MKTG 307: Federal Government Marketing Master Syllabus
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Course Description
This course explores the Government procurement process and contracting from the perspective of marketers and contractors engaged in the Federal community. Students will review and analyze the procurement practices of major Government contractors and seek to understand the challenges associated with conducting business with the United States Government.
Approach to Learning
The course will utilize a seminar / discussion format. It is important that students review the materials before class and come engaged to learn and participate. Guest speakers and cases may be used to illustrate examples.
Course Objectives
- Explore U.S. Federal Government Contracting from the perspective of business development, sales, marketing, lobbying, influencing, financing, and product and services delivery.
- U.S. Federal Government Contracting from the perspective of Congress and the Executive Branch.
- Review and analyze requirements, funding, contracting, and acquisition processes and practices of the U.S. Federal Government.
- Interact with and direct questions to a Practicing Professional in the Business to Government Industry in order to gain an understanding of the Challenges and Issues.
- Develop a capacity to find, make sense of, and present information related to the U.S. Federal Government Contracting marketplace.
- Explore the experience and the student’s personal suitability to employment in the U.S. Federal Government Contracting marketplace.
Required Textbooks for Homework Assignments
Weeks 1 to 7: Selling to the Government: What it takes to compete and win in the world’s largest market (By Mark Amtower)
Weeks 9 to 15: Government Contracts Made Easier: Second Edition (By Judy Bradt)
Methods of Student Evaluation
Homework assignments, industry case studies, research assignments, professor conferences, and presentations.
Course Grading
| A+ | 97% and above |
| A | 94% to 96.9% |
| A- | 90% to 93.9% |
| B+ | 87% to 89.9% |
| B | 83% to 86.9% |
| B- | 80% to 82.9% |
| C+ | 77% to 79.9% |
| C | 70% to 76.9% |
| F | Below 60% |
Sample Course Topics
These topics are drawn from three major areas: 1) Targeting, Engaging, Winning and Sustaining Business with the U.S. Federal Government contracting market; 2) Best Practice Go-to-Market Planning, Execution, Management and Measurement for Government Contractors; and 3) Best Practice Business Development, Capture Strategy, Proposal Response, Management and Measurement for Government Contractors; these topics are intended to promote understanding appropriate to undergraduates considering or intending post-graduate employment in the US. Federal Government contracting ecosystem, such as within industry, lobby firms, think-tanks, trade associations, political action groups, journalism, financiers, the legislature, the central bank, and the executive branch including both procurement, budget, and regulatory entities:
- Entities and institutions in the U.S. Federal Government contracting market
- Processes and timelines in the U.S. Federal Government contracting market
- Money in the U.S. Federal Government contracting market
- Statutes, regulations, policies, practices, and rules in the U.S. Federal Government contracting market
- People in the U.S. Federal Government contracting ecosystem
- Strategy, planning, resource allocation, campaigns, tactics, techniques, and procedures in the U.S. Federal Government contracting ecosystem
- Relationships in the U.S. Federal Government contracting ecosystem
- Influencing the U.S. Federal Government contracting market
- Contracts in the U.S. Federal Government contracting market
- Winning and losing in the U.S. Federal Government contracting ecosystem
- Employment in the U.S. Federal Government contracting ecosystem
MKTG 307 Semester Agenda
| Class/Date | General Topics | Other Activities | Pre-class Work |
|---|---|---|---|
| Class 1 / January 23, 2025 | Course Introduction & Objectives | Please watch for weekly emails for assignments and announcements | MKTG 307 Introductions and Overview • Syllabus & Course Requirements |
| Class 2 / January 30, 2025 | Congress & Executive Branch | ||
| Class 3 / February 6, 2025 | Industry & Financiers | Chapter 5 reading & homework complete, turn in | |
| Class 4 / February 13, 2025 | Influencers & “Who” Review | Cumulative review preparation | |
| Class 5 / February 20, 2025 | “Who” Quiz | Quiz preparation | |
| Class 6 / February 27, 2025 | Customer Budget | ||
| Class 7 / March 6, 2025 | “When, What, Where” Review | Cumulative review preparation | |
| Class 8 / March 20, 2025 | “When, What, Where” Quiz | Quiz preparation | |
