Creating a Step-by-Step Government Sales Strategy
Format: Live webinar (on-demand recording available on March 4th)
Duration: Approx. 90 minutes
Instructor: Joshua Frank, RSM Federal
NCMA Certifications: 1.5 CPEs
APTAC Certifications: 0.75 ATC
APTAC BOK: C.21 Marketing to Government Agencies (Core)
*Your registration includes access to the on-demand recording.
An educational, fast-paced, and high-energy course – We are going to walk-through various techniques and strategies you need to build a viable sales strategy and win government contracts.
Unlike most courses, this is more than a general or abstract discussion. It is designed to connect the dots, from who buys what you sell to how you collect intelligence and win. We will provide the necessary techniques, strategies, and recommendations you need to keep your sales strategy on track.
We will cover the following:
- Researching who buys what you sell;
- Understanding why communicating quantifiable value is critical to prime and subcontracting efforts;
- Fine-tuning your positioning within the market;
- Engaging the market;
- Teaming to win;
- Building and managing your pipeline; and
- Determining your Bid – No Bid process.
We’ll finish with an honest and frank discussion on bid-matching / contract management tools.
This course provides award-winning techniques and strategies that have directly helped companies win more than $1.8 Billion in government contracts. As a result of these strategies, the presenter, Mr. Joshua Frank, managing partner of RSM Federal, received SBA’s Veteran Business of the Year and the Society of American Military Engineers’ (SAME) Small Business Advocate of the Year awards.
Target Audience: Federal small business contractors
Meet Your Instructor:
JOSHUA FRANK. Author, trainer, and business coach with 25 years in the federal space, Mr. Frank speaks nationally on small business strategy and business acceleration. He specializes in the development and implementation of techniques and strategies required to differentiate, position for, and win government contracts. His training sessions, highly educational and thought-provoking, are consistently rated as one of the strongest sessions at national conferences and events.
Managing Partner at RSM Federal, Mr. Frank is the author of The Government Sales Manual. His company runs the Federal Access (FA) Program which has facilitated more than $1.6 Billion in government contracts for FA Members. Due to this success, the SBA awarded RSM Federal 2016 SBA Veteran Business of the Year.
Mr. Frank serves on the Board of Directors for the St. Louis Veterans Business Resource Center (VBRC). He also serves on the National Small Business Association (NSBA) Leadership Council as a member of the Economic Development Policy Committee. 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 and Boy Scout leader, Mr. Frank lives in St. Louis, Missouri with his wife, daughter, and son. He is a former intelligence officer and a graduate of the University of Missouri with an undergraduate degree in English. He is also a graduate of Webster University with a Masters in Management Information Systems (MIS) in addition to a Master’s in Business Administration (MBA) from the Webster University Walker School of Business.