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How to Differentiate & Communicate Value to Government Prospects & Potential Teaming Partners - Kincheloe or Sault Ste. Marie

Tuesday, July 10, 9:00 am - 12:00 pm

When you call, email or meet with a government agency or prime contractor that you want to do business with, how are you different from the umpteenth other businesses that have already called?

A key to winning government contracts is the ability to differentiate and communicate value – and that can be a challenge for many small businesses. A differentiator is a characteristic that separates you from competitors and gives you an advantage in the eyes of your target customer.

This seminar will make you THINK and WORK on how to position your business in the government marketplace. How are you different? What metrics describe your company and the value you provide? The seminar will include hands-on exercises in applying the lessons to your capability statements and business cards. Bring them with you!

This seminar will cover:

  • Branding yourself & your business
  • Competency mapping
  • Ways to differentiate your product/service
  • Direct, indirect & balancing differentiators
  • Differentiating by ROI
  • Communicating value in marketing materials
  • Bridging your capabilities for perceived differentiation

The location for the seminar is TBD, but it will be held in either Kincheloe or Sault Ste Marie, MI.

There is no cost for the seminar but pre-registration is required.

Register Online Here

Event Flyer


The Northwest Michigan PTAC is funded in part through a cooperative agreement with the Defense Logistics Agency and in part by the Michigan Economic Development Corporation.



Northwest Michigan Works! is an essential resource for employers and job seekers in the Northern Michigan area.

Kathy Stuart, Michigan Rubber Products Human Resource Manager