| Class 9 / March 27, 2025 | People & Professional Sales | Chapter 6 reading & homework completed, turn in | |
| Class 10 / April 3, 2025 | Contracts | Chapter 3 reading & homework completed, turn in | |
| Class 11 / April 10, 2025 | Capture | Chapters 2 & 4 reading & homework complete, turn in | |
| Class 12 / April 17, 2025 | Keep Sold & “How” Review | Cumulative review preparation | |
| Class 13 / April 24, 2025 | “How” Quiz | Quiz preparation | |
| Class 14 / May 1, 2025 | Course Review | Cumulative review preparation | |
| Class 15 / May 8, 2025 | Course Summary Final | Final preparation |
(* NOTES: George Mason University Spring Break is the week of March 8-March 15, 2025)
MKTG 307 Requirements, Assignments, Expectations and Grading
| Course Component | Components & Component Details | Total Points |
|---|---|---|
| Completing ALL Individual Homework Assignments | Three Homework assignments will be given during weekly emails to students … Answers must be professional and complete to be accepted … MS Word/PowerPoint/Excel … Homework assignment name on cover page … Emailed to Professor at jkojac@gmu.edu … All assignments due before our next week’s meeting … Late work will NOT be accepted unless waiver granted by the instructor. | 150 or 15% |
| Class participation | This is an advanced undergrad elective which will be taught in large part through seminar discussion of cases and readings…and group exercises. Course goals can be attained only if there is a high level of student engagement. Tour evaluation in the course is based in part on how well you integrate the readings and case materials into class discussions AND contribute to the class discussion. High levels of engagement during our course sessions will count toward obtaining the maximum number of participation points possible. Regular class attendance is expected. | 250 or 25% |
| Completing ALL Individual In-Class Quizzes | Three Quizzes will be given in class – with two-week warning. Work will be handed in to the instructor at the end of the given class period | 300 or 30% |
| Completion of Final Exam | Final Exam will be given in class in the final course meeting. Work will be handed in to the instructor at the end of the given class period. | 300 or 30% |
| 1,000 Points | ||
MKTG 307 Student FAQs
Q: I missed class(es)? What did I miss? What did you discuss? What are the assignments? Where are the assignments?
A: Participation and presence in each class meeting are core to the education and evaluations organic to the course.
Q: How do I leverage George Mason University’s library for research for the homework assignments and projects?
Business and Economics Librarian
George Mason University
2203 Fenwick Library, Fairfax, MSN: 2FL
(703) 993-2213
Q: Do you offer extra credit for the course?
A: We do not.
Q: You gave me a B- (or C+ or C or lower grade). I can’t believe it!
A: The requirements for the course are stated and transparent. Students will find the more work they put in, the better the results.
MKTG 307 Proven Tips for Success
The quality of your learning is correlated to your class preparation and participation. You will be provided with presentations, homework, and reviews to help you comprehend and remember the course material. Do not fall behind in the requirements. Successful students tend to take detailed notes, review them after class, identify material that they are still unsure of after referring to the materials, and then either contact me by email or bring them up in class.
- All students will be treated as adults.
- Attend class consistently and on time: there are only 15 classes. Presence and participation are a component of the course evaluation and grade.
- Be prepared for and focused on all discussions and all assignments.
- Meet all inside and outside class commitments on time, completely and to the highest of quality.
- Devote at least four hours per week to reading and preparing for this course and all required assignments.
- An A is not the default grade. We all start with a clean slate: Zero Points. We do not grade input (i.e., how much work you put into class), rather grading is based on output.
- We are 100% committed to maintain integrity of grading process for George Mason University in general and the Costello College of Business in particular.
- Stay current on all your George Mason e-mail and Canvas postings.
- If you have technical problems, contact the appropriate service desk(s) for resolution.
Laptop Policy and/or Electronic Device Policy
- The Costello College of Business undergraduate minimum computer requirements can be found here.
- The Costello College of Business graduate minimum computer requirements laptop policy is here.
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