How To Differentiate and Communicate Value – Communicating Quantifiable and Qualifiable Metrics
Format: Live webinar
Duration: Approx. 90 minutes
Trainer: Joshua Frank
NCMA Certifications: 1.5 CPEs
APTAC Certifications: 0.75 ATC
APTAC BOK: C.21 Marketing to Government Agencies (Core)
Anyone can say, “We are a technology company” or a “general contractor” or a company that sells “electrical equipment” or “engineering services.” But that’s what EVERYONE does and provides little differentiation or separation from their competition. In this webinar, we will start with how to brand yourself, your products and/or services, and your company. Then we discuss the categories for differentiation and walk through multiple exercises on how to “bridge” capabilities for perceived differentiation, a very important process for smaller businesses. We then finish up with consolidating these lessons and discuss how to market them.
Unlike most webinars, this is more than a general or abstract discussion. We will focus on metrics you can use to improve how you describe your company and the solutions you provide. This webinar 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 the SBA’s Veteran Business of the Year and the Society of American Military Engineers (SAME) Small Business Advocate of the Year awards.
Target Audience: small business contractors
Meet Your Trainer:
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.