Convincing a Prime to Put You on Their Team
Format: Live webinar (on-demand recording will be available on October 30th)
Duration: Approx. 90 minutes
Instructor: Joshua Frank
NCMA Certifications: 1.5 CPEs
APTAC CPP Certification: 0.75 ATCs
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.
We’ll 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 is about perception and how you match the value you provide to the prime’s requirements. As a result of these strategies, the presenter, Mr. Joshua Frank, received SBA’s Veteran Business of the Year and Society of American Military Engineers (SAME) Small Business Advocate of the Year awards.
Target Audience: Novice and experienced government contractors
Meet Your Instructor:
JOSHUA FRANK. 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 the development and implementation of techniques and strategies required to differentiate, position for, and win government contracts. His training seminars are consistently rated as one of the strongest seminars at national conferences and events. Mr. Frank’s coaching has helped companies win more than $2 Billion in government contracts.
His 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 author of The Government Sales Manual, Amazon’s number one bestseller An Insider’s Guide to Winning Government Contracts: Real World Strategies, Lessons, and Recommendations and 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 was awarded the SBA award for Veteran Business of the Year, the National award for Industry Small Business Advocate of the Year by the Society of American Military Engineers, and 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 Masters in Management Information Systems (MIS), and a Master’s in Business Administration (MBA).