government prospect meeting

How To Engage and Position During Government Prospect Meetings

Format: Live webinar (on-demand recording available on November 12, 2020)
Duration: Approx. 90 minutes
Instructor: Joshua Frank, RSM Federal
NCMA Certifications: 1.5 CPEs
APTAC Certifications: 0.75 ATC (pending)
APTAC BOK: C.21 Marketing to Government Agencies (Core)

*Your registration includes access to the on-demand recording.

An educational, fast-paced, high-energy, and thought-provoking webinar on how to approach a face-to-face meeting with a government prospect.

This webinar will accelerate your confidence and your ability to position with new prospects. You will learn how to differentiate from your competition while simultaneously collecting information and intelligence necessary to communicate your competitive advantage.

This webinar will also realign your expectations on what to focus on during an initial prospect meeting because it’s NOT about making a sale or discussing your socio-economic status.

We will discuss pre-meeting activities, including:

  • research and planning
  • how to facilitate the onsite meeting with your prospect
  • how to control the direction of the meeting, prioritizing your meeting objectives
  • and how to successfully follow-up

Everyone tells you to bring a copy of your capability statement or marketing slick – don’t. Everyone tells you to introduce your company by including your socio-economic status – that you’re a small business or woman-owned or veteran-owned or minority-owned – don’t. We’ll explain why during this course.

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 the SBA’s Veteran Business of the Year award and the Society of American Military Engineers’ (SAME) Small Business Advocate of the Year award.

Target Audience: Small business sales, marketing, and management.

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.


Nov 04 2020


1:00 pm - 2:30 pm

Local Time

  • Timezone: America/New_York
  • Date: Nov 04 2020
  • Time: 1:00 pm - 2:30 pm