proposal and schedule training, e-mail Kurt Bradley, Vice President, Homeland Defense Grants at kurt.bradley[at]hdgrants.com or call 863-551-9598
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Grant Writing Workshop for Affordable Housing Programs
Regular Registration Options:
*Please note: Online registration closes 2 days before the event, and at that point you must register by using the downloadable form (below) and bringing it to the event with you. Early registration is encouraged. If you do not register early we may not have class materials or manuals for you.
[1] Online : Please see the Training Schedule at the top of this page for Online Registration
[2] Fax our downloadable registration form (requires Acrobat Reader) to (941) 727-7547
[3] Phone Customer Service at (941) 752-5757
[4] E-mail Customer Service at Customer.Service@hdgrants.com
[5] Mail our downloadable registration form to:
Government Training Inc.
5372 Sandhamn Place, 2nd Floor
Longboat Key, Florida 34228
Registrations are payable by Visa, MasterCard, American Express, company check or government purchase order.
CANCELLATION POLICY: You may designate a substitute in writing any time before the event. Cancellation requests must be sent in writing (email or fax) and will be subject to a $100 processing fee. In the event of work or family related emergency, the registrant may apply the course fee to any other training course offered by Homeland Defense Grants – including Grants Training.
We're sure you'll be satisfied with the content of our training. If you're not, please tell us why in a brief letter and we will credit your investment towards another Homeland Defense Grants training.
Homeland Defense Grants has the right to refuse registration to any attendee at any time.
Workshop Locations:
TBA
Government Training Inc.
5372 Sandhamn Place, 2nd Floor
Longboat Key, Florida 34228
www.HDGrants.com
Phone : (941) 752-5757
Fax : (941) 727-7547
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