Convincing a Prime to Put You on Their Team (2021 Update)
Format: Live webinar (on-demand recording available on August 26, 2021)
Date: August 19, 2021
Time: 1:00 pm EDT
Duration: Approx. 90 minutes
Instructor: Joshua Frank, RSM Federal
Learning Credits: 1.5 CPEs, 0.75 ATC
APTAC BOK: C.14 Subcontracting, D.7 Teaming Arrangements
*Your registration includes access to the on-demand recording.
You know you have to team with another company to take part in a larger acquisition. You understand that a dozen teams will go after the bid. There are three companies that you KNOW have a competitive advantage. One of these three is likely to win. You select the one you believe is most competitive and have a meeting to discuss joining their team.
By the time the meeting takes place, the prime has most likely already made a decision. You’re either on the team or not. But even if you’re on the team, you may get little or no work. These are the situations many companies face in both the government and commercial markets.
In this webinar, Joshua Frank will discuss several strategies you can employ to communicate your value from the start. You need to make sure that your initial discussion clearly shows that you’ll make the prime more competitive. It’s not about what you sell or how strong you are at what you do. It’s about helping the prime to win. Create that perception, and you’re on the team.
This webinar provides award-winning tactics and strategies that have directly helped companies win more than $2.8 Billion in definitive contracts and more than $30 billion in multiple award contracts. As a result of these strategies, Mr. Frank, managing partner at RSM Federal, was awarded SBA’s Veteran Business of the Year and Small Business Advocate of the Year by the Society of American Military Engineers.
Target Audience: novice and experienced small business government contractors
Meet Your Instructor:
JOSHUA FRANK, RSM Federal
Award-winning business coach, professional speaker, and bestselling author, Mr. Frank is a nationally recognized authority on government sales and business acceleration. With 28 years in the government market, he speaks nationally on small business strategy. He specializes in developing and implementing techniques and strategies required to differentiate, position for, and win government contracts. His training seminars are consistently rated as some of the strongest seminars at national conferences and events. Mr. Frank’s coaching has helped companies win more than $2 Billion in government contracts.
Mr. Frank’s techniques and strategies facilitate improved positioning, competitive advantage, and sales cycle acceleration for winning new contracts and increasing revenue. His training, with hundreds of testimonials, is consistently rated as being real-world, highly educational, and brutally honest.
Managing Partner at RSM Federal, Joshua Frank is the author of The Government Sales Manual and Amazon’s bestseller An Insider’s Guide to Winning Government Contracts: Real World Strategies, Lessons, and Recommendations. Mr. Frank also developed the Federal Access Program.
With nationally recognized and award-winning strategies, RSM Federal has facilitated more than $2 Billion in government contracts for its clients and members. Due to this success, Mr. Frank received the SBA’s Veteran Business of the Year award and the SAME’s Industry Small Business Advocate of the Year award. In addition, RSM Federal was recognized as one of the Top 50 Trustworthy Companies of the Year by Silicon Review.
Mr. Frank serves as Chairman of the Board for the Midwest Veterans Advocacy Foundation (VAF) / Veterans Business Resource Center (VBRC). Mr. Frank also supports the SBA’s Emerging Leaders Program and judges applications for Arch Grants providing startup funding for entrepreneurs.
An avid outdoor enthusiast, Girl Scout and Boy Scout leader, Mr. Frank lives in St. Louis, Missouri, with his wife, daughter, and son. He is a former military intelligence officer with an undergraduate degree in English, a Master’s in Management Information Systems (MIS), and a Master’s in Business Administration (MBA).